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l' To further develop your management andleadership skills

To ensure that you are best positioned totake real advantage of your partnershipswithin the Microsoft family

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Ireland, UK, France, Germany- Egypt, Cyprus, Kuwait, Bahrain, Qatar, Saudi Arabia, Dubai, Pakistan,

Lebanon, Turkey, Jordan

India, Singapore, Malaysia

IBMKimberly-ClarkBristol-Myers SquibbNovartisBechtelCanada LifeDeloitte & ToucheUtilities - Electricity Supply BoardEU Contracts

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Training Philosophy I Style

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11 and Fun!Microsoft Confidential VISION2RESUL TS

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1981-'85 L.M. Ericsson1985-'96 Sabre Business Systems (M.D.)1987-'96 MaST (Partner)1996 - Vision2Resuits (Founder)

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VISION2RESUL TSMicrosoft Confidential

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Our Decision MakingMiCIosoIt.! ... . .....~ : itKf."{itiiA!:.(J!XMt,. .

Do we base our decisions on

" 'Beliefs' or,

" 'Truths'?

Are these

" Conscious or Unconscious?


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Our Key Message

For success in career, in life, ...

" IQ counts for max 250/0

" EQi accounts for at least 75% !!

So, let's develop our EQi

Microsoft Confidentia I VISION2RESUL TS

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Social Skills Empathy

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Personal Skills

Results

Motivation

Self Control

Self Awareness

VISION2RESUL TS

The Opportunity.. Mict'osofI'm ..

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You cannotchange the wind

But, you canadjust the sails!

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Organisation SkillsMiClO$t)ttL .. ...

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Competences

Processes

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" Self Control (Today and Day 2)- Personal Effectiveness

" Motivation (Day 2)- MyWorkI Lifebalance

" Empathy (Day 2)- Understanding others

" Communicating with Others (Day 2)- Social Skills

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RAS - Filter System. .MictosoIt.1 .

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Restrictive

Get people to behave in acertain way until itbecomes natural

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Do this or ELSE!


I truly am in control/tficI'DSOIl~

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" I want to

" I choose to

" I like to

" I love to

" It's my ideaand 1'mpassionate about it!


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Positive Language

"Houston we have a problem""We will not lose anyone"

"This could be our worst disaster"

"This will be our finest hour"Apollo13


ATTITUDEMictosott',

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. ... .. we have a choice every day regarding the attitudewe will embrace for that day. We cannot change ourpast. We cannot change the fact that people will actin a certain way. We cannot change the inevitable.The only thing we can do is play on the one stringwe have, and that is OUR attitude. I am convincedthat life is 10% what happens to me and 90% how Ireact to it. And so it is with you.

We are in charge of our ATTITUDES!"

Charles Swindall

Microsoft Confidential VISlaN2RESUL TS

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Circumstances

" People are always blaming theircircumstances for what they are.

I don't believe in circumstances.

The people who get on in this world arethe people who get up and look for thecircumstances they want and, if theydon't find them, make them."

George Bernard Shaw


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YOU CAN IF YOU THINK YOU CAN

If you THINK you are beaten, you are;

If you THINK you dare not, you don't.

If you like to win, but THINK you can't

It is almost certain you won't.

If you THINK you'll lose, you're lost.

For out in the world we find

Success begins with a fellow's WILL

It's all in the state of MIND.


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If you THINK you're outclassed, you are.You've got to THINK high to rise.You've got to be sure of yourself beforeYou can ever win a prize.

Life's battles don't always goTo the stronger or faster man,But sooner or later the man who winsIs the man who THINKShe can!


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of my discoveriesthrough the process

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" What are you doing?

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I love......


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The end starts now!

No one can go back and make anew beginning but,

anyone can start from now andmake a happy ending


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"If you don't know whereyou're going, how willyou know when you getthere?"

LewisCarroll - The Cheshire Cat


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So, Check your Goal(s)


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Actions:

" Write down your ideas

" Talk to your boss

" Reach agreement

" Monitor and reviewprogress together


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What's Stealing our Time?


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Imposed on us

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Typical Areas of Procrastination

" Unpleasant tasks

" People

" Difficult telephone calls

" Large projects

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" Public contacts

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Procrastination Action Points

" Accept that everyone procrastinates

"Concentrate on the areas where you findyourself procrastinating and log them down foraction - 'Do the Worst First'

" Commit to start times

" "Do it now"

" Single handling

" Important work before less important

" Keep socialising down to the level of a goodworking relationship

Microsoft Confidential VISION2RESUL IS

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Horace

"Hewho has begun his task

has half done it."


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Note Taking

Have you ever:

l' Missed important points whilst takingnotes?

l' Had 'writer's block'?l' Not remembered important things you

were told only yesterday?

l' Found it difficult to revise from books?l' Had to re-read a book / document again?


The Brain's Potential. NIictosoIt-i

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"No human yet exists whocan use all the potential ofthe brain.

This is why we don't acceptany estimates of the limitsof the human brain.

It is unlimitedl"Professor Petr Kouzmich Anokhin

Moscow University - 1973


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Mind Mapping

Taking notesMeetings

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If you haven't got a goal. .

you will be used by someonewho has one!

So, Check your Goal(s)And Manage your time


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'Prime Time'

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- How will you Make it Work?

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11 Who might stop you?


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- How will you Make it Work?

" What can you do?

" Who will I tell?

" Who can help?

" Where can I do it?

" When will I start?


NOTICE.. MicIOsoft~i . ..

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" Suppliers play?

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Building Trust

" So difficult to win

" So easy to lose


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What will I now do differently?

To walk the talk- In a specific area - what area?- What do you propose to do?

To promote trust and reduce confrontation?- Is there someone you want to trust?- Is there someone you want to trust you?- What do you propose to do to start?


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Effective Communication

'I know you believe you

understand what you think I

said - but I'm not so sure you

realise that what you heard is

not what I meantl'


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The Communication Code

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Questioning

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" What?

" Where?

" When?

" Why?

" Who?

" How?


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You are not listening when:

" You say you understand before I have finishedtalking.

"You present an answer to my problem before I finishspeaking.

" You finish my sentences for me.

" You find me boring and tell me, especially by bodylanguage.

" You are dying to tell me something.

" You tell me about your experience, making mineseem unimportant.

" You communicate to someone else in the room.

" You refuse my thanks by saying you haven't reallydone anything.

" You choose to take phone calls during our discussion


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You are listening to me when:

~ You really try to understand,even when I'm notmaking much sense.

~ You grasp my point of view, even when it is againstyour sincere convictions.

~ You allow me to make my own judgement, evenwhen you think I may be wrong

~ You hold back your desire to give me good advice.~ You give me enough room to allow me to work out

for myself what is going on.~ You accept my thanks by telling me how good it

makes you feel to be helping.~ You choose to switch off your mobiles during our

discussion


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Empathy

E = U x SU

U = Understanding

SU = Show Understanding


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" 'If it's to be, it's up to me'

" I have choice(s) in my life

" I can use my RAS to support me

" I want my work/life to be in balance

" I have a great process- The Management Cycle. Vision,objectives,prioritise,plan , , implement,...

" I may need to involve others- e.g. my Boss


Getting the Support I Need

From

" My Boss

" My Colleagues

" My Team

" My Partner

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Microsoft Confidenti. I VISION2RESUL TS

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Influencing Steps - The 5Ps

" Present Situation

" Problem( s)

" Possible Alternative Solutions

" Proof (Benefits)

" Proposal


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SPIN

" Situation

" Problem

" Implication" Need


My Boss

" How helpful is he/she?

" What's going well?

" What could be better?

" How many report to my boss?

" Are they all the same?

" Do they all like to learn in the sameway?

" Everytime?

Microsoft Confidential VISION2RESUL 15

MictosoIl\"."'"

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Set and AgreeYour Work Goals

Actions:

" Write down your ideas

" Talk to your boss

" Reach agreement

" Monitor and reviewprogress together


Performance Management

Job Role

SpecificResponsibilities

Objectives

DevelopmentNeeds

Planning


MotivationPraise

CoachingCounselling

gular feedback

+++++'Day to Day

Management'(Intervention Skills)

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Feedback

DevelopmentAchievements

No Surprises

Reviewing

VISION2RESUL 15

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When trying to learn I develop

Has a manager ever

" Allowed you little chance to give input?

" Expected too much input?

" Not given you enough guidelines?

" Suffocated you with detail?

How did this make you feel?


Development Levels~~1rlm~Mtt

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Developed III Developing


Commitment

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SkillCompetence

VISION2RESULTS

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VISION RESULTSD PING BUSINESS EXCELLENCE

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It's a wrap!

Let's examine

" What we set out to do?

" What we did?

" How it has worked?


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corrective action Continual SetCommunication Ob . t .

It's the pictures Jec Ivesin their heads SMART ARSE

Implement that are important! (Prioritise)Start as early as possible Actions speak loude

than words!Plan andOrganise

EstablishControls


I haven't got tirre to see him now. Can't you see I've got a battle to fight?

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Our Vision Achieved

l' Your Company Visions are Clear andCommunicated

l' Everyone is clear as to- Their responsibilities- The required levels of performance

l' You are prioritising effectivelyl' You are allocating significant time to

leading, motivating and coachingYou are realising the potential of not just

yourself but also all of your peopleMicrosoft Confidential VISION2RESUL TS

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The Seven Habits of Highly Effective People

1. Be proactiveTake responsibility for your life - attitudes andactions

2. Begin with the end in mindUnderstand your true destination with a clear set ofgoals' .

3. Put first things first80% of results come from 20% of key activitiesSay "No" to non-key


Stephen Covey

VISION2RESUL TS

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The Seven Habits of Highly Effective People

4. Think Win-WinTry to achieve win-win in all your situations

5. Seek first to understand, then to beunderstood

Communicatewith empathy- be a good listener-open and honest

6. SynergiseLook out for the best ideas of other people

7. Sharpen the SawAlways think ahead to make tasks easier


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Circumstances

"People are always blaming theircircumstances for what they are.

I don't believe in circumstances.

The people who get on in this world are thepeople who get up and look for thecircumstances they want and, if they don'tfind them, make them."

George Bernard Shaw

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If it's to be, it's up to me!!!!"Microsoft Confidential VISION2RESUL TS

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CLEAR GOALSMicrosoft Confidential VISION2RESUL TS

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Newton's Third Law

'An object at rest tends to stayat rest until acted upon byexternal forces'

If it's to move, it's up to me!!


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The Great News!

We all have a choice

So, choose wisely


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Review Day 1


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Review Day 2


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Documents

Realising Your Potential