23-Dec-18
Raj’s Case
DEVELOPING
COMPLEMENTARY SKILLS
Raj’s Case
• As far as Raj, he could tell nothing. Every one was happy with
his work. Raj was at or above the norm in every area, strong
not only in delivering results but also in problem solving,
strategic thinking and inspiring others to top performance.
• But how Raj was overlooked? He was at a loss. Should he
think more strategically? Become even more inspiring?
Practice problem solving more intently?
So What is the Issue?
Linear versus Non-linear Development
• What is linear development ?
– Doing more of what you already do well yields
only incremental development
– Example : A marathon runner keeps practicing
running of longer distances
– What he has to do if he has to reach next/higher
level?
– Similarly your strength may be “Exhibits technical
expertise”
– Will you reach higher level if you reading more
and more or accumulating technical knowledge?
• A manager, we will call Raj was middle level sales executive at
a Fortune 500 company. After a decade or so years there, he
was thriving – he made his numbers, he was well liked, he got
consistently positive reviews. He applied for a higher level
post under company’s internal recruitment policy and if
selected that would put him in charge of high profile
worldwide product alignment initiative, confident that he was
the top candidate and that this was the logical next move for
him, a seemingly perfect fit for his skills and ambitions. His
track record was solid. He had made no stupid mistakes or
career limiting moves.
• He was stunned, then, when a colleague with less experience
got the job and when he was overlooked
Continued …………
What is the Issue?
• Improving a weakness through learning and
practicing is referred as linear development
• But the data from decades of research work with
tens of thousands of executive has shown that
developing strengths is very different
• Doing more of what you already do well yields only
incremental improvement
• To get appreciably better at it, you have to work on
complementary skills – What is called as non-linear
development
Linear versus Non-linear Development
• What is non-linear development ?
– To get appreciably better at “a particular strength”
you have to work on complementary skills
– Example : A marathon runner to improve his
running ability needs to supplement by doing
weight training, bicycling, swimming or yoga
– Similarly your strength may be “Exhibits technical
expertise”
– You reach higher level in this strength if you
develop others, solve problems, analyses issues,
build relationships and networks etc
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Competencies that correlate positive

Interaction effect
Business outcomes
• Combination of two activities produces • Research has shown that Leadership with No
34%
synergetic improvement there are 16 leadership Outstanding strength

• Combination produces result much higher competencies correlate 64%

than sum of the two strongly with positive
business outcomes 72%
• To lose weight instead of diet or exercise alone
• Single competency
combination of two produces much more strength may take you 81%
results only up to some lower
• Hence the need for competency companion level 89%
• Percentile ranking of
leadership effectiveness 91%
Leadership with One
Outstanding strength
Leadership with Two
Outstanding strength
Leadership with 3
Outstanding strength
Leadership with 4
Outstanding strength
Leadership with 5
Outstanding strength

Competencies that correlate positive

Business outcomes
• Sixteen Leadership Competencies
• Displays Honesty & Integrity
• Exhibits technical /
professional expertise
• Solves problems & analyses
issues
• Innovates
• Practice self development
• Focuses on results
• Establishes Stretch goals
• Takes Initiatives
Building Strengths Step by Step
• Identify your strengths
• Communicates powerfully & • Choose strength to focus on, according to its
broadly importance to the organisation and how
• Inspires & motivates others
passionately you feel about it
• Builds relationships
• Develops others • Select a complementary behaviour you would
• Collaborates and Fosters like to enhance
Team Work • Develop it in a linear way
• Develops Strategic
Perspective
• Champions of Change
• Connects the group to
outside world

Identify Your Strengths Choose a Strength Focus on

• How do I identify? • It is not the choice between the good & bad
• Feedback • It is the choice between the good & another
• 360o Feedback by organisation good, and hence to be deliberate
• It is about the passion and the need of the
organisation
• Think about the opportunities to apply the
strength
• Do I enjoy in developing that skill?
• A matrix approach will help in choosing

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Narrowing down the options Narrowing down the options

Organisation Needs

Organisation Needs
Your Competencies

Your Competencies
Your Passions

Your Passions
Total

Total
S. S.
STRENGTHS STRENGTHS
No No

1 Displays Honesty and Integrity X 1 9 Communicates powerfully X 1

2 Exhibits Technical/Professional competence X 1 10 Inspires and motivates others X X X 3
3 Solves Problems and Analyses Issues X X 2 11 Builds Relationship X 1
4 Innovates X 1 12 Develops Others X 1
5 Practices Self-Development 13 Collaborates & Fosters Teamwork X 1
6 Focuses on results X 1 14 Develops Strategic Perspective X X 2
7 Establishes Stretch Goals X 1 15 Champions of Change X 1
8 Takes Initiative X 1 16 Connects the group to outside world

Select a Complementary Competency Competencies that correlate positive

• Choosing a companion behaviour is similar to
Business outcomes
• Displays Honesty and Integrity
choosing the strength to develop
– Shows concern and consideration for other
• A similar matrix approach will help you – Is trustworthy
• Go through the list of companions and choose – Demonstrates optimism
one or two – Is assertive
• Do not pick up too many things at a time – Inspires and motivates others
– Deals well with ambiguity
– Is decisive
– Focuses on results

Competencies that correlate positive Competencies that correlate positive

Business outcomes Business outcomes with companions
• Exhibits Technical / Professional Expertise • Solves Problems and Analyzes Issues
– Solves problems and analyzes issues – Takes initiative
– Builds relationships and network – Is organized and good at planning
– Communicates powerfully and broadly – Is decisive
– Pursues excellence – Innovates
– Takes initiative – Wants to tackle challenges
– Develops honesty and integrity – Develops strategic
– Acts in the team’s best interest – Acts independently
– Has technical expertise
– Communicates powerfully and broadly

3

Competencies that correlate positive
Business outcomes with companions
• Innovates
– Is willing to take risk and challenge the status quo
– Supports other in risk taking
– Solves problems and analyzes issues
– Champions change
– Learns quickly from success and failure
– Develops strategic perspective
– Takes initiative
Competencies that correlate positive
Business outcomes with companions
• Focus on results
– Is organized and good at planning
– Displays honesty and integrity
– Anticipates problems
– Sees desired results clearly
– Provides effective feedback and development
– Establishes stretch goals
– Is personally accountable
– Is quick to act
– Provides rewards and recognition
– Creates a high - performance team
Competencies that correlate positive
Business outcomes with companions
• Takes initiative
– Anticipates problems
– Emphasizes speed
– Is organized and good at planning
– Champions others
– Deals well with ambiguity
– Follows through
– Inspires and motivates others
– Establishes stretch goals
– Displays honesty and integrity
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Competencies that correlate positive
Business outcomes with companions
• Practices Self Development
– Listens
– Is open to others’ ideas
– Respects others
– Displays honesty and integrity
– Inspires and motivates others
– Provides effective feedback and development
– Takes initiative
– Is willing to take risk and challenge the status quo
Competencies that correlate positive
Business outcomes with companions
• Establishes stretch Goals
– Inspires and motivates others
– Is willing to take risk and challenge the status quo
– Gain the support of others
– Develops strategic perspective
– Champions change
– Is decisive
– Has technical and business expertise
– Focuses on results
Competencies that correlate positive
Business outcomes with companions
• Communicates powerfully and broadly
– Inspire and motivates others
– Develops strategic perspective
– Establishes stretch goals
– Deals effectively with the outside world
– Is trustworthy
– Involves others
– Translates messages for clarity
– Solves problems and analyzes issues
– Take initiative
– Innovates
– Develops others
4

Competencies that correlate positive
Business outcomes with companions
• Inspire and Motivates Others
– Connects emotionally with others
– Establishes stretch goals
– Exhibits clear vision and direction
– Communicates powerfully and broadly
– Develops others
– Collaborates and fosters Teamwork
– Nurtures innovation
– Takes initiative
– Champions change
– Is a strong role model
Competencies that correlate positive
Business outcomes with companions
• Develops others
– Practices self development
– Shows concern and consideration for others
– Is motivated by the success of other
– Practices inclusion and values diversity
– Develops strategic perspective
– Provided effective feedback and development
– Inspires and motivates others
– Provides rewards and recognition
– Display honesty and integrity
Competencies that correlate positive
Business outcomes with companions
• Develops Strategic perspective
– Focuses on customers
– Innovates
– Solves problems and analyzes issues
– Communicates powerfully and broadly
– Establishment stretch goals
– Demonstrates business acumen
– Champions change
– Inspires and motivates others
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Competencies that correlate positive
Business outcomes with companions
• Builds Relationships
– Collaborates and foster teamwork
– Display honesty and integrity
– Develops other
– Listens
– Communicates powerfully and broadly
– Provides rewards and recognition
– Practices inclusion and values diversity
– Demonstrates optimism
– Practices self development
Competencies that correlate positive
Business outcomes with companions
• Collaborates and Fosters Teamwork
– Is trust worthy
– Builds relationships and networks
– Practices inclusion and values diversity
– Develops strategic perspective
– Establishes stretch goals
– Communicates powerfully and broadly
– Display honesty and integrity
– Adapts to change
– Inspires and motivates others
– Develops other
Competencies that correlate positive
Business outcomes with companions
• Champions Change
– Inspire and motivation others
– Builds relationships and network
– Develops other
– Provides rewards and recognition
– Practices rewards and recognition
– Practices inclusion and values diversity
– Innovates
– Focuses on results
– Is willing to take risk and challenge the status quo
– Develops strategic perspective
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Competencies that correlate positive

Develop it in a Linear way
Business outcomes with companions
• Connects the group to the outside world
– Develops broad perspective
– Develops strategic perspective
– Inspires and motives others Work at improving the skill in that area
– Has strong interpersonal skills
– Take initiative
– Gathers and assimilates information
– Champions change
– Communicates powerfully and broadly

Assignment: Complimentary Skils

c. Detailed analysis of the company, giving their business and
skills expected from the companies in tabular form as under
1. It is an individual assignment.
(2 pages):
2. The assignment will contain the following: Companies Analysis in point form Skills the company look for

a. Mention Your Roll No, Name & Elective at the begining–one

only

b. Identify four companies which you prefer to join after PGDM

programme. Give details as under in tabular form – 2 pages:
d. List of Primary Skills and Complimentary skills which you
S.No Company Name, Include Reasons/Motivating Factors would like to develop, in order to join any of the companies
their website url to join in bullets form (one page).
1
2 e. Total Number of pages - 5
3
Date of Submission of Assignment: 16 Jan 2019
4

Thank You
For Your
CONCLUSION Patient listening
If you want to get to the top,
develop skills that
complement what you already do best