One of Marshall Goldsmith’s great insights is the concept of adding too much value. It arises when the person in the senior, power or authority position can’t resist the temptation to add his or her input to a subordinate’s work or idea. “That sounds great, but . . ..”
What happens when the senior person adds his/her “value”? Perhaps there’s a 5% improvement, Goldsmith says, yet it’s at a cost of 50% of engagement with the other person.
I like to call it adding two cents at the cost of a buck. The boss can’t resist adding his two cents and thereby drains a buck out of the overall relationship. This a common problem in delegation. You report to me. I ask you to do something or come up with something. You do so and it’s perfectly acceptable.
But since I’m the boss, which supposedly means I’m smart, I add my two cents. “This is a good idea. But here’s how I think it can be improved.”
Two cents minus a buck; or plus 5% minus 50%.
What’s the learning lesson? It means that if you’re in the power position and the other person comes up with something that’s acceptable, say “Great, let’s do it!” Resist the temptation to add your two cents or 5%. Instead, invest in the relationship by reinforcing the other person’s self-worth.
An exception to the rule
When the roles are reversed, I’ve found that the opposite is true. If you’re in the senior/power/authority position and it’s your idea or work, encourage others to add their two cents or 5%. Why? Because not only might there be an improvement, you’ll be investing in that relationship. In essence, you’re saying, “I’m willing to listen to you and to be open to change because I trust and respect you and value your insight.”
This translates into two cents plus a buck, or 5% plus 50%.
I’ve coached senior executives where their commitment to 5% plus/minus 50% has made a huge positive difference for both themselves and the people who report to them. Put simply, it’s transformed relationships.
In Marshall’s words
“Effective execution is often more influenced by the commitment of the person than the quality of the idea. When we add too much value, we may increase quality by 5% yet damage commitment by 50%. ‘It is no longer my idea boss – now it is your idea!’”
Thank you, Marshall, for this wonderful insight.