Post on 22-Jul-2020
LEADERSHIP: THE ART OF CULTIVATING
RELATIONSHIPS THAT MATTER
Ernie Humphrey, CTP
CEO & COO
APP2P FALL CONFERENCE & EXPO
LEARNING OBJECTIVES
➢ Identify specific opportunities to build deeper mutually beneficial
relationships within and across departmental lines.
➢ Explore the benefits of dedicating more time to developing soft
skills that matter, and how they can help drive your continuous
improvement in leading across the enterprise.
➢ Discover what it takes to lead effectively up and down the
corporate ladder.
2
OUR AGENDA
➢ Dimensions of an Effective Finance Leader Overview
➢ Effective Communication
➢ Knowing Yourself & Your Team
➢ Respect & Inspiration
➢ Closing Thoughts
3
Dimensions of Effective Leadership
EFFECTIVE LEADERSHIP DIMENSIONS
5
➢Great Listener
➢Communications Guru
➢Keen Self-Awareness
➢Passion & Energy
➢Authenticity
➢A High Observational IQ
➢Knowing what Makes Colleagues Tick
➢Being True to Who You are at Work
➢Collaboration vs. Arguing
➢Saying Yes with an
Outcome of No
➢Mastering the Art of
Deliberative Discussion
➢Earns Respect
➢Actions Convey Respect
LISTENING IS THE FOUNDATION
6
Active listening conveys respect and that
you value what the other person is saying.
“ When you talk, you are only repeating what you
already know. But if you listen, you may learn
something new ”.
Dalai Lama
LISTENING IS THE FOUNDATION
7
The average individual listens ONLY
for 7 seconds before interrupting!
LISTENING BEST PRACTICES
8
DO NOT
➢ Multi-Task
➢ Give “Off-Putting” Facial Expressions
➢ Engage Someone Else
➢ Replay What They are Saying while
They are Still Talking
➢ Loose Eye Contact for More than a
Few Seconds
LISTENING BEST PRACTICES
9
Ten Principles of Effective Listening*
1. Stop talking
2. Relax
3. Put the Speaker at Ease
4. Remove Distractions
5. Empathize
6. Be Patient
7. Avoid Personal Prejudice
8. Listen to the Tone
9. Listen for Ideas and not Just Words
10. Wait and Watch for Non-Verbal Communication
* Listening Skills- http://www.skillsyouneed.com/ips/listening-skills.html
LISTENING TO E-MAILS
10
COMMUNICATION ACUMEN
11
5 WARNING SIGNS YOU STINK
AT PRESENTATIONS1. You do not prepare for presentations.
2. You are a story teller.
3. You like to speak in technical terms, offer details, and
not known for your energetic personality.
4. You do not “know” your audience before you deliver a
presentation.
5. You do not care to understand why you are delivering a
presentation (and/or why it is important to you)
EFFECTIVE MEETING LEADERSHIP
12
➢ Have an agenda – an unstructured meeting creates an
inherent barrier to productivity.
➢ Invite only those who need to attend- make sure that you
have a reason for inviting each meeting attendee.
➢ Communicate to those you are inviting why they are
invited- attendees need to have an incentive to listen and
engage in the meeting.
➢ Control your meeting- do not let your meeting get too far
off topic or let an attendee take over your meeting.
EFFECTIVE MEETING LEADERSHIP
13
➢ Demand attention- if the meeting is an in-person gathering then do
not allow any type of smart phones, iPads, etc. If you someone sneaks
one in then take it or remove them from the meeting.
➢ Create specific action items from the meeting- define specific
action items that result from the meeting. This clearly communicates
the output from the meeting and why you called the meeting
➢ Manage your meeting reputation- following the best practices
above your colleagues will know that when you call a meeting you
mean business and it will be a productive use of their time.
EFFECTIVE VIRTUAL MEETING LEADERSHIP
14
➢ If a virtual meeting’s agenda involves making an important decision or is
focused on resolving a meaningful issue, then add video to the meeting
whenever possible, non-verbal gestures matter.
➢ Use a tool that allows you to track attendee attentiveness, and learn know
how people can “get around” this functionality. If someone uses multiple
monitors in general, ensure they have all but one monitor off during your
meeting.
➢ If you have colleagues that you would like to be “in the loop” regarding
what takes place at a meeting then record the meeting, and share it with
them if you or these colleagues will not benefit from them actively
participating in the meeting.
EFFECTIVE VIRTUAL MEETING LEADERSHIP
15
➢ Do not invite people to virtual meetings only as a CYA (to cover your
backside). This is not a good use of anyone’s time.
➢ Strictly control who has the ability to add meetings to your calendar, and
also manage who has visibility to your calendar. Doing so will mitigate your
risk in being dragged into meetings which offer you and your employer no
value.
➢ Don’t be afraid to decline a virtual meeting request. If you do not value
you time your colleagues will fail to do so as well. If you feel declining a
meeting may cause internal political turmoil discuss with your boss or
colleague and get their insights as to whether you really need to attend a
meeting.
ARGUING vs. COLLABORATION
16
Arguing➢Emotion inhibits resolution.
➢Effective listening is compromised.
➢The goal of each side is to win.
➢Neither side likes to lose.
➢Business logic deteriorates into personal attacks.
Collaboration➢Identify common ground.
➢Understanding what motivates your counterparty.
➢Respect is conveyed by each party.
➢Define expected benefits and costs for each party.
➢There are no winners or losers, it is a “win, win”.
DELIBERATIVE DISCUSSION
17
➢ Involves an important decision.
➢ Requires a somewhat passionate examination of opposing sides of an issue.
➢ Focus on root causes and/or the path to a resolution or decision.
➢ Requires honesty.
➢ Requires an open mind.
➢ Requires control of tone and non-verbal gestures.
➢ Wording of questions and responses are key.
➢ Requires active listening by both parties.
➢ Requires preparation.
➢ Check your ego at the door.
➢ Empathize with your counterparty.
DELIBERATIVE DISCUSSION
18
Knowing Yourself & Your Colleagues
SELF-AWARENESS
20
Any of These Traits Sound Familiar?
➢ Not investing in knowing & valuing our colleagues.
➢ Failing to embrace change.
➢ Avoiding instead of engaging and leveraging difficult customers.
➢ Not valuing colleagues who cause friction.
➢ Failing to be a “good follower” as well as an effective leader.
➢ Not understanding the impact of our actions.
➢ Failing to realize that perception can easily become reality.
➢ Avoiding people who challenge me.
PASSION, ENERGY, POSITIVITY
2118 Ways To Be More Positive In The Office, cmd, https://www.cmd-ltd.com/2013/05/14/18-ways-to-be-more-positive-at-work
OBSERVE & LEARN
22
➢ Bring the observational skills you use in your personal life to work.
➢ Spouse, friends, kids, kids you coach, etc.
➢ Just pay attention.
➢ Understanding relationship dynamics is critical.
➢ Understanding what motivates and drives behaviors means you
need to be able to observe and interpret it.
KNOWING YOUR COLLEAGUES
23
➢ What are their career goals?
➢ What are their favorite activities outside of work?
➢ What common interests do you share with them?
➢ What do they enjoy most about work?
➢ What are the top challenges they perceive at work?
➢ How can you help them be more successful at work?
➢ What can they do to help you be more successful?
KNOWING YOUR COLLEAGUES
24
➢ What puts smiles on their faces?
➢ What makes them “less than happy”?
➢ Know when they are stressed & overworked.
➢ Understanding relationship dynamics is critical.
➢ Understanding what motivates and drives behaviors means you need to be
able to observe and interpret it.
KNOWING YOUR COLLEAGUES
25
KNOWING YOUR COLLEAGUES
26
KNOWING YOUR COLLEAGUES
27
KNOWING YOUR COLLEAGUES
28
KNOWING YOUR COLLEAGUES
29
THE COLORS OF YES
30
➢ Yes, and
➢ Yes
➢ Yes, but
➢ Maybe
➢ I will consider it
➢ Let me think about it
EMPLOYEE ENGAGEMENT
31
Respect & Inspiration
PROFESSIONAL RESPECT
33
Earn It!*
➢ Demonstrate your worth and value as an employee.
➢ Interact with your colleagues and care about their lives.
➢ Speak calmly and listen to others.
➢ Always smile during times of triumph.
➢ Deal with adversity in a similar manner.
➢ Go above and beyond the call of duty.
* 12 Effective Ways To Gain Respect In The Workplace. Lewis Humphries, Lifehack.org (2015).
PROFESSIONAL RESPECT
34
Earn It!*
➢ Make collaboration a key aspect of your work life.
➢ Establish boundaries and understand your limits.
➢ Practice the virtue of patience.
➢ Avoid the perils of office gossip.
➢ Deal with conflict in a proactive and mature manner.
➢ Become a problem solver.
* 12 Effective Ways To Gain Respect In The Workplace. Lewis Humphries, Lifehack.org (2015).
PROFESSIONAL RESPECT
35
Give it!
➢ Praise your colleagues whenever they deserve it.
➢ Do not point fingers in times of crisis.
➢ Do not criticize or correct in public, only one on one.
➢ Do not yell.
➢ Interact with your colleagues and care about their lives.
➢ When you know a colleague needs help do not make them ask for it, offer it.
➢ Give more than you get.
➢ Practice the virtue of patience.
➢ Avoid the perils of office gossip.
➢ Deal with conflict in a proactive and mature manner.
➢ Listen, listen, listen.
Leading across the Enterprise: Theory to Practice
COLLABORATING WITH MARKETING
37
➢ Teach them the language of Finance
➢ Learn the language of Marketing
➢ Facilitate a better understanding of customer and prospect behaviors.
➢ Provide a framework to measure the ROI of each marketing program.
➢ Ensure there is an analytics guru in marketing.
➢ Ensure they are leveraging social media channels and understand the related
brank risk exposures.
COLLABORATING WITH SALES
38
➢ Teach them the language of Finance
➢ Learn the language of Sales
➢ Get more involved in customer relationships throughout the customer lifecycle
and do not just play the role of referee for customer issues.
➢ Help them understand how to engage and retain the most valuable customers.
➢ Help them access and manage the health of the sales pipeline. This will vastly
improve the sales forecast.
➢ Help them achieve a 360 degree view of each customer in terms of ensuring they
have the right technology so they have visibility and influence on each interaction
with a customer.
➢ Help sales leader define and effectively communicate the value that your company
offers to customers.
COLLABORATING WITH HR
39
➢ Teach them the language of Finance
➢ Learn the language of HR
➢ Help HR understand the need to educate and train each manager how to manage
and embrace the dynamics of a multi-generational workforce.
➢ Develop a framework that HR can distribute to company leaders across the
enterprise that they can leverage to assess, adapt and cultivate the skill sets and
performance of their teams.
➢ Help HR develop and leverage human capital financial statements.
CLOSING THOUGHTS
IFive Pillars of Effective Leadership1. Effective Communication
2. Knowing Yourself
3. Knowing Your Team
4. Knowing Your Colleagues
5. Respect & Inspiration
40
Q&A
THANK YOU!!!
Ernie Humphrey, CTP
CEO & COO
Ernie@Treasurywebinars.com
https://www.linkedin.com/in/erniehumphrey