You're facing power struggles in cross-functional teams. How can you drive BD success despite the challenges?
In business development (BD), cross-functional teams are essential in creating an environment where different departments collaborate to achieve common goals. However, power struggles can emerge, presenting a significant challenge to driving BD success. When individuals from various functions—such as sales, marketing, product development, and finance—come together, differences in perspectives, priorities, and interests can lead to conflict. To navigate these power struggles and foster a productive team dynamic, it's crucial to understand the underlying issues and implement strategies that promote alignment and cooperation.
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Chand T. MazumdarHead - Export Enablement & Marketing, Global Trade, Amazon India | ex-Uber | ex-World Bank | ex-JPAL | Georgetown…
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Ranvir SinghsachakulDirector of Marketing & BD @ MessageSpring 👨🏾💼 | Guiding Individuals and Companies to Build Their Brand ➡️ Gain…
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Wesley S.Digital Transformation | Organizational Development | Data Analytics | Strategic Leadership
Power struggles often stem from a lack of clarity regarding roles, responsibilities, and decision-making authority. To mitigate this, explicitly define each team member's role and establish clear lines of communication. When everyone understands their part in the team and respects the contributions of others, you create a foundation for effective collaboration. Encourage open dialogue about expectations and objectives, and foster a culture where each voice is heard and valued. By doing so, you can reduce friction and help the team focus on shared business development goals.
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I've witnessed situations where unresolved issues caused significant backlog, frustration, and hindered team growth and engagement. A major contributing factor was the team lead's lack of experience and assertiveness, which exacerbated the stress. They struggled to unite conflicting parties and preferred separate video calls rather than fostering collective discussion. My suggestion is to gather everyone together for a face-to-face discussion over a cup of tea. This simple gesture can often facilitate better communication and resolution of issues. #teaparty
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When you have these situations, it is because of the leader himself. in fact, in my experience, those dynamics are created where the leader of the leaders speaks directly to the people under the department head, even giving opposite instructions. Without the department head knowing. This creates gossip and chaos in a company. The team will no longer try to run in one direction to achieve the goal, but will watch what happens because it is obvious that one of the 2 heads will leave. These situations can only be handled by a good HR or external consulting company . Here the roles, the organisational chart, will be clearly defined and if the leader proves to be inadequate, they can identify another one and raise him/her up.
Aligning cross-functional teams around a common vision is key to overcoming power struggles. Start by ensuring that all team members understand the overarching business objectives and how their work contributes to these goals. Use this shared purpose as a rallying point to build a sense of unity. Regularly revisit the team's mission to maintain focus and adjust strategies as needed. When everyone is working towards the same end, individual power dynamics become less significant, paving the way for collaborative success.
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Ensure that everyone at the table has their turn to speak and contribute to the discussion, uninterrupted. This way, you get all emotions, opinions and thoughts on the table which would be the basis for discussion going forward. Ultimately, allowing everyone to speak makes them feel like their voice matters, and they're more likely to feel motivated and contribute to the journey of alignment that leads to the final decision being made.
Trust is the cornerstone of any successful team, especially when navigating power struggles. Invest time in team-building activities that encourage members to understand each other's strengths, weaknesses, and working styles. This understanding fosters empathy and reduces conflicts arising from miscommunication or misaligned expectations. Encourage transparency in decision-making processes to ensure all team members feel involved and valued. When trust is established, it becomes easier to address power dynamics constructively and collaboratively.
The diversity of skills and perspectives in a cross-functional team is its greatest asset. Instead of allowing power struggles to overshadow this, harness it to drive innovative solutions and business development success. Encourage team members to share their unique insights and consider different viewpoints as a means of arriving at the best outcome. Create an environment where healthy debate is welcomed and where the best ideas win, regardless of their source. This approach not only mitigates power struggles but also leads to more robust business strategies.
In cross-functional teams, leadership doesn't necessarily come from a single individual but can emerge from various members depending on the task at hand. Encourage this fluid leadership by empowering team members to take charge of initiatives that play to their strengths. When team members feel they can lead in their areas of expertise, it diminishes power struggles and promotes a sense of ownership over the team's success. This shared leadership model also helps distribute responsibility and recognition, further aligning the team towards common goals.
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When dealing with individuals' egos, identify their leadership qualities. For example, if someone excels at spreadsheets, they could organize team meetings, agendas, and goals effectively. Acknowledge this strength and highlight its leadership potential. For instance, say "Hey Sandi, your ability with spreadsheets is impressive. How about taking on the role of Sheet Creator? You can design layouts, leverage your creative skills, and take ownership of our spreadsheet needs." This approach acknowledges their expertise but also empowers them to lead in that area. By enabling them to excel in their strengths, you unlock their capacity to lead, fostering their growth and enhancing their ability to positively influence team outcomes.
Effective communication is vital in managing power struggles within cross-functional teams. Ensure that all communication channels are open and that feedback is given constructively. Regular check-ins and updates help keep everyone on the same page and prevent misunderstandings that can lead to conflict. When issues arise, address them promptly and with a focus on finding solutions rather than assigning blame. By prioritizing clear, respectful communication, you can maintain a positive team dynamic and keep the focus on driving business development forward.
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