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Ask. Listen. Learn. Repeat.


A couple of years ago, I was working with a multi-billion dollar, global financial services company that had (pre-Covid) a vast network of on-location staff as well as remote online and call center staff to provide direct support to their customers. As we talked about growth and change in their company and their market, we explored if and how they were, or could be, learning from these front-line employees spread across the globe. What were these people hearing directly from customers that the company really needed to hear and understand? ​


We’ve all heard the saying about the importance of having “an ear to the ground” so we can sense imminent changes in our work environments and markets, but how well do we do it? Who has their ears to the ground more than those meeting our customers where they are? Dealing with their problems? Frustrations? Who has the potential to positively or negatively impact our customers minute-to-minute on a daily basis?


Too many of the people on the front-lines of our work think they are too “low on the totem pole” to speak up in our companies or don’t have the power to create change in their own work. And, too many companies think the same way. As a result, many of us are really missing the opportunity to become more resilient, adaptable, and creative organizations. When we don’t listen to our customers and the employees who interact directly with them, we run the risk of missing indicators of emergent change in our markets, products, and even broader society that can lead our products and companies toward their next iteration.


Through a simple, facilitated reflection process, this company - which thought it did a good job listening to its people because they could reel off some good anecdotes - realized that their listening to front-line employees across the organization was far spottier than they would like. They recognized that their anecdotes were about specific leaders or departments that carried this value of active listening rather than a reflection of a systemic approach or strategy by the firm. The implications from this kind of company self-awareness became pretty vast as they then considered who they needed to train, how they needed to adjust professional roles and expectations, and how a better process of listening could improve their product offerings.


To cultivate a powerful culture, people at all levels of our companies need formal and informal outlets to provide feedback, ask questions, and share ideas and solutions. This is just strategically smart. It’s not about being nice to our employees. Not only will listening to our employees make our company more resilient and adaptive, it will also make for happier employees and better products and services for our customers. When they know their ideas and insights are respected (even if not always acted upon), our people will more actively and critically identify customer patterns and frequent issues that we may never see, and solve them in ways we may never have thought of. They will own their work and the whole company will perform better because of it.


Powerful cultures don’t happen by accident. They result from powerful leaders, powerful relationships, and organizations that understand and leverage the power of their people at all levels.


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