“Please deliver some leadership training to my supervisors” is the type of request frequently obtained from managers and others we support. This request is coming with a pre-determined solution, or tactic. By responding to the request as presented we may be using time and resources on a solution that yields limited return to the organization. If we indicate to the requesting manager that this solution may be unnecessary, we can be viewed as non-supportive.
What is required is that we influence the thinking of the manager through the questions we ask. The goal is to ask powerful questions that yield a response from the manager such as this: “I’m not certain the answer – but that is a great question!” We are uncovering an opportunity to work in a far more strategic, and business-linked, manner. We are putting a pause on the learning solution while we assist the manager in determining what actions are needed. When partnering in this way, we are making the enhancement of human performance (not just learning solutions) our business.
In this session, you will learn techniques for asking powerful questions that reframe a tactical request into a strategic opportunity. You will leave this session with a variety of tools and a copy of the book Performance Consulting: Third Edition that will help you succeed. At the end of this session you will be able to:
- Identify what qualifies as strategic – not tactical – work.
- Use the mental model performance consultants employ to define and align business, performance, individual and organizational capability needs.
- Identify the true client with whom to partner, using SHOULD-IS-CAUSE logic to analyze the request that the client has presented.
- Use powerful questions to re-frame tactical requests into discussions of the client’s required business and performance results.
You will leave the session with:
- A mapping tool to assist you in organizing information about a situation, clarifying what is known and unknown.
- A template to guide you in planning and conducting reframing discussions with your clients.
- A copy of the book Performance Consulting: Third Edition, co-authored by Dana Robinson.
Dana Robinson founded Partners in Change, Inc. in 1981 and served as its President for 27 years. She is a recognized leader in the area of performance technology, and has assisted hundreds of HR and Learning functions to transition from a traditional and tactical focus to a performance and strategic focus. With Jim Robinson, Dana has co-authored seven books, including the first book ever published on the subject of performance consulting. The third edition of Performance Consulting was released in Spring of 2015. In total, books by the Robinsons have sold more than 150,000 copies and have been translated into 18 languages. Dana has received numerous awards including the Distinguished Contribution Award from ATD. She lives in Raleigh, North Carolina and is partnering with the Handshaw firm to deliver performance consulting services.
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