Trust and influence making the c-suite your sweet spot - shrm national june 2013 - participant copy
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Andrea P. Howe June 19, 20131-202-906-0485andrea@getrealnow.com@AndreaPHowe
Trust and Influence:Making the C-Suite Your Sweet Spot
Gary S. Jones, SPHR1-404-935-7846gary.jones@grizzard.com@GarySJonesSPHR
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
© 2012-2013 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
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Human vulnerabilitieshave serious consequences
• Waste• Lost opportunity• Compromise• Failure
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Trust has upside
2. Engagement
3. Productivity
4. Information sharing
1. Influence
5. Creativity/innovation
What are the Top 5 benefits of trust in the workplace
?
© 2012-2013 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
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
A solid foundationmakes a difference
presentations.shrm.orggetrealnow.com/SHRM2013
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Being trustworthy startswith being present
@AndreaPHowe
@GarySJonesSPHR
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Looking up “trust” is a waste of time
trust
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
The Trust Equationbrings clarity to ambiguity
T trustworthinessC credibility
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000
C
T =
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Part of the HR leader’s credibilityis “the story”
• Know the field of HR• Only speak as an
authority when you are one
• Provide evidence of an informed opinion
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Here’s a situation:
• You promised your CFO a report by “close of business”
• You won’t be able to deliver it until 8am• She typically gets in at 9am
© 2012-2013 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 CFO)
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Reliability relates to actions
T trustworthinessC credibilityR reliability
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000
C + R
T =
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
In HR, tactical excellence matters
• Handle the “little” things well
• Deliver on C-suite promises
• Treat all your stakeholders as executives
© 2012-2013 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
© 2012-2013 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
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Intimacy equates to safety
T trustworthinessC credibilityR reliabilityI intimacy
C + R + I
T =
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
How “attuned” are you?
Look at—and experience—
the world from your
CXO’s perspective. What’s it
like?
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Start by getting in your CXO’s world
2
3
451
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
What’s the biggest derailer?
T trustworthinessC credibilityR reliabilityI intimacy? __________
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000
C + R + I ?
T =
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
The biggest derailer lives inside of us
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?
© 2012-2013 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
Source: The Trusted Advisor by Maister, Green, and Galford, The Free Press, 2000
C + R + I S
T =
© 2012-2013 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
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
Facts
Logic
Truth
Influence is as misunderstood as trust
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
What drives influencemight surprise you
reciprocity
© 2012-2013 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
© 2012-2013 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
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
It takes practice to become natural
“We are what we repeatedly do. Excellence, then, is not an act, but a habit”—Aristotle
76
43
2
1
5
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
What will your 30-day experiment be?
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
What’s on your mind?
• Insights?• Points of view?• Questions?
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
What’s your biggest takeaway?
#1
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
© 2012-2013 Andrea P. Howe. All rights reserved.
Portions developed in partnership with Charles H. Green
How will you choose …
… to set yourself apart?
presentations.shrm.orggetrealnow.com/SHRM2013
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