The Award-Winning Monthly Resource for Professionals

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OUTCOME FOCUS REPORT
Circulation 31,400
Vol 61 - January 2006
Publisher: Anne Warfield
mailto:ezine@imp.us.com
888-imp-9421 or 952-921-9421
http://www.impressionmanagement.com
© 2006 Impression Management Professionals
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IN THIS ISSUE
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1) What's In The News?
2) Outcome Focus Situation/Solution
3) Anne's Aha
4) Resources To Learn More


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1. What's In The News?
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Learn more about IMP's Monthly Presentation Skills Seminar at the IMP
Institute in Minneapolis, MN

Upcoming Presentation Skills Seminar Dates in Minneapolis, MN:

February 6-7, 2006
March 20-21, 2006

Upcoming Negotiation Skills Seminar Dates in Minneapolis, MN:

March 23-24, 2006

Follow this link for more information,

http://www.impressionmanagement.com/coaching.shtml

or, email me at mailto:ezine@imp.us.com


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Create your own imp@atomic.sparklist.com; using List Builder:
http://www.listmedia.com/listbuilder/00623

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2. Here's This Months Outcome Focus Situation/Solution
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Use as a training tool: Present the situation below to the group and have
them brainstorm how they would best handle the situation. Then share the
Outcome Focus answer and see how it relates or differs from solutions the
group found.

How to Avoid Being the Pickle in the Middle when Dealing with Conflicting
Senior Executives

Dear Anne,

As a person in the marketing arm of our business, I often interact with
many departments. The problem I am running in to is that my boss (who is a
VP) and an internal client of mine (who is also a VP and peer of my boss)
do NOT get along.

My boss (I will call him Terry) and Brent (the other VP) constantly reject
each others ideas and disagree with each other. Well, I need to satisfy
both of them, as Terry does my review, but Brent is my client. I have had
Brent ask me to do things and tell me not to run it by Terry, but to just
do it.

Part of the problem is that Brent likes to do everything at the last
minute, while Terry likes things planned out. So at times Terry will park
Brent’s project for a while to teach him a lesson and Brent will try to
bypass Terry to teach him a lesson.

I am really feeling caught between the two. I just want to do my job. Do
you have any ideas on how to handle this?

PS. Brent is a real sales type of guy who just likes to do things, while
Terry is more analytical about how he approaches things.

OUTCOME DESIRED:

You want to be able to do your job so that it satisfies Brent, your
client, and meets Terry’s needs without you ever having to take sides.

OTHER PERSONS PERSPECTIVE:

This one is tricky. You report to Terry so ultimately you need to meet his
needs. However, Brent is your client so he can make your life miserable if
you don’t meet his needs. In this situation you are being put right in the
middle of their war zone.

The first thing you need to do is level the playing field so you are not
caught in the middle. Here may be the two gentlemen’s thoughts and
positions based on the information you have shared with me:

Terry: He wants to do a good job, be seen as competent, and have his area
flourish. He wants you to meet your internal client’s needs as long as
they don’t clash with your department goals. He wants to be sure things
are done in a fluent manner, but done with precision. This means he will
be more willing to take a longer path to get there and most likely, hates
to rush in to things. Terry most likely has faith in doing things right in
the first place so you don’t have to correct it on the back side.

Brent: He wants to do a good job, be seen as competent, and have his area
flourish. He wants his needs met and most likely, wants it to be done fast
rather than waiting to make sure everything is 100%. To him the playing
field is won by speed, while for Terry it is most likely won by accuracy.
Both can be right depending on the situation. Brent most likely has faith
that he can fix or correct things if they go wrong, so he would rather do
things quickly.

Both see you as a way to solidify or justify their own opinions and thus,
put you in the middle.

USING OUTCOME THINKING:

Notice that I started both men’s perspective the exact same way- do a good
job, be seen as competent, and have his area flourish. That is because
both probably want the same thing but they each feel their way of getting
it is the right way. You may also be dealing with years of bad blood as
well.

Regardless, we are ONLY going to focus on delivering what they want and we
want to realize that what you are really dealing with is a difference in
style of communication.

Approach Brent with the following: "Brent I want to make sure that my team
meets your needs as best as possible. One of the things I believe I can do
to better speed things up for you is to make sure I get requests in as
early as possible. I wanted to brainstorm with you on some ways I can work
better with you upfront so that we don’t have to scramble on the back side
for you. I realize this puts extra pressure on your team and I would like
to alleviate that but planning more upfront."

Then listen to what Brent says. If he says anything derogatory about
Terry, say something like, "Brent, I realize that you and Terry have your
differences. I would appreciate it if you and I can focus on ways I can
work better for you and meet your needs instead."

Just stick to what you can do to help him. If he pushes comments about
Terry, just say, "You each have a different style of doing things. I can
appreciate each and am confident I can deliver your needs, Brent."

I would approach Terry with the following: "Terry, I really want to do a
good job for you and make sure I take care of our clients in a timely
manner. I also realize that one of my clients, Brent, and you do not
always see eye-to eye. I realize that for Brent speed is of the essence
and at times that can mess up our department. I believe I can work with
Brent to get his requests and needs in a timely manner so that we meet his
need for speed while not messing up our department. I think this would
really help in making our area run smoother while meeting Brent’s needs. I
will keep you posted."

If Terry bad mouths Brent, then I would say, "You have different styles
and I appreciate aspects of each of them," or "If you are willing to give
me more flexibility, I believe I can manage his account with very little
interaction from you so you don’t have to deal with him. Is that
acceptable with you?"

If that doesn’t stop it, then you need to be more direct and say something
like, "I would appreciate it if we can stick to what we need to work on
here" and go right on as though they didn’t say anything bad.

SPECIAL NOTE:

Send Anne your situation to be included in an upcoming E-zine.
mailto:ezine@imp.us.com


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3. Anne's "Aha"
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Listen to Anne speak about Outcome Thinking!

Click on this link:
http://www.audioblogger.com/media/30006/99358.mp3


************** Want To Perfect Your Skills? *************

Order Anne's Book, Outcome Thinking: Getting Results 
Without The Boxing Gloves! Follow the link below:

http://www.impressionmanagement.com/products.shtml


****************
Quotable Quotes:
****************

"The best way to get people to think out of the box is not to create the
box in the first place." Martin Cooper

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4. I Want More Resources So I Can Perfect My Skills
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Order Your Success Tools Online:
http://www.impressionmanagement.com/products.shtml


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FREE ARTICLES AND BACK ISSUES
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We have many articles available for your publication, company
newsletter, etc. Articles can be viewed at
http://www.impressionmanagement.com/articles/index.shtml


All you have to do is print the article in its entirety along with the
byline at the top and the credits, and complete contact information at the
end of each article. I would appreciate a tear sheet or electronic copy
too.

Back Issues of the Outcome Focus E-zine can be viewed at
http://www.impressionmanagement.com/ezine/index.shtml


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About Anne and IMP
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Anne Warfield, CSP*
President
Impression Management Professionals
15768 Venture Lane
Minneapolis, MN 55344
952-921-9421
888-imp-9421
952-921-9420 Fax
Email: mailto:ezine@imp.us.com
Visit us at: http://www.impressionmanagement.com

"A true leader is not one you look up to because they are the best. A true
leader is one that draws the best out in you." Anne Warfield

*CSP- Certified Speaking Professional; a designation held by only 7% of
all speakers nationwide

Member of the National Speakers Association


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