Propel Frontline Leaders

"Cycle of Engagement"

It is widely discussed that engaged associates do engage customers, creating customer loyalty and retention.  But any group leader needs to also understand the follow-up, that those same customers re-engage the associate, also building loyalty and retention!  Everyone experiences this even if it is just in snippets such as helping another in some way and then feeling better about ourselves when we see results.  The emotional part is involving the heart but when this happens within the framework of an activity then the mind also becomes involved.  A sense of meaning, purpose, and accomplishment become present even if it is in a small way at first.  The activity also provides a more profound experience, of which, one is more likely to want to repeat.  Activities also introduce the "involvement" aspect of engagement where challenges (tasks) and skills (abilities) must be in alignment which further enhances the experience factor. 

But how do group leaders keep everyone focused on the activity and continue for it to provide the framework for the relationships that grow within it?  And providing a sense of purpose, meaning and accomplishment for everyone who participates in the activity.  Dr. Csikszentmihalyi provides the answer in the following quote from one of his books where he points out that often overlooked is the most important and basic of feedback's--that from the activity itself!  It is the principle reason that all toddlers are self-engaged until they learn through their school and group experiences to do as they are told rather than think for themselves.


Re-engagement within the framework of activities also explains the passion which performers, whether it be in music, sports, arts, or enterprises, experice from their audiences.  Just as with "strengths", where an activity helps a person feel stronger, engagement is the flip side of the same coin in that the activity is the vehicle to feel stronger through purpose, meaning, and accomplishment.  Another important aspect of being reengaged by those which you help benefit is that of competing with yourself, individually and collectively as a group.  While awareness of competitors can be beneficial, nothing can create engagement more than working to better ourselves.



Group leaders can prime the cycle of engagement by leading everyone by asking the critical questions for "How are we doing?" through the principle activities of daily operations.  The table below identifies the 5 actions (recipe) which when practiced will help people learn from the activity to build relationships and move toward self-engagement.  Once experienced people can use the practice in any group either formally or informally.  Presented as simply as "let's ask our customers how we are doing to be better for them".  Taking the approach of helping everyone participate in the meaning, purpose and accomplishment of a task well done, encouraging the cycle of engagement, as opposed to directly trying to engage individuals similar to the way one might teach skills in training.

What does a self-engaged person look like?  The following table indicates the behaviors which each step/action helps to demonstrate as well as the characteristics, required for self-engagement, which those behaviors help continue.  The test is to view it in reverse and ask oneself if any of the five characteristics can continue without the associated behaviors?  For example, can one enjoy an activity without continuing to make connections with the people, tools, and skills needed for the activity to be successful?


 


 Actions 

 
demonstrate
    the      

 
  Behaviors

      to       continue
     the     

 
Characteristics

 Thank

 

 Appreciation

 

    Gratitude

  Invite

 

   Intentions

 

  Commitments

   Ask

 

  Reflection

 

     Learning

 Feedback

 

   Attention

 

       Focus

  Share

 

 Connections

 

   Enjoyment

 

Now, taking another look at the picture at the top of the page, the associate is self-engaged meaning that he not only gets feedback from the activity of providing products/services to the customer but also has learned to give himself objective feedback.  This ability not only energizes him but also provides purpose, meaning, and a sense of accomplishment for his efforts.  Because the customer expresses their gratitude for his efforts it reaffirms his commitment as they understand his intentions.  He is continuously learning by reflecting on actions and their consequences which keeps his attention and focus on the customer's needs and the services provided.  The associate enjoys this challenge, as does the customer, of making the connections that meet every ones needs.

 
 
 

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  • Harvard Business IdeaCast 131_ What.m4a - on Feb 9, 2009 10:03 PM by George Reavis (version 1)
    9361k Download