vendredi 31 octobre 2014

Fire on a project… why don’t you inform your client? … I have no time !


This story has been related to me by the boss of a customer service in an important project board.

One of his client called him shouting “there is a technical problem on your platform which obstructs all our transactions, and your project manager never calls me to keep me in touch!!!”

The customer service boss says to the project manager:

“Why don’t you never inform him?”

The project manager, angry:

“the client has nerve : I have no time! Moreover, ask him to not call me every 5 seconds … when I answer him, I cannot fix the problem”

Debrief: a World structurally inconsistent with the client expectations

The greatness in this company project managers’ World is not to satisfy the client but to fix the problem. Especially when it is complex and technical. In this World, project managers do not even understand why the client is not satisfied.

In other words, the recognition is not given by the client but by their colleagues to whom they could say “It took me a while but I finally got it, the protocol G56.3V8 blocked everything”.

The recommendation:

It is useless to show a nice PowerPoint presentation explaining why the client is not satisfied.

The solution (if the problem is collective and regular) is to help the team to change their World.

…Without losing the strength of the current World translated by the unlimited commitment to solve the problems.


Bruno Jourdan

General Casey? A World Maker Leader to which the others want to belong to?

Who knows general Georges Casey?

We guess not a lot of people. He was the head of the army for the multinational force in Irak before he became the chief of Staff of the US army until 2011.
The American army is an example usually used in the management to describe extreme situations to manage and tight relations between the management board and the business world: leadership, execution culture, supply chain, decisions and motivations... this organization provides managerial inputs on these topics. 

General Casey, during his lectures on leadership at Cornell University, shares a very interesting experience on the transformation of complex organizations. Reader, this is your main field, and this is P-Val daily job!


How to define an efficient Expected World vision?
At the beginning of his four years mandate as the chief of the army, General Casey wanted to use his operational experience in Irak to reform this too bureaucratic system.
His testimony on how to create the expected World to synchronize again this organization and its environment is a humble example of the main flaws we face with our clients. Their expected World is often:

  •          Either too closed to the current World, lacking stepping back and projection, as well as collective dynamism “nothing will really change”
  •          Or very dreamlike, corresponding to the external World expectations, but completely disconnected from the current World transformation abilities


The general Casey knew how to listen to his teams and his organization, without losing the desire to transform… even if he needed to wear a Christmas hat.

When he arrived at his position, he had a flashy ambition and he said: “The American army, an agile and disciplined war team, dominating during all 21st century conflicts”
After four years wandering through the current World, he understood he could not be more wrong !
He discovered an organization at the end of six years of war and with a 10 years ongoing troop deployment. This organization counted more than 3000 dead soldiers and 25 000 injured, without mentioning post-traumatic disorders impacts. He took stock of an unbalanced army, so focused on short term demands that it cannot take care of its soldiers and prepare its future.

Therefore he deeply thought over a transformation strategy around a new vision of the Expected World.
When you live a crisis, unbalanced, there is only one strategy: to restore the balance. His expected World became: «Put the Army back in balance"
It was not as bright as the initial thought, but this vision was very clear and was honored by meeting the team expectations. An important four years work enabled the US Army to find a good position.

This story is the perfect example of the leadership issue “Making a World that people want to belong to”.
The manager – World maker – needs to be able to understand the current World of his organization. He also needs to step back and to move into an expected World that he wants to embody and to explain clearly.

For those who would like to go further into the P-Val meaning of leadership, I encourage you to read the chapter 13 page 185 in the book “Changer de monde pour réussir votre stratégie” (change your world to achieve your strategy).

Laurent Dugas

Procter & Gamble, there is no ambiguity, the company is merchant


Procter is a typical example for someone who wants to understand a World… and even a case of first grade because this World is easy to get.

I would like to remind you that a World is described trough words used by its members. Let’s analyze together how Bob Mc Donald, CEO of P&G, explains his strategy in an interview on the 4th of July 2011 to the Figaro (French newspaper).

Bob MCDONALD. – Procter & Gamble has products in 38 categories, but not all of them are everywhere where we have a business. We only have 15 categories in China, 20 in Mexico and just as much in France. I set up an objective in 2009 to reach until 2015-2016 to have 19 to 24 categories on average per countries and to be more active on an international basis. Therefore we will be able to jump from 3,8 to 5 billion consumers reached every day, to increase from 12 to 14 dollars per year their average expenses per product and to boost from 77 to more than 100 billion dollars our worldwide net revenue.

13 numbers in 8 lines, who can say more?

The strategy? Objectives based on numbers, precise, detailed and with milestones.

Let’s admire these numbers together. There are not numbers for financial guys but more for operational guys. They are concrete enough for everyone, either for experience managers or not, to be able to know what to do.

P&G is merchant and his CEO is a symbol of its World.

In this merchant World, one of the 6 “pure” World established by Boltanski and Thévenot, these numbers are obvious criterion and the greatness will be the benefit.

It was the first time that Bob McDonald came to visit his French branch… no manager should have been surprised with the conversation he had with his boss.


Bruno Jourdan

Danone 2020 : More than a strategy, a new world


During an interview the 3rd of September to the Figaro (French newspaper), Franck Riboud explains the Danone strategy for 2020.

We could have expected some sayings like “becoming a leader…” or “reach a profitability of..” or even “develop this or this market”.

Not at all.

Franck Riboud strategic lines are way more powerful.

More than a strategy, Franck Riboud proposes a new World for Danone and his teams.
Here is his answer at the question “What are your strategic lines? ”:

Firstly, Danone will be a company with a position on feeding issues of the tomorrow World aligned on the economic and social issues and public health.
Secondly, a company which thinks again its upstream relations (to better manage raw material…) and its downstream ones (to take benefit of new distribution ways).
Thirdly, a company with an adapted organization to new working styles and to new business models based on alliances.

Why do we say that an Expected-World-Strategy for 2020 is more powerful than normal strategic lines?

Explaining the Expected-World-Strategy will allow teams to understand the new synchronization with the clients, providers, partners and co-workers… If the company succeeds in turning into the expected World then the objectives will be reached easily.

To summarize: an expected World is more than a simple sentence “what we want to become”, it is also “what we want to be in order to be synchronized with the evolutions of our environment which are described as well”

I guess many readers of this blog are designing a strategy for the next years. Think about the way to do it. We can help you.

Moreover, do no forget that after designing the Expected-World-Strategy, you need to manage the matching transformation.

Your company is not aligned with your 2020 expected World.

A simple convention will not be enough to reach it…


Bruno Jourdan

Changing your strategy is changing your World

Securing or developing turnover is often the task of the big boss. Facing this goal, there are two potential difficulties.

His first challenge is to come up with a new strategy.
Easy? Not that much, because the World he belongs to filters his ability to design a new strategy. In other words, his World limits the strategy he could access to.

His second challenge is to involve his company into the implementation of this new strategy
…. Apart from an incremental strategy, it is unlikely that the World of the company he manages will easily implement the new strategy. Why? Because the execution capacity cannot be claimed, it is only the result of a World, close to the new strategy. Just to remember, introducing many times the new strategy to the employees does not work.

Two operational examples to make the two difficulties concrete

The traditional circuses collapse – first example of the difficulty

Why? Mainly because boss-owners of companies cannot understand the expectations of their potential audience. Their greatness is to keep what their grandparents created. The audience thinks totally obsolete the sight of a few animals obeying to a trainer holding a whip, or watching acrobatics less impressive than Tom Cruise’s in any american blockbuster.
On the other side, new circuses understood they could deal with the strategy differently, talking about dreams and poetry, so obtaining record attendance.  However these new managers do not come from famous family circus and the World associated.
Changing your strategy is changing your World!                 

The DCNS has difficulties to convince its managers to agree with the new firm project – Second example of difficulty

An Echo (French newspaper) article from 2010 summarizes this issue: “One year after the launch, the big DCNS development plan called “Championship” has difficulties to gain a foothold. This project, which aims to a 50% growth in the next 10 years and a competitive win of 30%, should increase the power of the military shipyard building against the worldwide competition.”

“How managers see themselves reveals an operational culture, which does not give the priority to the result” says Patrick Boissier, DCNS’ CEO. He summarizes perfectly the necessary World change of his company.
The same article adds that “In respect to the 30% competitive win, this is the net revenue growth which will reveal it”… this quote seems wrong to us: in a World where the greatness is not the result, no one will be interested in productivity benefits. Even worse, this goal reveals a lack of greatness because the actual World productivity is the opposite of the operational performance.
Changing your strategy is changing your World!



Bruno Jourdan

Nelson Mandela, Madiba, has been an ideal and inspiring World maker


For 10 years we have used Nelson Mandela as a great example in our leadership seminars « Act as a World maker ».
Because no one acts on his own, Frederik Willem de Klerk has to be associated with him.
He does not smile like Mandela on the picture but he is the one who understood that the external World changed and that he had to lead his people to something else, even if it meant sacrificing himself.

According to me, both of them are perfect examples of leaders because they are makers of a World that people want to belong to.

What are the qualities to be a World maker leader?
You need three qualities:

  1. Be in accordance with the current World of your teams, of your people. It means giving a realistic diagnostic on the current World and knowing how to communicate your understanding of the situation for your team to think : “I am (finally) heard”
  2. Designing and embodying an expected World resolving issues. It is important to be out of the current World to develop an independent thought and to live the expected World. This World is not a theory but a World others are ready to embody.
  3. Negotiate and build bridges to take your teams from the current World to this expected World. It is still to be built but its principles, greatness, recognition, interactions and decisions, are already defined.
What I admire the most in Mandela is his ability to build bridges, because he succeeded where political people often fail.

The behavior of Mandela in the rugby environment is a great example. He chose the most famous “white” sport in South Africa, a country who had been barred from every competition for years. He chose to organize the world cup in South Africa and to show his commitment wearing the Springbok jersey.

This bridge is perfect:

  •        This bridge is obvious in the current World : Whites and Blacks noticed his decision, even if they were shocked at it.
  •          It embodies the expected World. Everyone understood the meaning of the decision: “we are a reunited nation”, “there will not be any reverse apartheid”


We do not all have Mandela’s fortitude and lucidity qualities. However we can all try to become World maker where people would like to belong to.


Laurent Dugas

Which kind of motivation after the financial crisis?


Companies, especially business and investment banks, have been impacted by a huge crisis in 2007. They are just emerging now from this period. During that time teams and management boards dealt first with emergency tasks, like a sailing crew trying to fix a boat before it definitely sinks, without any time to think again their actions.

Today, even if the sea is still rough but the storm gone, the crew starts thinking about their motivation: cost reduction, regulatory constraints, low brand image, stress… and no more incredible bonus!

Questioned by many clients about motivation levers after this crisis, P-Val brings a first insight on the strength of their current World. Two main questions have to be asked before any useful work on motivation levers can be initiated.

1.       Is the current World, inherited from the crisis, still logical and efficient? Did this World burst completely?

If the Greatness is to be the most innovative, how to deal with that if the Interactions and Decisions are based on compliance process and costs reduction?
If the greatness is the high growth, how to deal with that in a market under liquidity constraints, full of “de-leveraging”?
This gap between Greatness and Recognition before the crisis and Interactions and Decisions after the crisis generates a disappointment from teams at every level.

2.       Can the current World, or the one under construction, generate performance? Does it totally fit with the Clients’ World and the environment?

The main risk is to transform the company in order to avoid the last storm although the next one will be completely different. Greatness is often built from previous experiences. Are these storms really going to happen again? Shouldn’t we look for the expected World greatness in the client’s World’s evolutions? Therefore an investment bank with a goal to “cleaner than clean” could be a weak competitor because of a lack of efficiency, without avoiding some fines inherent to the job.
Such a World would not perform and could lead to a loss of motivation in the medium term. 


Giving a sincere answer to these questions is the only way to really motivate your teams.