Buyers Leadership Training

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Buyers Leadership Training

• Pharmacy Purchasing Network Conference
• August 13, 2007

Presented by Laura deWolfe
Carol Goularte Catholic Healthcare
West
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Why Leadership?

• Not everyone is born a leader, but can be taught
  to use leadership skills.
• Job roles have expanded
• Knowledge base
• Importance of getting to the end result

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The Power of Attitude
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• What today will be is up to me. I get to
  choose what kind of day I will have.

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Our attitude determines what we see and how we
handle our feelings
Its not what happens to me that matters most but
what happens in me

We do not choose what we go through, but we do
choose how we go through it Life is 10 what
happens to me and 90 how I react to it.
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We are responsible for our attitudes

• Life is full of surprises and the adjustments
  of our attitudes is a lifelong project.
• The pessimist complains about the wind
• The optimist expects it to change
• The Leader adjusts the sails

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The Leaders attitude helps determine the
attitudes of the followers

• Attitude is contagious!!!
• Dont let others bring you down.

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How to change your attitude

• Identify problem feelings
• Identify problem behavior
• Identify problem thinking
• Identify right thinking
• Take action
• Measure yourself

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Ownership
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• if people feel ownership for the job, they
  feel responsible for it and find the work
  meaningful.
• Bowen and Lawler

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What does ownership do?

• Shows Dedication
• Drives Success
• Empowering
• Builds character
• Personal Development

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Keys to Ownership The Choice is Yours

• Higher commitment is more likely when people are
  given a choice to be part of the solution.
• Choice ?Commitment ? Ownership

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Whats the Difference?

• Being told to do something
• Being asked to do something
• Volunteering

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Integrity
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Why is integrity important?

• Integrity means living it myself before leading
  others.
• Helps a leader be credible, not just clever.

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Why is integrity important?

• Builds trust
• Has high influence value
• Facilitates high standards
• Consistency
• Expectations

When your words and your deeds match up, you
generate positive results
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Questions to ask yourself

• Are you the same person no matter who you are
  with? Y/N
• Do you make decisions that are best for the
  others when another choice would benefit you?
  Y/N
• Are you quick to recognize others for their
  efforts and contributions to your success? Y/N

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Teamwork
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Why Teamwork?

• Nobody can do it alone
• Builds cohesiveness
• Learn from others
• Increase speed and efficiency

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Know Your Team

• Know the situation
• Know the key players
• Know their strengths

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Keys for the Leader

• Enable others to Act
• Keep communication channels open
• Encourage the heart
• Make your team feel strong and capable

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Contributions to a Teams Success

• Character
• Competence
• Commitment
• Consistency
• Cohesion

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Empowering Others
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Empowerment Misconceptions

• Employees lack power
• Empowerment means giving away power.

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In an Empowered Environment You Can

• Decrease costs
• Improve quality and service
• Act quickly

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Empowerment Characteristics

• Contributes ideas
• Takes on problems
• Builds on colleagues efforts
• Helps to implement
• Seeks out information
• Encourages discussions

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Empowerment Characteristics (cont.)

• Works well on a team
• Takes initiative
• Builds realistic ideas
• Helps to sustain environment
• Challenges
• Can present ideas

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Developing People Skills
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Why are People Skills Important?

• Listen before you comment
• Builds Trust
• Enhances Communication
• Encourages Teamwork
• Influential

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Recognize the Mental Maps of Others

• Visuals (see the world)
• Auditories (hear the world)
• Kinesthetics (feel the world)

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Visuals (35 of Population)

• Think by picturing things in their mind
• Understand something better if they see it
• Appearance is very important

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Characteristics of a Visual Person

• Maintains good eye contact
• High-pitched
• Fast voice
• Good with directions
• Good visual memory

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Auditories (25 of Population)

• Think by analyzing sounds
• Get more information from how you say things than
  from what you are saying
• Love to hear themselves and others talk

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Characteristics of an Auditory Person

• Lower-pitched
• Rhythmic/smooth voice
• Tries to sound good
• Likes concerts and music
• Talks to themselves

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Kinesthetic People (40 of Population)

• Act on what they feel
• Get more information from touch, emotions, gut
  instincts and hunches, learn by doing
• Love to touch people and things

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Characteristics of a Kinesthetic Person

• Feel hot or cold about you
• Frequent pauses in conversation

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Myers Briggs Type Indicator

• What is Myers Briggs?
• http//www.humanmetrics.com/cgi-win/JTypes2.asp
• Type Indicators
• 1. Inspiration
• 2. Perception
• 3. Information
• 4. Lifestyle

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1. Inspiration How you are Energized

• Introvert (Energized by the inner world of
  thoughts and ideas)
• Extrovert (Energized by the outer world of people
  and things)

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Introverts

• Conceal feelings
• Concentration, reflection
• Ideas, thoughts

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Extroverts

• Expose feelings
• People, things
• Interaction, action

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2. Perception What You Pay Attention To

• Intuiter (focuses on what might be and the sixth
  sense)
• Sensor (focuses on facts and the five senses)

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Intuiter

• Intuition
• Theoretical, insights
• Future, what could be
• Learning new skills
• Novelty, radical change

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Sensor

• Practical, facts
• Present, what is real
• Using established skills
• Utility, step by step
• Uses the five senses

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3. Information (How You Make Decisions)

• Feeler (Tends to use value and subjective
  judgment)
• Thinker (Tends to use reason and logic)

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Feeler

• Heart, empathy, harmony
• Subjective
• Mercy, compliment
• Compassionate

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Thinker

• Logical system
• Objective
• Justice, critique
• Head, reason, principles
• Firm but fair

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4. Lifestyle (How You Live and Work)

• Perceiver (Prefers spontaneity and flexibility)
• Judger (Prefers to be planned and organized)

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Perceiver

• Getting data, spontaneous, flexible
• Flowing, adapting
• Tentative
• Let life happen
• Open

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Judger

• Setting goals, planning, organizing
• Regulating, controlling
• Settled
• Run your life
• Decisive

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Behavior What you say (verbal) and do
(non-verbal) Interpersonal Behavior What you
say and do when interacting with one or more
peopleSOCIAL STYLEsm A particular pattern of
actions that others can observe and agree upon
for describing ones behaviorPersonality The
combination of ideas, values, hopes, dreams,
attitudes, abilities, as well as the behavior
that others can observe that encompasses
everything a person is
Observable Behavior
Personality
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The Success Model
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Effective Communication
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The 5 Cs of Successful Communication Plans

• Candid
• Contextual
• Constructive
• Consistent
• Continuous

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Effective Talking Positive Qualities

• Soft, even soothing voice
• Warm, friendly, honest and open
• Exciting, inspiring, creative and interesting
• Knowledgeable and/or confident
• Organized, prepared
• Authentic, relevant
• Be Positive and in-control

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Effective Talking Negative Qualities

• Loud, overbearing voice
• Formal and stuffy
• Closed and false
• Pompous and/or patronizing
• Monotonous and/or lethargic
• Vague, complex, or irrelevant
• Unsure, nervous, or hyper-intense

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Non-Verbal Communication
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Body Language Actions Speak Louder than Words

• Posture
• Facial expressions
• Attitude!!!!

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Writing Did You Know

• Many people are intimidated by writing. Even
  so, there are times when writing is the best way
  to communicate, and often the only way to get a
  message across.

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Writing Tips - The Importance of Style

• Avoid Slang words
• The use of abbreviations
• Symbols
• Clichés should be avoided

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Writing Tips - The Importance of Style

• Brackets
• Spelling of names and companies
• Numbers
• The use of quotation marks
• Keep sentences short

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Writing 8 Rules for How to Write Well

• Write with the reader in mind
• Decide purpose and make sure every sentence helps
  accomplish purpose
• Say exactly what you mean
• Keep it as short as possible

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Writing 8 Rules for How to Write Well

• Make your point in the first paragraph
• Use the format that guides the reader
• Write quickly by deciding the purpose of your
  writing before you begin and use small words and
  simple sentences
• Arouse the readers interest

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What Does Effective Listening Do?

• Shows respect
• Builds relationships
• Increases Knowledge
• Generates ideas
• Builds loyalty
• 80 of people prefer to talk to great listeners,
  not great speakers!!

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The Eight-Step Program on How to Develop Better
Listening Skills

• Look at the speaker
• Dont interrupt
• Focus on understanding
• Determine the need
• Check you emotions
• Suspend your judgment
• Sum up the conversation
• Ask questions

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Conducting Effective Presentations
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The Case for Effective Change

• Brief
• Clear
• Well articulated
• Logical
• Quantitative and Qualitative
• Well documented
• Compelling
• Prepared with facts

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Reading Your Audience

• Negative Posture Impassive expression, folded
  arms, crossed legs
• Agreement Posture Leaning forward, frown of
  concentration, clasped fingers.

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Keys to Improving Your Presentation

• Appearance
• Improving your voice
• Never speak without looking at someone
• Use of visual aids
• Step outside of your comfort zone
• Practice, practice, practice!

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Thank you for being great listeners!
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Questions?
Lauras email address Laura.deWolfe_at_chw.edu Carol
s email address Carol.Goularte_at_chw.edu