The Leading from the Heart Workshop

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The Leading from the Heart Workshop
YMCA MICHIGAN KEY LEADERS CONFERENCE 2005
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fortyninepercent
Less than half of all employees understand the
steps their organizations are taking to reach new
business goals. Source Watson Wyatts WorkUSA
2002 Survey
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Sixty percent of surveyed executives listed
getting people to work together as the biggest
hurdle they currently face.

• American Management Association SurveyOctober
  2003

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THE softer SIDE OF SEARS
1992 NET PROFIT -3.9 BILLION
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• To protect company assets. (50 percent)

• What is your primary job function?

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How much profit do you think Sears nets on a
dollar of revenue?
Median answer 45 Correct answer 2
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What do you value most?
1. Honesty 2. Integrity 3. Individual
respect 4. Teamwork 5. Trust 6. Customer focus
Survey of 80,000 Sears employees
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Make Sears a compelling place to shop.
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One year later
Merchandise sales up 9 percent Shareholder
return up 56 percent
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Without an inspiring vision from their leaders,
employees will struggle to discern any link
between their private ambitions and the companys
actual mission.
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Old storyTwo stonemasons, working on the
same project, are asked, What are you doing?

• Im cutting stone.
• Im building a great cathedral.

• The first stonemason replies
• The second stonemason replies

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The age-old secret to generating buy-in is to
strategically design, target, and deliver a story
that projects a positive future.

• Mark S. Walton
• Generating Buy-In Mastering the Language of
  Leadership

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values-based leaders
Have a Vision and Convince Others To Share it
vital integrities
We often describe children as having wild or
active imaginations. The best leaders never
outgrow their imaginative gift.
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Third quarter earnings per diluted share were
.60, an increase of 11 percent over .54 per
diluted share for the same period in 2004. Third
quarter net income totaled 84,224,000, compared
to third quarter 2004s net income of
79,656,000. ROA was 1.75 percent and ROE was
21.6 percent, compared to 1.66 percent and 19.3
percent in 2004s third quarter.
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Have a Vision

• Good leaders have a vision. They hold in their
  minds pictures of what is possible. Vision is the
  power to conceive a future thats better than the
  present.

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ConvinceOthers to Share It

• Great leaders convince others to share their
  visions by articulating them in memorable and
  inspirational ways.

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Guided by their visions, values-based leaders are
so intent on reaching their goals that others are
simply compelled to follow.
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mission
single
A unified force of people made whole by the
belief in a
has the ability to improve the human condition.
-Billy Starr
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If you think that conveying ideas effectively is
an innate abilitya talent reserved for naturally
gifted oratorsthen you are probably neglecting
your role as a communicator.
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I have a dream that one day this nation will
rise up and live out the true meaning of its
creed We hold these truths to be self-evident
that all men are created equal.
I have a dream that one day this nation will
rise up and live out the true meaning of its
creed We hold these truths to be self-evident
that all men are created equal.
Martin Luther King, Jr.Delivered on the steps of
the Lincoln Memorial inWashington D.C. on August
28, 1963
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Why was it so effective?
Emphasized Common Values
Described the Importance of the Values
Disparaged the Visions Opponents
Forecasted Success
Selected Emotional Language
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Emphasize Common Values
An inspiring vision embodies values with strong
appeal for its entire audience. The vision then
calls attention to those common values and
illustrates howand whyall the individuals in
that audience can connect.
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MLK It is a dream deeply rooted in the
American dream. I have a dream that one day this
nation will rise up and live out the true meaning
of its creed We hold these truths to be
self-evident that all men are created equal.
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The 140,000 of us were connected on something
that was not about money, and it was not about
doing something for the company. It was about
demonstrating in a tangible way that we could
achieve incredibly important goals that were
meaningful to individuals. Paul ONeill, former
CEO of Alcoa
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Many of our white brothers, as evidenced by their
presence here today, have come to realize that
their destiny is tied up with our destiny. They
have come to realize that their freedom is
inextricably bound to our freedom.

• Martin Luther King, Jr.

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Describe the Importance of the Values
Explaining why the organizations values are
important helps people connect emotionally with
your vision. Visions with the greatest impact
depict the status quo as intolerable, and
alternative values as unacceptable.
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MLK
And if America is to be a great nation, this
must become true.


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Our capital system is haunted by the demon of
error, error in determining guilt, and error in
determining who among the guilty deserves to die.
The legislature couldnt reform it. Lawmakers
wont repeal it. But I will not stand for it. I
must act. George Ryan, former governor of
Illinois
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Disparage the Visions Opponents
Typecasting your opponents as lacking those
values your organization deems important helps
underscore your visions significance, creates
passion and competition, and fosters commitment.
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visionsopponents I have a dream
that one day down in Alabama, with its vicious
racists, with its governor having his lips
dripping with the words of interposition and
nullification, one day right there in Alabama,
little black boys and black girls will be able to
join hands with little white boys and white girls
as sisters and brothers. MLK
disparagethe
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I realize it will draw ridicule, scorn and anger
from many who oppose this decision. They will say
I am usurping the decisions of judges and juries
and state legislators. But prosecutors in
Illinois have the ultimate commutation power, a
power that is exercised every day.
George Ryan
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Forecast Success
Predicting the successful realization of your
vision builds employee confidence in your
leadership. Alluding to past triumphs helps to
confirm the likelihood of this visions success.
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Vote for me because theres a 50-50 chance Ill
balance the budget! -campaign loser
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When she is confirmed by the Senate, I am
confident that she will leave a lasting mark on
the Supreme Court.George Bush, announcing his
nomination of Harriet Miers to the Supreme Court
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Hes scholarly, fair-minded and principled, and
these qualities will serve our nation well on the
highest court of the land. George Bush,
announcing his nomination of Sam Alito to the
Supreme Court
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Never a doubt
When we allow freedom to ringwe will be able to
speed up that day when all of Gods children,
black men and white men, Jews and Gentiles,
Protestants and Catholics, will be able to join
hands and sing in the words of the old Negro
spiritual, Free at last! Free at last! Thank
God Almighty, we are free at last!
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Select Emotional Language
The right language is critical to creating an
emotional impact. Symbolic words enhance your
visions meaning. Metaphors and analogies help
clarify your vision while stimulating your
listeners imagination. Repetition adds a
mesmerizing rhythm to the message, making it
unforgettable.
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we will not be satisfied until justice rolls
down like waters and righteousness like a mighty
stream. Adapted from Amos 524
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There are several ways to repeat yourself without
seeming like you are, uh, repeating yourself.
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Parallels
we refuse to believe that the bank of justice
is bankrupt. their destiny is tied up with
our destiny. from every village and every
hamlet, the motels of the highways
We refuse to believe that there are insufficient
funds in the great vaults of opportunity of this
nation. their freedom is inextricably bound to
our freedom. from every state and every
city and the hotels of the cities.
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chiasmus
A figure of speech in which you reverse the order
of words in parallel clauses.
And so, my fellow Americans, ask not what your
country can do for you ask what you can do for
your country. John F. Kennedy
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In todays climate of uncertainty, when our
neighbors and friends and customers see our brown
package cars rolling down the streets of
Manhattanor small towns across the countrythey
take comfort in knowing that the daily rhythm of
lifeand commercemoves on. Mike Eskew
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excellent
accomplished brilliant commendable crackerjack
cutting edge dazzling distinctive exceptional
exemplary extraordinary faultless first-class
first-rate flawless good great impeccable
incomparable magnificent marvelous matchless
mind-blowing notable outstanding peerless
praiseworthy premium priceless rare reputable
sensational smashing spectacular splendid
sterling superb superior superlative supreme
top-notch trustworthy unblemished uncommon
unconventional unparalleled wonderful
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The quiet heroes of American commerce. Mike
Eskew
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Let the nation and the world know the meaning of
our numberswe are not a mob. We are the advance
guard of a massive moral revolution for jobs and
freedom. Asa Philip Randolph
August 28, 1963
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No one could remember an invading army quite as
gentle as the two hundred thousand civil-rights
marchers who occupied Washington today. The
sweetness and patience of the crowd may have set
some sort of national high-water mark in mass
decency. Russell Baker
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George wears his passions on his sleeve. He
needs to learn to hide his emotions from his
employees. -From every performance review Ive
ever gotten
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Churchill
Before you can inspire with emotion, you must be
swamped with it yourself. Before you can move
their tears, your own must flow. To convince
them, you must yourself believe.
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The Leading from the Heart Workshop

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