Leading Professionals How to Lead Teams to Succeed

Shane Fracchia Kindly sponsored by

Opening & Sponsor Share

2

Blake Barrett Joe Zillotti

Keynote Presentation

3

Shane Fracchia

Leading Professional Teams Shane Fracchia Chief Operating Officer Calibre Consulting

AZURE SERVICES LTD

$124.2b (forbes.com 2015)

AZURE SERVICES LTD

ROI (Human Assets) =

Ready Willing Able What Why When

Competence x Engagement x Opportunity

CEO Success Formula (Scarlett Surveys)

Leading Professional Firms (Human Assets)

Employees

Leading Professional Firms (Human Assets)

Clients

» To Note: » Average Profit Margin of the Top 10 Law Firms (53.1%)

» Average Leverage has increased from 1.7 to 3.5 since 1985

Leading Professional Firms

Leading Professional Teams • Commoditisation

• Value Creation

• Importance of Values

• Alignment

Cost to Serve

Pri

ce In

dex

Life BeginsGlory Days

Price Drop Life Ends

III

III IV

Cycle of Commoditisation

Value Creation

Value Capture

Leading Professional Teams (Commoditisation)

Organisational Alignment

Strategy

SkillsStaff

Systems Structure

Style

Shared Values

Alignment Challenges

• Individual vs. Team

• Conformity vs. Individual Difference

• Performance vs. Cultural Fit

• Developing others in Real Time Performance Management

Difficult Conversations

Leading Professional Teams (Values/Culture)

Source: Solving the Strategy Delusion: Mobilizing People and Realizing Distinctive Strategies (Marc Stigter, Cary Cooper)

The Professional Wants? 1. Autonomy and minimal bureaucracy

2. Intellectually challenging environment

3. Absorbing and engaging work

4. That their opinion matters

5. Feel they “fit” in

6. Pay commensurate with status and results

Frans de Waal

Frans de Waal

The Professional Achilles Heel 1. Being driven to achieve the task

2. Failing to differentiate “urgent” from merely “important”

3. Having difficulty with delegating

4. Struggling with producer-to-supervisor transition

5. Obsessing about getting the job done at all costs

6. Avoiding difficult conversations

7. Craving feedback

8. Swinging from one mood to another

9. Comparing

10. Taking on ‘safe’ risks

11. Feeling guilty

Profile of Motivational Needs

Comfort Zone: Fear of Change

COMFORTZONE

LearningZone

FEAR

Terror sEdge

NewPerspectives

Leading Professionals

Leading Professionals

Circle of Influence

Things you

CANNOT

Change

Things you

CAN

Change

Leading Professionals

Time ?

or

Priority?

Leading Professionals

Time ?

or

Priority?

You can only say

NO,

when there is a bigger

YES

The 3 Big Anxieties • Purpose (What’s it all about?)

• Isolation (Why do I keep voting myself off the island?)

• Significance (Does anybody care about me?)

2013, Flying Without A Net (De Long)

The Anxiety Pit: The Challenge of Doing the Right Things Poorly

Leading Professionals

Maurice (Mo) Cheeks

Maurice (Mo) Cheeks

Motivational Drivers

Questions & Discussion

Audience Q&A

27

Next event - 16 June

28

David Hudson

Past National President of AIPM Vice President of IPMA

Enabling organisations and people to leverage defence expertise.