Executive Mindset

Enhancing Influence & Collaboration with an

Curt Buermeyer, PhD

© 2014 LeadPeople LLC. All rights reserved.

1. You have a lot of stuff to do. 2. You have multiple stakeholders. 3. People want different things. 4. You need to be both effective

and efficient. 5. It’s not your job to understand

everything. 6. You can’t please everyone. 7. There are politics. People have

agendas.

Problems?

What is an Executive Mindset?

Executive Mindset

Emotional

Intelligence

The Big Picture

Outcomes & Results

EQ: Emotional Intelligence

1. Understand yourself 2. Manage yourself 3. Understand others in context 4. Manage relationships

Emotional Intelligence

the Big Picture

But don’t forget about your local pond…

1. Stakeholders and internal ecosystems

2. Industry Best Practices 3. How all the parts fit and

drive value collectively 4. External market forces

and emerging trends 5. Customer needs and

solving real problems

the Big Picture

Value Creation

We

Me

Outcomes, Results

Outcomes

Getting to Outcomes

Solving the problem at

hand.

Identifying the right problem

to solve.

Solving the right problem.

Tactical Strategic

Critical Reasoning

1. Growth in market share 2. Growth in revenue 3. Profitability, within the

context of the constraints 4. A strong balance sheet 5. Delivering real value 6. Hitting key metrics – the right

ones, not “vanity metrics”

Outcomes, Results

4 Four ways to enhance Influence

Enhance your competence and credibility. Be trustworthy, and trust others.

Improve decision-making. Be proactive and share your vision.

5 Five ways to enhance Communication

Deeply listen to what’s being said, first. “Listen” for what’s being left unsaid.

Check for understanding. Show processing. Know and understand your audience.

Custom-tailor your message.

Practice…

Ask more questions.

Have an “attitude of wisdom.”

Keep the end game in mind.

Use emotional intelligence.

How do I develop an Executive Mindset?

Role Play

Insert Team Groupings Here

Roles

Consultant You’re the focus of the role-play. Try an Executive Mindset.

Client You’re facilitating the role-play. Don’t be too easy, or difficult.

Observer Take notes: Consultant’s Executive Mindset. Time

keeper: 6 min., 1 min. warning.

Order Alice Andrew Betty

1 Consultant Observer Client

2 Client Consultant Observer

3 Observer Client Consultant

Order Carl Doris Elaine

1 Consultant Observer Client

2 Client Consultant Observer

3 Observer Client Consultant

Order Frank George Henry

1 Consultant Observer Client

2 Client Consultant Observer

3 Observer Client Consultant

VIGNETTE 1: Boss needs data…fast!

CLIENT (Rick) • You have lots of data that

might be more valuable. • This program is really

important to you. • You’ve seen the wrong data

be used too often. • You want to ensure high-

quality decisions are made.

CONSULTANT (You) • Your boss (John) asks you to

get data from Rick, fast. • Your to-do list is getting out

of control today. • You don’t know why this

data is needed, how it will be used, or why there’s big rush.

• Rick can be a little protective with his data.

VIGNETTE 2: Push for buy-in

CLIENT (John) • You DO have an agenda;

every executive does. • This initiative is critical for

long-term growth. • You’ll need lots of buy-in,

and Rick’s support is key. • You don’t want to get into

the nitty-gritty details yet, with Rick or anyone.

CONSULTANT (You) • Your boss John asks you

to see if Rick will support his recent initiative.

• You have a sense there’s a little more to the story.

• Rick is not interested in getting involved in any politics, and will want to know much more.

6 Six minutes each role play.

1 minute warning.

Lessons Learned?

Using Emotional Intelligence?

Thinking about the Big Picture?

Keeping Outcomes top of mind?

Personality connections?

P Peer Coaching

Schedule 30 min. Pick three accountability questions.

Ask each other their questions.

Further Learning

Executive Behavior • What Got You Here Won’t Get

You There by Marshall Goldsmith • The Next Level… by Scott Eblin

Power • Power: Why Some People Have It

and Others Don't… Jeffry Pfeffer

Emotional Intelligence • Working with Emotional

Intelligence by Daniel Goleman

Influence • Buy-in: Saving your good ideas

from getting shot down, by John Kotter

• How to Win Friends and Influence People, Dale Carnegie

Research on Persuasion • Elaboration Likelihood Model by

Petty & Cacioppo

Results-focused Thinking • “Tony Robbins Explains His Rapid

Planning Method” YouTube

For Customized Executive Leadership Development Programs

Curt Buermeyer, PhD Managing Partner, LeadPeople LLC

curt@leadpeople.com 703.889.5038 LeadPeople.com