ORGANISÉ PAR LE MOUVEMENT QUÉBÉCOIS DE LA QUALITÉ

JEUDI 21 NOVEMBRE 2019 PALAIS DES CONGRÈS DE MONTRÉAL

www.salonmpa.com

AMBITIONSDES THÈMES À LA MESURE DE VOS

CONTACT : patty@AzzarelloGroup.com

PATTY AZZARELLO CEO, Azzarello Group, Inc.

CONTROL YOUR PROFESSIONAL DESTINY MPA SALON, 2019

2

©2018 AZZARELLO GROUP, INC.

You need to become the OBVIOUS CHOICE

©2019 AZZARELLO GROUP, INC.

BUSY DOES NOT EQUATE TO VALUE

4

HOW TO BECOME THE OBVIOUS CHOICE

DO BETTER LOOK BETTER

CONNECT BETTER

THE FORMULA TO GET AHEAD

©2019 AZZARELLO GROUP, INC.

DO BETTER

5

HOW TO BECOME THE OBVIOUS CHOICE

BUSY DOES NOT EQUATE TO VALUE… OR ADVANCEMENT

DO BETTER ▫  Being too busy can get you stuck ▫  No one cares how hard you work ▫  How much value do you create?

THE FORMULA TO GET AHEAD

©2019 AZZARELLO GROUP, INC.

DO BETTER

6

HOW TO BECOME THE OBVIOUS CHOICE

YOU CAN’T GET RECOGNIZED IF YOU ARE INVISIBLE

LOOK BETTER ▫  How are you perceived? ▫  If you don’t stand out consistently you get passed over ▫  How do you become associated with the job you want?

THE FORMULA TO GET AHEAD

©2019 AZZARELLO GROUP, INC.

CONNECT BETTER

7

HOW TO BECOME THE OBVIOUS CHOICE

THE MOST SUCCESSFUL PEOPLE GET THE MOST HELP

CONNECT BETTER ▫  You won’t get as far without help ▫  You won’t see opportunities without other eyes ▫  It’s risky to be the only one who cares

THE FORMULA TO GET AHEAD

8

©2018 AZZARELLO GROUP, INC.

DO Better

9

©2018 AZZARELLO GROUP, INC.

BE THE OBVIOUS CHOICE Changing How You Work

YOUR UNIQUE STRENGTHS

WE TEND TO TAKE OUR NATURAL STRENGTHS FOR GRANTED You don’t think your strengths are impressive You don’t fully leverage them

You focus on fixing your weaknesses

©2019 AZZARELLO GROUP, INC.

WHAT IS YOUR SUPER-POWER?

©2019 AZZARELLO GROUP, INC.

WHAT IS YOUR SUPER-POWER? TUNING HOW YOU WORK ▫  How can you re-negotiate your work? ▫  How can you put yourself in a position of using your natural strengths most of the time?

©2019 AZZARELLO GROUP, INC.

BE LESS BUSY

No one other than you has any motivation whatsoever to make YOU less busy

HARSH REALITIES

©2019 AZZARELLO GROUP, INC.

BE LESS BUSY

No one other than you has any motivation whatsoever to make YOU less busy The most successful people were not less over-worked along the way

HARSH REALITIES

©2019 AZZARELLO GROUP, INC.

BE LESS BUSY

No one other than you has any motivation whatsoever to make YOU less busy The most successful people were not less over-worked along the way If you are overwhelmed by your current job you are not doing the job fully(And you are not ready for a promotion)

HARSH REALITIES

©2019 AZZARELLO GROUP, INC.

BIG SOURCES OF STRESS

©2019 AZZARELLO GROUP, INC.

Unreasonable expectations, Conflicting priorities, Not enough resources

BIG SOURCES OF STRESS

©2019 AZZARELLO GROUP, INC.

Unreasonable expectations, Conflicting priorities, Not enough resources

REMEMBER, YOUR JOB IS… ▫  Your job description PLUS … ▫  Dealing with all the crap that gets in the way of doing your job description

ARE YOU A WORKHORSE?

1. RISE ABOVE THE WORK ▫  Create breathing room ▫  Create systems & processes. Delegate

DO BETTER

©2019 AZZARELLO GROUP, INC.

ARE YOU A WORKHORSE?

1. RISE ABOVE THE WORK ▫  Create breathing room ▫  Create systems & processes. Delegate

2. GET KNOWN FOR BEING STRATEGIC ▫  Communicate why it’s important ▫  Finish important things

DO BETTER

©2019 AZZARELLO GROUP, INC.

Busy does not equate to value

©2019 AZZARELLO GROUP, INC.

DETERMINE HIGHER VALUE WORK REFUSE TO LET TOO MUCH OF YOUR TIME GET BURNED UP ON LOW VALUE ACTIVITIES ▫  Always be asking, “What is the highest value work I can do with my time?”

HOW TO FIND WHAT ADDS THE MOST VALUE ▫  Understand the business model ▫  Understand the stakeholders ▫  Ask, “How bad is it if I fail?”

©2019 AZZARELLO GROUP, INC.

DEAL with all the work vs. DO all the work

©2019 AZZARELLO GROUP, INC.

©2019 AZZARELLO GROUP, INC.

WORK AT A HIGHER LEVEL OF VALUE

WORK ON THE BUSINESS, NOT JUST IN THE BUSINESS ▫ ON the business = thinking, planning and improving ▫  IN the business = doing, detail and delivering

DO BETTER

WHAT IS THE HIGHEST VALUE WORK I CAN DO WITH MY TIME?

▫  What better work should I add? ▫  What should I eliminate or delegate?

©2019 AZZARELLO GROUP, INC.

If I could delegate 100% of my current task list… …then what would I do?

©2019 AZZARELLO GROUP, INC.

RUTHLESS PRIORITIES

©2019 AZZARELLO GROUP, INC.

▫  Determine the few things you will NOT put at risk —  Protect them —  Do these most important, few things really well —  Finish them

▫  Tolerate risk in other areas ▫  Choose the next one(s)

GET FAMOUS FOR FINISHING IMPORTANT THINGS " -- NOT FOR BEING BUSY

THINK AND IMPROVE

CLARIFY ▫  Never just start doing the work ▫  Who? Why? Desired outcome

DO BETTER

©2019 AZZARELLO GROUP, INC.

THINK AND IMPROVE

CLARIFY ▫  Never just start doing the work ▫  Who? Why? Desired outcome

CATCH VS. DO ▫  DEAL WITH all the work vs. DO all the work ▫  Maintain a CATCH LIST

DO BETTER

©2019 AZZARELLO GROUP, INC.

THINK AND IMPROVE

CLARIFY ▫  Never just start doing the work ▫  Who? Why? Desired outcome

CATCH VS. DO ▫  DEAL WITH all the work vs. DO all the work ▫  Maintain a CATCH LIST

THINK ▫  Assess the list. Determine priorities ▫  Identify reactive and chaotic work

DO BETTER

©2019 AZZARELLO GROUP, INC.

THINK AND IMPROVE

Your boss is delegating the thinking and the judgment about the work – not just the work

DO BETTER

©2019 AZZARELLO GROUP, INC.

Schedule time to THINK

©2019 AZZARELLO GROUP, INC.

31

The Right Team

32

33

“All the Ropes are Tight”

BUILD THE TEAM YOU NEED

CHALLENGES ▫  Doing new stuff with the same people

LEADERSHIP GOAL

Build the team you NEED instead of MAKING DO with the Team you HAVE

34

DO BETTER

©2019 AZZARELLO GROUP, INC.

DELEGATE OR BE STUCK

DEVELOP THE TEAM YOU NEED ▫  Think of delegating as building capacity ▫  Learn not to jump in ▫  Teach ▫  Prioritize it

DO BETTER

©2019 AZZARELLO GROUP, INC.

36

©2018 AZZARELLO GROUP, INC.

LOOK Better

37

©2018 AZZARELLO GROUP, INC.

BE THE OBVIOUS CHOICE Standing Out Consistently

PERSONAL BRAND

YOUR PERSONAL BRAND IS WHATEVER EVERYONE ELSE SAYS IT IS! IT’S DEFINED BY: ▫ Behavior ▫ Consistency ▫ How will you activate and offer your

super-power to the world?

LOOK BETTER

©2019 AZZARELLO GROUP, INC.

GET A PROFESSIONAL ADVANTAGE

YOUR PERSONAL BRAND HELPS YOU TO WORK BETTER AND FASTER ▫ Define who you are at your best ▫ Never start from scratch ▫  Your Personal Brand tells you what to do ▫  Increase your confidence

©2019 AZZARELLO GROUP, INC.

OWN BEING YOUR BEST SELF

©2019 AZZARELLO GROUP, INC.

BE LESS SURPRISED WHEN YOU ARE GREAT! ▫ Know what “best” looks and feels like so you can go there ▫ How do you want to share your super-power?

Don’t leave perceptions to chance. Be recognized for something specific

©2019 AZZARELLO GROUP, INC.

4 ASPECTS OF EXECUTIVE PRESENCE

1.  How you feel 2.  How you look 3.  How you behave 4.  Never appear overwhelmed

©2019 AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

LOOK BETTER

HOW YOU BEHAVE

PUT YOURSELF OUT THERE ▫  Make presentations, make decisions, and lead ▫  Show engagement and energy ▫  Be in the game, not on the sidelines

DON’T WAIT TO LEARN EVERYTHING ▫  It is an endless task ▫  So it uses up all your time ▫  You never actually step up and get around to leading ▫  You sacrifice your executive presence, and fail to lead ▫  And people always SEE you in the weeds!

LOOK BETTER

©2019 AZZARELLO GROUP, INC.

You only get one chance with executives…

And they don’t care

© AZZARELLO GROUP, INC.

BE MORE RELEVANT

PREPARING EFFECTIVE COMMUNICATIONS TRANSLATE ▫  Business First ▫  Don’t Educate ▫  No Jargon (inside voice) ▫  Talk in their language (outside voice) ▫  Create THE HOOK

LOOK BETTER

© AZZARELLO GROUP, INC.

TOP BUSINESS PRIORITIES

TOP BUSINESS PRIORITIES ▫  Increasing enterprise growth ▫  Delivering operational results

▫  Reducing enterprise costs

▫  Attracting, retaining new customers

▫  Creating New Products and Services

47

©2018 AZZARELLO GROUP, INC.

TOP MARKETING PRIORITIES

TOP MARKETING PRIORITIES ▫  Big Data & AI ▫  Customer Experience ▫  Marketing Automation ▫  Digital Execution ▫  Content Marketing ▫  Social Media & Search Strategy ▫  Lead acquisition ▫  Conversion, upselling/cross-selling

48

©2018 AZZARELLO GROUP, INC.

MISMATCH!!

TOP BUSINESS PRIORITIES ▫  Increasing enterprise growth ▫  Delivering operational results

▫  Reducing enterprise costs

▫  Attracting, retaining new customers

▫  Creating New Products and Services

TOP MARKETING PRIORITIES ▫  Big Data & AI ▫  Customer Experience ▫  Marketing Automation ▫  Digital Execution ▫  Content Marketing ▫  Social Media & Search Strategy ▫  Lead acquisition ▫  Conversion, upselling/cross-selling

49

©2018 AZZARELLO GROUP, INC.

TOP MARKETING PRIORITIES (ALIGNED)

REVENUE & GROWTH "Increasing Enterprise Growth

LEAD ACQUISITION

UPSELLING/CROSS SELLING

BIG DATA AND AI

Attracting & Retaining New Customers DRIVE BRAND EXPERIENCE

CUSTOMER EXPERIENCE

SOCIAL MEDIA

Creating new products and services DIGITAL EXECUTION

CONTENT MARKETING

EXPENSE & OPERATION Delivering Operational Results

DIGITAL EXECUTION

BIG DATA AND AI

Reducing Enterprise Costs MARKETING AUTOMATION

50

©2018 AZZARELLO GROUP, INC.

THE EXPERIENCE PARADOX

© AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

LOOK BETTER

THE EXPERIENCE PARADOX

You can’t get the job without the experience… But you can get the experience without the job

© AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

LOOK BETTER

53

©2018 AZZARELLO GROUP, INC.

CONNECT Better

54

©2018 AZZARELLO GROUP, INC.

BE THE OBVIOUS CHOICE Conversations with Others

MEET PEERS OF YOUR DREAM JOB

GET TO KNOW YOUR FUTURE PEERS ▫  Learn their work ▫  Build rapport ▫  Tell them what you want ▫  Offer to help ▫  Use the “Experience Paradox” to mutual benefit

CONNECT BETTER

© AZZARELLO GROUP, INC.

TELL A FEW PEOPLE WHAT YOU WANT

▫  People can’t help if they don’t know ▫  Find a few people who could help ▫  Tell your manager ▫  Tell peers of the job

CONNECT BETTER

©2019 AZZARELLO GROUP, INC.

STAKEHOLDERS

BE VISIBLE, BUT NOT ANNOYING ▫  You can’t be credible if you are invisible

SHARE THE VALUE OF YOUR WORK ▫  Share what you learned ▫  Share things of interest and importance ▫  Think about who would benefit from learning

DON’T TAKE WHAT YOU KNOW FOR GRANTED

CONNECT BETTER

©2019 AZZARELLO GROUP, INC.

NEVER FAIL BY YOURSELF!

GET HELP ▫  If you are making progress it can be scary

"DON’T SUFFER ALONE ▫  Asking for help is a positive thing ▫ Don’t let your ego get in the way ▫  It actually builds trust & credibility

"THE ACCIDENTAL EXPERT

CONNECT BETTER

©2019 AZZARELLO GROUP, INC.

WHY YOU NEED MENTORS

IMAGINATION & LEARNING ▫  Are 2-3 phases ahead of you in your role ▫  Work at a bigger scope or geography ▫  Do your job in different industries

SUCCESSFUL PEOPLE GET HELP

©2019 AZZARELLO GROUP, INC. ©2018 AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

WHY YOU NEED MENTORS

IMAGINATION & LEARNING ▫  Are 2-3 phases ahead of you in your role ▫  Work at a bigger scope or geography ▫  Do your job in different industries

REALITY ▫  10-15 years older and way ahead of you ▫  In their 20’s ▫  Talented people in other functions

SUCCESSFUL PEOPLE GET HELP

©2019 AZZARELLO GROUP, INC. ©2018 AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

WHY YOU NEED MENTORS

IMAGINATION & LEARNING ▫  Are 2-3 phases ahead of you in your role ▫  Work at a bigger scope or geography ▫  Do your job in different industries

REALITY ▫  10-15 years older and way ahead of you ▫  In their 20’s ▫  Talented people in other functions

CONNECTIONS ▫  Look for mentors in the job you aspire to ▫  They also give you access to jobs

SUCCESSFUL PEOPLE GET HELP

©2019 AZZARELLO GROUP, INC. ©2018 AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

“Will you be my mentor?”

©2019 AZZARELLO GROUP, INC.

©2019 AZZARELLO GROUP, INC.

SPONSORSHIP

DON’T BE THE ONLY ONE WHO CARES ! ▫  About your work or project ▫  About your career

CONNECT BETTER

© AZZARELLO GROUP, INC.

©2019 AZZARELLO GROUP, INC.

SPONSORSHIP

DON’T BE THE ONLY ONE WHO CARES ! ▫  About your work or project ▫  About your career

CONNECT BETTER

NO SURPRISES ▫ Never, ever be surprised about anything that happens to you in your career ▫ Be connected and informed ▫ Have sponsors involved in any important work you are doing ▫ Have mentors who can provide feedback and air cover

MANAGE YOUR OWN DEVELOPMENT

NO ONE CARES AS MUCH AS YOU! ▫  Don’t wait to be “discovered” ▫  Know where you are going

YOU MANAGE THE PROCESS ▫  Performance Reviews ▫  Career Planning

65

CAREER

©2019 AZZARELLO GROUP, INC.

NEGOTIATING YOUR COMPENSATION

WHAT THE JOB IS WORTH… ▫  Not what YOU are worth ▫  Those who ask, get more

PLAN A BUSINESS-OUTCOME DISCUSSION ▫  What you will deliver in the coming year ▫  Why it’s important, who cares? ▫  What that contribution is worth

66

YOU LEAD THE DISCUSSION

©2017 AZZARELLO GROUP, INC.

©2019 AZZARELLO GROUP, INC.

IDEAS TO WORK FROM BECOME THE OBVIOUS CHOICE

CONNECT Better Tell a few people Share with Stakeholders Get Mentors Sponsorship Manage your own development

DO Better Strengths Don’t be a work-horse ON vs. IN the business Ruthless Priorities Build the Team you need Delegate

LOOK Better Personal Brand Executive Presence Executive Communications The Experience Paradox

©2019 AZZARELLO GROUP, INC.

IDEAS TO WORK FROM BECOME THE OBVIOUS CHOICE

CONNECT Better Tell a few people Share with Stakeholders Get Mentors Sponsorship Manage your own development

DO Better Strengths Don’t be a work-horse ON vs. IN the business Ruthless Priorities Build the Team you need Delegate

LOOK Better Personal Brand Executive Presence Executive Communications The Experience Paradox

©2019 AZZARELLO GROUP, INC.

IDEAS TO WORK FROM BECOME THE OBVIOUS CHOICE

CONNECT Better Tell a few people Share with Stakeholders Get Mentors Sponsorship Manage your own development

DO Better Strengths Don’t be a work-horse ON vs. IN the business Ruthless Priorities Build the Team you need Delegate

LOOK Better Personal Brand Executive Presence Executive Communications The Experience Paradox

Success is more scary than comfortable

©2019 AZZARELLO GROUP, INC.

IT’S OK TO BE SCARED

NEVER DISQUALIFY YOURSELF ▫ Never disqualify yourself because an

opportunity scares you ▫  Everyone is scared ▫  Successful leaders are also scared, but do it

anyway

DEALING WITH FEAR AND YOUR INNER CRITIC

©2019 AZZARELLO GROUP, INC. ©2018 AZZARELLO GROUP, INC.

SUCCESS IS PERSONAL

WHAT DOES YOUR VERSION OF SUCCESS LOOK LIKE? ▫  Get ahead, recognition, promotion, money ▫  Feel happy, fulfilled, proud ▫  Achieve a specific result, legacy

WHAT DOES WORK NEED TO GIVE YOU? ▫  Learn, explore, create ▫  Help others ▫  Live a particular way

WHAT IS OK, AND NOT OK? ▫  Know and respect your boundaries

©2019 AZZARELLO GROUP, INC. ©2019 AZZARELLO GROUP, INC.

WORK AND HUMANITY

HOW DO YOU LEAD AND ADVANCE " MY APPROACH ▫ Humanity First ▫ BE YOU ▫ Be confident in what is authentic for you ▫  Treat others (everyone!) with respect ▫ Be OK with feeling scared and unwelcome ▫ Mentor others

©2019 AZZARELLO GROUP, INC.

@pattyazzarello

patty@AzzarelloGroup.com

@AzzarelloPatty

@PattyAzzarello

www.AzzarelloGroup.com

Contact me:

Business Leadership BLOG

Executive Mentoring Group

ExecMentorGroup.com/trial

Online Professional Development Program:

MPA Discount Code MPA199

Executive Mentoring Group

ExecMentorGroup.com/trial

Online Professional Development Program:

MPA Discount Code MPA199

This Month’s Topic: Authentic Networking

©2019 AZZARELLO GROUP, INC.