Identify, Involve, Inspire: How Successful Leaders Build an Effective Relationship with Stakeholders

In my profession, I have been privileged to see many great business leaders succeed in their role.

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Many traits mark a great business leader. This one I want to explore now:

How can successful leaders establish a fruitful relationship with all key stakeholders, which will in turn determine their own success in a new role?

We have already written that, in many ways, the week before a new job starts is crucial for its long-term success. Preparing our own analysis of the role and the company’s situation and mapping the stakeholders is the basis of a pre-work that anyone appointed in a position of leadership will need to do before the new job even starts.

Doing this effectively and with purpose requires, in essence, the ability to build effective relationships with the relevant stakeholders through identifying, involving and inspiring them. Let’s see how.

1. Identify

Let us ask ourselves first of all this question:

Who are the people that have a clear say in determining whether I am successful in the new role?

Part of them will be shareholders, part of them will be team members, part of them will be peers in and outside the company. In most cases, a significant group of those will include external stakeholders like influential journalists or industry experts.

When it comes to identifying stakeholders, a typical mistake would be to focus exclusively on colleagues or people that may have a sort of guidance or leadership role towards us. So, for example, a Chief Executive would only focus on the Chair of the board or on other fellow board members, as well as stakeholders, but without paying attention to their own team members. Instead, including our own direct reports is crucial. So many CEOs have lost their job as a result of not identifying crucial stakeholders amongst their own reports.

We want to map them carefully, thoroughly and prioritise them so that we get to a list of no less than ten and no more than about twenty of them. I often recommend a very simple spreadsheet, listing all of them by name, role, with one line of comments and “next actions” just next to their name. Most importantly, I recommend one column with a priority number next to each of them. This is a very simple tool which will help us keep our list fresh, change it, re-prioritise it, always making sure that we can add new stakeholders, remove some old ones and manage their expectations effectively and timely.

2. Involve

Once we have identified and prioritised them, we want to involve them, by doing the following:

  • Listen to them carefully. We want to learn from them and to make them feel involved in our own success. This implies, before we start in the new role, that we take the time for a personal interaction with each of them. We need to sit with them and ask such questions as:

If you were to consider me very successful in my role, what would you expect to happen within the next 12 months?

  • Inform & involve them regularly: as all of us, stakeholders want to feel involved and do not like surprises, ever less so if negative. Keeping them involved will require regular “check-ins” with each of them separately. This can happen by a conversation in person as well as by phone or other form. Yet, it will all depend on what type of relationship we’ve been able to build with each of them. Hence, the more we invest in building trust and relationships upfront, the better and the easier it will become to keep our stakeholders involved. Also, the type and form of involvement will depend on the level of priority that we will have been able to attribute to each of them.

3. Inspire

Great leaders become such also as they are able to inspire their own stakeholders. A very prerequisite for accepting a new leadership role is that the overall group of stakeholders who’ve engaged us needs to consist of people we like and we can inspire. Otherwise, we would have rather not taken the job in the first place.

Hence, building a relationship of trust and substance with them will need to be something we aspire to do as well as something we like to do. Inspiring our own key stakeholders will take our greatest ability to build bridges of trust with them, as well as nurturing our relationship with a regular dialogue of substance.

We will inform them, but we will also seek their advice when appropriate. In some cases, it will  be crucial to be able to show our own vulnerability, which can result into a sign of greater strength. As we dialogue with them, we will realise that we will also strongly contribute to influencing and defining the very same criteria they will use to define our own success. This will lay a much more solid foundation for our long term future in the role.

It is difficult to overemphasise how many great people have failed as Chief Executives (and even more so in different roles) for lack of thorough identification, involvement and inspiration of key stakeholders.

As we do the above, we lay the foundation for a much easier and more secure path to our own success as executives and leaders.

Tommaso Arenare

www.twitter.com/tommaso_arenare

This post was also published on LinkedIn.

How a few weeks of vacation can turn into greater long-term happiness & focus

For many of us, August is a time for some rest, time to cast off.

How about making good use of those few weeks? How can we use our break in order to benefit the most and return to our daily work re-energised, happier and able to connect better and more wisely?

IMG_1728 Here, I want to focus on a few things that can stimulate our thinking and increase our focus (and happiness) once we’re back to our daily work after the break:

  • Think “people”, not “activities” or “things”: as we spend time to re-assess what we do and how we do it, the summer break gives us a wonderful opportunity to re-think our lives in terms of “people“, not “things”. It’s not what we do that matters the most. Rather, it’s whose needs we address, who we do what we do with. “It’s Not the How or the What but the Who“, as Claudio Fernández-Aráoz’s most recent book summarises so well.
  • Re-think our connections and make a list of people that inspire us the most: I often enjoy discussing with my guests about this and ask them: “How many people have you known, in your life?”. Answers to that vary from “A few dozen” to the bravest, who dare say “Maybe a thousand?” Reality, though, is a lot more. Most of us highly underestimate the value of relationship and connection. Someone living their life in professional services, since their mid thirties, is more likely to have known, in the broadest sense of the meaning, between four and in some cases as many as ten thousand people (think about all the people we’ve known during our school life, then the university, then our colleagues at work…). CEOs of large companies have known several tens of thousands of people. We live a life of overexposure to connecting, not the opposite. Hence, we need to sharpen the focus:“How many, of those thousand people, are those I like, those who can inspire me, those I find satisfaction in connecting with?” Let’s write those few names (10 to 20) down, on a piece of paper, in a moment of rest.
  • Act on this list and those people, connect with them, let them know they inspire us (and we care): that much smaller and more precious list is a starting point for greater focus (and happiness) in our daily life.  I want these people to know they are on my list. These are people I want to connect with regularly, people whose advice and inspiration I want and need to seek regularly, as soon as the break ends if not now. The few weeks of our summer break can thus open up an entirely new element, which we’ve kept unconscious for so long.

People, not what we do, will make us happy. If these few weeks of vacation help us realise this, they can highly increase our long-term happiness and improve self-awareness for many years to come.

 

 

Tommaso Arenare

www.twitter.com/tommaso_arenare

Why the week before a new job starts is crucial for its long-term success

I have a week left to prepare before I start in my new CEO job, what’s the best way for me to prepare?

Many times have I faced extremely bright people, with a new appointment already in their hands, and such a question in their mind.

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“I have been chosen, the Annual General Meeting will appoint me to the Board a week from now, I will be appointed Chief Executive, what’s the best way for me to use this week in order to hit the ground running?”.

Integrating in a new role happens as much before we start in the new position as it happens after we’ve started.

The answer to that question is then “Use that week you have in order to accelerate your integration as much as you can”.

These are the things I would do the week before my new job starts:

  • Prepare your analysis of the situation: think of how you see your new job. Prepare a thirty seconds description of your plan, what an investor would call your “equity story”. Clearly define the pillars of your strategy in simple and effective terms. “When I start as CEO, we will focus on … Our strategy will be based on… Make sure your message is viable, clear, simple and effective. Communicate it thoroughly, repeatedly, simply. Do this alone, in a time of relax and with your mind empty and free, but then discuss it with a couple of people you trust the most, who will act as your mirror;
  • Map your key stakeholders: ask yourself this question:

    Who are the people that have a clear say in determining whether I am successful in the new role?

    Part of them will be shareholders, part of them will be team members, part of them will be peers in and outside the company. List them, up to around twenty of them. Map them carefully, thoroughly and prioritise them. I often recommend a very simple spreadsheet, listing all of them by name, role, with one line of comments and “next actions” just next to their name. Most importantly, I recommend one column with a priority number next to each of them. This is a very simple tool which will help you keep your list fresh, change it, re-prioritise it, always making sure that you can add new stakeholders, remove some old ones and manage their expectations effectively and timely. You will dialogue with key stakeholders a lot more effectively if you do so. As you dialogue with them, you will realise that you strongly contribute to influencing and defining the very same criteria they will use to define your own success. This will lay a much more solid foundation for your long term future in the role.

It is difficult to overemphasise how many great people have failed as Chief Executives (and even more so in different roles) for lack of thorough identification and understanding of key stakeholders at the onset of their adventure in the role.

In doing the above, get some help from advisors you trust. You need a mirror that helps you focus on both. As you do the above, you will realise that a number of simple actions and decisions come to the surface of your thinking. This is what we call “Day One Decisions“. The few key decisions that will help you “hit the ground running”, and do so effectively, rapidly and securely.

These few days before we start, if we spend them well, will be a key foundation for long term success in the role. Be it a Chief Executive role, as well as any executive role, or, even, a Non Executive Director position. Working on accelerating integration in the role is key to succeed in the end.

As someone said, we only have one occasion to make a good first impression.

 

 

 

Tommaso Arenare

www.twitter.com/tommaso_arenare

 

This post was also published on LinkedIn.

Egon Zehnder turns 50

This time is more personal. This time is about us.

This time is about a man, an entrepreneur and a professional who, on the 4th of July 1964, 50 years ago, at the age of 34, decided to set up his own business and established a Firm which bears his name.

 

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My selfie with Egon, June 2014

50 years on, the story continues.

Many things make me proud to be part of our Firm. I won’t discuss them here. Those who know me would know.

I want to spend a word of thanks to the remarkable dedication, spirit and vision of Egon and all the Partners who have come before us.

Our Firm would be different without them, I would be different without them and without Egon’s decision, over 50 years ago.

 

Tommaso Arenare

www.twitter.com/tommaso_arenare

 

 

FT Innovative Lawyers 2013: Claudia Parzani

The FT Innovative Lawyers is a great award. I am so honoured that our “In the Boardroom” program was part of the reason for Claudia Parzani’s being acknowledged by the FT. In addition, I love to think that how women are changing Italy is only a beginning of how they will keep transforming the world for the better.

Three things a CEO need to consider for early integration and longer term success

A CEO’s integration in a new role is a crucial challenge, a key pre-requisite for longer-term success. Way too many CEOs have failed, with other CEOs succeeding only with far greater effort than they would have needed.

Most companies have huge room for improvement, in supporting the process and creating the conditions for a fertile integration. Yet, rather than focusing on what companies can do, I want to focus, briefly, on a few key things a CEO in a new role could do in order to maximise chances for a successful integration as well as increased personal fulfilment and satisfaction (most likely, also that of their shareholders over time).

Possibly even before accepting a new role, in any case very early on after accepting, a new CEO will want to do the following:

  • Identify key relevant stakeholders: so many times would CEOs succeed if they managed to identify key stakeholders in their new role. We need and want to map all relevant influencers that impact on the CEO’s chances for success significantly. Normally, this will range between ten and twenty people. Examples would include the Chair, most if not all board members, a few senior executives as well as some external constituents such as key shareholders. The CEO will need to map them carefully, in order to focus their efforts effectively and efficiently;
  • Connect with them, listen to their spoken and unspoken messages and prioritise them: connecting with relevant stakeholders helps the new CEO identify all key challenges of the new role. Listening to their spoken and unspoken messages will require shifting the focus from the usual, overwhelming attention to short-term, “harder” results to the longer-term, softer interpersonal skills, a crucial component of leadership. In addition, connecting wisely requires us to be able to listen to our counterpart, leaving proper room for them to express their needs and feeling. I have separately written about my view that our ability to listen can be practised and trained but it requires time, effort and willingness. Not least, we are exposed to the risk of making significant mistakes. If CEOs manage to listen carefully to key stakeholders, they will also lay the foundation for successful and rewarding mentoring, for peer & board support, as well as for effective networking & introductions of relevant people. Building a fruitful relationship with relevant stakeholders will be the crucial gate towards a successful integration;
  • Define their own success, agree on a roadmap involving them as necessary and follow up: the final, easier element, once the above steps are well under way will be for the CEO to build a fuller, more effective “definition of success” which will include how the CEO sees own success over time, also on the basis of how stakeholders have interacted with them. That definition of success will be the result of such questions as: “In order for you to consider me successful in 12 months, what would you like to happen?”. Once this is clearly stated and in place, the CEO will need to seek for regular feedback from the very same stakeholders overtime, minimising the risk of negative surprises happening.

By connecting with key stakeholders and receiving feedback early on, the new CEO is fully prepared to align to an effective definition of success and start shaping the company’s dynamics successfully.

We will easily find out that for a CEO to build their own success over time the key is effective use of interpersonal skills, as well as cultivating and building fruitful relationships with a combination of leveraging on existing trust, the ability to listen to others, and finally, but most importantly, the ability of listening to ourselves and to whom makes us happy.

 

Tommaso Arenare

Leading by example, managing by command

A quick post, in response to this HBR post by Vineet Nayar.

Leaders lead by example, whereas managers manage by command.

In addition, a leader does not need to sit at the top of a hierarchical pyramid. Rather, a leader can even be “behind the scenes”, inspiring the team “from the back”.

Also, leaders tend to listen much before they speak. Leadership IS listening, rather than just telling. Most importantly, growing into leadership requires gradually rebalancing one’s set of competencies, being able to more than compensate with growing soft, influencing skills what we lose, over time, in terms of more “technical”, harder skills.

I might elaborate more on that. In the meantime, more on this, for a different look at leadership, can be found here: http://wp.me/p2mHJv-Y

A few thoughts on leadership in a collaborative world

In a context of collaborative innovation, how does leadership change? How does leading interfaces with collaborating?

I look at leadership as a sum of hard and soft skills, which evolve during our life. Competencies are behaviours, ways of doing things.

In theory, we can do things with or without other people’s involvement. This is a first, important point. We can have non people-related (which we often call hard) competencies, where our ability to do things does not necessarily depends on interacting with others. For example,orientation to results (how determined we are towards achieving our goals) could be measured in situations where interaction is absent, if only for the sake of the argument. Other hard skills include all sorts of technical skills required for our job, plus a number of additional competencies such as market knowledge and even strategic orientation. In abstract, again, one’s ability to craft a business’ crucial strategic lines does not necessarily require immediate collaboration with other people. Implementing the strategy does.

Then we have what we often call soft competencies, or people-related competencies. These are ways of doing things which can only happen through relating to other people. It can be through collaborating with colleagues or influencing them (what we call collaboration & influencing) or leading and motivating a team (team leadership), or changing the way a group of people works (change leadership).

One of the simplest, perhaps most banal yet best kept secrets is that after a certain point, rather early on in life, hard skills start to decline in absolute terms. The very same me today is clearly far less results-oriented, all things being equal, than I was ten years ago. It takes me more effort to be updated, to reach a similar level of knowledge.

At the same time, “social”, interpersonal skills, by then, take off. For best-in-class talent, they continue to grow over time. From that point onwards, growth in soft skills more than offsets the decline in hard skills. The same me today, all things being equal, can be far more effective in interacting with others than I was years ago.

The sum of hard and soft competencies is a proxy for leadership, as well as for one’s satisfaction, and can be measured.

Both our leadership and our satisfaction grow, from a certain point in time on, if we are able to more than compensate a decline in hard skills through an increase of hard in soft skills. In other words, all of our incremental satisfaction, from a certain point on, depends entirely on our ability to grow interpersonally.

The key message of all this is the following: what we do is important, that’s clear. More important, though,is for and with whom we do what we do, whose needs we address through what we do. This opens up an entirely new element, which we’ve kept unconscious for so long. We live a life of overexposure to connecting, not the opposite. How do we sharpen the focus, then?

Growing interpersonally means becoming better at leading a team, but, even before that, better at collaborating and influencing people. Collaborating means connecting effectively, persuading, understanding, listening to their needs, identifying needs and selecting those we like to satisfy. All of this requires the ability to connect, and to do so in a wise manner, through careful selection. Selection is choice. Choosing whom we like requires thinking, open thinking, and listening, making room for other people’s needs.

Most of us would highly benefit from broader focus on relationship and connection.

Tommaso Arenare 

 @tommaso_arenare

This post is my contribution to “Making Weconomy 04 – Human (R)evolution“, an open access paper which can be found here.

Three dimensions for more effective leadership of #diverseboards: rethinking the role of the Chair

Even if with a margin for improvement, yet Boards are diversifying rapidly – in terms of gender, nationality, culture and outloook. The Egon Zehnder 2012 European Board Diversity Analysis signalled that the number of women Non Executive Directors had increased four times across Europe over the prior eight years. There are large countries (Italy is an example) where the number is growing even further. We believe this trend will also affect the US and gradually other countries globally.

In addition, we have observed that a significant increase in gender diversity typically translate into further diversity: diversity of backgrounds, diversity of geographies (with an increase in international board members), diversity of age (generally, younger board members sitting at the table will also increase the variety of perspectives).

As Boards become more diverse, differences create a huge opportunity for those very Chairs to leverage on them, learning additional competencies to draw in diverse Board members, build on their insights and ensure livelier debate and board leaderhip. In addition, new Non Executive Directors, joining Boards with ever broader diversity, carefully scrutinise how Chairs leverage their additional, diverse capabilities and competencies.

This change is rapidly making an impact on all key competencies of a good  Chair, even more so than on all other Board members.  Running the risk of oversimplifying, a Chair will need to adapt along the following dimensions:

  • Inclusive leadership & team effectiveness: in the new, more diverse environment, in addition to key interpersonal skills (such as collaboration & influencing skills, but also their Board Leadership, as well as their Coaching & Developing skills), a Chair will need to work towards greater inclusive leadership and team effectiveness. Leaders with a diverse team will face viewpoints that have not been expressed before. New generation Chairs will need to facilitate an inclusive environment in order to appreciate and combine the knowledge and experience of individuals with different backgrounds and viewpoints;
  • Listening & trust building in a more diverse environment: this is an additional and crucial component of a Chair’s ability to succeed when leading a diverse Board. Listening means the ability to suspend one’s agenda and judgement, making room for other people’s thoughts, ever more so in a more diverse environment. In the life of a diverse Board, listening implies being able to remain silent for long, in order to gather sufficient elements for making up one’s own opinion. Also, listening means being capable of asking proper, effective, most of the time open-ended questions, both during the Board sessions and, even more importantly, between them. A diverse set of perspectives requires the Chair to be more skilled at facilitating discussions and soliciting input from members of the team that come from less assertive cultures or personalities. Chairpersons will find that they will have to seek the opinion of more introverted colleagues and they will need to facilitate and navigate the more complex discussions into a conclusion that all members respect, if not agree with. In some instances, this will imply the seeking out of a point of view, its recognition, and then the ability to keep engaged even those colleagues whose point of view might not have prevailed. Discussions among diverse groups will require higher energy to lead them successfully, avoiding excessive confrontation;
  • Dealing with unconscious biases: the Chair will need to influence the Board’s decision making process with the ability to establish effective communication channels with all board members, no exception. In order to do this,  broader diversity of the Board will also require that the Chairs learn how to identify and deal with two crucial unconscious biases which can hamper effective, independent decision making at Board level. They will to tweak some consequences of two unconscious biases through a little nudge. Similarity bias happens when we select people that are more similar to us, as opposed to people who appear more different. Evolution has fostered this trait, as a key manner to survive ever since the difficult times when we would live in the savannah, trying to escape from animals and all sorts of dangers. A “similarity bias” results when individuals are more likely to imitate cultural models that are perceived as being similar to the individual, based on specific traits (such, for instance, age, gender, geographical location and so on…). Similarity bias is even enhanced by our other bias, which we call snap judgement, whereby we unconsciously make up our mind on someone during the first milliseconds after we meet. The combination of snap judgements and similarity biases is the one reason why gender diversity (but also age diversity, geographic diversity and possibly many other aspects of diversity) is so difficult to happen without a little nudge. Effective Chairs will learn to nudge themselves towards overcoming both unconscious biases.

All the above requires growing levels of self-awareness from Board members and Chairpersons. The journey towards the benefits of greater diversity and inclusion at Board level has started. I am convinced that it will continue to be a satisfying and rewarding experience.

Tommaso Arenare

A year ago and another good example

It was a year ago, 24 August of 2011.

Steve Jobs wrote this now famous letter to the Board of Apple:

To the Apple Board of Directors and the Apple Community:

I have always said if there ever came a day when I could no longer meet my duties and expectations as Apple’s CEO, I would be the first to let you know.

Unfortunately, that day has come.

I hereby resign as CEO of Apple. I would like to serve, if the Board sees fit, as Chairman of the Board, director and Apple employee.

As far as my successor goes, I strongly recommend that we execute our succession plan and name Tim Cook as CEO of Apple.

I believe Apple’s brightest and most innovative days are ahead of it. And I look forward to watching and contributing to its success in a new role.

I have made some of the best friends of my life at Apple, and I thank you all for the many years of being able to work alongside you.

Steve

A year has gone. Three sentences strike me when reading this today:

  • “If there ever came a day (…), I would be the first to let you know”
  • “I strongly recommend that we execute our succession plan and name Tim Cook as CEO of Apple”
  • “I believe Apple’s brightest and most innovative days are ahead of it”

Here’s an excellent “Progress Report”, one year later, by Fortune’s @adamlashinsky.

So many times we realise how difficult it is to be an example in stepping down after identifying and growing a successor.

Leadership succession is yet another area where Steve Jobs has reshaped existing paradigms, for the better.

This deserves to be remembered.

Tommaso Arenare