We think you have liked this presentation. If you wish to download it, please recommend it to your friends in any social system. Share buttons are a little bit lower. Thank you!
Presentation is loading. Please wait.
Published byEugene Atkins
Modified about 1 year ago
Guest Lecture with Kiki Maurey on “Making Your Case” FOLIO MAXIM Course March 2009
© Kiki Maurey Consultancy Limited Making Your Case Strategic relevance Operational and organisational impact Direct benefits for service users Evidence of high quality deliver systems (best practice, benchmarking) for what purpose?
© Kiki Maurey Consultancy Limited Making Your Case communicating more effectively Commissioners’ common words and phrases Clients’, clinician’s and users’ reflections, feedback and quotes Utilising functional, and emotional ‘hot buttons’
© Kiki Maurey Consultancy Limited Making Your Case © Kiki Maurey Consultancy Limited Influence: the power to have an effect on people or things, in a good or bad way, ie to have the power to affect, control or manipulate. Combine this with Negotiation: the process of achieving agreement through ‘constructive’ discussion = “… the power to maximise mutually positive outcomes through a process of engagement, discussion and mutual understanding.” creating more impact
© Kiki Maurey Consultancy Limited Making Your Case - negotiating for success © Kiki Maurey Consultancy Limited What’s your default style? lose-win win-lose win-win ‘corridor’ selfish ethic service ethic HIGH 50:50?
© Kiki Maurey Consultancy Limited Making Your Case © Kiki Maurey Consultancy Limited One of the ‘secrets’ to positive influence is PERCEPTION, the art of ‘seeing’ from the other person’s ‘perspective’!
© Kiki Maurey Consultancy Limited Making Your Case © Kiki Maurey Consultancy Limited plan your own needs and wants understand their needs and wants get a feel for the gap between the two find opportunities for agreement seek a mutually satisfactory outcome What’s in it for ME/THEM communicating more effectively
© Kiki Maurey Consultancy Limited Making Your Case communicating with commissioners and users they might say: we need, we want, we’re looking for… an expert, a specialist, something different creativity, energy, confidence, value, understanding trustworthiness, bespoke, efficient, green & sustainable the ‘look’, the latest, the fastest, the most stylish idiot-proof, affordable quality, reliable, dependable something memorable, the ‘wow’ factor, inspiration
© Kiki Maurey Consultancy Limited am I more concerned with survival than active listening, & planning? do I build genuine rapport with commissioners and users, eg by using their trigger words and phrases? Learn to ENGAGE/ LISTEN PROPERLY What are the ‘trigger’ phrases for Library and Knowledge Services? How can we deliver? Making Your Case
© Kiki Maurey Consultancy Limited Influencing Skills Style Profile (ISSP) by Manning & Robertson (2003). Dimensional model of influence – the four influencing styles OPPORTUNISTOPPORTUNIST Opportunistic-Collaborator I anticipate where I may get stuck and consider ways to overcome any impasse I consider how to establish a constructive climate at the outset I give specific arguments to all questions even where difficult I like to respond to a proposal with an immediate counter-proposal At the end I consider it important to give summary of how I see the agreement At the end I like to comment positively on what has been achieved Opportunistic-Battler I leave things open-ended without identifying every possible issue I focus on a single point for each issue I favour arguments that appeal to either the “head” or the “heart”, not both I think my personal style and behaviour has little impact on the outcomes of my negotiations I like to respond to a proposal with an immediate counter- proposal If negotiations fail I see little point in agreeing to meet again STRATEGISTSTRATEGIST Strategic Collaborator I gather information from a wide network and variety of sources I anticipate where I may get stuck and consider ways to overcome any impasse I seek to agree a fixed agenda for dealing with issues at the outset If persuaded by an argument, I reflect and take time before responding I summarise at regular intervals throughout negotiations At the end I like to comment positively on what has been achieved Strategic-Battler I leave things open-ended without identifying every possible issue I focus on a single point for each issue I seek to agree a fixed agenda for dealing with issues at the outset I think my personal style and behaviour has little impact on the outcomes of my negotiations I summarise at regular intervals throughout negotiations If negotiations fail I see little point in agreeing to meet again COLLABORATORBATTLER
© Kiki Maurey Consultancy Limited not rocket science deliver memorable quality involve your users inspire your staff delivering ‘choice’ customer care developing your marketing ‘powers’ improving your positive influence professionally personable learn to listen & plan find & use ‘YES’ buttons ID & build your distinctiveness based on ‘need’ build great relationships; provide social proofs be absolutely clear about user/client benefits
© Kiki Maurey Consultancy Limited Making Your Case Other useful resources Link to the London toolkit http://www.londonlinks.nhs.uk/resources/alig nment-toolkit Bryan Harrison’s very comprehensive workshop notes on business planning … a ‘must-have’ for business planning (the cumulated outcomes of two workshops for library managers organised by the SHA Library Lead for London in January 2007 – see main headings on the following slides)
© Kiki Maurey Consultancy Limited Making Your Case The major challenges in relation to Business Planning: Role and purpose of business planning Resource Reductions and Constraints Managing Competing Priorities Dealing with uncertainty Securing Organisational Commitment Demonstrating Value Added Risk Management
© Kiki Maurey Consultancy Limited Making Your Case Foundations for Business Planning Preparation for planning: Information base Identifying key players Making the plan relevant to the organisation Making it happen
© Kiki Maurey Consultancy Limited Making Your Case Who are the key players and how do you foster relationships? All users Governance leads Clinicians Commissioners Higher Education Trust Education leads Staff Side Trust Management Communications Non-Executive Directors
© Kiki Maurey Consultancy Limited Making Your Case Possible action checklist: Preparation for planning Information base Identifying key players Making the plan relevant to the organisation Making it happen
© Kiki Maurey Consultancy Limited Making Your Case Action planning: For library managers Developing relationships Improving organisational understanding Designing the “right” business plan Understanding roles and responsibilities
Commissioning Self Analysis and Planning Exercise activity sheets.
Queen’s Management & Leadership Framework. Lead with Ambition Strategic Focus Definition: Appreciates the longer term view and strategic context and has.
1 in partnership with Goodfoot +44 (0) People Management Excellence making tomorrow a better place People Management Excellence.
Independent Enquirers Learners process and evaluate information in their investigations, planning what to do and how to go about it. They take informed.
Inspire Personal Skills Interpersonal & Organisational Awareness Developing People Deliver Creative Thinking & Problem Solving Decision Making, Prioritising,
Developing Business Practice – 302LON Preparing for a Successful Work Experience Unit: 9 Knowledgecast: 2.
According to the CBI (March 2009) employability is: ‘A set of attributes, skills and knowledge that all labour market participants should possess to ensure.
1 Family-Centred Practice. What is family-centred practice? Family-centred practice is characterised by: mutual respect and trust reciprocity shared power.
Influencing up in a library setting Roisin Gwyer University of Portsmouth.
Challenge Questions How well do we meet the need of our stakeholders?
Challenge Questions How good is our operational management?
Kiki Maurey MBA OBE: Skill Focus: Communication & Managing Conflict The Pearls Skill Focus: Communications & Managing.
Making the best use of pro bono help Part 3 Getting the right structure in place.
CHAPTER FOUR Negotiation: Strategy and Planning McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.
Educational Solutions for Workforce Development PILOT WORKSHOP EVALUATION MARY RICHARDSON MER CONSULTING.
Top Tips Localism In Action Tip 1: Getting Started Use existing links to build a strong localism partnership across the CA area Be proactive,
York St John University | Mentoring Awareness Workshop Facilitated by Bob Garvey.
Engaging with Commissioning Heidi Bellamy - Director, Culture First Fiona Marriott - Adult Services Manager, Luton Culture.
The Enterprise Skills Story Demonstrating the enterprise skills.
Mentorship in SCA We encourage you to explore the mentor/mentee relationship between you and your intern. SCA members are looking for someone to engage.
Influencing Others. Leading Change Agenda What does “Managing by Influence truly mean?” Tips to being an effective influencer 5 Influencing Styles 5 Steps.
Enhancing ethical culture through ethical decision-making Ethics training.
Introduction 5 th October 2015 David Rhys Wilton Director TPAS Cymru © TPAS Cymru
Retail Certificate III 2010 Introductions Name Name What do you want to do in the future? Course overview Unit overview Assessments Review.
Commissioning High Quality Stroke Services Peter Kottlar Joint Head of Older People Commissioning and Lead for Stroke Services Ealing PCT & NW London Cardiac.
Delivering value to the NHS Customer Satisfaction.
1 A proposed skills framework for all 11- to 19-year-olds.
COLLABORATIVE A credible group of organisations working together strategically, to maximise their operational synergies. To be universally acknowledged.
Welcome to the Feedback Provider Briefing Behaviours 360 feedback Amanda Brown.
Stage 1 Integrated learning Coffee Shop. LEARNING REQUIREMENTS The learning requirements summarise the knowledge, skills, and understanding that students.
Success in the Workplace. Agenda Starting a New Job Qualities of Successful Employees Managing Conflict at Work Understanding Corporate Culture Workplace.
Aims of Workshop Introduce more effective school/University partnerships for the initial training of teachers through developing mentorship training Encourage.
Negotiation: Strategy and Planning McGraw-Hill/Irwin Copyright © 2011 by The McGraw-Hill Companies, Inc. All rights reserved.
Leadership Serving Customers Managing Resources Leadership Serving Customers Serving Customers Managing Resources Managing Resources Working for Warwickshire.
Negotiating skills for financial planners Peter Belsey, Business Director Financial Services.
OFFICE OF THE COMMISSIONER FOR PUBLIC EMPLOYMENT NTPS Capability and Leadership Framework.
‘EFFECTIVE PARTNERSHIPS BETWEEN VOLUNTARY ORGANISATIONS FOR CARERS AND ACADEMIA IN AN ERA OF PUBLIC SPENDING CUTS'. Julia Tabreman, Chief Executive Carers.
Clinical Supervision Foundations Module Six Performance Evaluation.
HRM-755 PERFORMANCE MANAGEMENT OSMAN BIN SAIF LECTURE: TWENTY EIGHT 1.
Effective networking Sue Stockdale
Improving Purchasing of Clinical Services* 21 st October 2005 *connectedthinking
Northwest ASSIST How to obtain maximum value from consultants 3 rd April 2008 Nadine Fry Julian Todd.
Learning outcomes: PwCs perspective Konica Stones Manager – Student Recruitment
What do we mean by evidence-informed practice? Alison Petch What works in dementia care? April
Getting to yes! Tim Jones Independent Commissioning Specialist.
Building Strong Library Associations | Sustaining Your Library Association BSLA Stakeholders Workshop Yaounde, Cameroon, April 2012 Managing Relationships.
ROSSHALL ACADEMY “Our School Our Future” Our Future”
Embedding Information Literacy into Staff Development at an acute NHS Trust Sharon Hadley Kim Hacker
Foundations of Educating Healthcare Providers. ObjectivesObjectives Describe the guiding principles of educating healthcare providers Define core competencies.
Basic sales skills Loughborough University. Workshop content Introduction – How sales skills can help. Preparation – Precall planning, lead generation.
© 2017 SlidePlayer.com Inc. All rights reserved.