Yearly Archives: 2022

/2022

The Slippery Slope of Integrity

When you see lists of the most important personal characteristics in a CEO (or senior executive), the most common criteria is impeccable integrity. Integrity is more important than past performance and/or future vision, and it is easy to understand why.

Trust is a huge factor in granting responsibility and fiduciary obligation. Most CEOs have little direct daily oversight and must be trusted to set the tone of integrity for all others in the company. The consequences of dishonesty can destroy a brand reputation, and eventually, the entire enterprise.

What is integrity? 

Integrity is far more complex than the dictionary definition of “adherence to ethical and moral principles.”

Each time I find myself losing trust in someone, I ask myself, “are the symptoms an indication of incompetence or a lack of integrity?” The actual outcome might be the same, but in my mind, a flaw of integrity is a more unforgivable sin. And rightfully it should be, because integrity issues result in problems continually being repeated and lack of a learning curve. Integrity, or lack thereof, is an embedded issue that is extremely hard to change.

My “integrity ladder” rates this trait in executives from fatal to marginal.

Stealing or direct lying for personal gain: This is a no-brainer—there is no reason to spend a large amount of time trying to figure out how to fix this issue even in the most talented individuals. Regretfully, there are organizations that value the individual’s results more than this moral principle; however, it eventually catches up with them.

When Justice Department investigators create sentencing guidelines, they often rate ‘tone at the top’ highly, which is the executive tolerance to dishonesty in return for profit. Not only should you avoid promoting this behavior, but you should also get rid of […]

By |August 4th, 2022|Career Lessons|0 Comments

Large Jobs Can Kill You

 

In the consulting services industry, companies are made up of a combination of a network of local offices doing recurring activity with repeat customers, with an occasional overlapping potential to perform larger and ‘one-off’ jobs. As companies grow in scale, they depend more and more on winning and delivering large jobs even if they come from different offices and clients. Large jobs are longer in duration and have more intense manpower loading that leads to higher chargeable time, and thus, much higher profit. Depending on the allocation process, they also absorb a disproportionate level of overhead from the regional and corporate levels.

If the company includes network of offices spread out geographically, one of the key missions of local offices is to detect and help sell large jobs through local relationships and knowledge. But those large jobs only come along occasionally for any given office. Therefore, the more geographical offices a company has, the greater probability of finding the next large job.

For larger jobs, companies often combine known local trust relations with corporate level delivery capability. Many clients would prefer to give their work to local qualified companies and known client server relationships, in order to reduce performance risk.

Branch offices, which routinely live off small and medium projects, occasionally discover and bring projects to the attention of the corporation that are above their usual scale to perform. In fact, a common strategic role of the corporation’s branch offices is to cover their costs with routine business and serve as “watch towers” for larger jobs.

When a large project is detected, the marketing resources, expenses and required systems are too much for the branch office to handle, resulting in corporate having to step in, if not take over […]

By |April 4th, 2022|Career Lessons|0 Comments