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

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

Two Kinds of Futures Reports Analysis Assessments Justifications DESCRIPTIVE Reports Analysis Assessments Justifications Opinions JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

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

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

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

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

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

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 Changed font and formatting JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

Spectrum of Conversations™ for Possibility™ Conversation for Opportunity™ Purpose: To create new possibilities in a given domain Purpose: To develop structures to fulfil a particular possibility Conversation for Being Related™ Conversation for Action™ Purpose: To build a deeper, more profound connection among individuals and teams 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

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 Opinions Reports Assessments/Criticisms Judgments Reasons Complaints Predicting DECLARATION STAND “I SAY” Past (after the fact) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

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 Opinions Reports Assessments/Criticisms Judgments Reasons Complaints Predicting DECLARATION STAND “I SAY” Now & Future (ongoing) Past (after the fact) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

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 Opinions Reports Assessments/Criticisms Judgments Reasons Complaints Predicting DECLARATION STAND “I SAY” REQUEST PROMISE OFFER Now & Future (ongoing) Past (after the fact) JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

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 Opinions Reports Assessments/Criticisms Judgments Reasons Complaints Predicting DECLARATION STAND “I SAY” REQUEST PROMISE OFFER Now & Future (ongoing) Now & Future (specific) Past (after the fact) SELF-DETERMINED CIRCUMSTANCE- DETERMINED JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

Background conversations Updated June 2018

Sounds good to me! Good strategy So we agree – let’s do it. Great plan No worries Count me in! JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

… I hope they’ll actually do something this time …I missed most of this conversation, but I’ll just go along with the group. … I hope they’ll actually do something this time … this won’t change anything …I’m not going to stick my neck out with the idea I’ve got. They’ll just shoot me down. ...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 is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved JMW is a registered trademark of JMW Consultants Inc. © 2018 JMW Consultants Inc. All Rights Reserved.

Background Conversation 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

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

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

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

Background Conversation What Happened Story Interpretation Conclusion Meaning THE “TRUTH” JMW is a registered trademark of JMW Consultants Inc. © 2018 All Rights Reserved

Your Background Conversations 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

Background Conversations & Effective Engagement Best Practices Background Conversations & Effective Engagement 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

Other’s Background Conversations: 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