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newsletter - march 2009

March 2009 
The developmental digest for emerging leader/managers devoted to growth and excellence
CONTENTS:
Section 1 - Topical Topics
  - Leadership in Practice
  - Timely Insights

Section 2 - Talk Back
  - Dear Coach
  - Commentary
  - A Point of View

Section 3 - On the Horizon
  - The Positive Workplace
  - Opportunities and Challenges
  - Reach Out

Section 4 - Secure Site


 Section 1  - Topical Topics

Leadership in Practice

Leadership – More of the foundations

A fast reprise . . .
The opening question in our last issue was, “What’s the very first step in establishing a leadership relationship with another or other persons?”

Thinking it through on paper, as I tend to do in these articles, I concluded that the first step has to be the creation and development of some form of attachment. This is an unfolding awareness that exists between persons which is largely subliminal but runs in the background all the time, providing the initial jump start to any leadership intervention. So far, no one has contested this, so I’m going to proceed with another step.

By means of a story about panic in a pub I demonstrated the power that lies in the deliberate use of our name. We are able to assert contact with another even under very challenging circumstances. We hear and respond to our names in a crowded room where we’re inundated with noise and distractions – it cuts right through.

When we are in a highly emotional state, the use of our name will induce instant calming, thereby enabling more reasoned responses than might have been possible otherwise.

Our name is magic, but then so are other things, such as family ties, shared memories, common experiences, membership in special or valued organizations, adherence to specific causes, and a host of other considerations.

We looked at the model developed by Dr Gordon Neufeld, as part of his child development work, to see how our senses connect us to issues of ‘sameness’, ‘belonging and loyalty’, ‘significance’, and then deeper to issues of ‘love’ and ‘being known’. These are varying degrees of attachment, becoming more intense at every step and concurrently increasing our feelings of vulnerability in the process.

Leadership, we stated, depends on real relationships with others, not on simple appointments or assumptions. In this event, I’ve suggested that attachment to the level of ‘significance’ is essential for success. However, if we form such attachments and then fail to nurture or enhance them over time and experience they can wither and die. Attachments too, can be damaged, traumatically and/or gradually, almost invisibly, and eroded by many factors.

Keeping the attachment alive . . .
Gordon Neufeld presents his model as a plant-like structure with attachment factors being represented as the roots beneath the ground – all of the issues mentioned above. He also depicts a stem structure showing the maturation process above the ground, representing the responsive behaviors which can emanate from attachment.

Neufeld Diagram

In brief terms these are adaptive, emergent and integrative in form, serving to stimulate needed changes, to grow and develop within a context and to strengthen and reinforce attachment and perhaps the ensuing relationships.

Let’s take a closer look at these for they are our ‘line of credit balance’ to use when conditions are tough. If we can build up some surplus here and also protect ourselves from unwarranted erosion, we’ll be able to succeed long after we’ve run out of our ‘grubstake’ of immediately available resources.

Adaptation in action . . .
The first stem is that of Adaptation, meaning that we mould and realign our attachments formed in the past and over time to serve the needs of the present and future more effectively.

Consider, Alan and Philip have been good friends for many years, ever since they served together in the military. They had been Junior NCOs in the same unit until Alan had been promoted to the more senior command rank of Sergeant and appointed as Philip’s immediate superior officer. Never-the-less their friendship had continued and even intensified when they returned to their civilian lives.

They’d stayed in close contact and spent many hours, and a few ales, reliving their shared experiences in the army. It was natural that Alan would adopt a leadership role in these relaxed reminiscences. Then Alan had made a personal career change deciding to sell mutual funds. Naturally one of his first prospects had been Philip, but it hadn’t worked out quite as he’d expected.

In spite of a flawless presentation, Philip had declined to buy into the scheme. Alan was surprised and non-plussed. He’d appealed to Philip on the grounds of their relationship of many years; he had pleaded his pressing need to build a client portfolio; he had even asserted his prior command relationship; it had all failed – Philip was obdurate.

The impact of this unexpected setback and disappointment was profound. It hadn’t occurred to Alan that Philip would not buy his proposal and he felt betrayed. Their relationship began to deteriorate even though neither party wanted this; it hung over their heads like a pall.

The strong attachment they’d enjoyed was deeply rooted in the past and despite the rehearsals over many years, it had failed to adapt to their current realities. Alan had, in fact no leverage over Alan upon which he could build his mutual fund, client expectations but he’d not appreciated or anticipated this. The attachment would have had to have been expanded to include more recent, more relevant attachments if it was expected to serve future needs.

Emergence in action . . .
Let’s take a different view of the ‘stem’ components – that of Emergence. This stage relates to the natural growth and maturing of an attachment – a function of the constituent parts as they grow and create different demands and expectations upon the parties involved.

Francine and Alicia work with the same logistics service provider. They first met over ten years ago when both were recent graduates from college and seeking their initial career opportunity. Over the years a great deal had changed – in both lives - but still their attachments expanded and the resultant friendship persisted.

Shy, young Alicia had been the first to throw a curve into their relationship when she’d met and fallen heavily for a charming rogue, Jim, who’d swept her off her feet, married her and impregnated her with her now six year-old son, Adam - and then deserted her. It had been a rough period, like nothing she’d ever experienced before in her young life, but Francine had been there for her and helped her through it all.

Then it was Francine’s turn; she’d continued to study and work hard and this had been recognized. Four years into the Company, she’d been promoted to supervisor and encouraged to acquire a professional designation. There’d been little time for personal dalliances and she’d certainly been alerted to the pitfalls by Alicia’s experiences. Then, with profound impacts, she’d decided to ‘come out’ and declare her different sexual orientation.

This did not affect her basic attachment to Alicia in any direct way although it did enhance her feelings of protectiveness toward her single-parent friend. Alicia had been devastated at first since she simply could not identify with Francine’s choice of lifestyle but, after a brief period, she reconciled to the idea and even persuaded her own parents that Francine was still the solid person she’d always been - caring, supportive and dependable.

Attachments can survive even ‘earth-shattering’ experiences and personal transitions. Today, Francine asked Alicia to ‘stand up’ with her at her forthcoming same-sex union with Joanne; Alicia hadn’t hesitated to say “yes!”

Of course events and pivotal decisions will alter the fabric of related relationships but the fundamental attachment, especially if deeply rooted, will persist and even flourish. Francine’s potential leadership influence over Alicia within the infrastructure of the Company can survive and prosper even though it may change direction in terms of surface expressions and behaviors. Attachments can indeed ‘run deep’.

Integration in action . . .
I’m going to take a few liberties with the final stem component – Integration. In our adult context, I’d like to employ it as persistence and resiliency – the staying power and the wriggle-room that we all need from time to time.

Mary and Brian were childhood ‘sweethearts’ who’d lived the romantic story to the point of marriage and a family. They’d been close friends, and eventually lovers, through high school and university; even joining the same church choir. They’d travelled Europe together, sharing risks and building memories. It had seemed only natural that they would settle down together.

The early years had been tough – never enough money, the loving burden of two children in quick succession and  then ill health among parents; but then everything had settled down to a warm and comfortable routine.

It was perhaps too comfortable though and Brian had become restless. In his restless state he was vulnerable and, seeking excitement, he’d jumped into an extra-marital liaison only to be caught ‘flat-footed’. Mary had been devastated and, with her world falling apart, she’d reacted strongly and definitively.

As often happens in such cases, after a short period of upheaval and acute distress, they’d both realized that their love and attachment for each other was too powerful to ignore – they were miserable apart yet mistrustful together.

Ultimately, and with much pain and anguish, they’d decided to reconcile – for the sake of the children, of course, only to discover that their relationship was stronger than ever. “It was ‘touch-and-go, and I nearly blew it all” as Brian describes it, “but we’re more committed to one another now than ever before”.

When attachments are multi-component and fairly deep they can withstand the ravages of trauma and emotional erosion. They can also be extended to give credit – a level of grace beyond the bounds of reasoned consideration. There are situations, as above, which demand more from the relationship than might be assumed as safe or warranted but frequently it’s there. This can be the power of attachments.

Making it work . . .
Leaders may need to depend on attachments; it’s akin to saving up for a rainy day. However, to assume that because the roots are in position that the plant will flourish and grow is risky. The plant also needs to reach up into the light of life’s experiences and to be protected and nurtured as it does so.

As the plant grows the roots must be fed and watered or trials and tribulations will take their toll. We’ll pay close attention to the stem since it’s visible, but it, in turn, relies on what is happening beneath the surface – the invisible components. When things start to go wrong we often need a boost to the roots. In short, the whole plant needs our consideration and attention.

Relationships are the stem and attachments are the root structure and they are inter-dependent. Effective leaders never forget this and while they tend the flowering stem of relationships, they also pay close attention to the roots. This requires a careful, disciplined routine with frequent checks and balances to maintain full health.

Think about it, please.


I'd welcome your questions, comments and suggestions. We can all learn through dialogue and your experiences will undoubtedly gain more value when shared. Please contact me at david@andros.org.

A Note to our Readers . . .

Previous series of articles on the topics of

  • Tomorrow’s Leaders – a model for SME organizations
  • The Leadership Crucible the ‘making’ of leaders
  • Leadership Characteristics a comprehensive catalogue of leader qualities
  • Succession Planning the strategic argument, principles and strategies, and
  • Managing Change – every person’s guide to painless processes

have been summarized as discussion guides for those who lead and manage through mentoring and coaching. If you would like to secure a copy for your own use, please contact us.

It is a pleasure to share ideas with you and we’d welcome your questions, suggestions and comments. They’ll assist us refine and expand the essential value of these initiatives. Thanks in anticipation for your participation.


^ ^
  
Timely Insights . . .
  • Mind Tools . . .

Mind Tools Career Excellence Club is a vast treasure store of leadership and management strategies and techniques. I discovered this web site a couple of years ago, almost by accident, and I’m so happy that I did. There’s not a week goes by without me finding valuable help and guidance in the vast array of source materials offered.

If you are truly serious about your self development, or if you are coaching up-and-comers in the mysterious way of business and organizational leadership, you will profit by taking a premium membership in the Career Excellence Club.

Just this week, the authors have greatly improved the site in terms of accessibility and convenience. The accessing time and effort is now a fraction of what it was – and it was no slouch before!

Take a look for yourself. There’s a guided tour that displays all the charms of this vital resource to be found at http://www.mindtools.com.

  • Leadership and Emotional Intelligence . . .

A study was recently completed that examined the EI scores of executives in comparison with those of the general population. At the same time an analysis was made of how various organizational outcomes, such as net profit, growth management, employee management and retention, are affected.

The Bar-On EQ-i profile was applied to a sample of nearly two hundred executives, male and female, who are members of two executive mentoring associations – YPO (Young Presidents Organization) and IA (Innovator’s Alliance). A series of questions relating to pre-tax operating profits over the past three years, previous year’s net profit, and various business challenges were asked of each participant.

The results showed that top executives who differ significantly from the normative population in eight distinct areas, namely Empathy; Self Regard; Reality Testing and Problem Solving, were aligned with highly profitable companies. Total EQ-i was related to clear successes in managing growth, managing others and training and retaining employees.

These outcomes have great significance for those who are focused on executive selection and development, and while there’s still more work to be done, there’s enough evidence to indicate the way forward. Let’s go!

  • Quotable Quotes . . .

"There are no such things as limits to growth, because there are no limits to the human capacity for intelligence, imagination, and wonder." (Ronald Reagan)

"I start with the premise that the function of leadership is to produce more leaders, not more followers." (Ralph Nader)

"The measure of success is not whether you have a tough problem to deal with, but whether it is the same problem you had last year." (John Foster Dulles)

Quote of the Month . . .
"The awakened sages call a person wise when all his undertakings are free from anxiety about results." (Classic Bhagavad Gita wisdom

 



^ ^
 
 Section 2   - Talk Back

Coach's Corner . . .
A selection from frequently–asked questions

Dear Coach,
Somebody once told me that fear of speaking in public is the most widespread fear of all. As a Department Head, I’m sometimes called on to make public presentations and I know it’s true for me. I’ve read the books and even attended a good seminar/workshop on this topic but the fears are still there. Do you have any helpful advice to help me get on top of this?

Response:
I too, have seen much research that supports your opening contention and suspect that it’s true. Let me hasten to add though, that it isn’t necessarily a problem – unless it is unmanageable.

There are those who appear to have no anxieties at all when presenting in public; they seem to take it in-stride and even to enjoy the challenge. I say ‘appear’ because when I ask these persons directly how they avoid having butterflies in the stomach, they’ll often respond that they indeed have them - but they manage them. As a well-practiced speaker, I realize that I do exactly the same, and may this always be so because if I were ever to lose my fears completely I think I’d have a major problem. May I explain?

Workshops on public speaking will tell you of the importance of preparation; this is extremely important. Many advocate a format for the presentation – “first, you tell’em what you’re going to tell’em; then you tell’em; and finally, you tell’em what you told them”. I learned this technique in the military and it has been very useful for some types of presentation. I’ve always agreed too with the technique of leaving the audience on a high point.

That said though, there’s no universal approach; it all comes down finally to you and your particular audience. It’s beyond question that you must know your material or subject matter and you really need to know your audience in terms of their expectations and situation. This is sound advice for any speaker – but it doesn’t do much to help manage the fears.

We’re dealing here with an internal problem; it isn’t out there, nor is it independent of you. In my opinion it centers on perspective – how we decide to frame the world in which we find our self. In short, my challenge isn’t to try to manage the material, the audience or the situation – it’s mostly about how I manage me!

There are two characteristics among great presenters which I invite you to consider – respect and love. The audience needs a reason to respect you and you need a willingness to love the audience. Do these two things well and you’ll manage your anxieties.

You will earn the respect of the audience if you have:

  • Thought through your objective and message and have fully recognized its value to the audience
  • Prepared your delivery so that your content is clean, clear, concise and of practical benefit
  • Offered yourself as a sincere, well-intentioned person who is respectful of their needs.

You will express love for your audience if you are:

  • Authentic, open and transparent (no hidden agenda) and sensitive to audience comfort
  • Focused on their interests and responsive to their needs throughout your delivery
  • Demonstrating humility and appreciation for all the support they will be offering you.

This is a mind set – there are some things that you need to do, and there are others that you need to be. There is a relationship that exists between the audience and the speaker, for a brief period perhaps, but it’s one that you have to manage.

Of course there are obstacles that could interfere with the event but most of these can be anticipated and fore-stalled. Here are a few of the potential issues and related solutions that I’ve encountered for your consideration:

  • Undue complexity – the more elaborate the delivery the greater the chance that it can go wrong or off the tracks, so keep it simple and elegant
  • Too many words – it’s amazing how intelligent and perceptive audiences are – they usually do not need repetitions and elaborate explanations; nor do they need to be impressed by your vocabulary
  • Reliance on technologies – ‘death by PowerPoint’ is well known and there’s always embarrassment when the ‘systems go down’ so use them sparingly and rehearse them well
  • Time theft – speakers are usually given a precise mandate, to deliver a specific message within a set time limit; this should not be abused; plan to finish the required job ahead of schedule
  • Alienation – the speaker has been granted temporary power to allow the delivery; this must never be misapplied by being disrespectful or taking advantage at someone’s expense – curb your quick quips.

The bottom line is that you need the heightened self awareness that those butterflies will generate. They result from the adrenaline that runs through your body as you face the challenge and their purpose is to help you to focus - to incent you to earn respect and to offer love and thereby to enjoy success.

I hope this helps.


^ ^
 
  

Commentary

Motivating Sales . . .

In today’s economy sales are essential. We recognize this and frequently respond by putting additional pressure on the sales team to accomplish more than ever before, to rise to greater heights.

I really wonder about this! Sales people, in most organizations, are relatively high-powered, energized and focused individuals at the outset – so how do we expect them to increase or redouble their efforts - they’re likely going as fast as they can go already?

Could it be that as market conditions change we should be looking at the ensuing changes at the business interface rather than just at the sales people themselves? The terms and conditions for a sale will undoubtedly change if market conditions change. Requesting people to work harder isn’t likely to go far if that person is already working hard but someone has quietly changed the rules.

I recall the old days when there were weekly Sales Meetings characterised by bragging about personal results, ranking and recognition practices, commitments to short term sales quota, bell ringing and other celebrations, and, of course, the inevitable strutting of the Prima Donnas. Thank heavens those days are history!

Now we have high-tech electronics and instant information surely all this is now passé. Hopefully, the group approach to stimulation has given way to a more sensitive and individualised approach – and not before time. I’m wondering though, are we still carrying some old-style attitudes and expectations and thereby ‘missing the boat’?

As our sales professionals face radically changing realities each and every day, often being the first response to these challenges, might we benefit both them and ourselves by realigning management perspectives and practices with current and future trends – ones which have very little in common with the past?

I do not claim to know the emerging realities any better than anyone else but I can identify several areas where a more enlightened and sensitive shared appreciation could be fostered. I wouldn’t want to be ‘under the sales persons feet’ either, but I would want to be at his or her elbow ready to offer whatever support is required to deal with the emerging realities.

Here are a few areas which could profit from re-examination:

  • Share a more strategic awareness of the organization’s financial situation. Sales people may need to recognize different opportunities in the market which have unexpected and longer-term impact. Help them to identify those areas within organizational context where this could be likely so they can respond more effectively and confidently at the moment of truth.
  • Broaden their horizons by encouraging them to explore and learn from different fields and levels of customer interface. Staying strictly within the industry and/or immediate prospect lists will promote myopia (short-sightedness). Let them explore other business scenarios.
  • Review the success criteria you’re using to monitor performance and try to add one or two fresh elements that will encourage experimentation and reasonable risk-taking. Examples could include the generation of best practice ideas from competitors, customers and suppliers; ‘outside the box’ product enhancements / services to meet new market demands; recruitment of effective sales support personnel; etc
  • Provide instant feedback on performance. Make performance data accessible on demand for the individual, and perhaps peers, even if it is in coded format. Sales people love to know the score and sometimes at unusual times or for obscure reasons.
  • Establish a mentoring program. This is different from coaching as it focuses more on what to do rather than how to do it. Sales persons are unusually proud of their own competencies and can survive with little hand-holding, but they often need someone to bounce off their ideas in a quiet, confidential context.

These ideas are not rocket science, nor are they earth-shattering – but they could lead to a shift in perspectives – the way we frame the world around us. If they do nothing more than rekindle the flames of interest and stir up a little imagination they will have made a valuable contribution.

After all, the silent killer for any sales professional is apathy. Please give this some thought.
^ ^
 
  
A Point of View . . .

This section is a guest column. Those with different and interesting viewpoints are invited to state a case on a related topic. Articles are most welcome.

The Dalai Lama’s ‘test’ . . .

His Holiness recently sent me a four-part test to help me fathom my personal values and preferences – it was quite interesting and revealing!

While I was wondering how he knew me, or why he had reason to express his interest and concern in my welfare and peace of mind, it occurred to me that my cynicism was holding me back without my knowledge and consent.

If he has access to higher levels of consciousness, which he undoubtedly does, why would he not know about me? Why would I assess his motives and intentions using my own more limited appreciation of reality?

Then, I conjectured, what is stopping us all from making use of the same consciousness channels? If this little email diversion was sufficient to cause me to stop and think about what is real and significant in my life, then I should certainly not be flippant about its effectiveness.

The test in question focused on areas like my attitudes to life’s priorities, my relationships and even my approach to sex (which doesn’t warrant further thought!) – and other things that I rarely dwell upon. These are fundamental to my happiness and well-being of course, but what about higher issues like brotherly love, universal truths and principles, peace, compassion and tolerance?

I have to admit that I spend very little time and effort worrying about such lofty matters, yet these affect my happiness and well-being so much more. Perhaps the Dalai Lama has done me a service by reminding me that there is a multitude of resources that I rarely tap – but in which I should invest at least a little time.

At the end of my insignificant life what is going to be my legacy? It isn’t my children for they are already persons in their own right with their own legacies to consider. It has to be something that I can do with the time and personal resources I still have at my disposal.

It’s time to rethink this!

Well, that’s the way I see it anyway.

David




^ ^
 
 Section 3 - On the Horizon
  
The Positive Workplace

The Positive Workplace – Listen Up! C'mon. Get Happy.

Stories!  We love them, don't we?  This is especially true when they’re told by a good story teller.  I'm willing to hazard a guess that I'm not the only one who loves happy endings.

Be honest.  It doesn't have to be a mushy ending -- just one where issues are resolved, good prevails over evil, and we’re left with a calm, if not joyful, sense of all things being well with the world.

This being the case - how come we spend so much time listening to the radio; reading the daily paper; or even staying up late to watch the news?  

News! Hardly!

My impression is that today's news is often only a re-hash of yesterday's disasters.   And in the case of this ‘recession / depression / financial crisis' -- that's last year's ‘news’!

Alright - so things are not so good.  But are we making them worse? What are the stories you are telling yourself?  And if you were to tell them to anyone else - would they believe them? 

Unfortunately most of us believe the stories we tell ourselves -- good and bad. We’re quick to catastrophize; to move from bad to disaster in less than the blink of an eye.

Enough already!

What we need now, and likely more than ever, is to listen to the stories we’re telling ourselves and ask ourselves - are they true? – Absolutely true?

Then, and perhaps only then, will we be willing and able to listen differently, and to see better. 

Let’s start by ‘listening with our eyes’.  

It’s spring, after all.  And what a story spring has to tell - a tale of hardship and endurance – of bleak days and long cold nights.  Yet the real story is a living story - a story of renewal.

We need to see better than we do.  We need to choose to see better; to find that which is more than, better than, greater than bare minimum.

We can look out at our Canadian landscape and see nothing but flat, frozen fields, felled trees, and the flotsam and jetsam of a challenging winter.

Or we can watch for the first robin, the sprightly snowdrops, and the few brazen buds boasting their way towards new tomorrows.

Just as we decide which stories we’ll listen to and what in the world we see; we can decide whether to look down, or look up; to look back, get stuck, or move forward.

The choice is ours.

I’m living happily with mine - Are you?

Until next time,
Be well, be strong, do good!

Amanda - http://www.positiveworkplace.com

^ ^
 
  
Opportunities & Challenges . . .

Your Development . . .

How well are you doing with your personal development? Will you be ready for the opportunities and challenges that tomorrow will undoubtedly bring?

Would you like some help with

  • professional / objective assessment?
  • ongoing self development?
  • personal, one-on-one coaching?

We have a talent for bringing out the very best in people. We help them to focus, to build self and general confidence based on committed results and we contribute to competence and resiliency. Most of all, we encourage them to care – about themselves and about others. Doesn’t this sound like the kind of leader you’d like to be?

We are Polaris – the finest self-navigation program for emerging leaders / managers. You can reach us at info@polarisprogram.com or by calling (519) 766-1178 anytime.

Perhaps Polaris would be the right program for you? We’d welcome the opportunity to demonstrate this powerful program and to contribute to the strengthening of your profile and/or management team. This leading-edge personal development program is winning plaudits across the board.

Please contact us for details of qualifications required and registration processes - info@polarisprogram.com or  contact us for details.

^ ^
  
Reach Out. . .

Harness the power of a sparkling new thought every week. By subscribing to our "Reach Out" service, you'll receive a short, high impact, motivating and often provocative quotation every Tuesday morning.

It will lend focus to your week, stimulation for your thinking, insights into your whole life and perhaps even solace for your soul.

Best of all, it's free! Take a moment for yourself and make room for a little refreshment.  

Go to http://www.reachoutdirectory.com



^ ^
  Section 4

- Secure Site

 

Polaris Participants. . .

Accessing the Essential Information Bank...

Polaris participants are invited to use their assigned usernames and passwords to access the extended curriculum and knowledge base at http://www.polarisprogram.com/members.php

Any person who has participated in the Polaris Program at any time is invited and encouraged to attend any Work Out at any time and without fee. Please contact Sheila to advise her of your intention to attend.



^ ^
 
  Be kind to yourself - and to someone else!

Stay well, live long and prosper.

David Huggins and Amanda Levy
Andros Consultants Limited

http://www.andros.org
Helping individuals and organizations be their best

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