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The risk of perfect answers

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Power2Improve
Power2Improve

Handout for the workshop in which experts experience the downside of the will to answer quickly and perfectly and learn how to leverage their expertise through advisory skills.

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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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