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Understanding the Elements

of Performance, Image and

Exposure (P.I.E.) and Why

They Matter

April 2016

Objectives

Introduce the concept of P.I.E

Identify Enhancers and Deraillers

Define your Competitive Advantage

Review key learnings from the module

Performance, Image, Exposure

Source: Harvey J. Coleman, Empowering Yourself: The Organizational Game Revealed, 2nd Edition, 1996

Exercise

PERFORMANCE (10%) – table stakes

Speaks to sustainable contributions/results and how you

effectively leverage resources.

Value-added creation for key stakeholders

Strategically leverage people, processes, systems and

practices

Identify and align business models and applications

Leverage internal and external networks to benefit business

Enhancing other’s contributions

IMAGE (30%) – personal brand

Reputation

Credibility

Savvy

Innovative

Quantitative

Style

Confidence

Trustworthy

Risk-taker

Crafts other’s image

EXPOSURE (60%) - “who knows you and who cares”.

The engine that propels visibility for “P” and “I”

Membership in important circles

Access to leadership and thought leaders

Membership in key internal and external networks– Support Network (mentors/sponsors)

Create exposure for others

It’s not enough to be “GOOD” - Performance

GOOD GREAT

P o Builds incremental brand equity

o Delivers excellent results that are

benchmark for their business unit

o Builds competency skills in self and

others

o Improves processes/systems, identifies

and eliminates losses

o Plays not to lose

o Creates new and sustainable value

propositions

o Delivers excellent sustainable results that

are benchmark to their

region/globe/customer

o Develops mastery in self and others

o Creates systems, processes, models and

institutionalizes these across customers,

regions, business units to deliver

incremental value

o Plays to win

What behaviors do you believe will take your performance from

good to great?

• Deliver excellent sustainable results

• Take calculated risks in creating new value propositions

• Intentionally continue to develop skills for current and future roles

It’s not enough to be “GOOD” - Image

GOOD GREAT

I o Does job well and supports change

o Handles unexpected demands

o Qualifies statements

o Understands informal organization

o Leverages diversity to support individual

development

o Personally leads change

o Anticipates and adapts strategy to changing

conditions

o Confident to declare stretch plan

o Politically savvy, builds consensus and

drives change

o Leverages diversity to influence strategy and

build organizational capacity

What behaviors do you believe will take your image from

good to great?

• Demonstrate openness to ideas and opinions of others

• Leverage diversity of people and thought to influence

strategy and organizational capability

• Personally lead or drive change as a result of adapting to

changing conditions.

It’s not enough to be “GOOD” - Exposure

GOOD GREAT

E o Niche exposure is key

o Organization leaders and influencers

o Creates development plan in isolation

o Leverages relationships to advance

personal objectives

o Broad network of advocacy (Mentors and

Sponsors)

o Actively participates in informal information

network

o Utilizes network of supporters to create

meaningful development plan

o Leverages relationships to advance

business and organizational objectives

What behaviors do you believe will take your exposure

from good to great?

• Broaden my network internally and externally to build a

variety of professional relationship to help others

• Discuss your career plan with a trusted advisor

• Build a network of advocacy through mentoring

relationships – as a mentor and as a mentee.

P.I.E. - Enhancers and DeraillersPERFORMANCE ENHANCERS PERFORMANCE DERAILLERS

Exceed expected results Less than optimal results; make excuses

Know your business, industry and competition Focus solely on your position and tasks

Seek candid feedback frequently for development Become defensive when feedback is provided

Make decisions which fall in your jurisdiction based on proper

analysis and in a timely manner

Put decision making off or delegate it to others; make decisions

without proper analysis and reflection

IMAGE ENHANCERS IMAGE DERAILLERS

Poise Reactivity

Articulate communication Unorganized communication

Planful analysis Last minute approach

Collaborative “My way or the highway”

Convicted and stand-up for what you believe Abrasive/aggressive/shrill

Accept responsibility Place blame elsewhere

Coach and position others to win Critical and/or condescending

Optimistic attitude Negative attitude

EXPOSURE ENHANCERS EXPOSURE DERAILLERS

Show up with PRESENCE Comfort in “behind the scenes”

Platform your work Let others speak for you

Act professionally and appropriate to the situation Act too casual or too stiff for the situation

Confident and act like you belong there Act “too appreciative” to have been included

Don’t leave without an assignment to expand your exposure, or

be invited back

See exposure as “one-time” opportunity

Your Competitive Advantage…..?

Increasing P.I.E. Effectiveness

Gain clarity on how your contributions add value to your organization

Be familiar with ways in which P.I.E. factors influence professional success

Assess “P” to determine if you are maximizing opportunities to

– Build your reputation (“I”) and expand your “E”

– List opportunities and create an Action Plan

Create a career development plan, including P.I.E. factors, and share this with your line management, mentors and other key relationships

Update and communicate career goals and plans, at least annually

Ask for feedback about your “reputation” (“I”) on a regular basis

Review your work relationships and look for opportunities to expand your networks and Exposure

Discuss with you peers how to leverage the enhancers, and eliminate the deraillers

Create an Action Plan

Action Plan: Stop Start Continue

What I learned… What I commit to doing as a result of this class:

1 THING I’LL START (how can I enhance my PIE):

1 THING I’LL STOP (what is a derailler):

1 THING I’LL CONTINUE: