Phoenix Training

Posts Tagged ‘Management & Leadership’

Did you know that you could be eligible for subsidised Leadership & Management training?

Posted by OliverO
Tuesday, September 13th, 2011

The Skills Funding Agency have relaxed the criteria for their Leadership & Management programme, so more companies than ever before are able to take advantage of funded training.

How do I qualify?

There are a few simple criteria that apply, for a clear straightforward explanation please call Tim, Marina or Edward on 0207 234 0480.

How much is available?

The money available is match funding. So for every £1 you spend, the fund will put in £1, all the way up to £1000 (i.e. £2000 – worth of training)

What training can the grant be used for?

The training can address any aspect of Leadership or Management as long as it can be described as ‘enhancing strategic or people leadership skills with the aim of fostering business growth.’

Phoenix offers several open courses (for details click here) that would be suitable for this grant, or we can provide a tailored solution just for you. Typical topics clients are covering include:

  • Creating & Communicating Vision, Values & Organisational Culture
  • Setting Ground Rules & Expectations for your People
  • Developing an Effective Leadership & Management Style
  • Planning & Developing High Performing Teams
  • Feedback & Performance Management
  • Situational Leadership

The fund is finite, so we recommend you get in touch as soon as possible. We’d be delighted to talk you through the opportunity.

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Commercial Awareness

Posted by JamesAshburnham
Monday, August 1st, 2011
The Bigger Picture

Image by krossbow via Flickr

In these challenging economic times, the importance of having commercially aware staff has been brought into sharp focus.  When I worked for Virgin Active (many years ago), the CEO would hold a monthly meeting in which he’d share with all his staff the latest facts and figures; milestones passed and targets yet to be achieved.  As someone with a background in sales I always appreciated this, but many of my colleagues would grumble about attending, believing that because they worked in customer service, or marketing they didn’t need to understand how well the company was performing, or what the current EBITDA was.

Unfortunately, this attitude can be found in many organisations, particularly larger ones, and can be hugely damaging.  Sales people lacking in commercial awareness may end up passing on goods or services at a loss to the company, whilst still managing to achieve their own targets.  Customer service reps may habitually give away more value than the company can really afford.  Developers may spend valuable time on a project that their employer will struggle to bring to market, yet all these staff may still wrongly believe they are doing what’s best for their employer; worse still, they maybe unwittingly creating unnecessary work for colleagues in other departments – especially in organisations where ‘siloing’ is the norm.  All this leads to inefficiency, and ultimately affects the bottom line.

Commercial awareness goes beyond just understanding the financial position.  It means ensuring that all staff understand their leadership’s vision and are working together to achieve the same goals.  It means each department engaging the others when making decisions.  It means working smart, for everyone’s benefit.  It means seeing the bigger picture.

Phoenix run a challenging, business specific and highly practical commercial awareness programme.  We can also help leaders and managers communicate their vision more effectively, and think more strategically.  For more information, please get in touch.

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How can I give my staff more responsibility?

Posted by MarinaWirkner
Friday, April 15th, 2011

Why is it so hard for managers to pass on responsibility to their colleagues? What is it with letting go of tasks? Is it because we are afraid of losing an enjoyable part of our job or are we scared that the person we pass the responsibility on to will not do the job properly?

The problem with delegation is that it can be a slow process, especially in the early stages.  There are always concerns that you will actually end up much busier because you will need to spend additional time coaching and training your colleagues.  However, developing your staff is a vital part of your job which takes courage, patience and skill and in the long run, it will create great benefits for you and your organisation. For example, it will create valuable time for you to concentrate on those areas that are really business critical, it will motivate your staff and help them to take responsibility and it will also satisfy you on a personal level, seeing your staff grow and develop.

A great way to delegate appropriately is by knowing your people; once you truly know your people, it will help you to identify what to delegate and to whom. Make a list of all the things you can & cannot delegate, then identify the skills your team already has and match them against the tasks you would like to delegate. This way will also help you to create an individual development plan, knowing what skills already exist and what else needs to be learnt to enable your staff to do a specific job. Make people aware of your own standards and what is expected of them but be aware that mistakes do happen – it’s only natural and your colleagues will still need your support. Let go and teach your people to take responsibility.

You can learn much more about delegation in our Essential Management Skills open course which will give you a greater insight into how to handle any potential challenges and if you need any informal advice on this subject, please get in touch with me and I will be happy to help.

Marina Wirkner
marina@phoenix-training.co.uk

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Coaching by accident

Posted by Ross Trigwell
Wednesday, April 13th, 2011
National Express route 561, London - Leeds - B...

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“Do I need qualifications before I can coach? ”

In this day and age coaching qualifications are becoming increasingly popular. Perhaps people are seeking validation, bolstering their CV or is it merely an extension of our league-tabled, ‘measure everything’ culture? However, reflecting on this recently it struck me that the best coaches will often not even realise they’re doing it.

Imagine you knew absolutely nothing about coaching and began to manage a bright team of systems analysts.  You have a surface level knowledge of the system but that’s about all; these guys are experts and have a hunger for spreadsheets, number crunching and data.  You are credible amongst the team members because of your status and achievements from previous positions so they look to you for guidance.

On day two of the job, one of the senior team members approaches you with an intricate problem, and says “I need your help; I am stuck with a system issue”.  Your initial thoughts are how can I possibly help? But you stay calm and invite them to your desk where you begin to find out what the problem is.  First you ask “What are you trying to do?”  They explain the desired outcome and you ask “How would you normally do it?”  They show you and your curiosity for what they need to do is growing, and you begin then to explore the options using their knowledge.

After a handful of your curious questions to understand the problem, a light bulb moment occurs for them: “I can’t believe I didn’t see that” they say.  Just before they go, you check a few things, you say “talk me through how it will work?” and “What are the risks?” and finally “What are you going to do now?”

They answer your final questions and you are confident that they know exactly what they’re doing.

Job done!

To coach a person they must already have the knowledge and skills to be drawn out.  These are two possible scenarios that you might come across: they have a blind spot or some kind of mental block and need a fresh view of the situation, therefore you can enter a coaching conversation; or they don’t yet have the skills or knowledge and coaching is not appropriate – you will need to look at training, telling them directly or referring them to an expert for help.  Below is a common coaching structure, how does it fit with the above example?

1)    What are they trying to achieve?

2)    Where are we right now, what is the reality?

3)    What are your options – what could you do?

4)    What’s the way forwards?

In summary, coaching is about asking questions in order to raise awareness and whilst having a qualification would be great I have a strong feeling that you have at some point already been effectively coaching. Keep it up…

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The motivating & the not so motivating

Posted by Ross Trigwell
Tuesday, March 8th, 2011

A few weeks back I heard a group of people discussing the well known TV star and fitness instructor Mr Motivator.  The discussion turned to a debate about whether or not Mr Motivator was actually motivating.

Quite frankly, I would find anyone prancing around in skimpy spandex leotard rather scary; however, on the flip side, others may find it thoroughly motivating.  If we translate this back in to management, what it is telling us is that when trying to motivate people, one size doesn’t fit all.

How many of you reading this blog would consider yourselves as motivators?

When delivering training I often ask the group what makes a motivator? ‘Enthusiastic’, ‘happy’, ‘lively’, ‘development focused’ and ‘full of energy’ are some of the standard responses.  My answer however would be: knowing the people you are trying to motivate is what makes a motivator.

As human beings we all have our own distinctive motivational drivers, they are often drivers that on a surface level are not easy to spot.  For example, if I am motivated by playing team sport, what is it that I might find motivational: the team work, the competitiveness or the challenge?  If I am motivated by doing the filing, what is it that motivates me, the consistency and repetitiveness of the work, the satisfaction of the resultant order, or the recognition I get from doing it well?  These examples illustrate just how easy it can be to make the wrong assumption – finding out what drives people is in itself a challenge.

Your best chance of being a motivator is to know your people, understand what floats their boat and why.  Then create an environment and provide the conditions that stimulate desire for them to work towards the goal.

Recognise, challenge, delegate, develop, praise, train and as a leader your people will respect you, and both your team and you will reap the benefits of high performance and happy employees.

And whatever you do, don’t wear a spandex leotard into my office, it won’t work!

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Making the most out of a Development Programme?

Posted by MarinaWirkner
Monday, August 23rd, 2010

At Phoenix, we are increasingly involved in designing and delivering Management & Leadership Development programmes, so if this is an approach you are considering, then I thought that it would be useful to provide a brief overview of how to make the most out of them.

There is little doubt that to develop & design a comprehensive programme is more time consuming than when working on a one off event. However, by spending genuine quality time in accurately understanding and identifying your training requirements you will almost always guarantee higher returns for the business.

To get a clear understanding of your company’s behavioural and cultural background and the challenges you are currently facing, we recommend that the Learning consultant actually spends most of their development time on site – “embedded” if you like – so that they are almost viewed as part of your organisation. This not only helps them to see at first hand where the challenges are, but also goes a long way to achieving participant buy in.  In our experience, participants are much more likely to respond positively to the training if they feel their input is valued and they are familiar with the trainer and his or her way of working.  If you’re going to pay for development work – make sure you can see or hear what you’re getting!

Once delivery begins, any effective ongoing programme should ensure a much more sustainable learning experience. We recommend that each module is delivered every 4-6 weeks, which allows enough time to put into practice what has been learnt back at work whilst still being close enough to keep the momentum and motivation going. We also encourage participants to keep a learning diary in between modules which helps them remain focused, as well as providing great points for review (successes and failures) at the next session.

Before committing to such a major investment, it’s always worth considering how will you actually support the programme internally? One way of doing this really effectively is by conducting a Senior Management Master Class before the programme actually begins.  This will not only provide this key group with an overview of the tools & techniques used on the programme but will also provide them with some clear guidelines on what they can do before, during and after each event to help their colleagues get the most out of it.  In our experience, doing it in this way makes a massive difference.

Finally, it’s worth remembering that we’ll also support you at every stage, ensuring that you get exactly the results you were aiming for.  It takes a bit more planning, but for the right type of organisation, a management or leadership development programme can deliver the most effective learning experience.

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5 Dysfunctions of the England Team?

Posted by TimHolmes
Wednesday, June 30th, 2010
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Last Sunday’s 2nd Round debacle for England in the World Cup was a chastening experience for a lot of us who harbour hopes of witnessing football success for the national team in our lifetime.  On the past two weeks’ evidence, we’re going to be waiting a long time!

To some extent, Saturday’s 4-1 defeat by Germany wasn’t a surprise, following the poor performances of the group stage – and the epithets ‘abject’, ‘inept’, and ‘disastrous’ which were to the fore in the aftermath, were pretty well justified based on what we saw on the pitch.  One commentator, ex-England winger Chris Waddle, who made it to the semi-final with Bobby Robson’s England in 1990, has judged that the England team performed acceptably for about 45 minutes out of 360 en route to their failure.

I know I’m not the only person thinking about this, but I do find it astonishing that individuals of such proven pedigree (a lot of them are stars at some of the best clubs in Europe) should have looked anything but world-class in this tournament; and it set me thinking: was there something about how they functioned as a team (or a squad) that contributed to this?

Anyone who’s read Patrick Lencioni’s 5 Dysfunctions of a Team (an excellent book, quick to read and full of insights, but avoiding the infantilising tendency of many in that bracket), will know that he posits five things that get in the way of building a successful and performing team:

  1. Absence of Trust
  2. Fear of Conflict
  3. Lack of Commitment
  4. Avoidance of Accountability
  5. Inattention to Results

So, I thought I’d just look at the England football performance through the prism of Lencioni and see if anything chimes.  Of course, the only people who currently know the truth of the matter are within the England camp, and for now that hasn’t been shared with us (no doubt a tell-all book will follow), so don’t phone, it’s just for fun…

Dysfunction 1: Absence of Trust — This occurs when team members are reluctant to be vulnerable with one another and are unwilling to admit their mistakes, weaknesses or needs for help.  Without a certain comfort level among team members, a foundation of trust is impossible.

In relation to England, one might briefly highlight the following as having been damaging to trust within the camp:

-          John Terry’s infidelity with his England and Chelsea team-mate’s partner.  Although as one of England’s best players JT’s team-mates were never going to want him out of the team, t was clear that many regarded this as ‘crossing the line’ and will have regarded his actions as a breach of trust.

-          The Capello Index.  Only a month before the tournament, Fabio Capello signed a contract with a media company to participate in a website by ‘marking’ his players game by game, based on their performances in the World Cup matches.  It’s hard not to laugh when one imagines what scores he would have given, hindsight is a wonderful thing!  However, as was pointed out at the time, it smacked of an error of judgement and will have damaged the ‘comfort level’ among the squad members.

Dysfunction 2: Fear of Conflict — Teams that are lacking on trust are incapable of engaging in unfiltered, passionate debate about key issues, causing situations where team conflict can easily turn into veiled discussions and back channel comments.  In a work setting where team members do not openly air their opinions, inferior decisions are the result.

-          After the second match, against Algeria, John Terry spoke out in an interview, and said that there would be a clear-the-air crisis meeting that night at which everyone would speak their minds, good or bad, and get things off their chest.  At the time, I remember thinking ‘good’, that will help them to overcome whatever inhibitions or problems there are, which clearly there must be.  However, tellingly, Terry was smacked down by his manager publicly (through ‘back channels’?) told he had spoken out of turn (Absence of Trust again), and 24 hours later Frank Lampard denied that any ‘crisis talks’ had taken place.

-          It is well documented that Capello has an authoritarian streak, and a command-and-control management style, so from the outside it looked like he had prevented any dissent being aired.  Not good for the team by Lencioni’s theory.

Dysfunction #3: Lack of Commitment — Without conflict, it is difficult for team members to commit to decisions, creating an environment where ambiguity prevails. Lack of direction and commitment can make employees, particularly star employees, disgruntled.

-          Wayne Rooney was explicit in saying that he preferred to play a lone striker’s role up front, something which was denied him by the manager.  John Terry revealed explicitly (whether with tacit support of others I can’t say) that he thought Joe Cole should be starting the games, again overruled.  Steven Gerrard was asked to play wide on the left (not his natural position), and Frank Lampard was expected to play more of a holding role (not his natural one either).  If these four were the England ‘star employees’, would it be a surprise if they showed a lack of commitment, if they felt they were not listened to?  Wayne Rooney in particular looked disgruntled.

-          As a postscript here, I was struck how Joe Cole, in an interview the morning after England’s exit, prefaced his comments about the team’s exit by saying that ‘on a personal level, obviously I’m disappointed I didn’t play more’.  Not the words of a committed member of the squad; rather, someone thinking about himself first.

Dysfunction #4: Avoidance of Accountability — When teams don’t commit to a clear plan of action, even the most focused and driven individuals hesitate to call their peers on actions and behaviours that may seem counterproductive to the overall good of the team.

-          This dysfunction is less obvious in relation to the England team.  There was no lack of ‘taking responsibility’ in words at least, with every poor performance followed by interviews in which the captain or others shouldered the collective blame.  However, there is always a suspicion that that is lip service, and Wayne Rooney’s outburst “Nice to see your own fans boo you, that’s what loyal support is” after the Algeria game smacked of someone not admitting accountability to me.

Dysfunction #5: Inattention to Results — Team members naturally tend to put their own needs (ego, career development, recognition, etc.) ahead of the collective goals of the team when individuals aren’t held accountable.  If a team has lost sight of the need for achievement, the business ultimately suffers.

-          Need I say more?!  The tournament ends, and the players head home to their lovely lives, their lovely wives, and their lovely weekly pay-packets, playing in teams where they are completely valued and the systems of play are built around them.

-          The England players looked beaten down, uninspired, and afraid to express themselves.

-          Meanwhile, we see in the South American sides (4 out of the 8 quarter-finalists are from there: Brazil, Argentina, Paraguay, Uruguay), and in Germany also, a very evident relish for representing their country, with sparkling team play and performances that are greater than the sum of their parts.

At least the next 8 games should be more fun to watch!!

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Tailored vs Open Courses

Posted by MarinaWirkner
Thursday, June 3rd, 2010
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I’m often asked by potential customers, what exactly are the key differences between open and tailored training. This got me thinking that it might be useful to develop a quick reference guide that will help you make a more informed decision.

Open Courses

  1. Open courses provide the participants with a brilliant overview of their chosen subject – whether it’s Introduction to Sales, Essential Management or Inspirational Leadership.
  2. Open courses enable you to work alongside individuals from different industries but often with very similar concerns. They also provide you with great networking opportunities!
  3. Open courses provide an off site learning environment to discuss openly challenges & concerns which in some cases individuals feel more open to talk about when not in the company of colleagues.
  4. Open courses represent a highly cost effective solution where only one or two individuals require development in a particular area.
  5. Open courses give individuals a new set of skills and the opportunity to practice them in a ‘safe’ environment and build their confidence to apply the newly learnt skills back in their own workplace.

Tailored Training

  1. Tailored training provides you with a comprehensive training needs analysis conducted in advance of any events we deliver on your behalf.
  2. Tailored training enables us to include a wide range of disciplines within a single given event.
  3. Tailored training will meet a specific requirement through the unique design to match the objectives of the individual or group.
  4. Tailored training offers the possibility to design a specific programme for the whole organisation where everyone will be involved, this enables lasting change which is encouraged and supported internally & externally.
  5. Tailored training can be designed specifically to a given company and industry with a choice of ‘best fit’ Learning Consultant
  6. Tailored Training allows more flexibility with training dates and location.

I hope this was useful and if you would like to discuss either option in more detail please get in touch and I will be delighted to help.

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Coaching vs Mentoring

Posted by MarinaWirkner
Wednesday, May 12th, 2010
Coach 01
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Over the last few years, coaching and mentoring have become much more widely used within the business world. As their popularity has grown however, so have the range of different definitions and understandings. In an attempt to clarify things, I have spoken to our Head of Learning – Martin le Comte and would like to share with you our definition of coaching and mentoring and how you it can benefit you, your team and organisation.

“Martin, please identify your definition of coaching and mentoring?”

Firstly, can I say that you are right – there is lots of current debate about coaching and mentoring and the distinctions have become blurred somewhat. My view is that mentoring encompasses a variety of development approaches dependant on the needs of the learner in question. An effective Mentor may use one or a number of the following skills to help the development of the individual being mentored including feedback, coaching, training, advice and guidance.

The mentor is frequently seen as a role model by the business or organisation for the individual being mentored and will often have specific and relevant task specific skills and knowledge in the same or similar area.

Coaching on the other hand is a specific skill. An individual coach will effectively use a series of questions to help and challenge the coachee. The questions will help the individual to explore ideas and options to help them to overcome a current challenge or obstacle that is affecting their performance.  Expert knowledge of the specific area is not required and is in fact often not desirable.

In summary, many people managers rightly use coaching skills to develop their people in their role. It is however important to remember that coaching   should be just one of the tools at their disposal rather than the only answer. The skill of the people manager is on identifying which of the tools they need to use dependant on the needs of the individual.

“How can you tell whether you should be using coaching or one of the other mentoring tools – feedback, coaching, training, advice and/or guidance?”

In my experience, the best and I might be bullish enough to suggest, the only sure fire way to identify which approach is the most appropriate is to be skilled in asking a couple of great questions initially and then almost more importantly, listen to the resulting response. The skilled people developer does not make assumptions about what is required instead they ask great questions to seek to understand what the individual needs.

Many people say that this is very similar to the start of a coaching dialogue and I would not disagree, however at this point coaching may or may not be the answer. Let me give you a practical example –

I’m a driver and have been driving for years but know nothing about what is going on under the bonnet. If I break down by the side of the road I don’t want or need someone to ask me what I think is wrong with it, I want them to ask me a couple of questions to ascertain what happened and then tell me exactly what to do. If they keep asking me to think about what could be wrong, I will get extremely frustrated and it will take me a hell of a long time to get home. When I do eventually get home I will think twice about taking my car out on long journeys in the future and I will certainly be changing my roadside assistance provider.  If the original roadside assistance provider had just asked me a couple of simple questions about my current knowledge and expertise and what had happened before I broke down, they would have quickly identified that my battery was flat and changed it there and then. They then would have advised me what to look out for in the future to avoid it happening again and what to do if it did happen again. I leave the roadside quickly happy with knowledge and expertise and more importantly I get home quickly.

I had a quote from a client recently about an inappropriate use of coaching, which I think highlights this point really well.

“I had coaching from somebody but they never gave me any answers, which is what I actually needed, all they did was ask me lots of questions. It was a complete waste of time and I felt abandoned.”

“What are the biggest challenges you face when coaching and mentoring individuals?”

From my perspective most organisations will ask me and my colleagues at Phoenix for coaching when that might not be what they need at all. In the past I was sometimes reluctant to initially deviate from the process and try unsuccessfully to use coaching when that was clearly not what the individual wanted or needed. What’s the point in asking some open ended coaching questions when they really have no idea what the answer is…I’m sure you can imagine just how frustrating and unproductive that is for all involved!!

What I have learnt is that often when a client is asking you for some coaching, unless you asked to undertake contracted coaching, what they are actually asking you to do is help develop their people.  They are actually interested in the end result rather than the approach that you use.

Marina, as a final thought if you want some additional tips on how to successfully recognise the correct development approach, keep in mind 3 of Phoenix’s Golden Rules of Leadership

1. Know your people, know your people, know your people.

2. Treat people as they need to be treated.

3. Stop it, it’s not about you.

Written by Marina Wirkner, Sales Executive

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Demonstrate or Certificate

Posted by OliverO
Tuesday, May 4th, 2010

Now I must admit that I have never been a fan of accredited training and all that is associated with it.  For many years, even the merest mention of “NVQs” & “Level 3’s”, “CPD” and “Certification” made my heart sink.

This was no doubt partly due to the fact that we couldn’t really offer our clients anything along these lines, but more so due to my belief that this type of training was the very antithesis of everything that makes Phoenix special.

Our focus has always been on delivering practical, results based training where the emphasis is on what gets done differently once participants return to work, not on how many credits they have been awarded or what type of certificate they will receive.  In my experience, too much training is simply commissioned on the basis of what form of recognition the participants get.  Traditionally, this is meant to provide some form of motivation but if the training is not up to scratch, then no matter what they receive at the end, participant levels of engagement will still sink very quickly.

Having said all that, we have often wished for some kind of independent recognition for the quality of our delivery and content and who better to provide this than the Institute of Leadership & Management – the world’s best known accrediting body.

Through their endorsed award scheme, the ILM have provided us with the ideal solution.  Phoenix have been able to retain all the best aspects of our programmes’ content and delivery, whilst adding an assessment section that ensures the participants put into practice everything that they have learnt on the course.  In many ways, the additional assessment has really strengthened our offering and it fits perfectly with our results focussed training.  Now participants and their colleagues will see exactly how the learning has been used, as it has to be documented on a regular basis over a six week period.  A 500 word case study is also required which again will indicate the participants’ understanding of the content and how best to use it.

On successful completion of both the course and the assessment, participants are indeed awarded an ILM certificate however, for most participants this is only a subsidiary benefit.  The real prize is becoming a better manager and leader and being able to demonstrate this to their colleagues.

Phoenix currently deliver ILM Endorsed open courses in Essential Management Skills & Inspirational Leadership and are about to offer endorsed modular programmes in both Management & Leadership Skills.  Our unique approach, style of delivery and focus on results will remain as strong as ever, but with the ILM’s Endorsement our products are now even more attractive to a wide range of clients & participants across the world.

I will always believe that good training should be about improving performance and delivering results, but if you can achieve this and also provide participants with some kind of appropriate recognition then perhaps we have an ideal solution.

Written by Oliver Osmond – Sales Director

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