Trust and influence making the c-suite your sweet spot - andrea howe and gary jones v4.2

Trust and InfluenceMaking the C-SuiteYour Sweet Spot

Andrea P. HoweGary S. Jones

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

In this “moment of truth,” what should I do?

A. Leave the roomB. Answer both questionsC. Share what I learned at schoolD. Redirect attention to the client

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Human vulnerabilities have serious consequences

• Waste• Lost opportunity• Compromise• Failure

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Trust has upside

2. Productivity

3. Leverage

4. Information sharing

1. Engagement

5. Creativity/innovation

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Today, we’ll explore what it really takes …

… to be trustworthy… to be influential… to make a habit of trust

www.getrealnow.com/SHRMAtlanta

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Looking up “trust” is a waste of time

trust

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

The Trust Equation brings clarity to ambiguity

T trustworthinessC credibility

C T =

Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

Part of the HR leader’s credibility is “the story”

• Know the field of HR• Only speak as an

authority when you are one

• Provide evidence of an informed opinion

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Here’s a situation:

• You promised your client something by “close of business”

• You won’t be able to deliver it until 8am• She typically gets in at 9am

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

What should you do?

A. Decide not to worry about itB. Deliver at 8am with a quick noteC. Re-promise now for 8am tomorrowD. Send a message to your team mate (cc

your client)

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Reliability relates to actions

T trustworthinessC credibilityR reliability

C + R T =

Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

In HR, tactical excellence matters

• Handle the “little” things well

• Deliver on C-suite promises

• Treat all your stakeholders as executives

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Here’s another situation:

• Paul, your CEO, is 10 minutes late to your one-on-one

• In passing, he mentions issues at home• Throughout the meeting he seems

distracted

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

What should you do?

A. Stay focused on the agendaB. Make a mental note … then ask later if

he is okayC. Make a mental note … then look for

ways the team can helpD. Pause to make an observation

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

There are many paths to intimacy

T trustworthinessC credibilityR reliabilityI intimacy

C + R + I T =

Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

Start by getting in your CXO’s world

© 2013 Andrea P. Howe. All rights reserved.

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Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

What’s the biggest derailer?

T trustworthinessC credibilityR reliabilityI intimacy? ______________

C + R + I ? T =

Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

I’ll get to hang out

with the big guys!

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

$$$$$$$$!

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Hey, that was my

idea!

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Do I really have

what it takes? Will they

ever notice me?

The biggest derailer lives inside of us

© 2013 Andrea P. Howe. All rights reserved.

Imagine me as CHRO!

Hey, that was my

idea!

I’ll get to hang out

with the big guys!

That new system is

happening no matter what!

Do I really have

what it takes?

$$$$$$$$!

Will they ever notice

me?

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Self-orientation is all about focus

T trustworthinessC credibilityR reliabilityI intimacyS self-orientation

C + R + IS

T =

Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Next up, what it really takes …

… to be trustworthy… to be influential… to make a habit of trust

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Facts

Logic

Truth

Influence is as misunderstood as trust

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

What drives influence might surprise you

reciprocity

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

You have to earn the right to be right

Earn the Right

RATIONAL NON-RATIONAL

Paraphrase Empathize

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

Finally, what it really takes …

… to be trustworthy… to be influential… to make a habit of trust

It takes practice to become natural

“We are what we repeatedly do. Excellence, then, is not an act, but a habit”

—Aristotle

© 2013 Andrea P. Howe. All rights reserved.

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Portions developed in partnership with Charles H. Green

What will your experiment be?

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

What’s on your mind?

Insights?Points of view?

Questions?

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

© 2013 Andrea P. Howe. All rights reserved. Portions developed in partnership with Charles H. Green

How will you choose …

… to set yourself apart?

www.getrealnow.com/SHRMAtlanta