Inability to communicate : How technical professionals cut short their management careers

Many technical professionals (tp)* desire to occupy upper level management positions. But career paths for most scientists and engineers do not extend beyond their specific disciplines. This is unfortunate. Our technical frontiers are expanding so rapdily that it is difficult, if not impossible, to make sound top management decisions without understanding the technical complexities involved. Technical professionals often are not considered for upper level management positions because they lack the managerial and interpersonal skills necessary to become successful administrators. You've heard this before, but a key component of these skills is the ability to communicate. Technical professionals are often unable to communicate as well as they should with nontechnical professionals and nonprofessionals within the organizations that employ them. Communication is important for managerial success Communication is the network of interactions whereby knowledge and understanding are conveyed from one social set to another (Flippo and Munsinger, 1982). In order to be successful, managers must not only be "good" communicators, they must be "effective" communicators as well. Good communication occurs when managers are able to formulate and transmit their messages in such a way that they are received and understood. Effective communication goes one step further: It occurs when recipients accept messages as legitimate and respond to these messages in the manner desired. Before promotion into upper level positions, managers must have developed organizational skills (planning, decision making, organizing, and controlling) and interpersonal skills (directing, influencing, and motivating). Applying these skills effectively is difficult without a highly refined ability to communicate. Effective communication, then, is basic to managerial success. Nowhere, perhaps, has the importance of being able to communicate effectively been emphasized more than in Mintzberg's landmark study of managerial roles (Mintzberg, 1973). Mintzberg's results indicate that executives typically averaged 36 written and 16 verbal contacts a day. These contacts were both important and trivial. They generally occurred in a random manner. Time spent on each varied. Scheduled meetings averaged over an hour. Desk work, telephone calls, and unscheduled meetings required an average of 15 minutes or less. Why technical professionals have difficulty communicating Three reasons why technical professionals do not communicate well are: • The work motivational patterns and personal attitudes of technical professionals are not conducive to effective communication. • Students in technical professions are not encouraged by educational institutions to develop their communication skills. • Organizations do not insist that all technical professionals be able to communicate in the language of business. The work motivational patterns of most technical professionals are indicative of internals and high achievers (Hunt, Salisbury, and Whittington, 1968). As internals, they believe they control their own destinies. As high achievers, they believe that task accomplishment is a primary indicator of success. To ensure a task is completed in the manner desired, tp's attempt to structure and define work situations so they alone are responsible for results. TPs consider the task accomplished when they, and perhaps other tp's, are satisfied with the results. From the tp's perspective, the task may have been completed. From a communication standpoint, two other factors may apply. First, solving the problem required very little interaction (and thus, communication) with others. Second, the tp's, considering the task accomplished, have little concern for how their "technical" answers will be translated to nontechnical persons needing