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Leading global excellence in procurement and supply
Emotional Intelligence and Effective Communication
Learn how managing yourself and motivatingothers can take you to the top of your profession
Cath Hill, Group Director, CIPS
Leading global excellence in procurement and supply
The Profession Comes of Age
Influence business leaders to demonstrate that P&SM gives a real competitive advantage
RAISE YOUR GAME RAISE YOUR VOICE
Procurementat the heartof business
Licensing the Profession
Leading global excellence in procurement and supply
Raise Your Game
‐£60M
Leading global excellence in procurement and supply
Raise Your Voice
…
RAISE YOUR VOICE
Leading global excellence in procurement and supply
It’s Good News
Procurementat the heartof business
72%(2017)
50%(2016)
Leading global excellence in procurement and supply
Cath’s 4 Big Cs
C SUITE
Leading global excellence in procurement and supply
Make use of the Cs
Procurementat the heartof business
£
Leading global excellence in procurement and supply
5 Top Tips
Establishyour
credibility
Lean fromcolleagues
Be atrustedadviser
Understand business goals
Lead from the front
Leading global excellence in procurement and supply
Different preferred communication styles
Source: Emotional Business by Ravi Rao MD, PhD, MEd
Numbers,Data Logic
InspirationalVision
ExampleStory,
ExamplePromises
HumourEmpathy
Seven Languages
Leading global excellence in procurement and supply
What is a Leader?
Purpose
Charisma
Determination
EI
Leading global excellence in procurement and supply
Benefits of Strong EI
• 90% of top performers are high in EI• Managers trained in EI deliver twice the
profit• EI is a top predictor of high potential• 67% of competencies essential to effective
leadership performance are EI related• The quality of an organisation’s leadership
has a direct impact on long term growth and success
Leading global excellence in procurement and supply
What is EI
‘Emotional intelligence is the capacity of individuals to recognize their own, and other people's emotions, to discriminate between different feelings and label them appropriately, and to use emotional information to guide thinking and behaviour.’
Leading global excellence in procurement and supply
EI – must have, not nice to have
…
Leading global excellence in procurement and supply
EI ‐ what is it not?
Personality Brand IQ
Leading global excellence in procurement and supply
EI ‐ so what is it?
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Personality
Ability to recognise and understand emotions
Likeability Factor
IQ
Leading global excellence in procurement and supply
Benefits of EI training: to you
Earn more Successful leader
Better relationships
£
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
…to your organisation
Attract and retain better
staff
Collaborative workforce
Improvedfinancial
performance
Adaptable staff
Happier workplace
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
EI: the four main skills
Self ManagementSelf Awareness
Social Awareness Relationship Management
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
EI: the four main skills
Self ManagementSelf Awareness
Social Awareness Relationship Management
Good: open, authentic, trustedBad: defensive, aggressive, stressed
Good: dependable, compassionate, empatheticBad: opinionated, unapproachable, demotivating
Good: patient, understanding, professionalBad: panic, emotional, reactive
Good: adaptable, respectful, sincereBad: impatient, inflexible, unsociable
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
How do we change?
PracticePracticePractice
12 3 45
6879
10
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
10 Ways to increase your EI
Be genuine Be confidentAsk
thoughtful questions
Be open minded and don’t pass judgement
Don’t seek attention
Be consistentUse positive
body language
Greet people by name Have fun Smile!
Source: Emotional Intelligence 2.0 by Travis Bradberry & Jean Greaves
Leading global excellence in procurement and supply
Can You Identify Your Personality Type?
Leading global excellence in procurement and supply
If you want to know how you score take the CIPS/JCA EI testhttp://www.jcaglobal.com/emotional‐intelligence/
Some additional reading:Emotional Intelligence 2.0 by Travis Bradberry & Jean GreavesEmotional Business by Ravi Rao MD, PhD, MEd
Leading global excellence in procurement and supply
Thank you
Cath HillGroup Director, CIPS
