Innovating Leadership:
Co-Creating Our Future

Hosted by Maureen Metcalf

Conversations with global thought leaders on leadership, culture, and innovation—designed for executives navigating complexity and building resilient organizations.

Winning Digital Customers: The Antidote to Irrelevance
Episode Description

Howard Tiersky, a Wall Street Journal bestselling author and one of the most recognized voices in digital transformation, makes a blunt case: as digital experiences become central to how people live, organizations that fail to deliver them risk sliding into irrelevance. He argues that companies must adapt their core value propositions for a digital-first marketplace rather than bolting technology onto old models. Alongside him, Maureen Metcalf lays out six leadership shifts, from collaboration over command-and-control to experimentation and a multi-stakeholder mindset, that make such transformation possible.

Key Takeaways
  • Digital experiences are now central to consumers’ lives, so weak digital delivery risks irrelevance.
  • Companies must adapt their core value propositions for a digital-first marketplace, not just add technology.
  • Modern leaders favor collaboration and collective decision-making over command-and-control.
  • A scientific, experimental approach lets leaders test, measure, and refine continuously.
  • Gallup research links the highest employee engagement to companies being 22 percent more profitable.
Why This Episode Matters

Executives come away understanding that winning digital customers requires transforming the core value proposition and the leadership behaviors that support it, not simply adding technology.

Featuring

Howard Tiersky

Episode Topics

Podcast Air Date

October 12, 2021

Episode Duration

45min

Watch the episode

Season 7
Episode Number 40

Episode Content:

Are You A Future-Ready Leader?

Maureen Metcalf originally published this week’s article for the Forbes Coaches Council. Maureen is the founder and CEO of the Innovative Leadership Institute as a companion to Howard Tiersky’s podcast Winning Digital Customers: The Antidote to Irrelevance.

Across the globe, leaders are grappling with the future of work across a broad spectrum of considerations — ranging from mandating vaccines to what hybrid work looks like — to attract and engage employees to run operations.

I have seen lots of articles on the future of work. This article addresses the future of leadership. As work changes, leadership must also change. Helping leaders become future-ready has been an important topic for me for over a decade. I started a company focusing on helping leaders “innovate how they lead” to keep pace with their industries and stakeholders. Post-Covid-19, the leadership required to succeed has changed. Leaders must rethink their mindset (also known as their leadership algorithm) and their actions. Here are some of the changes that will be needed.

Organizational Impact In Place Of Personal Recognition

Many traditional leaders are guided by the desire for personal success and peripherally by organizational success. The future-ready leader’s vision of success provides humble guidance based on performance and the value of the organization’s positive impact. This leader seeks to maximize organizational success over personal recognition. This shift is significant as employees are increasingly making job choices based on the company’s alignment with making an impact. According to a January 2021 McKinsey article, “Future-ready companies recognize that purpose helps attract people to join an organization, remain there, and thrive. Investors understand why this is valuable and factor purpose into their decision making: the rise of environmental, social, and governance (ESG)–related funds is just one of the ways they acknowledge that purpose links to value creation in tangible ways.”

Collaboration In Place Of Command And Control

Traditional leaders relied heavily on a “command and control” style, where they had most of the answers. Now, the future leader leverages the team for answers as part of the decision-making process. An example is companies surveying their employees to ask them how they want to work post-Covid-19 rather than leaders dictating policy. Leaders who ask and respond by balancing business requirements and employee preferences find more success than companies that dictate policies. According to a report by Monster.com, in what’s being called the “Great Resignation,” 95% of workers are considering changing jobs. With this level of workforce pressure, the stakes are high to get the return-to-work policies right because employees are more mobile, and attracting talent is increasingly challenging.

Experimentation Over Simple Solutions

Leaders who pick a direction in a “black/white” manner often tend to stay the course dogmatically. Future leaders perceive and behave like scientists: continually experimenting, measuring and testing for improvement and exploring new models and approaches. These leaders understand they need to make quick decisions and move into action before they have sufficient information. However, this fast-action leaves them at risk if they cannot refine their direction based on what they learn from their initial steps. Therefore, they take the smallest decision and action possible so they can learn and refine their approach. Agility becomes foundational.

Growth Mindset In Place Of Fixed Mindset

Leaders who focus on being technically correct and in charge put themselves at a disadvantage compared to the future-friendly leader who continually learns and develops self and others. With the volume of change, leaders need to continue to learn about their industries, businesses, and leadership craft. They need a growth mindset and need to help their organizations become learning organizations.

Engagement Focus In Place Of Autocracy

Leaders who managed people by being autocratic and controlling must shift to focus on motivating and engaging people through strategic focus, mentoring and coaching, emotional and social intelligence and empowerment. With a tight labor market, companies struggle to attract and retain employees required to meet customer expectations. Employee engagement is higher when leaders use a range of engagement modes and tools to drive success.

There’s a strong connection between employee engagement and company profitability. In a Gallup study of nearly 200 organizations, companies with the highest levels of employee engagement were 22% more profitable and 21% more productive than those with low levels of engagement. In addition, 94% of the companies on Hay Group’s list of the World’s Most Admired Companies believe that their efforts to engage employees create a competitive advantage.

Multi-Stakeholder Model In Place Of Profit Only

Traditional leaders who tend to the numbers and primarily use quantitative measures that drive those numbers need to expand how they define and manage performance and broaden their focus. The future-focused leader continually balances customer satisfaction, employee engagement, community impact, cultural cohesion, social responsibility, environmental impact and profit. This leader is balancing a broader range of stakeholders with nuanced expectations.

Movements like conscious capitalism expand the definition of capitalism and encourage leaders to be more aware of the impact their decisions have on the broader stakeholder community they serve. Similarly, the increasingly popular ESG movement requires that leaders consider the environmental, social and governance impacts of their decisions. Increasingly, large institutional investors are focusing on companies with healthy ESG performance records. From Citi’s 2020 ESG report, “The events of 2020 are a stark reminder that companies like ours have a role to play in helping tackle the world’s toughest problems — and this sense of responsibility drives our ESG agenda,” said Jane Fraser, Citi CEO. “We don’t see ESG as a separate effort. Instead, it is embedded in our daily efforts to support our clients, colleagues and communities, and our work as a bank. We take great pride in our work and are delighted to share it with all our stakeholders in this report.”

Final Thoughts

As leaders, we are the stewards of our organizations, employees and stakeholders’ expectations. Therefore, we need to build future-ready leadership mindsets and skills required to lead in a manner that promotes success short- and long-term for our broad range of stakeholders.

Resources:

Digital is at the center of most adults’ lifestyles worldwide—and it’s here to stay. (In fact, roughly 1/3 of people surveyed said they’d give up sex instead of their smartphone!) That has disrupted and changed the customer relationship. Customers today expect the brands they deal with to deliver outstanding and seamless digital experiences. If your brand is failing to thrive, odds are you’re ignoring the marketplace changes digital has wrought. You must take what is core to your value proposition and adapt it, perhaps significantly, for a world filled with digital customers. That will require flexible and innovative leaders whose companies can turn on a dime. Howard Tiersky joins Maureen to discuss the methods for accomplishing this outlined in his new book, Winning Digital Customers: The Antidote to Irrelevance, as well as his experiences assisting large organizations grow from their analog past.

Other episodes you’ll enjoy

Guest(s):

Howard Tiersky

Guest(s) Bio:

Howard Tiersky is a successful entrepreneur who has been named by IDG as one of the 10 Digital Transformation Influencers to Follow Today and by Enterprise Management 360°as “One of the Top 10 Digital Transformation Influencers That Will Change Your World.” He is the author of the WSJ bestselling book Winning Digital Customers: The Antidote to Irrelevance and is the founder of two companies that enable large brands to win in the digital world, FROM: The Digital Transformation Agency, and Innovation Loft.

Want to be a guest on the Innovating Leadership Podcast?

Want to sponsor the Innovating Leadership Podcast?

Our Podcast Team:

Maureen Metcalf

Maureen Metcalf

Podcast Host

Dan Mushalko

Dan Mushalko

Editor & Producer

Jenna Reik

Jenna Reik

Podcast Manager

Love the show?

Leave us a review and rating:

   

    Transcript
    (auto-generated)

    Transcript