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Solve This! (How to think creatively …and how to make innovation happen) ACPE SCMA/SCHA TAP CONFERENCE September 13, 2

Solve This! (How to think creatively …and how to make innovation happen) ACPE SCMA/SCHA TAP CONFERENCE September 13, 2012. KEVIN E. O’CONNOR, CSP. Your Notes …Are Better Than My Notes. “Leaders are not born… they are cornered.”. -Winston Churchill. Three Frogs. Groups of Two Please.

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Solve This! (How to think creatively …and how to make innovation happen) ACPE SCMA/SCHA TAP CONFERENCE September 13, 2

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  1. Solve This!(How to think creatively …and how to make innovation happen)ACPESCMA/SCHA TAP CONFERENCESeptember 13, 2012 • KEVIN E. O’CONNOR, CSP

  2. Your Notes …Are Better Than My Notes

  3. “Leaders are not born…they are cornered.” -Winston Churchill

  4. Three Frogs

  5. Groups of Two Please

  6. Today… • Paraphrase as a first response • Consider questions before conclusions • Affirm what you heard that you liked • Link and connect with “and” not “but” • Respond with thank you…or a paraphrase ? + 

  7. A Metaphor for Leadership.…and Influence

  8. A Metaphor for Leadership.…and Influence

  9. Today… • Paraphrase as a first response • Consider questions before conclusions • Affirm what you heard that you liked • Link and connect with “and” not “but” • Respond with thank you…or a paraphrase ? + 

  10. Groups of Three

  11. “Cooperation • isn’t getting people to do • what you want them to do.It’s getting them to want to do what you want them to do.”Earl Nightingale

  12. SkillsetPhysicianExecutiveBus. Devel. • Data • Detail • Safety • Risk • Perfection • Research • Confirm • Meaning The Deal • Story Benefits • Possibility Agreement • Reward Chance • Profitable Usefulness • …in order to Close • Decide Close…Now

  13. Internal MindsetPhysicianExecutiveSales • Peers • Safety • Reputation • Complexity • Mastery • Learning • Self • Team (self) • Plan Goals • Money Increase • Consideration Competition • Conservation Benefits • Hierarchy Matrix • Influence Persuasion • Institution Manager • Team (others) Team (win)

  14. What can happen when all three collaborate…

  15. How About You? • Apple Store • Wait Staff • Ritz Carleton • Your Meetings

  16. What Do These Words Mean To You ? • Present • Presence • Executive Presence • Physician Executive Presence • Your...Presence

  17. Be Present.... And Have Presence

  18. Three Ideas for Today • The Meaning of Value • Product of the Product • Connection

  19. The Product …of Your Product • Internet • Starbucks • American Girl Store

  20. Essential Elements • “The main thing is to make sure that the main thing is the main thing.”

  21. Advice From a Psychologist…. • Really ? • What Else ? • Wow ! • Tell Me More About That ! • How Did You Decide To …? • S_ _ _ U_ !! • And…Remember…The Platinum Question

  22. More Choices… • Hearing you say that, I… • I want/need your help because… • I’d like to get some things out in the open… • I have a different perspective… • What I appreciate the most about you is…

  23. Avoid Pathetic Language Wish…Hope…Maybe…Problem...Have To…But… Got To...Totally Disagree…Wrong…Try.. Awesome…Basically…Actually Should…Maybe…Frankly… To Tell You The Truth… I’ve Got To Be Honest with You

  24. Yes No Want Aim Decide Determine On Track Will Glad to Happy to My Honor to I Understand Let’s Thank you Choose More Powerful Words

  25. Use Influential Language • I need your help. • Because… • The reason this is important is… • Can you give me an example of that? • Hearing you say that, I…. • I want…need your help…because • I hear you & I have a slightly different perspective… • You might be right. • What I appreciate about you is… • Thank you

  26. Kevin E. O’Connor, CSP • 1-847-208-8840 • kevin@kevinoc.com

  27. You're Not Just A Trustee, Administrator, or Physician Anymore!(Leadership, Influence, Connection)ACPESCMA/SCHA TAP CONFERENCESeptember 13, 2012 • KEVIN E. O’CONNOR, CSP

  28. A Doctor in Connecticut

  29. OPPORTUNITY CONVERSATION SKILL TECHNIQUE = WISDOM YOU AS LEADER INFLUENCER

  30. Do others ever disappoint you ?

  31. The issue in all human conflict is never about things, but always about respect.”

  32. The Real Issues of Respect

  33. My right to decide is being weakened • My right to control is being jeopardized • My judgement and my ideas are not being considered • My prestige and my status are being questioned • My feelings don’t seem to count here • I feel unfairly treated • I feel defeated • I feel powerless • I feel inferior

  34. 4 Elements of Change • I feel listened to . . . • I feel you are interested in me . . . • I feel you have helped me focus. . . • I feel encouraged. . .

  35. Ask…and Listen

  36. “Everyone • loves • hearing a good listener.”Ron Stavoe

  37. Show Interest Two Ways • Really?! • What Else? !

  38. What is the Skillset and the Mindset of… Your Target? Who is your Target?

  39. Influence Power

  40. Who has power in your world?

  41. Power Access

  42. Predictable Access

  43. Access Will They Take My Call?

  44. Who takes your call? Who's calls do you take?

  45. The Call Is Taken Because...

  46. They Perceive We Can Improve Their Condition This Perception Begins First with How They Feel About Us

  47. The Feeling is Based on... Can We Help Them Solve Their Conundrum?

  48. Conundrum • Bewilderment • brain-twister • complication • confusion • dilemma • distraction • enigma • entanglement • labyrinth • maze • mystery • plight • quandary • rebus • stumper • ...and 11 others!

  49. Ultimate Compliment in a System "I Need This Person In My Life"

  50. Communicate…Carefully

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