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UNCLASSIFIED//REL TO NATO/ISAF
Fundamentals of AdvisingAdvisor Skills
LtCol Andrew VellengaTREX / CJ7
Patience Cultural Knowledge Language Interpersonal Skills SME Professionalism Empathy Situational Awareness Diplomacy
Purpose
Rapport +Credibility
+Value
= Influence
As advisors, we are not here to overhaul the Partner Nation Military or make it identical to ours. Advising is the “art of suggestion” that influences your PN counterpart in a way that allow their Military to grow at their pace.
To inform RS Advisors about Critical Advisor Qualities
Advisor Success
• Advisor Success“ The amount of influence an advisor attains will
be directly proportional to the sum of three factors: Rapport between the advisor and the host-nation
commander or counterpartCredibility of the individual advisorPerception by host-nation forces of the continued
value of the relationship.”-Lieutenant Colonel Mark Grdovic
Building Rapport
Rapport• Spend time with counterparts
• Respect age, experience, status
• Avoid favoritism
• Talk about his customs/history
• Ask oblique questions
• Monitor non-verbal cues
• Be discrete
• Listen More and Talk Less
Understand
Respect
Trust
Credibility
Credibility• Be sincere
• Knowledgeable of
region/country
• High-quality training
• Proficiency in
military skills
• Use what they use
• Stand by your word
Professional
Believable
Reliable
Perception
Perception • Beliefs
• Time
• Money
• Culture
• Gender
• Media
• Public Opinion
• Affiliations
• Expectations
Worldview
Personality
Learning Style
Development
Advisor Pitfalls
Advise• Poor Situational
Awareness
• Intractability
• Over-reliant on metrics for success
• Techno-centric
• Task oriented
• Comfort oriented
• Bad Attitude
Leadership
ProfessionalCompetence
Cultural Awareness
Advising Principles
“Do not try to do too much with your own hands. Better the Arabs do it tolerably than that you do it perfectly. It is their war, and you are to help them, not to win it for them. Actually, also, under the very odd conditions of Arabia, your practical work will not be as good as, perhaps, you think it is”
—T.E. Lawrence, “Twenty-Seven Articles,” 1917
Advisors Train
Advisor Primary Responsibilities1. Build rapport2. Observe processes
• How are things being done?• How is this different from decreed process?
3. Assess capabilities• What are they capable of accomplishing?• Are similar HN efforts making like progress?• What factors are causing limitations (corruption, patronage, culture, knowledge)?• Identify “Change Agents”
4. Determine needs• Discuss with counterpart and identify needs• Identify and prioritize mission critical shortfalls
5. Report• Report findings to CF• Determine best approach to address needs considering counterpart’s environment and frame of reference• A “do nothing” course of action should always be considered
6. Support counterpart in addressing needs• Help counterpart in finding “internal” solution• Never do the work for the counterpart
Ground Truth
• What's offered versus what's reality– What are they showing, what's the real truth?
• If they are asking, be prepared to share– What do you think of our aircraft/facilities?
• How much experience do you have?– Flight hours, combat time, weapons qualifications
• Don’t say “YES” unless you can 100% deliver• Make plans for a follow-up meeting or
discussion
Advising Principles
Different is not always Wrong
Maintain realistic expectations
Lessons Learned: Five StagesMost advisors will experience theses mental stages in the course of advising:
1) Enthusiasm• Feels they can make significant progress• High confidence
2) Confusion• Does not understand why proposed techniques/procedures are not being
embraced• Sees logic behind western approach and timeline does not see reason to deviate• Culture shock
3) Anger/Frustration• Counterpart/Host Nation is lazy, incompetent, and/or corrupt• Counterpart/Host Nation does not care
4) Despair• Feels there is no hope of improvement• Feels mission failure is imminent
5) Acceptance• Realizes Counterpart’s cultural frame of reference and agenda• Realizes progress can only take place within that frame
Many advisors get trapped in one of these three stages.
In general, the faster this point is reached, the more effective the advising efforts.
Advising Principles
Warrior-Diplomat
Learn from others experiences
Red Cloud
Alexander Haig
Condoleezza Rice