Encyclopedia of Leadership

Your service group will be considered a powerful contributor to your organization to the

degree that you operate from the Market Actively box. We call this work Market Actively

because it is the responsibility of your service group to show how your work activities add

value to your organization; thus the need to market these activities enthusiastically. However,

beware that Market Actively work can often become Generic or Business Necessity work over

time; thus the ongoing challenge of keeping your service group focused on work that is high

value-added. Only by doing this will your group be recognized for its high value contributions

to the organization.

A couple of other caveats are also in order here. First, while every service group has essen-

tial work that must be done, far too many of these groups allow Business Necessity work to

dominate their activities. The goal is to do this must dowork as efficiently as possible, thereby

freeing up time and energy for higher-value work. Second, be careful about asking clients and

customers, “What would you like from us?” because they will often ask for more of the same

(i.e., Maintain Efficiently activities). Again, while this work must be done, it will not enhance

your group’s standing as a strategic contributor to the organization.

HOW TO USE THIS LEADERSHIP TOOL

“You do not merely want to be considered just the best of the best. You want to be considered

the only ones who do what you do.”

—Jerry Garcia

It often happens that individuals or groups become so busy doing necessary but routine work,

that when high value-added projects arise in their organizations, these are actually outsourced to

external service providers! This Strategic Resourcing model will help you initiate a review of your

group’s current work activities and plan a more value-added business strategy for your service

group. Don’t be dismayed if you are able to identify only a few High Value-Added activities.

Use this tool to begin improving your group’s strategy and focus. This will lead to con-

tracting out some lower-value activities, and training others in the organization to do some of

your Business Necessity work. Most importantly, it will help you define the High Value-Added

work that your group most needs to Market Actively.

WEB WORKSHEET

Ask yourself and then involve your group in asking these questions. Note responses in the

workspace provided.

• Which activities in our group are presently directed at generic work, and could be done
  by others?


• Which activities in our group involve Maintain Efficiently work, and distract us from
  doing High Value-Added work? (Note: If there is debate over whether an activity is

SECTION 3 TOOLS FORSTRATEGICTHINKING 83

Change leadership

People and organization effectiveness

Compensation program design

Special expertise projects

Compensation administration

Benefits administration

Reporting

Training programs

Award programs

High Value-Added Business Necessity

Unique

Generic