Tracy Cuajao

My passion for organizational core values began while researching a paper about employee motivation during graduate school. Most studies focused on the effectiveness of external motivators. The studies could be broadly categorized as discussions around the merits of using the "carrot or stick" motivators in the workplace. Using "the stick" fell out of favor years ago and most companies now focus on positive external motivators such as benefits and pay. Yet, the reports, I read, didn't address the people who dedicate their lives to organizations with little or no externai benefits. Why do some volunteers work as hard or harder as paid workers? Why do some risk their lives fighting for their country for little pay? I was no longer interested in researching external motivators. I wanted to learn how people were motivated from within.

I submit, persistent and lasting motivation comes from within. People are motivated when they do what they believe is important. I've found most workers will bring unbridled motivation to the workplace if he or she truly believes in the mission of organization and holds the same values as the organization. Organizational values are what is most important to the organization. If the employee is aligned with the organizations core values he or she will find purpose in work. Workers find "buy-in" not from aligning with the processes of "what" or "how". Rather they dedicate themselves to the organization because they are aligned with "why" they come to work. They are motivated not by the "carrot or stick", but from within knowing their efforts have meaning to them. When people focus on what they believe in, their efforts no longer become "work."

Creating highly motivated and effective organizations through the alignment of core values is my mission. Without alignment to a set of core values, it is impossible to focus on what is important. Without focusing on what is important, an organization will lose its ability to compete against those that do.

Applying the process of core value alignment to the process of selling and contract negotiation is my area of expertise. Contact me if want to give your organization and sales team a powerful process for greater effectiveness through the alignment to what is truly important.