COURAGE
The Mastery Company never set out to be a 'better than' consulting company. We were crystal clear from the very beginning about who we are, what we stand for, how we work with clients, and the values that define us. To enable us to operate from our particular values takes real courage. Our definition of courage is the same as Dr. Robert Anthony's; 'Courage is simply the willingness to be afraid and act anyway.'
For our clients, we know it takes tremendous courage for them to face the conflicts, problems and issues that invariably arise in any dental practice. Our job is to instill in clients the courage to confront, to challenge, and to resolve. Infusing them with the courage to envision a future and move boldly toward achieving it. For us to enable our clients to act courageously, we must be courageous ourselves.
We understand, that to whatever depth we at The Mastery Company have courage, will be the depth we can instill courage in our clients.
ON COURAGE
[INTERNAL E-MAIL FROM MARC]
Clearly one aspect of our job is enabling our clients to act courageously. But just how do we facilitate our clients to be courageous? We utilize two concurrent pathways; one, creating a future that's possible and two, using ruthless compassion.
Clients hesitate taking action in the face of uncertainty. Conservative in nature, cautious and strongly strategic, dentists are for the most part risk adverse. What must be present for them to take risks, to put themselves at stake and act? A future that is possible.
If that possibility is not present, courage is impossible to summon. So one of our jobs is to elicit in our client a future that is possible. Not a future that is a mere extension of the past. Not a future that is pie in the sky. But a future they know in their head, their heart and their guts is truly possible to achieve.
For example, a client needs to fire someone. It takes real courage to step into the action of actually doing this. Other staff members have been complaining for months. The client is reluctant to act. He or she always finds an excuse; time, money, finding a replacement, longevity, vacations, holidays. The justifications pervade their resolve.
In coaching them, they come to realize that if they had someone who was truly committed, someone who could be accountable, and someone who stood for their success and the practice's success, a much better future would be possible. It becomes clear to the client that they will never access this future with this employee on staff. The future they envision is at risk with this staff person working in their office. They are now incited to act. Taking action in spite of being afraid.
Once a future is seen as possible, our next step is to have them make legitimate commitments and promises about actions they'll take and by-when. Then we hold them to account to deliver on their word. We are ruthless in our resolve they keep their promise and we are compassionate about the heart it takes to step up.
Courage occurs when two things are in place; one, a future that's possible; and then two, promises that generate action to make that future happen. That's our job with clients. That's what we do better than anyone else.
