Enhancing the Company's Leadership Capacity

• An executive coaching programme for executive leaders where personal and leadership effectiveness are crucial to the company’s success
• Uses the LEA 360™ and MBTI® Step II Report to give a detailed leadership profile and an in-depth personal development plan

This programme is targeted for executives who, at this stage in their careers, need to be totally confident and comfortable with their leadership style and enjoy being on the leadership stage. They will need to be aware of how their leadership behaviours affect the people who create success for their business. In this programme they will learn what motivates them to lead and critically assess their present leadership performance. From this they will be able to craft a personal plan for leadership effectiveness. 

The programme is run as separate coaching assignments for each executive team member and delivered over a 6 month period. Click Executive Coaching. It may also include several half day sessions when the team meets for certain shared learning events. These are usually:
 

• MBTI Step II reports (usually as part of the programme kick off). Click MBTI®
• LEA Self Reports (to discuss organisational culture). Click LEA 360
• LEA Composite Profile (as a teambuilding event). Click LEA 360
• Specific skills-building sessions for the LEA (e.g. Strategic, Persuasive, Excitement)
• Selected modules from the “Senior Leadership” programme. Click Senior Leadership
• Selected modules from the “Specialist Skills” series. Click Specialist Skills

Building Collaboration and Shared Vision in the Executive Team

• Specially designed for the CEO’s (or MD’s) top team where trust, collaboration and shared goals are key to the company’s success
• Uses the MBTI® Step II Report to identify how you relate with the CEO and other team members
• Often followed by “Executive Development” – coaching assignments for each executive team member

This 2 day programme enables an executive team to raise levels of trust and transparency between members and the team leader and build a shared vision for the future. Team members profile their strengths and their potential pitfalls. Also, understanding the CEO’s leadership style, and learning how to work with it is a key to success. Together, this creates the culture for a highly collaborative team focused on a commitment to shared business goals. 

Essential Preparations
Before the executive team meets for the programme, each team member completes the MBTI Step II questionnaire and receives feedback on the report. This may be done as a half day team event or as individual feedback sessions with the trainer.

2 Day Programme

Day 1: Valuing Others – Building Effective Relationships

• Valuing the Differences
• Flexing your Leadership Style
• Working as a Team
• Building Collaboration in the Team

Day 2: Building Synergy

• Exploring Team and Workplace Culture
• The Team’s Strengths and Weaknesses
• How the Team Affects Company Performance
• Building a Team Action Plan
   

"Building the Executive Team” is often followed by a specially written module 2 which picks up on the action plan which the team agreed to. Alternatively executive team members move into “Executive Development” and work on a specially created Personal Development Plan to increase leadership effectiveness. (click Executive Development)

Task and People Skills for Middle Managers

• Specially designed for those leading larger teams where understanding people and team synergy is key to business success 
• Uses the MBTI® to raise self awareness and awareness of others
   

This 2-module programme enables middle managers to become highly effective team leaders. It uses a model for building high performance teams based on the following 5 areas of team development: 

• Interpersonal relationships – which build team synergy 
• Talented members – who feel confident and competent to contribute 
• Clear responsibilities – so that everyone knows what to do 
• Effective operating procedures – so time is used effectively
• Reinforcement systems – so people feel good about high performance teams    
   

Middle managers need to be confident about their leadership style. This means being aware of themselves and the natural gifts they bring to leadership. They also need to learn how to adapt their style for situational leadership. Participants will learn how to produce outcomes in these areas and use check lists to ensure that they take these skills back to their team in the workplace. 
  
Leadership Competencies 

• Ethics
• Communication 
• Planning 
• Delegation
• Motivating teams
• Performance management
• Evaluating and learning from mistakes 
   

Module 1 – Finding Your Leadership Style 

Day 1 Awareness of Self and Others 

• People in Teams
• Understanding Personality Types 
• Working with the Differences 
• Building Your Leadership Profile   

Day 2 The Building Blocks of Leadership 

• Ethics and Trust
• Communication in Action
• Planning with Your Team 
• Motivating Your Team  
   

Module 2 – Managing High Performance 

Day 1 Performance Management 

• Performance and Goal Setting
• Key Skills for Giving Performance Feedback
• Dealing with Poor Performance
• Keeping Performance on Track – Role Plays   

Day 2 Stepping up to Leadership

• Empowering People by Delegation
• Leadership in Action
• Assessing Your Leadership Skills
• Managing Success and Failure

Using the Myer-Briggs Type Indicator® (MBTI®) (2 Days)

The MBTI® is the world's leading instrument for assessing personality type. This gives you deep insights into the gifts which you bring to your selling role – and also indicates areas where you are not gifted. You also learn how to interpret your client’s personality and gain a huge advantage in relationship selling.

Objectives

• Use the MBTI® to understand your strengths and pitfalls in selling
• Build skills in the areas of selling where you are challenged
• Add value to your sales team – complementing others who are different
• Develop skills for assessing your client’s MBTI® type
• Engage clients more skilfully during the sales consultation
• Persuade and influence more effectively by getting on the client’s wavelength
• Overcome objections and close deals more effectively using MBTI® skills

Content

Day 1 

• Assess your personality type – your strengths and pitfalls using the MBTI
• Value diversity – work with team members who are different to you 
• Understand your client’s particular ways of thinking and communicating 
• Communicate and influence with different clients

Day 2 

• Build high-level skills for running effective client consultations
• Create a deeper knowledge of your client to take relationship selling to the next level
• Be known as a people-focused sales professional – very successful in account management

Uses interactive exercises, short demonstrations and tailor made role play scenarios. You will receive your own MBTI® Interpretive Report for Organisations with details of your work style, selling style, communication style and approach to problem solving.

Career Development – Using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Career Report
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Careers”

Overview

This programme enables you to build a career mindset and manage your own career path using the MBTI® instrument. You will learn the gifts and drawbacks you have both in selecting a career and in planning your career development process. 

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type), and carry out the key MBTI® exercises to understand your career mindset. In

Day 2 you will learn how you make decisions about careers and what careers and workplace cultures attract you. You will also learn 4 key steps in job search, including how to set your career goal and overcome obstacles which are predicted by your Type. 

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Understand how Type development affects career development
• Identify probable areas of discomfort or challenges in your present job
• Understand your personality preferences to better manage job challenges
• Increase your learning style skills to enhance career development
• Use the MBTI® Career Development Model to set clear goals
• Motivate and encourage yourself to create a positive career mindset
• Formulate an Individual Development Plan and plan development discussions with your Manager

Change – Using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Change” 

Overview

This programme enables you to build your own readiness for organisational change and also help your team members through the transition. 

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type), and carry out MBTI® exercises for building resilience to change.  You will understand your own and others’ feelings and reactions to change and will build your confidence to lead in changing settings by understanding personality type.

In Day 2 you will learn techniques for helping others work successfully through workplace changes. 

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Understand your own feelings and reactions during change
• Understand others’ feelings and reactions during change
• Build your self-confidence by an understanding of personality type
• Develop attitudes and behaviours to increase own resilience to change
• Use key skills and techniques for leading others through change
• Coach team members and colleagues through the change process
• Use Kotter’s 8 step model for implementing change

Coaching – using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Coaching”

Overview

This programme enables you to become a much better coach by understanding personality type. Knowing your coachee’s Type enables you to thoroughly prepare a coaching session. Knowing your own Type enables you to flex your style along the enquiry – advocacy scale.

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises to understand the needs of coachees of different Types. You will also learn how to use an effective coaching model.

In Day 2 you will learn how to prepare yourself for coaching different Types. You will also understand your own potential assets and blind spots in coaching. You later test your new skills in complex role plays which include role play actors with cue cards.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Value coachees who have different preferences and ways of doing things
• Work with the different communication styles of different Types
• Understand the key role of coaching in leadership and people development
• Structure coaching sessions using a 3 stage model
• Use Type to profile your coachees and predict coaching solutions
• Use Type to understand and develop your own coaching style
• Become successful as a coach by developing creative questioning techniques

Conflict Mediation – Using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Conflict”

Overview

This programme enables you to greatly improve performance in the workplace by handling conflict effectively. You will learn key skills to manage your own conflict with others and advanced skills for mediating conflict between others. 

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for understanding why people of different Types get into conflict. You will learn how to value others who are different to you and work on ways to remove the misunderstandings which cause conflict.

In Day 2 you will learn skills to resolve conflicts by using the MBTI® model for conflict resolution. This gives you a complete guide for mediation.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Value others who have different preferences and ways of doing things
• Identify the roots of conflict in organisations – and remove them as far as possible
• Improve your own performance in resolving conflict by managing your own strengths and weaknesses
• Use a 3 step model to understand the conflict management process
• Understand how different conflict pairs are likely to cause conflict
• Use a 5 step model to reach win-win solutions to conflicts
• Use skills of refection and enquiry to find shared solutions when mediating conflicts
• Use a model for mediation to resolve conflicts between others

Innovation – Using the MBTI® Instrument (2 Days)

Materials 
This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Innovation”
   

Overview
This programme enables you to build an innovation team. It demonstrates how different Types each have a contribution to make in the innovation process. You also learn how to strengthen your particular contribution to innovation.

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for creativity and innovation. You will learn which Types are genuinely creative, and how other Types assess ideas or put ideas to work.

In day 2 you will explore how these differences can be used effectively. You will also use a framework that will give you a flexible step by step approach to implementing innovation. 

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Understand how different people view and contribute to problems and solutions
• Energise your mind by using simple creative exercises
• Work with people differences to build better relationships with others
• Use the MBTI® “IdeaScape” to understand your innovative gifts
• Develop those gifts so you can offer greater value to the innovation process
• Become more creative by using de Bono’s right brain exercises
• Effectively work with your team to come to consensus on identifying the problem and generating options 

Leadership – Using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Leadership”

Overview

This programme enables you to become a highly effective team leader. To achieve this you need to be aware of yourself and others and the natural gifts which you bring to leadership, and to have a clear personal development plan.

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and the chance to see the gifts you bring to leadership, as well as the areas where you will need to develop.

In day 2 you will learn a model of leadership using the MBTI® and join in exercises to see your leadership in action. You will learn that creating and communicating a vision is as important as supervising tasks.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Understand how your Type gives you potential assets and liabilities in leadership
• Motivate individuals in your team by appreciating people differences
• Work with people differences to build synergy in teams
• Use a model of leadership to build a development plan for effectiveness
• Set and follow an ethical “compass” for leadership – build trust with others
• Communicate effectively by “pressing the right buttons” for different Types
• Create a plan to build skills for leadership where you have development needs

Persuading and Influencing – using the MBTI® Instrument (2 Days)

Materials 
This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Introduction to Type and Communication”

Overview
This programme enables you to become a persuasive person who gets others to accept your ideas. You will also learn the techniques for building networks of influence so that others seek you out for advice.
 
Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for communication. These provide clear examples of how different Types are motivated and inspired (or the reverse) by particular ideas and presentational style.

In Day 2 you will learn the tips and techniques for getting your ideas across effectively to different people. You also learn how to present an image of confidence and openness so that others want you in their network.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Understand your own communication style – strengths and weaknesses
• Modify your communication style to appeal to a range of Types
• Work with the different style of others to win support and acceptance
• Influence others by adopting a more assertive and confident attitude
• Raise your level of dominance by building collaboration across differences
• Become an influential person by networking effectively
• Influence others by “pulling” rather than “pushing”

Selling – Using the MBTI® Instrument (2 Days)

Materials 
This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• MBTI® booklet “Using Type in Selling”
   

Overview
This programme gives you the skills for building client relationships in complex B2B selling. You learn that understanding your client’s Type gives you an immediate advantage in “getting on her wavelength”.  

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for selling. You will gain skills to guess the personality types of your different buyers. You will also realise areas in selling where you are gifted (by Type) and others where you are challenged.

In day 2 you will use “Using Type and Selling.” This gives you tips and techniques to build confidence with your clients by asking richer questions, leading purposeful discussions and closing deals more effectively.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Build skills for working out your client’s personality type
• Know your own strengths and weaknesses in selling according to your Type
• Use different selling techniques for different Types
• Improve your skills at the 4 stages of selling by applying Type knowledge
• Engage clients more skilfully during the sales consultation
• Persuade and influence by getting on the client’s wavelength
• Overcome objections and close deals more successfully

Team Building – Using the MBTI Instrument (2 Days)

Materials 
This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• The MBTI® “Team Report”
   

Overview
This programme is designed for an intact team, and gives you the skills for raising team effectiveness by greatly improving, trust, transparency, communication and collaboration between team members. 

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for team building. After day 1 there is a break (usually 2 days) while MDS generates the MBTI® Team Report for each team member.

In Day 2 the team comes together to build skills in 5 applications from the MBTI® Team Report. This helps to improve decision making, reduce conflict and raise team synergy to a new level. The team also learns how to align around the leader's style.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Know the strengths that you bring to the team and apply them effectively
• Commit to working with the differences and achieving team synergy
• Understand the leader’s type and decide how to support or complement
• Identify people who may be isolated in the team
• Assess how this team interacts with other departments – and make changes
• Use a model for making better decisions as a team
• Shape a team development plan for greater team effectiveness

Teamworking – Using the MBTI® Instrument (2 Days)

Materials 

This programme uses:

• The MBTI® Step I Report “Interpretive Report for Organisations”
• MBTI® booklet “Introduction to Type”
• The MBTI® “Introduction to Type and Teams”

Overview

This programme gives you the team working skills which are key to high performance in the workplace. It allows you to explore how team members work together to communicate, plan, make decisions and achieve results together. 

Day 1 gives you a solid grounding in self-awareness as you reach MBTI® “best fit” (agree your personality type) and carry out the key MBTI® exercises for team working. This leads to a new understanding of the strengths you bring to the team — and the different strengths of others.

In day 2 you will explore yourself and your team more deeply. You will look for shared goals and agree to building synergy and team spirit. You will also learn tips and techniques for raising team scores in communication, cooperation and collaboration.

Objectives

• Deploy your own strengths effectively and manage your blind spots
• Know the strengths that you bring to the team and apply them effectively
• Know how you may irritate others – and take measures to avoid this
• Value other team members who bring different strengths to the team
• Commit to working with the differences and achieving team synergy
• Build your own attitude for team working – ask for help and help others
• Establish a checklist to raise your team working skills
• Use a model for making better decisions as a team