Leadership SummitBangladesh – 2 October 2010

Allen J Pathmarajah

Executive Chairman

AJP Advisers Group

Great Leadership

Key to Taking the Quantum Leap

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Managing

What?

Achieving results through and with people

How?

Management activities2AJP Advisers

CHANGE(Dr. Warren Beniss)

“When the rate of change outside exceeds the rate of change inside, the end is in sight”

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Leaders

Who?

Agile, Flexible people -

who can anticipate change and respond instantly to new realities

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Leaders

Inspire

Influence

Excite

Energise

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Manager vs Leader

Manager Leader

Status Quo Accepts/ Challenges/ Maintains Develops

Focus Bottom line Horizon

Asks How & When What & Why

Relies Control Trust

Does Things right Right things6AJP Advisers

Two Tests of Leadership:

Winning for Today

Building for Tomorrow

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Fundamental Beliefs

1.Winners are judged by Sustained Success

2.Winning companies have leaders at Every Level

3.The Best way to get more leaders is to have Leaders Develop Leaders

4.To develop others, leaders must have a “Teachable Point of View”

5.To develop others, you need a Teaching Methodology

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E3

EmotionalEnergy/Edge

A Teachable Point of View

ValuesValuesIdeas

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Major Challenge - 1984

Poor Quality of Business – Low Persistency

Singapore - 65%

Malaysia - 60%

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Ideas

Agency Force – Quality

Company - Operational Efficiency

Community - Charity

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Values

Respect for the Individual

Best Customer Service

Excellence in Everything we do

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Remember ...

You Will Be Able To Make Most Tough Decisions If You Firmly Ground

Yourself In Your Ideas and Values.

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Edge (Judgement)

Willingness and Ability to Confront Reality and Make Tough “Yes/No” Decisions on:

•People – promoting successors and confronting failures

•Strategy – pursuing new businesses and abandoning old ones

•Crisis - times of great difficulty or danger

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EMOTIONAL ENERGY

PEOPLE (team) participating in:

- Generating IDEAS

- Developing VALUES

- Tough decisions “EDGE”

LEADERSHIP “COMMUNICATION”

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“Where We Are Going” Stories

The case for change - Why things can’t/shouldn’t stay the way they are.

A vision for where we are going - So that people will know what to aim for and want to get there.

How we will get there - The behaviors and actions that people in the organization will have to take.

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Leaders Who Develop Leaders

“Teachable Point of View” Ideas

ValuesEmotional

EnergyEdge

(Judgement)

StoriesStories

Stor

ies

StoriesStories

StoriesStories

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Great Leaders

Builds Enduring Greatness Through:

- Personal Humility

- Professional Will

- Sense of Humour

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Achievement – 10 years later

Significant Improvement in Quality of Business Persistency

Singapore - 93% (from 65%)

Malaysia - 88% (from 60%)

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Achievement - 10 years later

Number 1 – Singapore & Malaysia in New Business

Market Share

Singapore - 33% (from 22%)

Malaysia - 34% (from 22%)20AJP Advisers

Balancing our life in all areas to become a better human being

Work/Business

Family

Health

Learning

Community

Spiritual

Whole Person Concept

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