This promises to be a fun and interactive session where I will be sharing how to:

• Build your personal brand
• Identify your bosses’ ‘currencies’
• Communicate on your boss’ wavelength
• Get free coaching from your boss
• Be proactive and anticipate your boss’ needs
• Get your ideas heard
• Get a promotion or a raise

Tickets are just $228 if you book before Feb 17th and $288 after that. Contact Azimah at our office to make a booking. Whether you are a junior or a senior executive can you afford to miss this?

In Summary this is what I shared:

• Communication is about creating shared meaning and understanding
• Be mindful  of how your message will be received understood, and adapt accordingly
• Always check if your communication is received and understood
• Listen for how the other person feels about the information (emotional response)
• Aim to create dialogue. Try saying”do you mind if I ask you a question?
• Discover what’s important to them. Ask, “what’s important to you about this?”
• Summarise the conversation to confirm understanding
• Suspend your own mental maps to avoid missing out on the other person’s perspective
• Be ok with silence – the other person is probably processing what you said.

What I didn’t say in the interview which is very important, is that you must get the other parties attention first. An obvious tip but one that is often missed.

Research shows that more sick days (MC’s) are taken on a Monday but moodiness and low engagement can happen equally on any work day. Whilst it’s easy to blame the boss or the company for your lack of energy and commitment to work, I thought on this Monday that I would share some Self-leadership strategies for having a great Monday.

1) Look Sharp – Monday is the day to spruce up after a casual Sunday. Wearing our best clothes makes us feel good and radiate confidence.
2) Say “Hello” and ask after the wellbeing of your office colleagues. Showing interest in them will likely make them feel positive and supportive towards you.
3) Think about what you want to achieve this week – find some challenge for yourself that you will feel good about when you achieve it. In reality all motivation is really self-motivation.
4) Consider how you are going to reward yourself for being focused and in the flow this Monday. When we create small rewards for ourselves, (chocolate, a massage, a movie) we stay motivated.
5) Snap Out of it – If you are prone to lag on Monday, put a rubber band on your wrist and each time you feel yourself becoming down or sloathful – give it a big twang.
6) Stretch and take deep breaths – Get some oxygen to your brain, it’s a safe and natural high.
7) Say, “Thank you” to at least two people for something they have done. Gratitude has been proven to increase happiness.

Have a great Monday, or for that matter Tues, Wed, Thur or Fri!

You wonder why your spouse is giving you those disapproving looks; sure, you have been a bit grumpy but surely they should be supportive, after all it’s work, it’s important it pays the bills. Things start to build up, you can’t clear your inbox or your call list and things start to slip through the cracks. You start to go from crisis to crisis and you don’t know who you are anymore.

If you are experiencing any of the above, you are stressed and at risk of burnout.

Work related stress has been rising and the rate has increased since the Global Financial Crisis. Not only has the work load increased but there are now less people to do it. The result – working long hours and coming to work even when you are sick.

In a perfect world employers should do more about workplace stress but it isn’t a perfect world and work-life balance appears to be a myth. If you are putting on the pounds and turning to the bottle you need to take action today and not wait for HR to role out a policy.

At the heart of Self-leadership is response-ability which means that you can choose your response. Choose to acknowledge that you are important; that you are the CEO of your self and that you can say, “yes” to being healthy and say, “No” to becoming a burnt out blob.

Start small and build your confidence. You can reclaim your life and your sanity onestep at a time and still keep your job or run your business. Consider which of the following you can do today and which you add over the coming weeks.

• Alcohol free days
• Exercise – even a 15 minute walk is a start
• Playing with your children
• Finishing work at 5pm – just one day/week is a start
• Talking to you spouse – but not only about work
• Taking one task at a time and finishing it
• Answer your e-mails in chunks rather than as the come in
• Reconnecting to why you are doing what you are doing
• Take lunch breaks
• Eat good food
• Breath - take time out during the day for deep (nicotine free) breaths
• Learn to say “No” to the unimportant things

The secret is to take control. It is not how long you are at work that matters, it is the quality of your work. If you are stressed the quality will decrease. You may think you are indispensable, but if you start to show signs of stress your employer may not see this as loyalty but fire you for not coping. Life is not fair unless you take control of your life.

As a footnote, it’s 2 months since my last drink, I am exercising everyday, my kids know my name and I have lost 7Kg. I feel great and am more productive – sometimes we need to practice what we preach

I shall shortly be giving a presentation to a group of private and investment bankers in Singapore. You can view the slides from my presentation here. In this presentation I highlight a few key strategies to be successful at selling value and  these are as follows:

1. According to Heiman – “Selling is a professional, interactive process directed toward demonstrating to all your buyers how your product or service serves their self interest, and will enhance their lives.” It is therefore important that we behave as professionals and get good at selling value.
2. Consumers are getting smarter and with access to the internet are likely to be familiar with your competitors products and pricing. You must therefore influence them to buy from you.
3. To influence effectively requires trust. You can generate trust by exercising Self-leadership and by your intentionality you become an electromagnet.
4. According to Aristotle you must demonstrate, Ethos, Pathos and Logos. Just having a logical argument is not enough, you must be ethical and show empathy. People don’t care how much you know until they know how much you care.
5. You must be an excellent listener for if you will fail to meet your sales numbers if you are unable to identify & effectively communicate unique value contribution by understanding, prioritizing, and matching to customer needs.
6. To find out what the client needs, you must be adept at asking the, “What’s important to you about that?” question.
7. People’s needs and values generally fall into the categories of; Security, Performance, Appearance, Convenience, Economy or Durability.
8. You can ‘frame’ you sale by pacing the client’s needs and values and connecting these to your product or service – providing there is an ethical fit.
9. Remember to apply the Law of Reciprocity – if you want to create success for yourself, help someone else become successful.

Of course there are other strategies and I can only share so much in a blog post. Feel free to add your ideas and techniques in the comments section.

Women often complain that, ” Men Don’t Listen”. They may be correct, some men and for that matter, some women don’t listen. What is perhaps closer to the truth is that men ‘listen’ for the things that are important to them that are phrased in a way that they understand.

I live by the maxim, “The meaning of communication is the response you get”, which puts the onus on the communicator to be flexible in their communication style to get their meaning across.

Today I spoke  on this topic at the Women’s Leadership Forum 2011, “Gender Diversity for Success” on November 3, 2012 in Singapore. If you attended please give feedback in the comments section and you can view the slide deck here.

PROBABILITY OF BEING IN TOP 10% OF LEADERS

Profound strengths are created from the combination of competencies. What is better than a leader who is able to communicate powerfully? A leader who communicates powerfully, who is also clear about where the organization is going and how they will get there. Communication skills without strategic perspective are much like an anchor man without a teleprompter –great delivery, but no content). The combination of the two skills creates a combined effect that is greater than the effect of each skill individually—synergy.

There are many of powerful combinations associated with each competency. We called these companion behaviors. We reasoned that if we could map out which companion behaviors created the most powerful combinations for each competency, that map would provide people with the ability to create a profound strength in any competency.

The process of discovering these unique companion competencies resemble a similar discovery process that occurred to me on a hot Saturday afternoon. I opened my garage door and there were two of my boys, 11 and 14 years old, kneeling on the garage floor. In front of them was a two liter pop bottle, some aluminum foil and a can of Drano drain cleaner. I asked what I felt was a pretty good adult question, ‘What are you doing?” My boy responded with the consummate child answer, “NOTHING!” I suspected a bit more was going on here, but I failed to see any relationship between drain cleaner, aluminum foil and a two liter pop bottle.  I dug a little deeper asking, “What were you building?” To my surprise I heard my oldest son say, “Just a bomb!” My boys had discovered on the internet that if you put tin foil in a pop bottle, poured in drain cleaner and sealed the bottle tightly a gas would be created from the reaction of the drain cleaner and the tin foil.  In a few minutes the pop bottle would explode.  This intrigued me; after all, an experiment of this magnitude required some adult supervision.

Like the simple ingredients for the bomb, the leadership competencies are not complex. However, when you combine the right competencies, they have a very powerful effect on leadership effectiveness. There are a variety of unique powerful combinations. Below is a list of a few.

Joe Folkman

Joe Folkman is the co-founder and President of Zenger Folkman, a leadership development firm focused on building strengths of individuals, teams, and organizations. Joe is a co-author of the recent Harvard Business Review article “Making Yourself Indispensable.” To learn more leadership tips from Joe, subscribe to his leadership blog or follow him on Twitter: @zengerfolkman.

With the sad passing of Steve Jobs today I wanted to make the point that he was a leader who threw lots of red paint balls. Steve did not conduct customer focus groups or ask other people for their opinion; he trusted his aesthetic sense and gut feel. Steve will not be remembered as a great people manager or collaborative team member but as an inspirational innovator who redefined the way we view and use technology.

Steve Jobs was a Self-leader; fully aware of his strengths and unapologetically used them to pursue his vision. He was often compared to a modern day Thomas Edison and I think you could also compare him to Galileo who similarly challenged authority and gave us a new way of looking at science rather than hanging on to outdated models.

Steve Jobs will be missed for sure, but what can the rest of us learn from his leadership style? Should we all just trust our gut and say, “to hell with what other people think”?

Firstly I think that if we know our strengths and work on developing them we should not be shy about letting people know what we are talented at. As the great Will Rogers said, “If you’ve done it, it isn’t bragging.”

Secondly we must realize that although we strongly associate Steve with Apple, Apple is more than Steve. Steve was smart enough to attract and retain good people around him to get the job done. Yes he was a charismatic leader but he was not a loner.

When we witness genius, such as that which Steve embodied, we might surmise that we could never be like him, but perhaps you can throw red paint balls in your life? Collaboration is great but not when it leads to procrastination or second rate solutions, so look for an opportunity to lead, to make a difference and to live your legacy – because nothing feels as good as being able to say, “I did that.”