04 the first p preparation having a game...

2 The First P: Preparation -‐ Having a Game Plan The Introverted Leader


4. THE FIRST P: PREPARATION There are many areas of leadership where Preparation is a key success factor. The key benefits of implementing the First P, Preparation is that you boost your confidence AND achieve results.

Key Learning Point: Preparing to Use Social Media

“Networking is the building of relationships for mutual exchange. It is necessary, but it is not natural for most introverts. Jay Conger and N. Anand said in an excellent article called “Capabilities of the Consummate Networker,” “Without fail, the managers who are most effective at networking that we researched told us they worked hard at developing their networking skills. It required a serious

investment of time and focus on their part. . . . It is not a birthright of the chosen few.”1

Gerry Mann, an introverted director, shared his advice. “Be prepared to ask questions (‘What is the most interesting part of your job?’) as well as talk about yourself (‘I like chocolate-‐covered cherries’) and your interests (‘I collect maps in foreign languages’). Find some common ground and work from there, or find a difference (‘I’ve never been scuba diving, what was the hardest part to learn?’) and learn something new. Make these a part of your networking strategy, but don’t have them replace face-‐to-‐face contact.

Key Learning Point: Using Social Media as a Planning Tool

Use Social Networking and e-‐mail to Set the Stage. The great news about technology is that it can turn cold calls to warm ones. T. Daniel Martin, a community manager, finds social networking sites to be a great preparation tool for introverts before meeting in person. “I have two people on my sales team who are incredible introverts,” he said. “One of them is always in our top sales tier. They use online social networking as a means of creating a ‘warm’ relationship with the client before they make any type of personal contact. They send an initial invite to an event, or a copy of a report, and then follow up with an email. It is a nonthreatening excuse for an introduction, to say something such as: ‘Have you received an invitation yet to . . .’ or ‘Mr. Smith, I wanted to make sure you got a copy of . . . ’ The item or invite has to

1 Introverts can still be strong relationship builders by working at it.” P. 100 in In The Introverted Leader Organizational Dynamics, 2007, Vol. 36 no. 1

NETWORKING IS WORK!



be something of value, but that normally breaks the introvert’s fear and/or reluctance over making contact.”

While social networking can be an asset to your networking efforts without thoughtful consideration, it can become another time wasting statistic.

Key Learning Point: Stunning Social Media Stats (from Jeffbullas.com)

One in every nine people on Earth is on Facebook (This number is calculated by dividing the planets 6.94 billion people by Facebook’s 750 million users). Some other facts:

These figures reveal the huge black hole that our time ca disappear into when we visit Facebook, Twitter or YouTube or other social media sites.

• One in every nine people on Earth is on Facebook ( This number is calculated by dividing the planets 6.94 billion people by Facebook’s 750 million users)

• People spend 700 billion minutes per month on Facebook• Each Facebook user spends on average 15 hours and 33 minutes a

month on the site• More than 250 million people access Facebook through their mobile

devices• More than 2.5 million websites have integrated with Facebook• 30 billion pieces of content is shared on Facebook each month• 300,000 users helped translate Facebook into 70 languages• People on Facebook install 20 million “Apps” every day• YouTube has 490 million unique users who visit every month (as of

February 2011)• YouTube generates 92 billion page views per month (These YouTube

stats don’t include videos viewed on phones and embedded in websites)• Users on YouTube spend a total of 2.9 billion hours per month (326,294

years)• Wikipedia hosts 17 million articles• Wikipedia authors total over 91,000 contributors• People upload 3,000 images to Flickr (the photo sharing social media site)

every minute• Flickr hosts over 5 billion images• 190 million average Tweets per day occur on Twitter (May 2011)• Twitter is handling 1.6 billion queries per day• Twitter is adding nearly 500,000 users a day• Google+ has more than 25 million users• Google+ was the fastest social network to reach 10 million users at 16

days (Twitter took 780 days and Facebook 852 days)



Key Learning Point: 7 Tips for Getting a Grasp on Social Media2

So as an introvert, how do I start? What do I do? Sound familiar? Try out these tips for getting a grasp on social media.

1. Do a personal inventory to find your voice. What do you love to talk about? What do you have in your life?

2. To be heard, stand out. Create your own media opportunities. It starts with clearly defining what you want to be known for. What makes you an expert?

3. Start your own trend. Trust is shifting from outlets to individuals. What do you know that is not being reported? What value can you add to the conversation?

4. Building relationships with the media is another form of networking. Network with purpose, connecting with a diverse group of people to maximize opportunity.

5. Use social media to build your brand, even though it can be overwhelming. Accept that it can be overwhelming and engage to the extent that you are comfortable doing so. Choose the platforms that work for you.

6. Think of Twitter as a cocktail party. Social media is all about conversations, communities, and relationships.

7. If you’re just starting out, get a social media mentor to help.

2 From a 2011 panel discussion sponsored by Newscertified Exchange. The program was called Influencing the Headlines: Empowering Women For Global Media.

Write down 2 sentences you could use in your next networking opportunity to learn about another person



Key Learning Point: Preparing For Presentations

There is a great deal you can do before making a large or small group presentation. All great athletes prepare tirelessly so that on game day they are ready to go. As successful introverted leaders report, their focused preparation (The First P) makes an important difference in the outcome.

Consider this example…

Warren Buffet said that “public speaking can be our greatest asset OR our worst liability.” Do you experience what Suzanne felt in her earlier days, or are you able to find your voice and give presentations with ease and confidence? Perhaps you are somewhere in between.

We have all heard the statistics about people fearing public speaking more than death. Even the act of getting up and introducing themselves makes introverts in my classes anxious. Their voices and hands shake the first few times they are asked to report out to the group. However presenting your ideas coherently in all kinds of situations moves your career forward.

Being introverted does not mean you can’t also be a phenomenal speaker. Just like an actor goes into character, you can perform brilliantly in your role. As a leader in your organization or profession, you need to educate, inform, and persuade people. You also need to challenge individuals to talk to you and each other. Setting the stage may require laying out a business case or problem to be solved, presenting your ideas, or summarizing results for management. All of these require you to deliver a command performance.

The year was 2000. It was time to give the annual report to the board, and Suzanne, the vice president of finance, was sweating buckets. The rolls of nausea began before she moved up to the

podium. With clammy hands and short breaths, she went through her PowerPoint slides, breathing a sigh of relief when the 20

minutes were up. Fast forward to 2007. A new company and a new board waited. As the A.V. team adjusted her mike, Suzanne came from behind the lectern and watched calmly with a slight smile as

the audience members filed in.

The paralysis of years ago had disappeared. Under protest, Suzanne had enrolled in a Toastmasters group at her company (push) and attended it consistently for 3 years. She took these

learned skills and confidence into her work, seized every opportunity to speak in public (practice), and overcame what could

have become a huge career derailer.



On some level, most people know the steps they need to take to overcome their fear of public speaking. A combination of training and, like the Nike commercial slogan, “just doing it” is part of the formula for success. As the “sales guy, Richard Elmes says, “The presentation you give tomorrow will be that much better because of the speech you delivered today.” Life is too short to be paralyzed by this fear. People need to hear what you have to say. Why rob them of that opportunity?

Key Learning Point: Five Steps to Become A Better Speaker

Let’s look at 5 steps you can take to prepare and become a more confident and competent speaker.

When I first started as a corporate trainer, I spent days and days preparing for one presentation. I studied the material, tried to anticipate every question, and entered the room ready to be the expert. Of course, I soon realized that though I felt well versed in the material, I

could never be totally aware of every fact and every question that might arise. The company had hired a coach to work with our team on presentation skills. He saw my tenseness that day, and before the program, he walked up to the lectern and said, gently, “Jennifer, you know this material. Now enjoy the experience and relax.” His words have stuck with me over the years. The synergy of well-‐prepared material and, even more importantly, your attitude is a winning combination for presentation success.

Taking slow breaths in and out lowers your blood pressure and can dissipate your anxiety. Breathing gets you out of your head and into the task at hand. Visualization is also a very powerful technique. Actors and athletes use it all the time.

Here is how it works. Go to a relaxed, quiet place before the program and imagine a great experience. First, relax your body and get the kinks out. Try listening to calming music on your smart phone. Then picture yourself in the room, giving your

What 2 things you can do to set the stage as you prepare? List them here.

1.

2.

Relax

Breathe and Visualize Success



presentation. Imagine responsive faces, smiles, questions being asked, and your clear compelling answers. The pleasant feeling that you experience in your visualization will last. Your brain essentially is being rewired to experience a calm and positive experience.

Visualization is an art. You get better with practice. Some people say they are not ever able to visualize. If you are one of these people, don’t worry. Not every technique works for everyone, and you can find other ways to calm your nerves, such as taking slow deep breaths.

You should know the purpose of your program. Is it to inform, persuade, educate, or motivate? Do you know what you want people to leave with? Why should they care about what you have to say? What are the three big points you want to make? Focus in depth on these

points, and use lots of examples. Do not overload your audience with numerous points. What do you want them to remember?

This will be the basis of your talk. Your preference for introspection will allow you to reflect on this and think it through before putting pen to paper. Being prepared gives you the confidence to get up there and be with your audience. Many introverted professionals I know have said that people do not believe them when they say they are introverts. Why? Because they look so at ease on the stage. It is the preparation that allows them to relax during the delivery.

What are the three big points you want to make? Focus in depth on these points, and use strong examples. Do not overload your audience with numerous points. What do you want them to remember?

David is a manager at a global publishing company. “I am considered an introvert and I am transitioning to a leadership role,” he said. “…The ironic thing for me is that my position requires a lot of public speaking, training and facilitating in meetings. This is not very difficult for me now….I will say that it can be very draining, and very often I will withdraw from the public for hours or the rest of the day after long meetings or

training sessions. I dine alone, or take two-‐hour naps to recharge.

He continued, “I am a musician, and have for much of my life focused on solo piano. There is nothing quite as nerve-‐racking as walking up to the stage to expose your every weakness, physical and mental, before an audience who is all too familiar with the repertoire. You think you will make a mistake, then you do, and everybody

Know your purpose

Make three key points

Think about other

experiences where you have

successfully prepared



knows when it happened. It often looms larger in the performer’s mind than it does with the audience, and so it eats away at you. The small mistakes can make you that much more nervous during your next performance, and so on.

One of the things I tried to do was to put more focus on the energy or the spirit of the performance, to focus on the performance itself and not the technical aspects of the piece. In this way, someone might say, “oh, it’s a shame you didn’t nail such-‐and-‐such a section”; however, they cannot take away from the energy or the emotion of the performance. This makes a performance satisfying to both audience and performer.

Besides all that, it makes public speaking a breeze! I always go into a meeting or a training room with the idea that talking is easier than playing Liszt. I will be a bit more restrained in a public speaking setting than a performance because the end results are different; however, because I have placed my mindset in advance I can methodically present or train and “improvise” as necessary. This way, public speaking becomes like playing and I am never nervous.”

Virtual Meetings are more common today as our global economy expands and more people are working in remote locations. How much do you know about these events? Take this quiz.

Check your answers on the next page.

Which of these 5 techniques do you think will work for you?

In the next week, where will you have an opportunity to try it?



Quiz (check your answers on the last page)

1. Social media tools like Linked In can set the stage for productive networking. When preparing your approach use this key strategy:

a. Contact people in your address book and tell them you want to network.

b. Copy and paste your resume onto your profile page. c. Ask contacts in your network for introductions to people who can

help you advance your career. d. Post articles of interest and pass on relevant content from others.

2. The best speakers seem comfortable on stage because of their preparation. Which tactic is the MOST effective in getting you ready to present a speech or talk?

a. Slow, measured breathing b. Voice exercises c. Practicing aloud d. Stretching

3. The most important step in preparing for high stakes meetings is to: a. Conduct “the meeting before the meeting” b. Find the right conference room c. Send out the agenda to all participants d. Find a note taker to take minutes in the meeting



Applying what you have learned

Here is a sample that you may consider.

I will decide how I will build the first P, Preparation into my work plan for this week. I will take one item mentioned in the quiz and apply it to an actual task I have on my to do list.

Now, write your own action.

I will _________________________________________________________________________________________ ________________________________________________________________________________________________ The benefit to me and my organization include _____________________________________ ________________________________________________________________________________________________



Quiz Answer Key

Question 1 Answer Key a. Networking is effective when you know your purpose and target contacts who can help you achieve your

goals. Distributing shotgun “blasts” of messages will yield few results. b. Creating a profile on Linked In or on other social networking sites is important. Include items from your

resume and build in words that can be searched on the internet to be easily found. Also be sure to include any recommendations or honors/awards.

c. Asking people for introductions without doing some legwork puts all parties in an awkward position. Networking should be about giving AND getting help. Establish the relationship first and learn about their needs before asking them to assist you with your career.

d. The correct answer. Become known as a person who offers value to others.Establish a strong personal brand and increase your credibility by sharing relevant information with your comments. Social networking allows you to communicate with like minded individuals where you can establish strong connections and information.

Question 2 Answer Key (all are correct answers) a. The correct answer. You can prepare your message, body and mind by taking slow, measured breaths.

Breathing helps you to relax, focus on the main points and prepare to connect with your audience. b. The correct answer. Your voice can be a powerful instrument. Warm up your voice by yawning, singing

musical scales or even laughing and you will resonate more strongly. Be sure to keep water close at hand to manage throat dryness.

c. The correct answer. We often forget to say our words aloud before a speech. Make sure to stand and look in the mirror, practice in front of someone else, record your words and listen to how you sound. You will find that when you speak you will come up with ways of expressing your thoughts that can be more compelling than in written form.

d. The correct answer. Get the kinks out by stretching your body before you present. Many people take a brisk walk. Since the body and mind are connected, you will be more alert and energized if you prep your body by taking a “mini workout”.

Question 3 Answer Key a. The correct answer. Scheduling time with your stakeholders prior to meetings is essential to understand

where you have support and resistance. These one-‐on-‐one sessions allow you to develop relationships and listen to the people you need to get on board and influence.

b. While finding a conference room is important and becoming a scarcer commodity these days, it is also true that many of our meetings are virtual. Certainly scheduling the room or setting up the conference call are important but only a piece of the puzzle.

c. Preparing an agenda is definitely a key piece of good meeting planning. Action items and desired outcomes should be included on the agenda template.

d. Meeting minutes are becoming a less important than in the past. People are expected to take their own notes at meetings and those that miss the session are responsible for seeking out that information.

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