Technically-minded managers may not be getting the best from their staff

By Gill Graves, Founder, Iridium Consulting

Managers who are technically and functionally competent often do not get the best results out of their staff. Many managers who lack important communication skills struggle to build rapport with staff, which in turn affects their influence and impact.

Here are my top five tips for communicating and presenting yourself with impact.

1. Present a compelling vision

Articulate a clear vision and strategy so that, even amid turmoil and change, the firm can keep focused on your goals and strategy.

Think about how you present your message. Headline what you are going to say. Make the title thought-provoking, intriguing and exciting, so that even before you start speaking, your audience is eagerly anticipating what you are about to say.

Be specific and use positive language – focus on what you want to achieve rather than what you don’t want or want to avoid.

Vividly describe what success will be like. What will the team be seeing, hearing and feeling when they have achieved their goal? Begin with the end in mind.

2. Own your message

Always totally own the message you are presenting. Make it yours and give it in your own words.

Consider the impact of the following two statements: ‘we’re carrying out appraisals because HR say we have to’ versus ‘appraisals are very important to this organisation and I want to make sure we get the most out of them’.

With the first statement there is no ownership and an attempt to side-step taking responsibility. In the second statement, the speaker takes full responsibility for the outcome (regardless of his personal opinion). This is far more impactful.

3. Build rapport

It is important to express interest in individuals’ success and well-being. Genuine interest cannot be faked and goes beyond a quick ‘how are you?’ It is about taking time to talk to people, to listen, or rather to actively listen to them as unique individuals. Take time to put yourself in their shoes and consider what is important to them. What are their needs? What do they want from you?

The impact you have is ultimately a combination of three things: the words you use, the tone/volume/pitch/modulation of your voice and your body language. Are these all in alignment so that your message is clear and consistent? Are you using all three to maximise your impact?

4. Engage all senses

All too often, communication is purely verbal: a conversation consisting of words alone, many of which will be instantly forgotten once the interaction has ended.

Individuals have different preferences for absorbing and processing information. Some like to see images – be it pictures, Powerpoint slides, graphs or video clips. Others will be more sensitive to feelings and emotions – the general ambiance of the meeting and how much of the message was put in a personal context. Still others will be more auditory and tune into the words used, the voice tone and volume, and will need time for discussion.

Practise enriching your message by engaging all of the senses, be it in a formal presentation or a less formal meeting. Use images and words to bring your message to life and tap into the feelings and emotions of your audience.

5. Use influential language

The language you use can either enhance or limit the impact you have.

Consider the impact of the following statements: ‘I’m going to try to give you an overview of the project’ and ‘I’m going to give you an overview of the project’. Which sentence has more impact? I’m sure you’ll agree that it’s the second. With the first there is an element of risk – I might succeed but equally I might not! By contrast, the second statement has no inbuilt element of doubt.

Focus on what can be done, rather than on what can’t be done. In times of uncertainty, it’s important to get the firm to step into the future and imagine what it will be like when the change is implemented.
 

gill@iridiumconsulting.co.uk