Manage the manager effectively!

One of our clients had an issue with one of his out-of-town managers who was threatening to leave and start his own business. Our client was furious because he felt he had gone out of his way to help the manager climb the ladder and train him, and just as this investment in the manager was beginning to pay off, the manager wanted to leave. This was not fair.

Our client was ready to hit the roof when he discussed the issue with me. I told him to take a different approach. I asked him to be completely open and listen to the reason the manager was considering leaving. I told my client to ask a lot of open-ended questions and be completely open in his answers. He should be willing to give the manager what he wanted in return for what our client wanted— in other words, a mutually beneficial deal.

Our client was a little perplexed at my approach but said he would try it. I also told him not to discuss this over the phone but for a face-to-face meeting. When our client met the manager, the manager explained that he wanted to work flexible hours and earn more money, and he wanted more autonomy and decision-making authority. Our client explained to the manager, that as a business owner he would actually work more hours and lose flexibility, in addition to enduring more risk to earn more money.

He also told the manager that he was willing to offer him what he wanted: flexible hours,
autonomy and higher pay tied to performance. He was able to persuade the manager to continue working for him on a mutually beneficial basis. They are together and have a much better results-oriented agreement that has led to better output for both parties. Giving and taking for a mutual benefit works.

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