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(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
The risk of
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Gustaaf Vocking MSc MBA
Ø MSc	Econometrics
Ø Executive	MBA
Ø Financial	risk	manager	F.	van	Lanschot Bankiers
Ø Operational	risk	manager	Aegon Bank
Ø International	Management	Coach/Consultant/Trainer	
ü EY	EMEA
ü KPMG
ü Key	note	speaker	Flemming Europe	
Ø Leadership/Communications/Brain	 skills
Ø MBA	lecturer	Leadership,	Entrepreneurship,	 Change
Ø Managers/Professionals/Experts
Ø >10.000	helped,	 >15	years	of	experience
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Why do they say
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Incentive Randoms
1. Afraid to lose job
2. Wants to avoid problems
3. Wants to maintain
knowledgeable image
4. Needs time for family
matters
5. Suffers health problems
6. Risks a promotion when
saying “yes”
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture
Ø Power Distance
Ø Individualism/Collectivism
Ø Masculinity/Femininity
Ø Uncertainty Avoidance
Ø Long/Short Term
Orientation
Ø Indulgence/Restraint
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture random 1
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture random 2
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Random 3
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Random 4
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Random 5
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Random 6
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Culture Clash?
http://geert-hofstede.com/
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Don’t sell drills, find the needs
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Best practices
ü Ask questions
ü Build & maintain relationships
ü Be
ü Nice
ü Sincere
ü Authentic
ü Observe
ü Content
ü Process
ü Relationship
ü Personal programs
ü Address
ü Say “I”
ü State facts
ü Make requests (not demands)
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions?
ü Open
ü Half open
ü Multiple options
ü Closed
ü Yes/No
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Better questions to pose
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Magic Wand Question for results
ü If you could wish for
anything, what would
be the result, stated in
simple words that your
8 year old nephew
would understand?
ü How will you know the
desired result has been
achieved?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Cooperation Question for results
üWhat is good
cooperation for you?
üWhat would you like
to contribute?
üWhat would you like
to learn?
üHow can I help you?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions to better steer your brain
Ø What do I like about
this?
Ø What can I learn about
this?
Ø What can I influence?
Ø How do I know?
Ø What if (s)he/they
is/are right?
Ø How are we
similar/different?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Why do they say
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Why do they…
Behavior
Motivation
PermissionAbility
Poiesz 1999
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
A question…
How	can we	improve data	
quality for risk	
management	purposes?
Management	Board
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
The problem with perfect answers
100%
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
The problem with perfect answers
100%
What	is	the	value	of	a	
perfect	answer	to	the	
wrong	question?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Once upon a time…
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Once upon a time…
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
The power of good enough answers
80%
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
The power of good enough answers
What	is	the	value	of	a	
good	answer	to	the	
right	question?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions for better answers
üWhat do you
want to
achieve?
üWhy is that
important to
you?
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Saving time and frustration
ü Built a relationship first
ü Know Goal…
ü …and playingfield
ü Share your hunch
ü Share half work
ü Grow your people skills
ü Treat people how…
they want to be treated
(not how you want to be
treated)
(c) Gustaaf.Vocking@power2improve.com www.power2improve.com
Questions?
@GustaafVocking
GustaafVocking
Gustaaf.Vocking@power2improve.com

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