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The New How: Building Business Solutions Through Collaborative Strategy
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The New How: Building Business Solutions Through Collaborative Strategy
by Nilofer Merchant
The New How [Paperback]
Praise for The New How
Dedication
Preface
Introduction: Why Strategies Fail
Before We Fix It, Let’s Understand Why It Fails
Different Types of Strategy Require Different Approaches
The “How” Matters
The Air Sandwich
The New How: Let ‘Em Think
Surely, We Can Do This Important Thing Better
1. System Overload
Blaming People Only Works for So Long
The Three Systemic Patterns
“Tunnel Vision”
“Ahead of Yourself”
“It’s Not My Job”
The Telltale Signs
Strategy in the Organizational System
Individual Behaviors and Attitudes in Collaborative Strategy
Process for Collaborative Strategy
Organizational Principles for Collaborative Strategy
Naming the Systemic Issues Lets Us Fix Them
I. “Being” Collaborators
2. Each of Us
When Individuals Step Up Their Game, the Overall Game Gets Better
Perspective Change
Beyond the Title
Each of Us: Co-Creator
Five Practices for Busting Out
Call Out
Be Fully Present
Understand the Why
Live in a State of Discovery
Embrace Contradiction
Sitting Forward, Going Forward
3. As We Lead
Enabling Organizational Velocity
The End of the Era of the Chief of Answers
The Goal Is Repeated Wins
Transitioning to the Un-Hero
The Seven Responsibilities
1. Manage Cadence
2. Generate Ideas
3. Nurture Safe Culture
4. Develop Connections
5. Satisfice
6. Engage Issues
7. Trace Topography
Be a Collaborative Leader
II. The QuEST Process for Collaborative Strategy
4. Phase I: Question
Know What We Need to Ask and Answer
How It All Works
The Question Phase: How It Fits
Working Parts of the Question Phase
Step 1: Identifying the Problem Scope
Problem scope: Roles and responsibilities
Step 2: Fact Gathering
Fact gathering activities
ELEPHANT HUNTING.
INTERVIEWING: MINING WISDOM.
RESEARCHING: GATHERING DATA YOU CAN REFERENCE.
Fact gathering: Roles and responsibilities
Step 3: Sharing the Findings
Sharing the findings: Roles and responsibilities
Sequences of the Question Phase
The Goal: Getting Shared Understanding
5. Phase II: Envision
Create Options That Matter and Know Why They Matter
How to Do It
Step 1: Option Development
Leading the option development step
Step 2: Criteria Tracking
Start with an open question
Lead the criteria tracking step
Envision Roles and Responsibilities
The Goal: Achieving Viable Options That People Believe In
6. Phase III: Select
Killing Off Bad Ideas So Good Ideas Can Thrive
Selecting “The One”
MurderBoarding: What Is It?
Steps to MurderBoarding
Step 1: Decide What Matters
Step 2: Sort
Step 3: Test
Step 3a: Reshape ideas
Step 4: Choose
Select Roles and Responsibilities
Sequences of Select
The Goal: Selecting a Winning Strategy
Moving On
7. Phase IV: Take
Eliminate Gaps by Owning Outcome
The Goal: Taking Ownership
Why Take Is Important
How to Do It
Identify who/what/interdependencies
Take roles and responsibilities
The Artifacts of the Take Phase
Managing Temptations Overall
Wrapping Up
III. Foundations to Successful Collaborative Organizations
8. Collaborating to Win
What Makes It Work Inside the Corporation Context
First Principles of the New How
Distribute decision making
Demand good followership
EMBRACE TENSION
VALUE QUESTIONS
BE THINKING PARTNERS
ABIDE BY THE RESULT
Reward co-ownership
Set clear goals and then improvise
Be students of the game
DON’T DWELL ON THE PAST
CREATE EXPERIMENTS
INVOLVE OTHERS
The Payoff
Organizations That Win Form Winning Cultures
Epilogue: It’s What We Make of It
Acknowledgments
A. Tools
Tips for Interviewing
Intention
Approach
Building a Findings Framework
Intention
Approach
Speaking Truth with Clarity and Power
Intention
Approach
Tips for Criteria Development
Intention
Approach
Exercise #1: Imagining the future
Exercise #2: Developing competencies
Exercise #3: Exploring new models
Generating Options
Intention
Approach
Burning the Boat
Intention
Approach
B. Resources
Strategy
Collaboration Trends and Tools
Leadership
Tough Conversations
Creativity
Facilitation
Decision Making
Change Management
Listening
Notes
Index
About the Author
Colophon
Copyright
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Praise for The New How
The New How: Building Business Solutions Through Collaborative Strategy
Nilofer Merchant
Beijing • Cambridge • Farnham • Köln • Sebastopol • Tokyo
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