FTACONFERENCE

The Focused Treasurer –Tackling Soft Skills

Andrea Corcoran18TH November 2016

TACKLINGSOFTSKILLS

• CommunicatingwithImpacto Knowingyourstyleandthatofotherso Activelisteningo Beingheard

• GrowingyourInfluencingPowerso Formalvsinformalpowero Creatingyourinfluencingmapo Relationshipbankaccount

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THEDISCMODEL

D

S

C

I

Dominance/Driver

FastPacedTaskOriented

Influence/Inspiring

FastPacedPeopleOriented

Compliance/Correct

SlowerPacedTaskOriented

Steadiness/Stable

SlowerPacedPeopleOriented

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DSTYLE

• Decisive,tough• Strong-willed• Competitive,demanding• Independent,self-centred• Movesfast,takesrisks• Goaloriented• Getsthingsdonenow• Likescontrolandpower

Underpressure - lackofconcernFear - lossofcontrol

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ISTYLE

• Sociable• Talkative,open• Enthusiastic,energetic• Persuasive• Emotional• Optimistic,lively• People-oriented• Spontaneous

Underpressure - disorganisedFear - socialrejection

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SSTYLE• Calm,steady• Careful,patient• Goodlistener• Modest• Trustworthy• Laidback• Persistent• Shy,quiet

Underpressure - toowillingFear - lossofstability

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CSTYLE

• Precise• Followsrules• Logical,careful• Formal,disciplined• Analytical• Needsdata,information• Matter-of-fact• Doesthingscorrectly

Underpressure - overlycriticalFear- criticismofwork

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WAYSOFLISTENING

• More interested in promoting own point of view vs. understanding or exploring someone’s view

• Listen for weak point to attack• Pretend to pay attention whilst waiting for opening

• Internally formulating rebuttal• Planning devastating comeback

Source: Listening.com

Distinction: What battle are you trying to win?

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WAYSOFLISTENING

• Genuinely interested in understanding what person is thinking, feeling, wanting

• Active in checking our understanding before we respond with our new message:•“Just describe that another way?”•“Give me an example?”•“Could you just repeat what you said?”

• Restate or paraphrase our understanding & send it back for verification•“So what you said was…”•“What I heard you say was…”•“Let me just play this back to see that I heard you right…”

Source: Listening.com

Distinction: Hearing words and listening for the message

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BENEFITSOFACTIVELISTENING

• Sometimes people just want to be heard before they are willing to consider alternatives or soften their position

• Its often easier for a person to listen to & consider the other’s position when they know the other person is listening & considering theirs

• It helps people to spot flaws in their reasoning when they hear it played back without criticism

• It helps them to identify areas of agreement so that areas of disagreement are put in perspective & are reduced versus magnified

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BEINGHEARD

• Knowyouraudience– WIFM• Speaktheirlanguage• Non– verbalkeys

o Presentationstyleso Bodylanguageo Yourexecutivepresence

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FORMALVSINFORMALPOWER

• Influenceo “Theabilitytocreatesustainedchangeinothers,withoutdirectforce”

• Buildo Strongsenseofpurposeo Networkofsupporterso Increaseinfocuso Extendstherangeofopportunitiesandchoiceso Strengthensyourabilitytopromoteanddriveorganisationalstrategies

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POWER

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Power

Authority

Referent

Expertise

Task

Information

Coalition

SOURCESOFPOWERAuthorityPower

• Powerthroughyourrole,formalpower

• Influencingstrategieso Pullingranko Consultation

• Increase/maintain/useo Followproperchannelso Exerciseauthorityregularlyo Don’tuserewardsofcoerciono Don’texceedyourauthorityo Makepolite,clearrequests

ReferentPower• Powerbasedonhowyou

relatedtoothers• Influencingstrategies

o Personalappealo Consultation

• Increase/maintain/useo Actsupportive&helpfulo Showacceptanceandpositive

regardfortheotherpersono Usepersonalappealswhen

necessary

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SOURCESOFPOWER(continued)ExpertisePower

• Powerfromyourqualifications,experience,reputation,etc.

• Influencingstrategieso Rationalityo Exchange

• Increase/maintain/useo Keepinformedabouttechnical

matterso Demonstratecompetencebyusing

yourexpertiseo Explainthereasonforrequesto Showrespect

TaskAllocationPower• Powerfromyourauthorityto

performatask• Influencingstrategies

o Exchangeo Rationality

• Increase/maintain/useo Identifycriticalfunctionswithinthe

org&matchyourskillso Demonstrateabilitytosolveproblemso Qualitywork&integrityo Network

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SOURCESOFPOWER(continued)InformationPower

• Quantityandqualityofaperson’scommunication&interactionwithothers

• Influencingstrategieso Usingliaisonso Exchange

• Increase/maintain/useo Developstronginternal&externalnetworkso Maintaincurrencyofknowledgeo Askmoreopenquestionso Useknowledgetohelpotherso Don’tbearrogant

CoalitionPower• Powerfromworkingcloselywith

others• Influencingstrategies

o Usingliaisonso Consultation

• Increase/maintain/useo Establish&maintaincriticalnetworks

&jointworkingrelationso Don’tabuseofoveruseconnectionso Useconnectionsinnegotiationso Useonwhenrequired

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FORMALVSINFORMALPOWER

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INFLUENCINGMAP

• Whoseemtobethekeyinfluencersinyourorganisation?• Whoseadviceissoughtandfollowed?• Whosecriticismscount?• Whoseideascarryweight?• Whoseopinionscauseotherstochangetheirown?• Whodopeoplelooktowhenmakingrecommendations?• Whoconfidesinwhom?• Whobackswhosesuggestions?

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THERELATIONSHIPBANKACCOUNT

• StephenCovey,inhisbookThe7HabitsofHighlyEffectivePeople,outlinestheprocessforbuildingrelationshipsandusesthemetaphorofthe‘bankaccount’.

• Deposits,throughyouractionso Courtesy,kindness,honesty,keepingcommitments,etc.

• Withdrawals,mayhappenaccidentlyfromourhabitso Cuttingsomeoneoffinaconversation,overreacting,ignoring

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Withdrawals Deposits

Thank You…Questions?

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Andrea’sm:0418397688e:acorcoran@smgrp.com.au