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Being credible… to yourself and to others

Being credible… to yourself and to others. Institute of Management Accountants ~ Nov 15, 2011. CREDIBLE IN COURT. IN COURT OF LAW. IN COURT OF LIFE. ASSESSING CREDIBILITY – JUST ASK . (Photographer/Daughter) Past dealings, word of mouth 

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Being credible… to yourself and to others

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  1. Danette Layne laynechange@frontier.com (509)396-4908 Being credible…to yourself and to others Institute of Management Accountants ~ Nov 15, 2011

  2. CREDIBLE IN COURT IN COURT OF LAW IN COURT OF LIFE Danette Layne laynechange@frontier.com (509)396-4908

  3. ASSESSING CREDIBILITY – JUST ASK • (Photographer/Daughter) Past dealings, word of mouth  • (Guitar Player / Band) ^yes. And also, what do they say about other people they deal with, especially when they aren't around? Are they always right and everyone else is always wrong? How fairly do they assess themselves? That plays into it too I think. • (Engineer / Med Student) Situational competency. A doctor makes a credible witness for something related to healthcare/disease/etc. but would not necessarily be credible for input on how to design a suspension bridge • (Pastor) If one makes a big deal about their own credibility, it's time to be skeptical. • (IT Guy) They have follow-through and do what they say they are going to do. Danette Layne laynechange@frontier.com (509)396-4908

  4. MY CREDIBILITY WITH ME Danette Layne laynechange@frontier.com (509)396-4908

  5. DEFINITION OF CREDIBILITY • The quality of being trusted • The quality of being convincing or believable Danette Layne laynechange@frontier.com (509)396-4908

  6. TRUST • Believe in the reliability, truth, ability, or strength of. (verb) • Firm belief in the reliability, truth, ability, or strength of someone or something. (noun) • Synonyms •  believe - confide - rely - credit – hope (verb) • confidence - faith - credit - reliance – belief (noun) • “You know it when you feel it” ~Jack Welch • Opposite of trust: distrust / suspicion Danette Layne laynechange@frontier.com (509)396-4908

  7. CRISIS OF TRUST • Population that feel others can be trusted • Americans 34% • Latin America 23% • Africa 18% • Great Britain 29% • (down from 60% in the 70’s) Danette Layne laynechange@frontier.com (509)396-4908

  8. IN THE NEWS • Bank Transfer Day! • “If we shift our funds from… banking institutions in favor of… credit unions, we will send a clear message that conscious consumers won't support companies with unethical business practices. • Second Hanford Vit. plant official files whistleblower claim 11/13/11 • A second official at the Hanford vitrification plant has filed a federal complaint, claiming discriminat(ion)…for being a whistleblower on issues related to safe(ty). • Penn St. assistant failed 'moral obligation‘ • McQueary told head coach Paterno, who reported it to his superiors. But those school officials, athletic director Curley and school vice president Schultz, face perjury charges, accused of covering up McQueary's 2002 report • State lawmakers from both parties have proposed changes to toughen the law that governs the reporting of sex assaults, Corbett added. He said he would not be surprised to see it strengthened this year. Danette Layne laynechange@frontier.com (509)396-4908

  9. CRISIS OF TRUST? • Cheated in College: • Liberal Arts Students 43% • Education 52% • Medical 63% • Law 63% • Business 75% • 76% of MBA graduates were willing to understate expenses that cut into their profits • Ethical dilemma exams: • Convicts (min. security prisons) scored as high as MBA students Danette Layne laynechange@frontier.com (509)396-4908

  10. RELATIONSHIPS AND TRUST • Success in leadership, business, life • has been • is now • will continue to be A function of how well we work and play together “The glue that holds all relationships together , including the relationship between the leader and the led, is trust” ~ Brian Tracy Danette Layne laynechange@frontier.com (509)396-4908

  11. RESPONDING TO TRUST CRISIS RULES CONFORM COMPLY Danette Layne laynechange@frontier.com (509)396-4908

  12. PRINCIPLE OF TRUST “While corporate scandals, terrorist threats, office politics, and broken relationships have created low trust on almost every front, I contend that the ability to establish, grow, extend and restore trust is not only vital to our personal and interpersonal well-being; it is the key leadership competency of the new global economy. “ Stephen M R Covey Danette Layne laynechange@frontier.com (509)396-4908

  13. ECONOMY OF TRUST Trust = Speed and Cost Trust = Speed and Cost Danette Layne laynechange@frontier.com (509)396-4908

  14. COST OF LOW TRUST Danette Layne laynechange@frontier.com (509)396-4908

  15. BENEFITS OF HIGH TRUST Danette Layne laynechange@frontier.com (509)396-4908

  16. RESULTS OF TRUST BEHAVIOR Danette Layne laynechange@frontier.com (509)396-4908

  17. 4 CORES OF CREDIBILITY • Character (reputation) 1. Integrity 2. Intent • Competence (track record) 3. Capability 4. Results Danette Layne laynechange@frontier.com (509)396-4908

  18. CHARACTER: INTEGRITY • Honesty Danette Layne laynechange@frontier.com (509)396-4908

  19. CHARACTER: INTEGRITY • Congruence Think Feel What you say What you do Principle Danette Layne laynechange@frontier.com (509)396-4908

  20. CHARACTER: INTEGRITY • Humility Danette Layne laynechange@frontier.com (509)396-4908

  21. CHARACTER: INTEGRITY • Courage Danette Layne laynechange@frontier.com (509)396-4908

  22. Dial it up a notch: Integrity 1. Make and Keep Commitments • When challenged – you have 2 choices • change behavior to match your commitment • lower your values to match your behavior 2. Stand for Something Danette Layne laynechange@frontier.com (509)396-4908

  23. Dial it up a notch: Integrity 3. Be Open • If your names not Google… than you don’t know everything “He who cannot change the very fabric of his thought will never be able to change reality, and will never, therefore, make any progress” Anwar Sadat Danette Layne laynechange@frontier.com (509)396-4908

  24. 4 CORES OF CREDIBILITY • Character 1. Integrity: honesty, congruence, humility, courage 2. Intent • Competence 3. Capability 4. Results Danette Layne laynechange@frontier.com (509)396-4908

  25. CHARACTER: INTENT • Motive • The “why” that motivates the “what” • The MOTIVE that inspires the greatest trust: CARING “The moment there is suspicion about a persons’ motives, everything he does become tainted” ~Ghandi Danette Layne laynechange@frontier.com (509)396-4908

  26. CHARACTER: INTENT • Agenda • What we intend to DO • THE agenda that inspires greatest trust: MUTUAL BENEFIT • Behavior • Manifests from motive & agenda • THE best behavior to create credibility & trust… acting in the best interest of others Danette Layne laynechange@frontier.com (509)396-4908

  27. Dial it up a notch: Intent 1. Examine & Refine Motives • Rationalizing? (rational lies?) • Seeking to bless or impress? • “What is my motive?” • Toyota 5 “why’s” – get to the root cause. Danette Layne laynechange@frontier.com (509)396-4908

  28. Dial it up a notch: Intent 2. Declare Intent • “My intentions are….” 3. Choose Abundance • Mind set – there is enough to go around “…economic alchemy comes from principles of abundance, not scarcity” ~ Paul Zane Pilzer Danette Layne laynechange@frontier.com (509)396-4908

  29. 4 CORES OF CREDIBILITIY • Character 1. Integrity: honesty, congruence, humility, courage 2. Intent: motive, agenda, behavior • Competence 3. Capability 4. Results Danette Layne laynechange@frontier.com (509)396-4908

  30. PERFORMANCE REVIEW Am I relevant? Danette Layne laynechange@frontier.com (509)396-4908

  31. COMPETENCE: CAPABILITIES • TASKS • T – talents: natural gifts, strengths • A – attitude: paradigms, how we see things, our way of being • S – skills: proficiencies, things we do well • K – knowledge: learning, insight, understanding, awareness • S – style: unique approach, personality Danette Layne laynechange@frontier.com (509)396-4908

  32. COMPETENCE: CAPABILITIES • Communication skills • Relationship skills • Team Skills • Leadership Skills • Trust Skills • Establish • Grow • extend • Restore Danette Layne laynechange@frontier.com (509)396-4908

  33. Dial it up a notch: Competence 1. Run w/ your strengths and your purpose feed strengths, starve weaknesses Danette Layne laynechange@frontier.com (509)396-4908

  34. Dial it up a notch 2. Keep Self Relevant • 40 year degrees not 4 year degree “I am always learning and working at the margin of my ignorance.” Harvey Golub, Chairman of Campbell Soup former CEO of American Express 3. Know where you are going Danette Layne laynechange@frontier.com (509)396-4908

  35. 4 CORES OF CREDIBILITY • Character 1. Integrity: honesty, congruence, humility, courage 2. Intent: motive, agenda, behavior • Competence 3. Capability: TASKS & staying relevant 4. Results Danette Layne laynechange@frontier.com (509)396-4908

  36. COMPENTENCE: RESULTS • Track Record • The “what” AND the “how” Living the values – the HOW Gettingresults – the WHAT Danette Layne laynechange@frontier.com (509)396-4908

  37. Dial it up a notch: Results 1. Take Responsibility – for results not just activities • Results focus is a way of thinking • Results focus releases creativity, builds credibility & trust Danette Layne laynechange@frontier.com (509)396-4908

  38. Dial it up a notch: Results • Taking responsibility for results also builds credibility & trust • Relationship level • “I’m sorry for my part in this” • “What can I do to make it better? • “Maybe I didn’t communicate clearly / let me try to explain a little better” • I accept responsibility for my part AND • I accept responsibility to help find a solution BUILDS credibility, trust and pays dividends Danette Layne laynechange@frontier.com (509)396-4908

  39. Dial it up a notch: Results 2. Expect to Win • Pygmalion effect • Principle • We tend to get what we expect • from ourselves • from others • Expect more get more • Expect less get less Danette Layne laynechange@frontier.com (509)396-4908

  40. Dial it up a notch: Results 3. Finish Strong • Beginners are many, finishers are few • Society of victims and quitters Danette Layne laynechange@frontier.com (509)396-4908

  41. 4 CORES OF CREDIBILITIY • Character 1. Integrity: honesty, congruence, humility, courage 2. Intent: motive, agenda, behavior • Competence 3. Capability: TASKS and staying relevant 4. Results: track record, the “what” AND the “how” Danette Layne laynechange@frontier.com (509)396-4908

  42. 4 CORES OF CREDIBILITY • Character (reputation) 1. Integrity 2. Intent • Competence (track record) 3. Capability 4. Results Danette Layne laynechange@frontier.com (509)396-4908

  43. ECONOMICS OF CREDIBILITY • Being credible is about being trusted • Economy of Trust • Behavior results in • Earning trust dividends • Paying trust taxes Trust = Speed and Cost Trust = Speed and Cost Danette Layne laynechange@frontier.com (509)396-4908

  44. CREDIBILITY TO SELF & OTHERS • Crisis of Trust ~ Lack of Credibility • Compliance / Conforming to rules is not the answer • Building the Skill of Trust: Ticket to Success in Relationships • Business • Life • Trust is a Function of: • Character: integrity & intent • Competence: capabilities & results • “Trust” can be Learned, Improved, & Increased Danette Layne laynechange@frontier.com (509)396-4908

  45. END Thank you IMA! Danette Layne laynechange@frontier.com (509)396-4908

  46. Danette Layne laynechange@frontier.com (509)396-4908

  47. Danette Layne laynechange@frontier.com (509)396-4908

  48. Danette Layne laynechange@frontier.com (509)396-4908

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