The MHEDA Journal - Second Quarter, 2018 - 54

CULTURE

for Millennials, it's not lost on people
of other generations as well.

The impact on productivity
In the workshops that we conduct,
mostly with CEOs, we often ask the
participants to rate the average productivity of their workforce on a scale of
1-10, with 1 meaning that most people
don't even show up to work, and 10
meaning that most people are producing to their highest capability given
their level of talent or skill. When we
go around the room, most leaders will
rate the average of their people somewhere between about 6 and 8.
Then we ask them to imagine what
it would mean if they could somehow
move each person up a few notches on
the productivity scale. In other words,
those who were 5s moved up to 7s
and those who were 7s moved up to
9s and so on. If this could somehow
happen, the difference would virtually
all drop to the bottom line! After all,

you're paying these people the same
amount, but they'd now be producing
far more at the same cost.
While there are, of course, a variety of factors that influence any given
person's level of productivity (as a
percentage of what they're capable of
producing), I would argue that the culture in which they're operating is the
single biggest factor. The environment
in which we operate has enormous
influence over what we do and how
we do it. Put people in a high-performing environment and they're far more
likely to raise their level of play or
work, to match what they see around
them. And the opposite is equally true.

Other financial
implications of culture
Beyond increasing productivity (getting more done), think about how your
culture affects the way your people
treat customers and the impact this
has on sales and customer retention.

How many times have you dealt
with a company where the employees
just didn't seem to care? Where you
got the clear impression they were
just "punching a clock" or "following
the rules" with little genuine interest
in helping you? How does that affect
your desire to do business with that
company? The culture in the organization affects every aspect of the
customer interaction.
As you can see, culture affects our
ability to differentiate ourselves in a
commoditized marketplace, it affects
our ability to attract and retain talented workers, it affects how productive those workers are, and it affects
every aspect of the customer interaction. Yes, it's that important. No wonder everyone's talking about it these
days!
Largely excerpted from High Performing
Culture's founder, David Friedman's
upcoming book, Culture by Design .

105


http://www.westpointrack.com http://www.westpointrack.com

Table of Contents for the Digital Edition of The MHEDA Journal - Second Quarter, 2018

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask Your MHEDA Board
2018 MHEDA Calendar
MHEDA MEMBER PROFILE
@ WORK
WOMEN IN INDUSTRY
INDUSTRY PULSE
Exhibitors Showcase Guide and Floor Plan
Exhibitor Summaries
DESIGNING YOUR BUSINESS FOR THE 21ST CENTURY
UPSIDE, PROFITING FROM THE PROFOUND DEMOGRAPHIC SHIFTS AHEAD
9 QUESTIONS FOR LEADERS
WHEN PROCESSES ARE NO LONGER OPTIONAL
CAN YOU STILL COMPELETE ON YOUR VALUE ADDED?
KEEPING PACE WITH CUSTOMER EXPECTATIONS
WHY CULTURE?
WHAT DO WE DO WITH THE NEW GUY/GIRL?
DATA-DRIVEN TECHNIQUES TO TRANSFORM YOUR DIGITAL MARKETING
NEW DISC DASHBOARD
New Members
Spotlight on Association News
MHEDA Milestones
Index of Advertisers by Product Category
Index of Advertisers Alphabetically
The Last Word
The MHEDA Journal - Second Quarter, 2018 - Intro
The MHEDA Journal - Second Quarter, 2018 - cover1
The MHEDA Journal - Second Quarter, 2018 - cover2
The MHEDA Journal - Second Quarter, 2018 - 3
The MHEDA Journal - Second Quarter, 2018 - 4
The MHEDA Journal - Second Quarter, 2018 - 5
The MHEDA Journal - Second Quarter, 2018 - 6
The MHEDA Journal - Second Quarter, 2018 - 7
The MHEDA Journal - Second Quarter, 2018 - 8
The MHEDA Journal - Second Quarter, 2018 - 9
The MHEDA Journal - Second Quarter, 2018 - 10
The MHEDA Journal - Second Quarter, 2018 - Chairman’s Perspective
The MHEDA Journal - Second Quarter, 2018 - 12
The MHEDA Journal - Second Quarter, 2018 - From the Desk of Liz Richards
The MHEDA Journal - Second Quarter, 2018 - 14
The MHEDA Journal - Second Quarter, 2018 - Editor’s Note
The MHEDA Journal - Second Quarter, 2018 - 16
The MHEDA Journal - Second Quarter, 2018 - Ask Your MHEDA Board
The MHEDA Journal - Second Quarter, 2018 - 18
The MHEDA Journal - Second Quarter, 2018 - 19
The MHEDA Journal - Second Quarter, 2018 - 2018 MHEDA Calendar
The MHEDA Journal - Second Quarter, 2018 - 21
The MHEDA Journal - Second Quarter, 2018 - MHEDA MEMBER PROFILE
The MHEDA Journal - Second Quarter, 2018 - 23
The MHEDA Journal - Second Quarter, 2018 - 24
The MHEDA Journal - Second Quarter, 2018 - 25
The MHEDA Journal - Second Quarter, 2018 - 26
The MHEDA Journal - Second Quarter, 2018 - @ WORK
The MHEDA Journal - Second Quarter, 2018 - 28
The MHEDA Journal - Second Quarter, 2018 - WOMEN IN INDUSTRY
The MHEDA Journal - Second Quarter, 2018 - INDUSTRY PULSE
The MHEDA Journal - Second Quarter, 2018 - 31
The MHEDA Journal - Second Quarter, 2018 - 32
The MHEDA Journal - Second Quarter, 2018 - E1
The MHEDA Journal - Second Quarter, 2018 - Exhibitors Showcase Guide and Floor Plan
The MHEDA Journal - Second Quarter, 2018 - E3
The MHEDA Journal - Second Quarter, 2018 - Exhibitor Summaries
The MHEDA Journal - Second Quarter, 2018 - E5
The MHEDA Journal - Second Quarter, 2018 - E6
The MHEDA Journal - Second Quarter, 2018 - E7
The MHEDA Journal - Second Quarter, 2018 - E8
The MHEDA Journal - Second Quarter, 2018 - E9
The MHEDA Journal - Second Quarter, 2018 - E10
The MHEDA Journal - Second Quarter, 2018 - E11
The MHEDA Journal - Second Quarter, 2018 - E12
The MHEDA Journal - Second Quarter, 2018 - E13
The MHEDA Journal - Second Quarter, 2018 - E14
The MHEDA Journal - Second Quarter, 2018 - E15
The MHEDA Journal - Second Quarter, 2018 - E16
The MHEDA Journal - Second Quarter, 2018 - E17
The MHEDA Journal - Second Quarter, 2018 - E18
The MHEDA Journal - Second Quarter, 2018 - E19
The MHEDA Journal - Second Quarter, 2018 - E20
The MHEDA Journal - Second Quarter, 2018 - E21
The MHEDA Journal - Second Quarter, 2018 - E22
The MHEDA Journal - Second Quarter, 2018 - E23
The MHEDA Journal - Second Quarter, 2018 - E24
The MHEDA Journal - Second Quarter, 2018 - E25
The MHEDA Journal - Second Quarter, 2018 - E26
The MHEDA Journal - Second Quarter, 2018 - E27
The MHEDA Journal - Second Quarter, 2018 - E28
The MHEDA Journal - Second Quarter, 2018 - E29
The MHEDA Journal - Second Quarter, 2018 - E30
The MHEDA Journal - Second Quarter, 2018 - E31
The MHEDA Journal - Second Quarter, 2018 - E32
The MHEDA Journal - Second Quarter, 2018 - E33
The MHEDA Journal - Second Quarter, 2018 - E34
The MHEDA Journal - Second Quarter, 2018 - E35
The MHEDA Journal - Second Quarter, 2018 - E36
The MHEDA Journal - Second Quarter, 2018 - DESIGNING YOUR BUSINESS FOR THE 21ST CENTURY
The MHEDA Journal - Second Quarter, 2018 - 34
The MHEDA Journal - Second Quarter, 2018 - 35
The MHEDA Journal - Second Quarter, 2018 - 36
The MHEDA Journal - Second Quarter, 2018 - 37
The MHEDA Journal - Second Quarter, 2018 - UPSIDE, PROFITING FROM THE PROFOUND DEMOGRAPHIC SHIFTS AHEAD
The MHEDA Journal - Second Quarter, 2018 - 39
The MHEDA Journal - Second Quarter, 2018 - 40
The MHEDA Journal - Second Quarter, 2018 - 9 QUESTIONS FOR LEADERS
The MHEDA Journal - Second Quarter, 2018 - 42
The MHEDA Journal - Second Quarter, 2018 - WHEN PROCESSES ARE NO LONGER OPTIONAL
The MHEDA Journal - Second Quarter, 2018 - 44
The MHEDA Journal - Second Quarter, 2018 - 45
The MHEDA Journal - Second Quarter, 2018 - CAN YOU STILL COMPELETE ON YOUR VALUE ADDED?
The MHEDA Journal - Second Quarter, 2018 - 47
The MHEDA Journal - Second Quarter, 2018 - KEEPING PACE WITH CUSTOMER EXPECTATIONS
The MHEDA Journal - Second Quarter, 2018 - 49
The MHEDA Journal - Second Quarter, 2018 - 50
The MHEDA Journal - Second Quarter, 2018 - 51
The MHEDA Journal - Second Quarter, 2018 - WHY CULTURE?
The MHEDA Journal - Second Quarter, 2018 - 53
The MHEDA Journal - Second Quarter, 2018 - 54
The MHEDA Journal - Second Quarter, 2018 - WHAT DO WE DO WITH THE NEW GUY/GIRL?
The MHEDA Journal - Second Quarter, 2018 - 56
The MHEDA Journal - Second Quarter, 2018 - 57
The MHEDA Journal - Second Quarter, 2018 - DATA-DRIVEN TECHNIQUES TO TRANSFORM YOUR DIGITAL MARKETING
The MHEDA Journal - Second Quarter, 2018 - 59
The MHEDA Journal - Second Quarter, 2018 - 60
The MHEDA Journal - Second Quarter, 2018 - NEW DISC DASHBOARD
The MHEDA Journal - Second Quarter, 2018 - 62
The MHEDA Journal - Second Quarter, 2018 - 63
The MHEDA Journal - Second Quarter, 2018 - New Members
The MHEDA Journal - Second Quarter, 2018 - Spotlight on Association News
The MHEDA Journal - Second Quarter, 2018 - 66
The MHEDA Journal - Second Quarter, 2018 - MHEDA Milestones
The MHEDA Journal - Second Quarter, 2018 - Index of Advertisers by Product Category
The MHEDA Journal - Second Quarter, 2018 - Index of Advertisers Alphabetically
The MHEDA Journal - Second Quarter, 2018 - The Last Word
The MHEDA Journal - Second Quarter, 2018 - cover3
The MHEDA Journal - Second Quarter, 2018 - cover4
The MHEDA Journal - Second Quarter, 2018 - outsert1
The MHEDA Journal - Second Quarter, 2018 - outsert2
The MHEDA Journal - Second Quarter, 2018 - outsert3
The MHEDA Journal - Second Quarter, 2018 - outsert4
The MHEDA Journal - Second Quarter, 2018 - outsert5
The MHEDA Journal - Second Quarter, 2018 - outsert6
https://www.nxtbook.com/naylor/DISQ/DISQ0418
https://www.nxtbook.com/naylor/DISQ/DISQ0318
https://www.nxtbook.com/naylor/DISQ/DISQ0218
https://www.nxtbook.com/naylor/DISQ/DISQ0118
https://www.nxtbook.com/naylor/DISQ/DISQ0417
https://www.nxtbook.com/naylor/DISQ/DISQ0317
https://www.nxtbook.com/naylor/DISQ/DISQ0217
https://www.nxtbook.com/naylor/DISQ/DISQ0117
https://www.nxtbook.com/naylor/DISQ/DISQ0416
https://www.nxtbook.com/naylor/DISQ/DISQ0316
https://www.nxtbook.com/naylor/DISQ/DISQ0216
https://www.nxtbook.com/naylor/DISQ/DISQ0116
https://www.nxtbook.com/naylor/DISQ/DISQ0415
https://www.nxtbook.com/naylor/DISQ/DISQ0315
https://www.nxtbook.com/naylor/DISQ/DISQ0215
https://www.nxtbook.com/naylor/DISQ/DISQ0115
https://www.nxtbook.com/naylor/DISQ/DISQ0414
https://www.nxtbook.com/naylor/DISQ/DISQ0314
https://www.nxtbook.com/naylor/DISQ/DISQ0214
https://www.nxtbook.com/naylor/DISQ/DISQ0114
https://www.nxtbook.com/naylor/DISQ/DISQ0413
https://www.nxtbook.com/naylor/DISQ/DISQ0313
https://www.nxtbook.com/naylor/DISQ/DISQ0213
https://www.nxtbook.com/nxtbooks/naylor/DISQ0113
https://www.nxtbook.com/nxtbooks/naylor/DISQ0412
https://www.nxtbook.com/nxtbooks/naylor/DISQ0312
https://www.nxtbook.com/nxtbooks/naylor/DISQ0212
https://www.nxtbookmedia.com