In a recent coaching call, my client asked a question that impressed me. Even though he is in the midst of busy season, he was keenly aware of something that often goes unnoticed by partners. His inquiry was why his staff were meeting the challenges of long hours and diligent perseverance.

Yes, he said, they were being paid; that it was their job, that there was a lot of work to be done in a compressed period of time. While acknowledging all of this, he remained struck by their willingness to endure without being asked (or told) to stay and work.

What impressed me most was that he not only noticed their efforts, but he wanted to reinforce them. What could he do to keep their engines running efficiently without overheating and burning out?

We discussed some things he could do to stimulate their motivation to persevere through busy season. We talked about three ways to do so, each stimulating a different aspect that produces superior performance. First, he could help them retain a sense of perspective; that their work really matters. Clients are counting on them for their technical ability, their judgment and the care they give to what they are doing. Their efforts are more than just knocking out the next task or billing the next hour.

Second, he could appreciate them for their efforts, regardless of whether it was expected. Find ways of letting them know how valuable they are; more than hour-billing grunts. Brag on them in the presence of others, especially to other partners and their clients. These expressions of recognition will last for days.

Third, he could project a positive enthusiastic presence by speaking of how he’s enjoying the work.  Verbalize it.  This is a leadership opportunity and obligation.  Interestingly, it also serves as a reminder to himself.

These actions taken by a leader stimulates the natural motivations that already exist. My client took these actions to heart and committed himself to practicing them. I look forward to our next call to see how he did; but more importantly, how his staff responded to his motivational leadership.

Whether you’re my client or not, you can learn from this guy.