It’s Not Black or White, but Grey (Leadership Lessons That Will Set You Apart From the Rest)

3. It’s Not Black or White, but Grey (Leadership Lessons That Will Set You Apart From the Rest) Vivian M. Ciampi Professional Coaching – Principal October 30, 2013

4. Wikipedia:Grey areaor Gray area is a concept or topic that is unclear.

5. Overview Share leadership lessons that have been observed from high performing, high potential insurance professionals. These lessons cross all business functions and have been referred to as the “glue” that keeps the organization together. They will help you navigate the “Grey Area” and set you apart from the competition.

6. Leadership Topics • Communicate: Power of Human Contact • Increase authentic communication • Simplify the message • Unwind complexity • Influence more strategically • Negotiate with poise and power • Make meetings more effective • Focus on what is in your control • Expand your sphere of influence • Define your brand • Mentor other women Frequency Severity

7. Studies show that 55% of communication is based on facial expressions and body language 37% is based on tone of voice Only8% is based on the verbal or written word * Forbes 5/13

8. Increase Authentic Communication • Stay connected to your people • Keep 1x1’s sacred • Give feedback regularly • Say thank you* • Use illustrations when possible (e.g. soccer field exhibit) • Go visit your customers • Address issues live • Be a team player, talk to your peers and share best practices • Get to the point, attention is a scarce resource • Have your elevator speech ready • Acknowledge the challenge and seek input to optimize communication * Forbes study found that gratitude was one of the highest contributors to ROI (8/13)

9. “Great leaders are almost always great simplifiers, who can cut through argument, debate and doubt to offer a solution everybody can understand.” – General Colin Powell

10. Simplify the Message • Do not communicate to be understood, communicate not to be misunderstood* • Remember three key things: • Is your topic going to be painful to me? • How long is it going to take? • When you are done, what do you want from me? • Know your audience and why they care • Use visuals or stories to convey message • Do not throw the spreadsheet over the wall • Translate for your audience * Dr. John Lund, Entrepreneurs, 5/13

11. Unwind Complexity • Strive for clarity and understanding • Do not make assumptions • Ask good questions to get good information • Ask the right questions to create solutions and drive success • Use the Five W’s: Why, Who, What, Where, and When? • Start with WHY* * Simon Sinek, author of Start with Why

12. Influence More Strategically Active Listening

13. Influence More Strategically • Influence can be widespread with social media…. • choose your words carefully • Know your audience • Plan out your approach to influence them: • Rational/ fact driven - upward • Inspirational appeal - teams • Consultation - advice seeking • Collaboration - downward or lateral • Understand what they care about • Center all communication around this value

14. Negotiate with Poise and Power • Know what you want • Build trust • Understand the context • Know your audience and their perspective • Create rapport/ develop a positive atmosphere • Call in the experts when needed • Make conditional proposals • Have a best alternative and be willing to walk away

15. Make Meetings More Effective Pre • Build relationship/ explain the why • Active listening stage • Understand their perspective • Educate and answer questions Present • Use an agenda • Level set • Deliver facts and stick to topic • Call to action and formal action steps Post • Follow up in person • Ensure that action happens • Communicate

16. Focus On What Is In Your Control In Our Control Out of Our Control Org design Regulator actions Employee reactions Customer elasticity Competitor behaviors Weather Trust Ownership Good communication Influence Additional research Clarifying questions

17. Expand Sphere of Influence • Move into the gap if you see one • Make sure you add value • Absorb as much information as you can and share what you have learned • Reinforce your leadership status by sharing valuable information • Do not wait for a formal organization change • Be proactive if you really want to work on a project • Connect with people and take initiative

18. Expand Sphere of Influence Senior Team Product Mgt. Finance Employees Gap Gap Operations Sales/ Marketing Legal Human Resource

19. Define Your Brand • Having a personal brand is no longer an option • Relying on social media can be risky • Managing your brand requires you to be a role model, mentor, and voice that others can depend on • Defining and living your personal brand will increase your executive presence • Developing charisma is crucial for leaders

20. Be a Mentor to Other Women “If you are successful, it is because somewhere, sometime, someone gave you a life or an idea that started you in the right direction. Remember also that you are indebted to life until you help some less fortunate person, just as you were helped.” – Melinda Gates “I've always believed that one woman's success can only help another woman's success. – Gloria Vanderbilt

21. Communicate not to be misunderstood Unwind Complexity Active listening Expand sphere Of influence