1. DEVELOPING WINNING TEAMS

2. Strategic issues Data quality Dealing with the demand for innovation and telling the difference between cutting-edge and bleeding-edge, and dealing with the risk involved

3. Strategic issues cont…. How to stop IT being viewed as a commodity. Reducing complexity.

4. Strategic Issues cont…. Managing expectations. Presenting IT as an enabler.

5. Strategic Issues … cont Engaging with the business. Talent management.

6. So what does this list tell us about the trials and tribulations of the modern CIO?

7. Firstly it's worth noting there really isn't much technology on this list — I don't see any mentions of specific vendors or point releases or hardware (nobody complaining about Windows 8 or iPads, for example).

9. ……….OF COURSE IT DOES…. BUT THE ROLE OF CIO IS CHANGING SO STRATEGIC LEADERSHIP AND PERSONAL COMMUNICATION SKILLS ARE BECOMING SERIOUSLY VITAL …………

14. THE PROCESS DISCOVERING ASK QUESTIONS AND LISTEN. ADVOCATING RELATIONSHIP SUPPORTING HURRYTRUST NEEDHELP

16. CONTROLLED AND EMOTIONAL

17. CONTROLLED

18. Secretive, cautious communicator. More controlled in expression of feelings. Measured opinions and actions. Strict, disciplined attitudes. Focus more on facts. Fact orientated decision-making. Seems difficult to get to know. Self –disciplined,guarded.

19. CONTROLLED cont. Requiring of self and others. Impersonal and businesslike. Limited use of gestures. Less facial expressiveness. Dresses more formally. Appears more task-orientated than people orientated. Time conscious.

20. EMOTIONAL

21. Open, impulsive communicator Less guarded in expression of feelings Dramatic opinions and actions Permissive, fluid attitudes Focuses more on feelings Emotional decision-making Seems easy to get to know

22. EMOTIONAL cont. Emotionally expressive, open Easy-going with self and others Personal and friendly Gestures more frequently More facial expressiveness Dresses less formally Appears more people orientated than task orientated Less time conscious

23. PERCEPTION OF ASSERTIVENESS

24. ASKS Less Assertive TELLS More Assertive

25. PERCEPTION OF ASSERTIVENESS ASKS Less Assertive Quiet (slow, deliberate, softer) Moderate Opinions Thoughtful Decisions Go-along Attitude Supportive

26. PERCEPTION OF ASSERTIVENSS cont. Tends to avoid use of power Lets others take social initiative Asks Questions Acts Slowly Tentative body language Less direct eye contact Less Confrontive

27. PERCEPTION OF ASSERTIVENESS TELLS More Assertive Talkative (quick, intense, louder) Strong Opinions Quick Decisions Take-charge Attitude Directive

28. PERCEPTION OF ASSERTIVENESS cont. Tends to use power Takes social initiative Makes Statements Acts Quickly Emphatic body language Direct eye contact More Confrontive

29. THE GRID

30. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL

31. VERBAL BEHAVIOURS

32. Slower Pace Of Speech faster Fewer Statements Quantity of speech More statements Quieter VOLUME OF SPEECH Louder

33. VERBAL BEHAVIOURS CONTROLLED monotoneTask subjectsFacts/data EMOTION IN VOICE SUBJECTS OF SPEECH FORM OF DESCRIPTION INFLECTIONS PEOPLE SUBJECTSPEOPLE OPINIONS EMOTIONAL

34. NON-VERBAL BEHAVIOURS

35. NON VERBAL BEHAVIOURS CONTROLLED Relaxed Use USE OF HANDS Points for Emphasis BODY POSTURE Leans Back Leans Forward EYE CONTACT Indirect Eye Contact Direct Eye Contact EMOTIONAL

36. NON -VERBAL BEHAVIOURS CONTROLLED RIGID POSTURE Less Use Controlled BODY POSTURE USE OF HANDS FACIAL DESCRIPTIVES CASUAL POSTURE More UseAnimated EMOTIONAL

37. RE-CAP

38. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL

48. Anger Patterns

49. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL AVOIDAUTOCRATIC ACQUIESCE ATTACK

50. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

51. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

52. ANALYTICALDRIVER AMIABLEEXPRESSIVE AVOIDAUTOCRATIC ACQUIESCE ATTACK

53. ANALYTICALDRIVER EXPRESSIVE AMIABLE AVOIDAUTOCRATIC ACQUIESCE ATTACK

54. PRIMARY NEEDS

55. ANALYTICALDRIVER AMIABLEEXPRESSIVE Controlled EMOTIONAL ASKASK TELLTELL RESPECT POWER APPROVALRECOGNITION

59. Jeff Kahn 082 8666 794 achievers@universe.co.za