Manager in the Middle

Presented by Thomas L. Willis, PCAMZalco Realty, Inc

Association Bridge, LLC

Virginia Leadership RetreatJuly 31, 2010

Introduction & Objectives

Welcome to paradise!

Introduction & Objectives

Successful navigation despite

challenges

Introduction & Objectives

Let a change of latitude free our minds

to remember what we already know

Introduction & ObjectivesGet ourselves healthy & maintain it

Introduction & ObjectivesBenefit those we lead

Introduction & ObjectivesCool Hand Luke

Introduction & ObjectivesElevate!

Exactly Who & Where We Are- External reality

Our clients The marketplace

Exactly Who & Where We Are- External reality• Cool Hand Luke Lesson #1: “What we got

here is… a failure to communicate.”

• Frances Hasselbein Lesson: If we are

positioned correctly, we will be in the

middle in a good way

• If we are positioned incorrectly we will be

in the middle in a bad way

Exactly Who & Where We Are- Internal reality• What do you really control?

• Are you in position to be in position?

• Are you part of the problem or part

of the solution? No excuses.

• Cool Hand Luke Lesson #2 – “You

got yo’ mind right, Luke?”

Exactly Who & Where We Are- Internal reality

Fundamentals: Positioning & Desire

Exactly Who & Where We ArePOSITIONING BY AUTHORITY • Governing Documents

• Contractual Requirements

• Ethics

• Law

• Board Policies

• The Association is not your Mom…..

Exactly Who & Where We ArePOSITIONING BY COMMUNICATION • Like voting in Chicago

• Hit the cut-off man

• Recognizing time investments

• Resource

• Teacher

• Managing expectation

• Consistent message

Exactly Who & Where We ArePOSITIONING BY KNOWLEDGE • Know what you know, know what you don’t

• “I don’t know, but I’ll get back to you”

• Is continual learning in your business

culture?

• Flowers and weeds

• Building your resource bank

• Providing resources for your people

Exactly Who & Where We ArePOSITIONING BY ATTITUDE • Is health part of your business culture?

• Paradox of human imperfection

• Everyone is self-employed

• Humility is a strength. Hubris is a slow death.

• Will Rogers and cats

• Embrace the paradox of personal value vs.

irrelevance (because it is not about you).

Exactly Who & Where We ArePOSITIONING BY PRINCIPLE • Customer Service vs. Politics

• Ego vs. Principle

• Trust is earned

• True North & respect comes first

• Short term gain vs. long term value

• How are individual and organizational values

aligned?

Exactly Who & Where We ArePOSITIONING BY PRINCIPLE

“If you set out to be liked, you would be

prepared to compromise on anything at

anytime, and you would achieve nothing.”

– Margaret Thatcher

“ A man who stands for nothing will fall for

anything”

– Malcolm X

Exactly Who & Where We AreTHREATS TO POSITIONING • Growing demands on attention – easy to lose

focus

• Knowing what’s important – the experience

factor

• Stress

• Fear

• Ignorance

• Lack of motivation & burn out

WHAT ARE YOUR STRATEGIES?

Exactly Who & Where We Are

Strengths

Weaknesses

Opportunities

Threats

Rubber Meets Road

PROOFS TO PERFORMANCE: • Who has authority in this situation?

• What fundamental principles apply?

• Am I communicating proactively and

thoroughly, including the principles that govern

my position

• What does the successful result look like? (go

from B to A) – helps you stay out of the weeds

• What are the long term ramifications? (gut

check)

• Are emotions or ego coloring my perspective?

Rubber Meets Road BOTTOM LINE – TO SURVIVE AND THRIVE IN THE

MIDDLE:

• Know yourself & be true

• Commit to highest principles of service &

leadership

• Position yourself as a teacher and leader

• Enable/empower those who report to you to

teach and lead

• Recognize time investments - this is

almost always an opportunity

• THEN you can elevate when in the middle

Rubber Meets Road

DISCIPLINE

Rubber Meets Road

THE GOOD NEWS - IT’S WORTH IT

Sound Fundamentals + Integrity +

Knowledge

Desire + Discipline + Guts = Excellence

Choosing excellence = Market

differentiation

ESPECIALLY in the tough times when many

will

cave or sell out

Personal and organizational branding

Back to the Real World

What –ifs

Applications

Experiences

Discussion

War stories

The best managers are warriors

at heart, and a warrior cannot be

afraid to die.

Thank you for choosing to be the

best. The industry needs it. Your

clients deserve it. Your people

deserve it. Your organization

deserves it. YOU deserve it.