Responding to the Assault on Incentives

As we move more decidedly away the “industrial” economy where value and worth was determined by the statistics from the factory floor into the “knowledge” or “creative” economy where true value is added by people and their unique abilities to solve problems, tackle opportunities and create new markets; understanding why people behave and leveraging that knowledge to guide their efforts, has never been more important.  

The success of books such as “Drive” and “Predictably Irrational” are evidence that today’s business leaders are looking for better ways to engage and drive behavior within the organization.  The idea of “ordering” people to do something is no longer de rigueur and executives are beginning to understand that internally and externally there are better ways to influence behavior.

For the past 80 years or so, the two main tools used to focus and drive employee, channel and consumer behavior were incentives/rewards and fear.  Fear has always been the last resort and incentives – from cash bonuses, stock options, travel awards and merchandise awards the more “enlightened” approach.  

The technology for guiding behavior has pretty much stayed the same for 8 decades.

Time to Adapt

Any long-time reader of this blog will know, we look at a variety of ways to influence behavior.  We believe that humans – our units of production at most companies – are the most complex machinery in the world.  The maintenance and service requirements for these machines are huge.  No two machines are the same and their service and maintenance needs can change daily.  One day they may need validation – the next, new software (training.)  

In other words, getting the most value out of our human resources is not as easy as tuning up an engine or tightening a belt.  

We need to learn how to best engage with our employees, channel partners and consumers so that THEIR needs are met – as well as our organizations’ needs.

Old Tools Still Matter

While the new information we’re seeing is important and valuable for determining the best way to influence behavior there is a knee-jerk reaction going on that eschews all previous tools and techniques in favor of the “bright, shiny, object.”  We don’t agree.  We believe that there is a combination of new and old that is optimal for guiding the behaviors you want – and satisfying the needs of the individual.  

And we want to tell you about it.

Motivation Show – Oct 13, 2010

On October 13, 2010 at the Motivation Show in Chicago, I2I will be presenting and leading a session called:  Responding to the Assault on Incentives.  Our goal in this session is to bring a balanced discussion to the floor.  We’ll talk about the various ways to influence behavior – both old and new – and solicit what we hope is a lively discussion on combing the “new” and the “old” to bring about engaged audiences.  

Mark your calendars and please, join us for our session on October 13, 2010 at the Motivation Show in Chicago.  From some of the folks I've talked to this session will fill up fast – so sign up soon.  

Oh… and check out our teaser video – email subscribers may have to click through here to see video…. (btw – the new time is 3:30pm – 4:45 pm – the slides in the video are wrong…sorry)