What Shapes Action and Produces Results HIGH PERFORMANCE

Impacting Results and Action ACTION Reliably Correlated WHAT PEOPLE SEE RESULT S 2 JMW

Two Kinds of Futures DESCRIPTIVE Reports Analysis Assessments Justifications Opinions JMW is a registered

What is the predictable future? • End 2019 • What’s predictable? – Not doom

Two Kinds of Futures COMMITTED WHAT’S POSSIBLE Declaration ACTION Request Promise Offer JMW is

Model for Transforming Leadership Purpose/Context Organizational Culture: A Conducive Environment • Lives in Conversation

A leader’s access to performance Context Default Created Language Occurring Speaking Listening On Which

Three Kinds of Learning INFORMATIONAL Knowing Transfer Answers OPERATIONAL Doing Coaching Practice TRANSFORMATIONA L

What Managers Do All Day “The interactive nature of management means that most management

Spectrum of Conversations™ Conversation for Possibility™ Purpose: To create new possibilities in a given

Language for Effective Leadership COMMITTED Talking that makes things possible Possibilities, Vision, Values DESCRIPTIVE

Language for Effective Leadership COMMITTED DESCRIPTIVE Talking that makes things possible Talking that makes

BACKGROUND CONVERSATIONS Updated June 2018

Sounds good to me! Good strategy So we agree – let’s do it. No

… I hope they’ll actually do something this time …I’m not going to stick

Background Conversation with yourself • Ongoing commentary about everything • Immediate and automatic •

Background Conversation: Filters Confirmation “I know this already. ” Closure “Get to the point!”

Background Conversation: Filters Utility “How can I use it? ” Assessment “That’s not right!”

Background Conversations What are the background conversations about: • Having this meeting make a

Background Conversation What Happened Story Interpretation Conclusion Meaning THE “TRUTH” JMW is a registered

Best Practices Your Background Conversations • • Notice them: - Identify them…become aware that

Background Conversations & Effective Engagement • Best Practices Notice them: - Identify them…become aware

Best Practices Other’s Background Conversations: • Consider you are always interrupting someone’s Background Conversation

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What Shapes Action and Produces Results? HIGH PERFORMANCE MODEL How the Circumstances/ Situation/People OCCUR to the person Reliably Correlated ACTION RESULTS JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 1

Impacting Results and Action ACTION Reliably Correlated WHAT PEOPLE SEE RESULT S 2 JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved & HOW THEY SEE IT • Literally • The future • Possible

What is the predictable future? • End 2019 • What’s predictable? – Not doom and gloom – Not a rosy picture – Given the current trend, what is predictable • • Results Customers / markets What it’s like working here Etc JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 4

Two Kinds of Futures COMMITTED WHAT’S POSSIBLE Declaration ACTION Request Promise Offer JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 5 DESCRIPTIVE Reports Analysis Assessments Justifications Opinions

Model for Transforming Leadership Purpose/Context Organizational Culture: A Conducive Environment • Lives in Conversation • Develops Organically and in Stages CAPABILITIES Supporting Structures & Systems JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 6 • “Line of Sight” • Results that matter Extraordinary Results & Performance

A leader’s access to performance Context Default Created Language Occurring Speaking Listening On Which In Which Myself Action Non-Action Performance Leadership Performance: Realizing a future that would not have happened within the prevailing context JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 7

Three Kinds of Learning INFORMATIONAL Knowing Transfer Answers OPERATIONAL Doing Coaching Practice TRANSFORMATIONA L Awareness Discovery Insight JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 8

What Managers Do All Day “The interactive nature of management means that most management work is conversational. When managers are in action, they are talking and listening. ” Eccles and Nohria, Beyond the Hype JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 9

Spectrum of Conversations™ Conversation for Possibility™ Purpose: To create new possibilities in a given domain Conversation for Being Related™ Purpose: To build a deeper, more profound connection among individuals and teams Conversation for Opportunity™ Purpose: To develop structures to fulfil a particular possibility Conversation for Action™ Purpose: To establish commitments to specific outcomes and/or actions Conversation for Completion™ Purpose: To generate sufficient closure to move forward powerfully JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 10

Language for Effective Leadership COMMITTED Talking that makes things possible Possibilities, Vision, Values DESCRIPTIVE Talking that makes things happen Talking that refers to things Action and/or Outcome Explanations/Stories DECLARATION Justifications Opinions Reports STAND Assessments/Criticisms “I SAY” Reasons Judgments Complaints Predicting Past (after the fact) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 16

Language for Effective Leadership COMMITTED DESCRIPTIVE Talking that makes things possible Talking that makes things happen Talking that refers to things Possibilities, Vision, Values Action and/or Outcome Explanations/Stories DECLARATION Justifications Opinions Reports STAND Assessments/Criticisms “I SAY” Reasons Judgments Complaints Predicting Now & Future (ongoing) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 17 Past (after the fact)

Language for Effective Leadership COMMITTED DESCRIPTIVE Talking that makes things possible Talking that makes things happen Talking that refers to things Possibilities, Vision, Values Action and/or Outcome Explanations/Stories Justifications DECLARATION REQUEST STAND PROMISE Assessments/Criticisms “I SAY” OFFER Reasons Opinions Reports Judgments Complaints Predicting Now & Future (ongoing) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 18 Past (after the fact)

Language for Effective Leadership COMMITTED DESCRIPTIVE Talking that makes things possible Talking that makes things happen Talking that refers to things Possibilities, Vision, Values Action and/or Outcome Explanations/Stories Justifications DECLARATION REQUEST STAND PROMISE Assessments/Criticisms “I SAY” OFFER Reasons Opinions Reports Judgments Complaints Predicting Now & Future (ongoing) Now & Future (specific) SELF-DETERMINED JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 19 Past (after the fact) CIRCUMSTANCE- DETERMINED

BACKGROUND CONVERSATIONS Updated June 2018

… I hope they’ll actually do something this time …I’m not going to stick my neck out with the idea I’ve got. They’ll just shoot me down. …I missed most of this conversation, but I’ll just go along with the group. … this won’t change anything . . . easy for them to say – I‘m the one that’s got to do the work …they’re full of it - they’re only focused on the $’s JMW trademark of JMW Consultants Inc. © Inc. 2018©All Rights Reserved JMWisisaaregistered trademark of JMW Consultants 2018 JMW Consultants Inc. All Rights Reserved. 22

Background Conversation with yourself • Ongoing commentary about everything • Immediate and automatic • Biased, not neutral • Occurs as “real” and “true” • You are not present • Prevents hearing what is said • Shapes action Only when the Background Conversations are recognized can new possibilities be seen and considered. JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 23

Background Conversation: Filters Confirmation “I know this already. ” Closure “Get to the point!” Utility “How can I use it? ” Assessment “That’s not right!” JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 24 Resignation “Been there, done that…” Looking Good “This could make me look bad. ” Personally “This is happening to ME. ”

Background Conversation: Filters Utility “How can I use it? ” Assessment “That’s not right!” Confirmation “I know this already. ” Closure “Get to the point!” JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 25 Resignation “Been there, done that…” Looking Good “This could make me look bad. ” Personally “This is happening to ME. ”

Background Conversations What are the background conversations about: • Having this meeting make a real and lasting difference? • E-mail? • Consultants? JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 26

Best Practices Your Background Conversations • • Notice them: - Identify them…become aware that you are having one. Question their validity: – Even if you have evidence to support your background conversations, they may represent only a point of view you have about the person, situation, or thing. Look to see what you are committed to: – Are you committed to viewing the person or situation limited by your “background conversation, ” or to some other view? Listen from an empowering perspective: – Relate to the person or situation you are interacting with from a perspective that empowers you in providing leadership. JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 28

Background Conversations & Effective Engagement • Best Practices Notice them: - Identify them…become aware that you are having one. • Question their validity: – Even if you have evidence to support your background conversations, they may represent only a point of view you have about the person, situation, or thing. • Look to see what you are committed to: – Are you committed to viewing the person or situation limited by your “background conversation, ” or to some other view? • When interacting with others: – Put yourself in their shoes to see if you can identify their background conversations around the given topic or situation. Start by addressing possible background conversations. – (NOTE: Do not tell others they are having a background conversation. ) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 29

Best Practices Other’s Background Conversations: • Consider you are always interrupting someone’s Background Conversation • Assuming that others are completely open, receptive, and just waiting for your words of wisdom may be a pitfall – Acknowledge what may be on the other’s mind • Ways to acknowledge it: – Share your background conversations in a tactful manner – Ask them what may be on their minds in a way that engages them and makes it safe for them to share • Critical Pitfall: – If you attempt to tell people what their background conversations are (i. e. “what is on their mind”), even if you are accurate they will deny it – People don’t like to be told what they are thinking JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved 30