This document discusses developing an executive mindset with four key components: emotional intelligence, thinking about the big picture, focusing on outcomes and results, and enhancing influence and collaboration. It provides information on each component, including understanding yourself and others, considering various stakeholders and trends, defining the right outcomes, and improving communication and decision-making. The document concludes with exercises like role-playing and peer coaching to help internalize an executive mindset.

1. Executive Mindset
Enhancing Influence &
Collaboration with an
Curt Buermeyer, PhD
© 2014 LeadPeople LLC. All rights reserved.

2. 1. You have a lot of stuff to do.
2. You have multiple stakeholders.
3. People want different things.
4. You need to be both effective
and efficient.
5. It’s not your job to understand
everything.
6. You can’t please everyone.
7. There are politics. People have
agendas.
Problems?

3. What is an Executive Mindset?

4. Executive Mindset
Emotional
Intelligence
The Big
Picture
Outcomes
& Results

5. EQ: Emotional Intelligence

6. 1. Understand yourself
2. Manage yourself
3. Understand others in context
4. Manage relationships
Emotional
Intelligence

7. the Big Picture
But don’t forget about your local pond…

8. 1. Stakeholders and
internal ecosystems
2. Industry Best Practices
3. How all the parts fit and
drive value collectively
4. External market forces
and emerging trends
5. Customer needs and
solving real problems
the Big Picture
Value
Creation
We
Me

9. Outcomes, Results

10. Outcomes

11. Getting to Outcomes
Solving the
problem at
hand.
Identifying the
right problem
to solve.
Solving the
right problem.
Tactical Strategic
Critical Reasoning

12. 1. Growth in market share
2. Growth in revenue
3. Profitability, within the
context of the constraints
4. A strong balance sheet
5. Delivering real value
6. Hitting key metrics – the right
ones, not “vanity metrics”
Outcomes, Results

13. 4 Four ways to enhance
Influence
Enhance your competence and credibility.
Be trustworthy, and trust others.
Improve decision-making.
Be proactive and share your vision.

14. 5 Five ways to enhance
Communication
Deeply listen to what’s being said, first.
“Listen” for what’s being left unsaid.
Check for understanding. Show processing.
Know and understand your audience.
Custom-tailor your message.

15. Practice…
Ask more questions.
Have an “attitude of wisdom.”
Keep the end game in mind.
Use emotional intelligence.
How do I develop an
Executive Mindset?

16. Role Play
Insert Team
Groupings Here

17. Roles
Consultant
You’re the focus of the role-
play. Try an Executive Mindset.
Client
You’re facilitating the role-play.
Don’t be too easy, or difficult.
Observer
Take notes: Consultant’s
Executive Mindset. Time
keeper: 6 min., 1 min. warning.

18. Order Alice Andrew Betty
1 Consultant Observer Client
2 Client Consultant Observer
3 Observer Client Consultant

19. Order Carl Doris Elaine
1 Consultant Observer Client
2 Client Consultant Observer
3 Observer Client Consultant

20. Order Frank George Henry
1 Consultant Observer Client
2 Client Consultant Observer
3 Observer Client Consultant

21. VIGNETTE 1: Boss needs data…fast!
CLIENT (Rick)
• You have lots of data that
might be more valuable.
• This program is really
important to you.
• You’ve seen the wrong data
be used too often.
• You want to ensure high-
quality decisions are made.
CONSULTANT (You)
• Your boss (John) asks you to
get data from Rick, fast.
• Your to-do list is getting out
of control today.
• You don’t know why this
data is needed, how it will
be used, or why there’s big
rush.
• Rick can be a little
protective with his data.

22. VIGNETTE 2: Push for buy-in
CLIENT (John)
• You DO have an agenda;
every executive does.
• This initiative is critical for
long-term growth.
• You’ll need lots of buy-in,
and Rick’s support is key.
• You don’t want to get into
the nitty-gritty details yet,
with Rick or anyone.
CONSULTANT (You)
• Your boss John asks you
to see if Rick will support
his recent initiative.
• You have a sense there’s a
little more to the story.
• Rick is not interested in
getting involved in any
politics, and will want to
know much more.

23. 6 Six minutes each role play.
1 minute warning.

24. Lessons Learned?
Using Emotional Intelligence?
Thinking about the Big Picture?
Keeping Outcomes top of mind?
Personality connections?

25. P Peer Coaching
Schedule 30 min.
Pick three accountability questions.
Ask each other their questions.

26. Further Learning
Executive Behavior
• What Got You Here Won’t Get
You There by Marshall Goldsmith
• The Next Level… by Scott Eblin
Power
• Power: Why Some People Have It
and Others Don't… Jeffry Pfeffer
Emotional Intelligence
• Working with Emotional
Intelligence by Daniel Goleman
Influence
• Buy-in: Saving your good ideas
from getting shot down, by John
Kotter
• How to Win Friends and Influence
People, Dale Carnegie
Research on Persuasion
• Elaboration Likelihood Model by
Petty & Cacioppo
Results-focused Thinking
• “Tony Robbins Explains His Rapid
Planning Method” YouTube

27. For Customized Executive
Leadership Development Programs
Curt Buermeyer, PhD
Managing Partner, LeadPeople LLC
curt@leadpeople.com 703.889.5038
LeadPeople.com