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By Kathrin Köster

About being corafa – How does an agile mindset look like?

There is a lot of talk about transformation and going agile. The basis for making a transformation successful is: developing a pro-change attitude and translating it into new behavior.

How can this attitude look like?

It’s the qualities of a corafa-being: Being courageous, open-minded, resilient, appreciative, focused and action-oriented (= corafa).

And what exactly does this mean?

Let’s dive into a couple of sequences taken from the life of a corafa-being.

1. Courageous – Feedback


Susan bumps into two of her colleagues, Heidi and Katrin, on the corridor.

Non-corafa Corafa
Heidi asks Susan: “Wouldn’t you like to take over our Go-Green-Project? Janine is really screwing it up.“ Susan: “Not a surprise… I am totally overloaded, but I think that we don’t have another choice. I’ll take care of the ‘go-green’ – good that you’ve talked to me.” Instead of joining the gossip about Janine and feeling flattered by the offer, Susan retorts: „Have you talked to Janine about your concerns? If not, I’ll go to see her now and talk with her. Otherwise, nothing will ever change.

 

2. Open-Mindedness – Experiment


Manfred is a member of a product innovation team.

 

Non-corafa

Corafa

In the middle of a meeting where one of his colleagues presents his ideas for a new product line, Manfred loses his temper: “Come on. If it was that easy, others would have tried it before.“

 

Instead of blocking the new idea off, Manfred says: “Ok, I’ve never thought of doing it that way. Would be too good if it was that easy. But, I’ll check it out and let you know tomorrow in our morning meeting.” In the morning meeting, Manfred shares the result of his experiment. Amazingly, it had worked, with a bit of fine-tuning from his side.

3. Resilience – Opportunity


Marc receives an email-invitation to meet the head of his Business Unit. He met that man just once before, ages ago. There was no agenda attached to the invitation.

Non-corafa

Corafa

Marc can’t sleep well. He is haunted by thought carousels such as: “What does the boss want from me? What if my main project was cancelled? Or even worse, what if I was laid-off?” Marc is surprised. The unit head sends him an email. How long has he waited for another opportunity to meet him in person. He’s excited, and also a bit nervous: “I am really curious what he wants to talk about with me. Maybe I can take the opportunity and discuss my thoughts of a co-working space.”

4. Appreciation – Sharing


The team has put in three long nights to finish a software change that the customer requested extremely short term. Day four, the feature is finished and the team gathers in the kitchen.

Non-corafa

Corafa

Michael, the manager of the project, addresses his team: „Well, this was hard work, but this is what we all get paid for. Let’s hope that we do not get into time pressure again.”

 

Michael buys pizza and beer for his team and says: “I’m really grateful that you have put in all the extra effort. This morning, I’ve talked with our customer – all works fine, and they say thank you, too.”

5. Focus – Priority


The company has been growing at an enormous pace for 24 months. Everybody is stretched and capacities are overbooked. A new customer is at the horizon with special requests for product features. In the weekly meeting, the team leader asks Martin to get in touch with this new potential customer.

Non-corafa

Corafa

Martin silently thinks: „I have no clue, when I shall do this. There is not a single free slot in my schedule. I’m so stressed that I can’t sleep well, and my partner complains about me always returning home when the children are already asleep.“ While having those thoughts, he replies: “Ok, I’m really busy, but I know it’s an important opportunity we shouldn’t miss. I’ll get in touch with that guy.” Martin explains: „Ok, when I take care of this new customer, I cannot compile the sales figures, and I can’t finish the concept for our new creative space by the end of this week. Is this ok with everybody? If not, what should I prioritize?“

 

 

6. Action-Orientation – Meeting marathon


Jeanette feels a growing pain: Since she has become team leader, she is buried under thousands of emails, and requests for endless meetings are piling up. She is increasingly unhappy and feels stressed.

Non-corafa

Corafa

Jeanette opens her laptop in the middle of yet another unproductive meeting where Jean-Paul incessantly talks about his great achievement to reach their zero defect target. She really has other things to do, e.g. browsing through her emails. She texts her friend and cancels their jogging round for the evening.

 

 

 

Jeanette has had it. She cannot afford to spend her entire working day in unproductive meetings and make up for the lost time in the evenings. She informs her peers and seniors that she only will be available for meetings where her input is absolutely needed. She requests a meeting agenda with bullets to be prepared for quick decision taking.
Jeanette reflects on the result of her move: At the beginning, her colleagues took it personal. Some became even angry. After a while, though, they sent out agendas and only invited her for meetings she could contribute to. She saved between 1-2 hours each day. Others gradually followed her example.

 

 

Is it worthwhile becoming a corafa?

Think about it: Wouldn’t it be more joyful and productive if your co-workers were acting in a corafa way? It’s certainly difficult to make the first move. It takes a lot of courage. But nothing will change, if you don’t go first. Transformation reflects an attitude, a mindset. Leading by example is a way to translate this mindset into daily action. The beauty of it: you don’t have to wait until somebody else takes action. You can start whenever you decide to. Everybody can be corafa. Everybody can be a transformational leader.

 

A proven and joyful method to develop an agile mindset is provided in: The United States of You.

By Kathrin Köster

People for people – that’s what we do

Kathrin Köster: Whether in politics or business, there is a lot of empty talk, and an increasing aspiration for real people who walk the talk. People who really care. How do you make sure your company is real and cares 🙂 ?

Jürgen Schäfer: I think it comes back to purpose and attitude. I started to ask the ‘why-question’. In 2016, we put together a rather heterogeneous group of colleagues who brainstormed about: What’s our organization’s purpose? What is our common denominator? Our answer: “Passion for YOU” –  whether YOU is colleagues, vendors, or customers. It’s passion for individuals – in our business context. Of course, our shareholders want a return on investment. Our customers only want someone who listens carefully, understands their problem, and comes with the right solution. That’s all. Our colleagues want their own area of responsibility, their own little ‘garden’, where they can implement their ideas, grow and flourish.

Kathrin Köster: And how do you live this “passion for YOU”?

Jürgen Schäfer: Well, it’s been a transformational journey. I give you the example of ‘hunting’, our term for gaining new customers.

Kathrin Köster: This sounds pretty dangerous…

Jürgen Schäfer: For a long time, we understood ‘hunting’ more as cold calling, rather mechanistic. Then, we looked at it as a challenge to accompany and gradually persuade potential new customers. Our current attitude towards ‘hunting’ is to see our ‘hunters’ as the pioneers who spark the passion between us and new customers, based on human interaction.

Kathrin Köster: So, being real means changing your attitude, as a leader and as a company?

Jürgen Schäfer: Yes, it’s how I feel comfortable. I only can work towards something meaningful. I started to translate strategic imperatives into my personal values. Times indeed have changed. It’s not anymore about what you have, but who you are. And whether you really care for what you do.


Jürgen Schäfer is the COO of Bechtle AG, a Germany-based B2B and B2G IT company that sells IT hardware and software, as well as related services to business and public-sector clients. Jürgen is the head of the e-commerce unit with roughly 1,500 people operating in 14 countries through 24 subsidiaries with revenues between 5 and 200 million Euros. Overall, the e-commerce team achieved revenues of 1 billion Euros at the end of 2017.

By Kathrin Köster

Are you ‘sandbagging’ or ‘air-bagging’? Leading towards more entrepreneurship

Kathrin Köster: What is ‘sandbagging’ and ‘air-bagging’ about?

Jürgen Schäfer: Well, I coined these terms when I took over some new challenging tasks last year and started the budget planning and goal setting process. I guess I got a bit of a culture shock that made me realize how important trust is.

Kathrin Köster: What happened?

Jürgen Schäfer: I felt like an intruder. When I travelled over to my new teams, they had prepared their profit and loss statements and expected me to sit with them for 1 or 2 days to discuss every single line. And they were ‘sandbagging’: Protecting themselves. They inflated the risks, portrayed a rather gloomy picture of the market, just to defend themselves upfront. And that’s what I call ‘sandbagging’. It was me against them – an atmosphere of self-defense, against taking risks and moving ahead.

Kathrin Köster: What did you do then?

Jürgen Schäfer: I realized how I proceeded with the rest of my teams and took the same approach. I closed the books and started to talk with my new colleagues – eye to eye. I asked them about their feelings, where they saw difficulties. I told them that I even had scaled down self-set targets in other units in order to prevent managers to put too much pressure on them. That surprised my new teams: A manager who was genuinely interested in their situation on site and who favored human interaction instead of going through the numbers. You can’t lead the business from above, not living with the people, and just coming once or twice a year to control the figures. You can’t understand what’s behind, and what’s really possible.

Kathrin Köster: And what is really possible?

Jürgen Schäfer: That’s the air-bagging part. Rather than controlling the figures like doing a house search, I follow the daily business of all of my teams in a different way. I browse through the major deals in our IT-system, pick 4 great ones and 1 where I don’t understand the figures. I send an email to the sales person in charge via the head of subsidiary to say thank you, to ask for the major match winning reasons, or to ask for explanations of the figures.

The advantages are: The sales people feel appreciated, and we all learn about their “tricks” and insights. We pass them on within the subsidiary and across the whole network. This is how we learn. We get more aware of what we can do well, and the sales people get more self-assured and motivated. There is more air to breathe, business to make. People get more entrepreneurial – and we all benefit.

Kathrin Köster: Your air-bagging practice gives you full visibility of the most important figures – your indirect connection to your customers. Yet, people are not controlled but encouraged to share their keys for success. Thanks for this good example of transformational leadership!


Jürgen Schäfer is the COO of Bechtle AG, a Germany-based B2B and B2G IT company that sells IT hardware and software, as well as related services to business and public-sector clients. Jürgen is the head of the e-commerce unit with roughly 1,500 people operating in 14 countries through 24 subsidiaries with revenues between 5 and 200 million Euros. Overall, the e-commerce team achieved revenues of 1 billion Euros at the end of 2017.

By Kathrin Köster

No career people, but ‘gardeners’

Kathrin Köster: Bechtle has a green logo, but I am surprised to hear that you are talking about gardening :-). Could you explain the background?

Jürgen Schäfer: It’s related to our hiring practice. We have to have the right people on board.
I remember our former staff advertisement campaigns starting with: “You have competencies X, Y, Z etc.” This has changed. We are focusing on personality now. Is this person passionate? And what about?

Kathrin Köster: And what does this have to do with gardening?

Jürgen Schäfer: I think that our organization needs to be very sensitive to help new hires to find their passion. I compare it to gardening. We need people who have found their passion, whether this is an internal training program they have designed and conduct, or whether it’s a network of subsidiaries they develop and strengthen. When they feel it’s their responsibility, they take care of it. They feel ownership. They grow together with their mission, driven by the passion to make it as beautiful as they can.

It’s our responsibility to help everybody find their garden, their personal mission. This makes everybody an entrepreneur.

Especially in times of fast-paced change, we need entrepreneurs. Especially people who don’t count hours but are passionate about getting the best out of their mission.

Kathrin Köster: And what is the problem with ‘career people’?

Jürgen Schäfer: In our experience, ‘career people’ tend to be selfish. They are often driven by status and follow a pre-set program: They fight their way up the career ladder. This might be good for them, but can be counterproductive for us as a team. I have seen teams falling apart just because of this “Me first” – behavior. And revenues went through the floor. I can’t accept this.

Kathrin Köster: That’s good news for people who strive to find their own way, their real passion. Thanks for sharing your insights.


Jürgen Schäfer is the COO of Bechtle AG, a Germany-based B2B and B2G IT company that sells IT hardware and software, as well as related services to business and public-sector clients. Jürgen is the head of the e-commerce unit with roughly 1,500 people operating in 14 countries through 24 subsidiaries with revenues between 5 and 200 million Euros. Overall, the e-commerce team achieved revenues of 1 billion Euros at the end of 2017.

By Kathrin Köster

The Power of Different Perspectives – All Shades of Brown

Last week, I was in the South African parliament. I listened to President Zuma and what he had to say regarding corruption. Regardless of the question, the answer was always the same: It’s all Apartheid’s fault. Given the fact that this discriminatory system has been abolished in 1994, I felt slightly surprised that he got away with this simplistic rhetoric.

To me this is old black and white thinking in the literal sense. It’s so deeply engrained in all of our societies, regardless of the continent. And it also comes along in the modern dress of the internet and social media. Do you like or dislike this statement, comment, picture or video? Thumbs up or down?

But do we always have to judge?

The point with binary judgments is: We stay in certain patterns, in preconceived notions we have been brought up with. And it’s the either – or – thinking that limits ourselves to two options only. What about the ‘rest’? And what about all the other shades of brown that are between black and white? When we open up to what others see and say, we can gain a lot.

Photo: Paul Emmet, Nyasha Karumazondo, Kathrin Köster

Three different people on the same journey through South Africa:

Overwhelmed by the beauty of nature, I am so grateful to experience what this planet has to offer.  Janine can’t believe to see what is possible in Africa and feels thrilled to go ahead with her transformational work in her own country up North. And Harry sees how communities of colored people emancipated themselves, turning options into opportunities.

All three perspectives are valuable and offer a different aspect: Nurturing, motivational, societal.

If we stop the habit of judging, we discover the wealth of perceptions and ideas. This brings color to our lives – and creativity to our organizations.

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About being corafa – How does an agile mindset look like?
People for people – that’s what we do
Are you ‘sandbagging’ or ‘air-bagging’? Leading towards more entrepreneurship
No career people, but ‘gardeners’
The Power of Different Perspectives – All Shades of Brown