Out of the mouths of babes – business storytelling by leaders

Our early example about Only the Real thing story sparked some reactions from some of our followers.  One such reaction was from Alan Doyle, who is a Data Specialist at the NAB’s, Group Data Management team.  Alan did our workshop earlier this year and this is his story….

“In 1997, my son Finn was a cute three year old toddler who simply never stopped, from before the dawn, until way past his bed time !  In some ways I envied him – so much energy and such a sunny disposition, and with apparently nothing to worry about except whether his favourite teddy was close by him at all times.

My world was, at least in my eyes, so much more complex and full of worry, with so much to do and not enough time to do it.  I was working amazingly long hours, trying to ‘make the right impression’ with my work colleagues, and often went days without seeing Finn, or my beautiful five year old daughter Jessie and my lovely wife Sarah.  I loved the precious moments we did spend together, and made a huge effort to spend ‘quality’ time with them, reasoning that I could make up for the lack of ‘quantity’ by trying to do lots of things with the them in the little time we had.  Funny how maths equations like that make sense to an adult – pity they don’t ‘add up’ for the children.

One day at breakfast Finn excitedly showed me his latest family portrait in all its primary coloured crayon glory.  He was always very artistic, and his drawings were remarkably clear even at three years old.  My heart sank when I asked him to tell me all about his wonderful drawing as he bubbled with joy telling me “this is me, and this is Jessie, and this is Mummy !!!”  I asked Finn “…..and where is Daddy?” to which he replied “ooops Daddy, I forgot to draw you ! “.  I knew immediately what that meant, and I literally came apart at the edges soon afterwards.  I had no illusions about what I needed to do……work life balance finally had a real meaning to me.  That day, Finn changed my life forever!”

Business Storytelling at WorkSafe

Last Friday we attended the IPAA Writers Forum as guest speakers and had the privilege to hear Bernie Dean, who is the Executive Director of Marketing & Communications at WorkSafe Victoria.  We have for a long time used WorkSafe Victoria  as example of using business storytelling right and it was great to hear first hand from Bernie how Worksafe have strategically used storytelling to influence and persuade.

Years ago when workplace safety was not high on people’s radar,  WorkSafe used negative ‘shock’ advertising to raise awareness to the problem.  That is the power of negative stories.  They raise awareness of a problem.  If you don’t abide by safety procedures, people die.  If we don’t change our strategy, we will become irrelevant.  If we don’t outsource this division, we may go out of business…in essence they create a burning platform. 

However, negative stories can only get you so far.  Those familiar with the workplace adverts over the last couple of years will notice that they have started using positive stories .   One such advertisement is about a boy sitting on the step waiting for his dad to come home, his mother is getting increasingly worried and all the time you are thinking the worstthen his Dad pulls into the drive way and the tag line reads ”The most important reason for making your workplace safe, is not at work at all.”  View the ad on YouTube 

The workplace safety ads often get criticised for their graphic content but again Bernie emphasised that you should not dumb down the message.  He said he learnt this from reading to his two young children.  When he moved from reading Enid Blyton to Treasure Island with them, they were introduced to some rough characters and language.  He thought he needed to ‘tone’ down the language but realised that as soon as you start to do that you start to diminish the impact.  So don’t underestimate your audience.

So the lesson we can learn from Bernie Dean and the success of the WorkSafe advertisements is that you need to understand that negative stories will raise awareness to a problem but will only get you so far.  Introducing positive stories will have more impact on encouraging the change of behaviour you desire.

So what do you do? The Health Services Commissioner and business storytelling that works

Last week I was driving between appointments  and listening to 774 ABC Melbourne.  Waleed Aly (filling in for Jon Faine) was co hosting conversation hour with Health Services Commissioner Beth Wilson. 

Waleed Aly asked the question that was on everyone’s mind after he introduced Beth Wilson ‘Health Services Commissioner – you sound important but I don’t really know what you do?’

Beth Wilson explained her role through a few key sentences (which most people would do) but then she said ‘let me give you an example’ and launched straight into a story that said it all and was memorable. 

Till I heard Beth Wilson on radio, I like a lot of people didn’t know Victoria had a health commissioner.  But now after listening to Beth and the story she told I not only understand what her office does, but will also remember it and probably repeat what I heard to a few people.

So the next time someone asks you that question ‘So what do you do?’ can you give them an example, tell them a story that helps them remember and understand what it is you do?

Read through the whole story below or listen to Beth herself through this link.  You can fast forward to about 38:16, on the time line in the podcast to listen to the story.

‘People who come to my office usually want three things – they want to know what went wrong and why and what happened to them doesn’t happen to some one else.  It’s that third aspiration that really gives us an opportunity to improve the quality of our health services by listening to people’s experiences and learning from them.

My job is to try and resolve complaints through my office through a process of mediation or conciliation. Can I give you an example?

We had a lady who was having headaches and her GP had tried a number of cures none of which was particularly successful for her.  The GP was trained in using acupuncture.  I mention he was trained because sometimes registered doctors don’t think they need training for complementary therapies when of course you do.  He took her down the back room, he explained very carefully to her what was going to happen and how long it would take, he put on lovely flute relaxation music.  Now this lady is in the back room wearing a white gown with all these needles dangling in her head and neck and the flute music runs out and she is concerned with picking the children up from school.  So she called out ‘Helllloooo’ and she got no response what so ever.  She waited a bit longer and by now the twilight is starting to descend very seriously outside the window, so she called out really loudly ‘HEELLOOOOO’  and still nothing. 

Very gingerly she got off the bed and tippy toed out into the clinic not sure if she was going to hurt herself or not and the clinic was utterly completely totally deserted.  Doctor’s gone home, no nurses, no receptionist, no cleaning person, she’s locked in and the phone is on the night switch.  Fortunately she was on the ground floor and she flagged down a stoical passer by who was really good.  He got the police, who got the doctor who lived a long way from the clinic.  The lady was supposed to have been discharged at 4:30 that afternoon but in fact she was released at 9:30 pm, so she was not happy.  Her complaint to me was to try and make sure the doctor never forgot another patient.  The doctor was fabulous, totally cooperative, apologetic, not afraid to say sorry.  He put in a bell and a buzzer and a stopwatch, an alarm clock and some flashing lights, some laser beams and there’s no way he will forget another patient and he gave her two free consultations. 

At the end of our processes she said ‘Beth I can see the funny side of this now and I’m really pleased that he is still my doctor because I really like him’.  That’s what we call a win win situation.’

Nordstrom and 110% service

Recently we facilitated a storytelling workshop for Accenture in Melbourne when Jon Kaehne shared how he used storytelling to solve a customer problem.

Jon was in a meeting where the CEO and Supply Chain Executive were disputing what the firm’s supply chain service levels should be – 95%? 96%? 97%?  Unable to reach agreement, they turned to Jon for a point of view.  Not wanting to take sides or pluck a figure out of thin air Jon responded with this story.

“A few years ago I was in Portland, Oregon and my wife Dianne had given me a long shopping list which included a very specific pair of Guess jeans. I was in Nordstrom (a US department store), and loaded down with shopping bags, went to the ladies wear department to look for Dianne’s jeans.  The sales assistant said, ‘We don’t stock Guess jeans but can I interest you in a pair of Diesel or Lee jeans?’ I said it’s for my wife and I had specific instructions for this exact pair of Guess jeans.  The assistant then said, ‘Are you happy to leave your bags here with another staff member and come with me?’.  

I agreed and she escorted me out of the store and down the street to the Guess store.  She introduced me by name to the Guess sales assistant who found the jeans I was after and I completed my purchase.  I then returned with the Nordstrom sales assistant to Nordstrom to get my bags that they were holding for me.  What is the relevance of this story? Nordstrom’s customer service level was 110%.  That is the right answer for any firm’s service levels”.

Jon then told us that the client just looked at him and said “I love you guys”!

Trees and Nails

This is a story we have heard often that has been used to show the importance of treating others with respect…which is an applicable message for your children as well as your people.

‘A few years ago I received an email –it was one of those forwarded emails which I deleted.  But I still remember the contents.  The email was about a father and son.  One day the son came home and said ‘Dad I said something hurtful to someone today, but I apologised so it should be OK’.  The father didn’t say anything but asked his son to follow him outside with some nails and a hammer.  The father then asked the son to hammer a few nails into a tree, which the son did.  The father then asked his son to remove the nails, which the young boy did.  The father then said “Your harsh words are like nails in the tree.  Your apology is like taking the nails out of the tree – the tree still has holes in it and maybe over time the tree will heal, but it will never be the same. Hurtful words can leave a scar like this one …what I learnt from that is how important it is to speak kindly to your friends and to other people you meet, even in the heat of the moment.’

Milk Crates

This story was from a HR professional who needed to convince her business unit on the growing importance of continually striving to attract and retain good employees (Consultancy company McKinsey & Co, termed this the War for Talent).

“When I was about 14 my Dad took me to the football every week.  We would stand in the outer and being smaller than everyone else, I often missed out on seeing the action.  One week we decided to bring along an old milk crate we had lying around to stand on.  It was great – I was finally ahead of everyone else and could watch the whole game.  The next week we brought along the milk crate again but this time we noticed that a few other people had also brought along their milk crates.  We were actually a bit impressed that we had started a trend.  Unfortunately, within a few months nearly everyone had a milk crate and I was literally back to square one, back with the rest of the pack.  My experience at those matches reminds me of what we are trying to achieve with the war for talent.  We can’t be happy with starting a trend and taking an early lead, we need to constantly be on the lookout for our next milk crate.”

Comments

This story worked and to add to the impact the narrator actually brought in a milk crate and held it up  at the end.  This story works for this specific purpose but also has such a wide application.  So while her purpose was around the war for talent, this story could easily be about striving for excellence or to capture the concept of continuous improvement.

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