Building Relationships that Mean Business Leadership Capability A Practical Guide to Identifying and...

Building Relationships that Mean Business

Leadership CapabilityLeadership CapabilityA Practical Guide to Identifying

and Developing Leadership Potential

Andrew ChantlerB.App.Sc.(Computing), MMgtStud (Project Management)

Chief Executive Officer

GMT Recruitment


Behavioral and Style Theories

Trait Theory

Functional Theory

Situational and Contingency Theories

Leadership and Emotional Intelligence Theory

Transactional and Transformational Theories


Take Away PointsTake Away Points

What leadership is and how it relates to management.

How to identify leadership capability when recruiting new staff.

How to identify leadership capabilities in existing staff.

How to develop leadership capabilities in people with leadership potential.


What is Leadership and What is Leadership and how does it relate to how does it relate to

Management?Management?


Leadership Vs ManagementLeadership Vs ManagementManagers Leaders

Administer Innovate

Ask how and when Ask what and why

Focus on systems Focus on people

Do things right Do the right things

Maintain Develop

Rely on control Inspire trust

Have a short-term perspective Have a long-term perspective

Accept the status-quo Challenge the status-quo

Have an eye on the bottom line Have an eye on the horizon

Imitate Originate

Emulate the classic good soldier Are their own person

Copy Show originality


Level 5 LeadershipLevel 5 Leadership

Level 5

Level 4

Level 3

Level 2

Level 1

Level 5 Executive

Effective Leader

Competent Manager

Contributing Team Member

Highly Capable Individual

Builds enduring greatness through a paradoxicalblend of personal humility and professional will

Catalyses commitment to and vigorous pursuit of a clear andcompelling vision, stimulating higher performance standards

Organizes people and resources toward the effectiveand efficient pursuit of pre-determined objectives

Contributes individual capabilities to the achievement of groupobjectives and works effectively with others in a group situation

Makes productive contributions through talent,knowledge, skills and good work habits


What is Leadership What is Leadership Capability?Capability?

The Top 20 Leadership Traits


Top Leadership TraitsTop Leadership Traits

20. Patience

19. Continuous Development

18. Graft

17. Fairness/Equity

16. Modesty



15. Appreciates Quality

14. Sense of Humour

13. Wide Outlook

12. Adaptability and Flexibility

11. Human Understanding



10. Clarity

09. Charisma

08. Ability to Delegate

07. Calmness

06. Ability to Listen



05. Confidence

04. Consistency

03. Approachability & Friendliness

02. Passion and Motivation

01. Ethics and Trustworthiness


How to determine How to determine Leadership Capability Leadership Capability

when recruiting new staffwhen recruiting new staff

Two simple yet powerful questions


Two QuestionsTwo Questions

One Behavioural Question– Used to predict future success based on

actual past behaviours. One Hypothetical Question

– Used to reveal problem solving abilities, insight, intelligence, potential, vision and general leadership qualities.


Two Powerful QuestionsTwo Powerful Questions

Behavioural - Tell me about your most significant accomplishment where you were involved in a key leadership role?

Hypothetical – If you were to get this job, how would you go about solving this (major / typical) problem?


Things to probe forThings to probe for A complete description of the accomplishment The actual results achieved: numbers, facts, changes

made, details, amounts The importance of the accomplishment to the

organisation The candidates actual title and role Why the candidate was chosen The 3-4 biggest challenges they faced and how they

dealt with them A few examples of leadership and initiative Some of the major decisions made The environment and the resources available


Things to probe forThings to probe for The team involved and all of the reporting

relationships Some of the biggest mistakes that the candidate

made How the candidate changed and grew as a person What the candidate would do differently if they could

do it again Aspects of the project the candidate truly enjoyed Aspects that the candidate didn’t especially care

about How the candidate motivated and influenced others,

with specific examples to prove their claims How they dealt with conflict with specific examples


Tailoring the HypotheticalTailoring the Hypothetical If you were to get this job, how would you go about

solving this (major / typical) problem? Sales Manager:

– “If you were to get this job, how would you go about ensuring that the team met their targets every month?"

Engineer:– “If you were to get this job, how would you design and develop

this product to ensure it's in production by next March?“ Director of HR:

– "If you were to get this job, how long would it take you to prepare an action plan to ensure the department was meeting all its Key Performance Indicators?"


Assessing the HypotheticalAssessing the Hypothetical

Is the reasoning complex, advanced or superficial?

Is the focus technical, tactical or strategic?

Is the emphasis team or individual? Is the perspective functional or multi-

functional?


How to determine How to determine Leadership Capability in Leadership Capability in

the staff you havethe staff you have

Some additional things to look for


Capacity to Learn LeadershipCapacity to Learn Leadership Leadership in the past Capacity to create or catch vision Constructive spirit of discontent Practical ideas Willingness to take responsibility Completion factor Mental toughness Peer respect People listen to them No destructive weaknesses


How to develop Leadership How to develop Leadership Capabilities in people with Capabilities in people with

Leadership PotentialLeadership Potential

Courses or Coaches?


Seven C’s of Successful Seven C’s of Successful CoachingCoaching

Context – Organisational context Clarity – Coaching objectives Commitment – Organisational support Coachability – Appropriate situation Courses of Action – Development plan Confidentiality – Building trust Chemistry – Rapport and compatibility


Take Away PointsTake Away Points What leadership is and how it relates to management

– 12 Distinctions between Managers and Leaders– Level 5 Leadership Model (Jim Collins)– Top 20 Leadership Traits

How to identify leadership capability when recruiting new staff

– Two powerful questions to assess leadership experience and leadership traits

How to identify leadership capabilities in existing staff– Things to observe in the work place

How to develop leadership capabilities in people with leadership potential

– The 7 C’s of Successful Coaching

Building Relationships that Mean Business Leadership Capability A Practical Guide to Identifying and...

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