WJManagement Advisor | July

News, Advice & Insight About Executive & Organizational Development
From WJM Associates, Inc.

July-August 2007 - Vol. 6 Issue 4

Welcome to WJManagement Advisor, a bi-monthly newsletter about executive and organizational development from WJM Associates, Inc., a leading human resources management consulting firm. Delivered via e-mail and archived on our Web site www.wjmassoc.com, WJManagement Advisor presents issues and trends affecting the successful development of organizational leadership as well as strategies for executive career growth.

We hope you find WJManagement Advisor useful and welcome your comments. Send comments to our editor Tim Morin at tmorin@wjmassoc.com.

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Storytelling in Business

By Juan Negroni

Once upon a time…
… an executive just promoted to a Vice Presidency role for a Fortune 100 company phoned us. His president had asked him to speak at the annual meeting. The topic was “Change and Leadership.” This was a big moment for him. Having sat through many dull and boring talks he wanted to avoid that minefield, set the right tone for his own mission, and demonstrate to his boss he had named the right person for the job.

He initially told us he was a laid-back type and had concerns about whether he’d come across as influential and inspirational. Before we began jointly composing his speech, I had him stand up and share with me, as a presenter, his background. This resulted in looking at a number of delivery styles and coming up with the one best suited for him. Too often speakers try to emulate others speakers because they like their styles. Everyone has a natural voice. The trick is to find it.

When I suggested using stories for getting his points across and connecting with the audience he initially balked. “Stories, what stories? This is a business meeting not a kiddie show. Besides I don’t have any stories to tell.”

This was a strong-minded leader. But he was open to hearing another viewpoint. I told him that more leaders were using stories to get their point across, in connecting with stakeholders, in bringing about organizational change and in impacting the bottom line. I cited articles written on this topic including some in the Harvard Business Review.

Moreover, I shared with him my belief that “powerpointitis” plagued too many executives. That charts, figures and graphs had their place. But they failed to evoke emotions as stories did. When emotions were evoked, the message lingered on, people remembered and were more likely to be moved into action. I added that stories were a key to getting employees’ heads into the game.

He agreed to give it a try and we went to work. I showed him how to access stories from his professional and personal life. We went back to his early childhood, to his college days and reviewed his business career. We drew lessons he had learned about change and leadership from his experiences. We pruned and pruned and slotted in three stories and a few vignettes he was comfortable with, all related to his theme.

I then suggested adding humor to his speech. Almost chiding me he said, “No way, I’m not a comedian. I’m not funny. Do you want me to make a fool of myself?”

I explained to him that no one was trying to turn him into a Billy Crystal or an arm flailing Jim Carey. Nevertheless, that there were techniques that one could learn to tell stories with a humorous slant. That in a story, humor properly positioned, greatly increased the odds of audiences remembering a talk’s key point. Once again, though somewhat skeptical, he was still receptive to another viewpoint. As he rehearsed his presentation and got out of his comfort zone, we developed a few humorous lines. He came up with the funniest and most poignant one.

He phoned me a few hours after his speech. He was obviously very pleased. He said, “The audience applauded forever. As I came off the stage, another VP ran up to me and said, ‘I had no idea you were such a charismatic speaker.’ Our president looked for me after the program and said, ‘Great going, great stuff.’”

The executive continued telling me about his day on the platform. He was as excited as a child who had just gotten his first two-wheeler. He paused for a few seconds as if to catch his breath and said, “It was the stories. They were the difference. Thank you for pushing me.”

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A former corporate executive, Juan Negroni, a consultant, speaker and writer, has been associated with WJM since its founding. Multi-skilled, he works with executives in helping them write speeches (ghostwriting also), in discovering and honing their delivery styles, and in accessing and developing their personal stories.

A ten-year member of the National Speakers Association, the premier international speakers group, Juan is a past president of an NSA chapter. He is currently the president of an Institute of Management Consultants chapter.

Executive Retirement: End of the Road, or a New Beginning?

By Bennett Neiman, Ph.D.

Introducing Act II™ - a support network of highly successful people who seek to make a new contribution, forge new territory or take on new challenges in the next chapter of their lives

Everywhere I go today, I meet more and more people who find themselves in the same life situation. They have been very successful in the first half of their lives, but now they are near retirement or recently retired or no longer satisfied in their job. Some of them don’t have to make money anymore. Others still need to work, but don’t need to make as much as they use to. All of them have little interest in spending the next thirty or forty years just playing golf or tennis or whatever. They want to make a difference. They want to do something meaningful. They want to contribute to something that matters. Or, after years of living the corporate life, they want to start a small entrepreneurial venture involving something they love, but they don’t want to do it alone.

Where do these dynamic individuals go to seek the support they need? Some have executive coaches. Some join business networking groups. But their conversation is not just about business networking. It is a conversation about leaving a legacy, making a difference, knowing one’s life’s purpose—a “true calling”—beyond raising a family and making money. They all have gifts they want to share and parts of them they want to develop.

There is a great power in group energy and support. That’s why I have created a group experience for these people, of which I am one. My kids are grown. I was successful in my first career. Now I want to do this—create a place where people like me can come and raise these questions and get them answered in a safe supportive setting with like-minded successful individuals. I have named it “Act II,” which I believe accurately reflects its mission.

Together with WJM Associates, we are launching two inaugural events in September, both on Thursday, September 20, from 9-12am and from 5-8pm. To maximize the success of these inaugural offerings, pre-selection of participants will involve a brief application and short phone interview. As a Human Resources professional, please consider successful people from your organization who are recently retired, or nearing retirement and who are wondering what’s next?, and please ask them to contact us at (212) 972-7400.

We are very excited about this effort and the emerging need it will serve. We look forward to hearing from anyone and everyone who wants to help promote and support this worthwhile and much-needed service. Let the curtain be raised on Act II.

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WJM Associates Faculty member Bennett Neiman, Ph.D. has been a successful organizational development consultant for years. He is a highly engaging facilitator and speaker and is the author of the book “Slay the Dragons-Free the Genie: Moving past negativity and resistance to get great results.”

WJM and Clients Team-up to Fight Youth Unemployment

WJM has developed U.N.C.L.E., a program that leverages our executive development resources and 10+ years of expertise to aide inner-city youth in gaining and maintaining entry-level jobs with local businesses. Our goal is to provide a vision of career success to young people who currently lack the resources or support necessary to conceptualize and act upon a plan for professional advancement, while serving as a trusted source of entry-level talent to organizations seeking to identify the next generation of leaders.

Unified – A comprehensive program centered on improving job readiness and successfully matching young talent and employers.
Navigator – Career guidance of a caliber not typically available to young people of limited means.
Coaching – Positive and constructive career and personal development.
Learning – Continuous, self-directed education, not a one-time event.
Employment – Successful job placement and the beginning of a productive career.

The U.N.C.L.E. Process

1. Assessment
A thorough screening interview and the use of state-of-the-art assessment instruments provide insight into each entry-level candidate’s:
                   - Job readiness
                   - Leadership ability
                   - Interpersonal effectiveness
                   - Strengths and interests
                   - Opportunities for improvement

2. Coaching
WJM will partner with each young candidate to identify and prepare for his or her career goals. Each candidate will receive two to three 2-hour, individualized training sessions focused on:
                   - Maintaining a positive attitude and work ethic
                   - Interviewing skills and etiquette
                   - Proper workplace attire
                   - Conflict resolution
                   - Teamwork and collaboration
                   - Communication and interpersonal interaction
                   - Money management
                   - On-going education
                   - Potential future career paths

3. Job Placement
Armed with the insight gained from the assessment, WJM U.N.C.L.E. Job Developers utilize connections to local businesses and nearby offices of large U.S. corporations to place the candidate in a situation which presents the greatest potential for stable employment with long-term potential. Our Job Developers believe that finding the right person for the job begins with finding the right job for the person.

4. Post-placement Check-In
The U.N.C.L.E. Consultant will check in with the employer one week after the candidate begins work in the new position to assess the new employee’s job performance. Any issues that arise from the evaluation are addressed by the Consultant and further discussed with the employee and his or her manager. A second check-in occurs three weeks later to discuss the level of progress on these issues.

If your organization is interested in supporting the U.N.C.L.E. program by matching young, talented employees with entry-level positions or internships, please contact an U.N.C.L.E. representative today at (212) 972-7400 or jmorin@wjmassoc.com for more details.

WJM Names Tim Morin
President

On June 1 2007, Tim Morin was appointed President and CEO of WJM Associates. Since 2001, Tim has served as both Chief Financial Officer and Chief Marketing Officer for WJM. He came to WJM from Prudential Securities’ Investment Bank, where, as Vice President, he managed private and public equity offerings, as well as mergers and acquisitions transactions, for midsize media and technology companies. Before that he was a marketing associate with Merrill Lynch’s Private Client Services Group and also served as an Account Executive at two major New York advertising agencies.

Tim has authored numerous articles regarding the assessment of management teams in the context of private equity and M&A transactions and also co-authored the recent Executive Coaching – Questions & Answers. Tim received a BA degree in economics from Trinity College in Hartford, Conn., and an MBA degree in finance and accounting from New York University.

“I am honored to have this chance to assist WJM in building upon its past decade of success in serving so many of the world’s leading companies by developing their top executives and teams,” said Tim. “I am also excited about WJM’s momentum going forward as we continue to increase our effectiveness in identifying, retaining, developing and aligning talent - challenges that will become even more critical for all organizations over the next decade.”

“The company’s future is indeed bright, and I feel a great deal of enthusiasm about Tim’s new role,” said WJM Chairman and Founder, William Morin. “This will also increase my capacity to deliver additional Advisory and strategic consulting services to our customers.”

About WJM Associates

Headquartered in New York City, WJM Associates is a recognized leader in the fields of executive and organizational development. WJM has a Faculty of over 100 experienced executive coaches and consultants delivering coaching, assessment and other organizational effectiveness services throughout the world. To learn how we can help you, visit www.wjmassoc.com, contact one of our Account Directors toll free at 1-877-667-4647 or e- mail us at tmorin@wjmassoc.com.

Sincerely,

Tim Morin
WJM Associates Inc
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Web: http://www.wjmassoc.com