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CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Tip Question 3 The answer is A Stephen is aware that the filtration unit sales must turn around for PureRiver to stay in business. What type of leadership style will Tip Stephen use to assist Bruce in ensuring company sales targets are met? The answer is C Choose the best answer. A. Directing B. Selling C. Aggressive D. Participating E. Restructure Question 4 Which one of the following statements accurately describes the “Selling” style of leadership? Choose the best answer. A. The leader determines the course of action by providing clear instruction. Additionally, the leader supervises the work to ensure completion. B. The leader acts as a facilitator by providing encouragement and support to develop team members’ confidence in their abilities. C. The leader determines the course of action and then sells the decision by giving clear explanations and reasoning for the decision, thereby persuading followers towards his decision. D. The leader does not determine the course of action but sells the decision by giving clear explanations and reasoning for the decision, thereby persuading followers towards his decision. E. The leader turns over responsibility for task implementation to the follower. All Rights Reserved, Copyright© International Business Training Association 33

CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Tip Question 5 The answer is B, F Accurately identify CBP leadership styles from the following list. Choose all correct answers. Tip The answer is C A. Restructure B. Selling C. Authoritative D. Complimentary E. Dictatorial F. Directing Question 6 What should Stephen do in order to persuade his Board that the introduction of a new North American partner is in PureRiver’s best interest? Choose the best answer. A. Stephen should provide clear instructions and closely supervise the work of the Board. B. Stephen should provide support and facilitate problem solving and decision making through a joint approach to support and develop the Board’s confidence in his abilities. C. Stephen should provide explanations for decisions and opportunities for clarity and buy-in through negotiating, influencing, and consulting with the Board. D. Stephen should provide turn over responsibility for task implementation to the Board. E. Stephen should be strong and implement his decision because it is in PureRiver’s best interest. All Rights Reserved, Copyright© International Business Training Association 34

CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Tip Question 7 The answer is C How should Stephen address the product staff issues to ensure PureRiver can supply the North American market? Choose the best answer. A. Stephen should dismiss the production staff and quickly hire a highly skilled production team to ensure that production get back on stream. B. Stephen should meet all the production staff demands, thereby demonstrating he is on the workers’ side. This would result in improved performance, and the production staff will return to work. C. Stephen should carefully explain to the production staff the present situation of the company. Additionally, he should negotiate with the production staff, meeting as many needs as possible without affecting the financial viability of the company. D. Stephen should seek a capital injection from an institutional leader, thereby acquiring the funds to meet the pay increase demands. E. Stephen should resign and make room for a new CEO. Question 8 Willingness is the ability to perform a given task. Choose the correct answer. A. True B. False All Rights Reserved, Copyright© International Business Training Association 35

CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Tip Question 9 The answer is B What style of leadership should be applied when a follower is capable, but not motivated? Choose the best answer. A. Delegating B. Participating C. Directing D. Restructure E. Selling All Rights Reserved, Copyright© International Business Training Association 36

CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Summary Tips  Leadership is transitionary in nature due to the fact that goals are Summarize the accomplished and circumstances, that may have required the module by leadership, no longer exist. signposting the main points  Leadership can be classified as relational (people-oriented) or listed on the functional (task-oriented). page.  The four styles of leadership are directing, selling, participating, and Reinforce delegating. module objectives by  Followers can be classified based on their level of capability and/or reviewing key motivation. points.  Situational leadership requires leaders to use varying leadership styles Be careful not to for a given challenge. introduce any new points not  Situational leadership also requires choosing the appropriate already covered leadership style based on the level of capability and motivation of a in the module. given follower. Avoid student questions during the summary. All Rights Reserved, Copyright© International Business Training Association 37

CBP Professional Instructor Guide Choosing the Appropriate Leadership Style Notes All Rights Reserved, Copyright© International Business Training Association 38

CBP Professional Instructor Guide Developing a Vision & a Mission Objective Focus Module 3: Developing a Vision & a The objectives in Mission this module focus on developing a Objectives vision and a mission. Upon completion of this module, you will be able to do the following. Carefully read and highlight each 1. Define and explain the need for a clear vision. objective. Remind 2. Explain the role values play in determining a vision and a students that at the end of the mission. module, they 3. Develop a Vision plan. would have 4. Define and explain the need for a clear Mission. accomplished the 5. Develop a Mission plan. objectives. 6. List the requirements for effective vision communication. Introduction Delivery Tip It is said that without a vision, people perish. Vision keeps everyone Introduce the on track and steers the course for organizations. Every successful importance of leader has a clear vision and effectively communicates their vision to having a clear followers. Every vision must have a mission to become a reality; vision. missions put the vision to work and bring the vision to pass. Visions translate In this module, you will get a clear understanding of how to develop a into missions, as vision and a mission. they are vital ingredients in developing a mission. All Rights Reserved, Copyright© International Business Training Association 39

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Vision To list the three (3) elements that Objective 1: Define and explain the that a vision need for a clear vision must provide Developing focus: Lead-in  What do we want to do and why? Purpose. Have you ever  Where are we going and growing to? wondered why Direction. you were doing  What matters most? Passion. something? Vision Delivery Tip Vision Explain the hierarchical Mission order of the Goals diagram. A Objectives vision is used to Plans develop a mission and goals; goals are used to develop objectives; objectives are developed into plans. Definition A Vision is a description of an organization’s or individual’s desired future state. Vision looks to a future position or image and provides a constant reference point for a company’s mission and goals. All Rights Reserved, Copyright© International Business Training Association 40

CBP Professional Instructor Guide Developing a Vision & a Mission Purpose Every vision A clear vision should bring purpose to a team. A vision provides the should bring a sense of purpose. big picture for anything a team does. As a team goes about accomplishing their mission and goals, they can lose sight of the big picture or the purpose for everything that they are doing. A vision keeps people focused and provides a reference point for the entire organization. A vision should answer the questions, “Why are we doing this? What is the purpose?” A vision should Direction and Destination create direction. A vision presents a future state or image of a company. This image brings direction to every unit within an organization. Every task and individual must play a role in fulfilling the vision of an organization. Sometimes, in responding to the many challenges and obstacles a company faces, the company can go off course and become sidetracked from accomplishing the vision. The vision provides the needed direction to keep the company on course and focused on accomplishing its broader objectives. Passion A vision should A vision should build enthusiasm and stimulate passion in team develop passion. members. Team members may understand the mission and goals of an organization, and actually perform as a team to accomplish goals, but still lack energy, enthusiasm, and passion. People believe in and commit to a project or company because of a vision and because the vision brings purpose to something they can believe in. We become passionate about anything we believe in, and, as such, it is the responsibility of a leader to effectively inspire his or her team members to believe in the vision of the leader. Visions inspire people to make an emotional investment into a company, which results in passionate performance. People become more willing to endure challenges, problems, and overcome obstacles when they believe in a shared vision. A vision fosters the direction, purpose, and passion that every team needs to successfully complete any mission. All Rights Reserved, Copyright© International Business Training Association 41

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Values To provide a definition of Objective 2: Explain the role that values play values in determining a vision and a mission Lead-in  Guidelines and standards Values create inspiration and “Values also define standards or the belief system by borders that which organizations and individuals abide.” govern all actions. Values Delivery Tip Guidelines or Standards Stress the importance of Values are the things that are valuable or important to an organization values. or individual. Values also define the standards or the guiding principles by which organizations and individuals abide. Ask students if they can think of Values essentially provide the company philosophy on the path it any major chooses for achieving its mission, goals, and success. As such, an companies that understanding of values is integral to the development of a vision. have failed because of not Vision seeks to inspire individuals to believe in the company’s purpose understanding and direction. Values play an important role in establishing that belief the importance system, by providing the principal standards for reaching the vision. of values. For example, People believe in the vision and values of an organization. Ideally, you may ask, people work to execute a mission plan to accomplish the vision of a “Does the end leader. Essentially, people believe in vision, but execute a mission. justify the Values provide broad guidelines, for the mission, on what should or means?” should not be done to accomplish the vision. Let us say we were driving to the mall. Most likely, there may be many routes to reach our destination or desired place. We may be able to go up a one-way street to get to our destination quicker, but we would be compromising our values of adhering to road safety rules. Maybe, if we drive at 100 miles/minute we may get to our destination quicker, but we would be compromising our values by breaking the law. The destination is important, but what you do and don’t do to get there is equally as important. All Rights Reserved, Copyright© International Business Training Association 42

CBP Professional Instructor Guide Developing a Vision & a Mission Delivery Tip Accomplishing a vision is important, but the values you incorporate in Highlight to accomplishing the vision is just as important. students that today, in the Values should be broad and diverse, and should involve a consultative corporate world, process to prevent value conflicts. A consensus on key values is numerous beneficial for the effective functioning of teams within an companies have organization. been affected by not appreciating Values may define guidelines for the following: the importance of having, and  Standards for action abiding by,  Relationships, both internal and external governing rules.  Self development Recall ‘Enron’.  Ideals  Financial matters All Rights Reserved, Copyright© International Business Training Association 43

CBP Professional Instructor Guide Developing a Vision & a Mission Delivery Tip Suggest five (5) broad value statements you believe should guide an Ask students to organization or yourself as an individual. read out their value statements Example: for the benefit of Fairness; we will be fair in all relationships, both internally and the class. externally. Once a company has developed their value statements, what can be done to encourage adherence. All Rights Reserved, Copyright© International Business Training Association 44

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Vision Plan To provide guidelines for a Objective 3: Develop a vision plan vision plan  Bring together all stakeholders for a vision Lead-in planning meeting A vision is not just a  Gather responses to vision questions from spontaneous stakeholders thought, but results from  Develop a draft set of vision statements for planning and review by stakeholders consultation.  Adjust the draft based upon recommendations  Develop the final vision statement Vision Plan Delivery Tip A Vision Quest involves considerable planning and thought, as the Stakeholders are vision may form the company’s direction for several years. those people or organizations The following are guidelines for the vision process: that have a vested interest in 1. Bring together all stakeholders for a vision planning your company’s meeting. success. 2. Gather responses to vision questions from stakeholders. Explain to 3. Develop a draft set of vision statements for review by students that ultimately, it is stakeholders. the responsibility 4. Adjust the draft based upon recommendations. of the leader to 5. Develop the final vision statement. provide a final vision. Remember that many times, a vision is required to be dynamic and adjust to changing factors. Many times, leadership succession results in a new leader with a new vision for his or her organization. As a result, the vision may naturally change and reflect new leadership. All Rights Reserved, Copyright© International Business Training Association 45

CBP Professional Instructor Guide Developing a Vision & a Mission Delivery Tip Develop A Vision Statement Give thirty (30) minutes for this Plan a brainstorm session with key stakeholders to participate in the activity. vision process. Answer and gather responses to the following questions from an It may be useful to organizational or personal perspective. approach this Where and what do you want to be in the next five years? activity from a corporate or What matters to you or what do you feel passionate about? personal perspective. As What do you want to do and why? the instructor, you should make the decision based on the students and type of class. Alternatively, students can work with a fictitious company, such as a company developing a new PC brand. Have students work in groups for a corporate scenario. All Rights Reserved, Copyright© International Business Training Association 46

CBP Professional Instructor Guide Developing a Vision & a Mission Are you in alignment with organizational or personal values? Tip Describe your desired future state. Your desired future state is essentially the vision for the company. All Rights Reserved, Copyright© International Business Training Association 47

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Mission To list the questions that Objective 4: Define and explain the need are needed to for a clear mission determine a mission  What is the Mission Statement?  What is a goal of an organization? Lead-in  What are the objectives of an organization? The mission  What are the plans of an organization? describes what needs to be Mission done to accomplish the Essentially, a mission statement is an organization’s vision translated vision. into written form. Remember, it must not be A mission statement describes what is a general goal or goals that need ‘mission to be accomplished to reach the vision and also gives reasons for impossible’. stating those goals. Delivery Tip  Mission statements provide a clear strategy for the Explain the company and also set boundaries for action. functional order: - Mission → Goal  Mission statements provide a framework for measuring an → Objective → organization’s performance and success in achieving Plan clearly defined targets.  Mission statements in conjunction with value statements provide the guidelines for acceptable behavior. Goal A goal is a measurable aim that is to be achieved in a specific timeframe. Goals must be both specific and realistic. Example: Become a movie star, and star in your first movie, in two years. All Rights Reserved, Copyright© International Business Training Association 48

CBP Professional Instructor Guide Developing a Vision & a Mission Objectives Objectives are the methods or processes used to reach and achieve goals. Example: Enroll in acting classes. Leaders are required to give a clear understanding of the purpose of each goal and objective, and explain the broader role of goals in light of the big picture or vision. The leader is then responsible for building teams who develop and execute plans to accomplish the specific goals and objectives required to complete the mission. Plans Plans are the strategies for implementing specific goals and objectives. All Rights Reserved, Copyright© International Business Training Association 49

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Mission Plan To list the steps needed for Objective 5: Develop a mission plan developing a mission plan  Guidelines for developing a mission plan Lead-in Mission Plan Let us look at the steps to A mission plan should include a mission statement with specific goals developing our and objectives. mission plan. Delivery Tip Guidelines For Developing A Mission Plan Mission questions are the keys to  Bring together all stakeholders for a mission planning meeting. developing a  Gather responses to mission questions from stakeholders. useful mission.  Develop a draft mission plan for review by stakeholders.  Adjust the draft based upon recommendations. Understand that  Develop the final mission plan that includes a mission statement, the mission may take several goals and objectives. consultative sessions over several weeks or months before a final plan can be developed. All Rights Reserved, Copyright© International Business Training Association 50

CBP Professional Instructor Guide Developing a Vision & a Mission Delivery Tip Developing A Mission Statement Give thirty (30) minutes for this Plan a brainstorm session with key stakeholders to gather input which activity. will shape the mission. Answer and gather responses to the following questions from an This activity organizational or personal perspective. should be a Gather responses to the following questions: continuation of the vision activity. 1. What is the purpose of the organization? Have students work in teams for a corporate scenario. 2. What is unique about the organization? 3. What are the organization’s principal products and markets? 4. What are the organization’s values? 51 All Rights Reserved, Copyright© International Business Training Association

CBP Professional Instructor Guide Developing a Vision & a Mission 5. Where is the organization hoping to be in five or ten years? 6. Who are your customers? 7. Are you in alignment with your values? All Rights Reserved, Copyright© International Business Training Association 52

CBP Professional Instructor Guide Developing a Vision & a Mission 8. Summarize your mission statement. All Rights Reserved, Copyright© International Business Training Association 53

CBP Professional Instructor Guide Developing a Vision & a Mission In this exercise, you will develop your own vision, values and mission. 1. Write your personal vision statement. Delivery Tip 2. Write your personal value statement. Only do this exercise if time permits, or it may be done after class. Inform students that by applying the same principles, that we have learned in this module, to one’s personal life, one can have numerous benefits, such as achieving and providing a sense of purpose, direction and passion. 3. Write your personal mission statement. All Rights Reserved, Copyright© International Business Training Association 54

CBP Professional Instructor Guide Developing a Vision & a Mission 4. List five (5) goals. 5. List one (1) objective to compliment each goal. All Rights Reserved, Copyright© International Business Training Association 55

CBP Professional Instructor Guide Developing a Vision & a Mission Slide Objective Communication and Vision To list the two goals of Objective 6: Effectively communicate community vision as a leader vision  Developing a clear vision Lead-in  A vision culture A vision only becomes effective when it becomes a shared vision. Communication and Vision Delivery Tip It is essential that the entire organization commit and believe in the Explain the fact vision of a leader. This requires that the vision be effectively that if communicated to the followers within an organization. communication fails, the entire Developing A Clear Vision problem fails. The leader must clearly state the vision, clarify the vision, and inspire Communicating his or her organization to buy into the vision. A vision is not an the vision and effective vision until it becomes a shared vision and is embraced by all values is followers. important for everyone to A Vision Culture believe in them; whereas, The vision must become the culture of the organization. The vision communicating message should go out through various means. Additionally, feedback the mission, should be solicited, to assist in the clarification process, to ensure goals, objectives common understanding and address any obstacles which may inhibit and company follower buy-in. plans is essential for everyone to know what to do with their belief. All Rights Reserved, Copyright© International Business Training Association 56

CBP Professional Instructor Guide Developing a Vision & a Mission Summary Tips  Vision is a desired future that fosters purpose, direction and Summarize the passion. module by signposting the  Values are standards or guidelines that represent what is important main points to organizations and individuals. listed on the page.  A vision plan should be developed by bringing together stakeholders to answer key vision planning questions. Reinforce module  A mission is an organization’s vision translated into written form. objectives by The mission describes what goals are needed to accomplish a reviewing key vision. points.  A mission plan should be developed by bringing together Avoid student stakeholders to answer key mission planning questions. questions during the  A goal is a measurable aim that is to be achieved in a specific summary. timeframe.  An objective is a method or process used to achieve a goal.  Plans are the strategies for implementing objectives and achieving goals.  A vision or mission is not effective until it becomes a shared vision or mission. Successful leaders are able to effectively communicate their vision to followers. All Rights Reserved, Copyright© International Business Training Association 57

CBP Professional Instructor Guide Developing a Vision & a Mission Notes All Rights Reserved, Copyright© International Business Training Association 58

CBP Professional Instructor Guide Effective Decision Making Module 4: Effective Decision Making Objective Focus Objectives The objectives in this module focus Upon completion of this module, you will be able to do the on developing following: effective decision making skills. 1. Explain the need for effective decision making strategies. 2. Recommend problem identification & analysis guidelines. Carefully read and 3. Recommend problem resolution guidelines. highlight each 4. Understand the need for proper implementation. objective. Remind students that at Introduction the end of the module, they will have accomplished the objectives. Delivery Tip Everyday, we make decisions and take risks to achieve results. Introduce decision Leaders who follow a vision must keep their ship on course with making skills as effective steering and navigation. Decision making skills is the tool the steering that that leaders use to steer their companies or teams in the right keeps the direction to stay on course towards the vision. corporate ship on course towards In this module, you will develop the skills needed to be an the vision. effective decision maker. Additionally, you will gain an Wrong decisions understanding of the importance of having decision making can sink the ship! guidelines and not leaving decisions to chance or totally to intuition. All Rights Reserved, Copyright© International Business Training Association 59

CBP Professional Instructor Guide Effective Decision Making Slide Objective Effective Decision Making To list the requirements of Objective 1: Describe effective decision effective making decision making skills  Establishing decision making criteria  Establish criteria Lead-in  Risk analysis Decision Making  Rating criteria is a response to  Cost factor opportunities, problems and Effective Decision Making challenges. Leaders are required on a daily basis to make decisions in response to Delivery Tip opportunities, problems, and challenges. Developing effective decision Explain that making skills is a key to any successful leader. Many times, leaders many times, show the way they lead by the decisions they make. Although leaders leaders are may make decisions based on intuition, this increases the risk and can known by the result in disastrous consequences. decisions they make. In this module, you will learn how to develop a systematic approach to decision making. It truly takes a leader to make a Establishing Criteria decision, because the Criteria are the factors or conditions that should be met by a decision. leader has to live Criteria document the desired outcome of any decision. Developing with the decision criteria provides a measurement to gauge the effectiveness of a consequences of particular decision. Each proposed solution should be evaluated to the decision, both determine its effectiveness based upon established criteria. positive and negative. Rating Criteria In any decision there are some conditions that must be met (critical conditions) and some conditions which would be beneficial if met, but not critical (desired conditions). Decision criteria can be rated from 1 - 5, with 1 being the lowest desired to 5 being highest desired or critical. All Rights Reserved, Copyright© International Business Training Association 60

CBP Professional Instructor Guide Effective Decision Making Risk Analysis – How Risky Is the Decision Delivery Tip Risk is present in most decisions we make. We perform risk analysis Ask students why daily; from eating food to walking down the street, we learn to live with they think risk by considering the likelihood of particular events occurring. We someone would have all evaluated the risk of eating food. We can choke while eating; Bungee Jump! however, the likelihood of the risk occurring is low and the benefits gained such as sustenance outweighs the risk. We take risks when we believe that the gain outweighs the loss or the likelihood of losing something. Risk taking is a complicated process, and it must be considered when making any decision. Cost Factors  What Are the Costs of Implementing the Decision? Delivery Tip Every decision has costs attached that are both tangible and intangible. Explain to An economic cost can be considered as tangible, whereas there may be students that psychological factors which can be considered as intangible. These every decision costs should be identified and rated from low to high where possible, costs something: with 1 being the lowest and 5 being the highest. money, human involvement, time, customer loyalty. All Rights Reserved, Copyright© International Business Training Association 61

CBP Professional Instructor Guide Effective Decision Making Criteria & Rating Decision Criteria A Criteria B Criteria C Total Decision 1 (Rating: 5) (Rating: 3) (Rating: 1) 6 50 1 Decision 2 0 31 4 8 Decision 3 5 30 5 - High Desire - Critical criteria, must be met 1 - Low Desire - Non-Critical, non-essential criteria, should be met Answer 1. What is the criteria rating of each decision? Decision 1: 6 2. Which decision has the highest rating? Decision 2: 4 Decision 3: 8 Answer Decision 3 3. Which decision has the lowest rating? Answer Decision 2 The ideal decision should meet all critical and non-critical criteria. A decision should focus on meeting all highly critical criteria and as many of the non-essential criteria as possible. All Rights Reserved, Copyright© International Business Training Association 62

CBP Professional Instructor Guide Effective Decision Making Cost Factors Decision Factor 1 Factor 2 Factor 3 Factor 3 Total Decision 1 4 3 1 08 Decision 2 1 2 4 07 Decision 3 5 5 1 0 11 5 - High Cost 1 - Low Cost Answer 1. What is the cost of each decision? Decision 1: 8 2. Which decision is the most costly? Decision 2: 7 Decision 3: 11 Answer Decision 3 Answer 3. Which decision is the least costly? Decision 2 Once you have established the ratings criteria and cost of each decision, you are now ready to choose a decision and determine a possible solution. You must weigh the success of each decision in achieving the established criteria and the cost of implementing the decision. The end result will depend upon what matters the most to you and how much you are willing to pay for it in cost. All Rights Reserved, Copyright© International Business Training Association 63

CBP Professional Instructor Guide Effective Decision Making 1. What decision would you make, and why? Answer The answer can be decision 3 or probably decision 1. 2. What would be the next alternative decision, and why? Answer The answer can be decision 1 or probably decision 3. Tip The correct answer depends on how we weigh the cost of the decision when compared to its criteria rating. Pleases note risk was not discussed in detail in this module. All Rights Reserved, Copyright© International Business Training Association 64

CBP Professional Instructor Guide Effective Decision Making Slide Objective Problem Identification and To identify the Analysis key stages in response to Objective 2: Recommend problem problems identification and analysis guidelines Lead-in  Problem identification Before you can  Problem analysis tackle a problem you must know what it is! Problem Identification & Analysis Delivery Tip Frequently, organizations gradually encounter problems that may not be Use the analogy easily identified until they become critical to the functioning of the of a doctor who company. Adequate problem identification and analysis are important must identify and skills of a leader. From detecting customer satisfaction issues, to analyze the challenges with an alliance partner, problems are easily solved when problem, before they are identified early. Every problem generates some form of recommending a symptom that may first be noticed by team members and only brought solution. to leaders when they become critical. Effective leaders are able to incorporate an organization-wide nervous system that pinpoints and detects problems in their developmental stage. All Rights Reserved, Copyright© International Business Training Association 65

CBP Professional Instructor Guide Effective Decision Making Problem Identification & Analysis Problem: The Common Cold Using any given problem, apply the following problem identification and analysis measures. Delivery Tip 1. Briefly describe the nature of the problem. Give twenty (20) 2. What are the symptoms of the problem? minutes for this activity. Explain to students that we will identify the problem by the use of questioning, in an investigative approach. Have students work in pairs. 3. When were the symptoms noticed? All Rights Reserved, Copyright© International Business Training Association 66

CBP Professional Instructor Guide Effective Decision Making 4. Where were the symptoms noticed? 5. Who does the problem affect? 6. What resources are affected by the problem? 7. If left unaddressed, what are the major consequences of the problem? All Rights Reserved, Copyright© International Business Training Association 67

CBP Professional Instructor Guide Effective Decision Making 8. What are the causes of the problem? Tip 9. What is the root cause of the problem? Stress that the problem must be identified and analyzed before being treated or before proper decision making techniques can be employed. 10. What changes were made before the symptoms were first noticed? All Rights Reserved, Copyright© International Business Training Association 68

CBP Professional Instructor Guide Effective Decision Making Slide Objective Problem Resolution To discuss proper problem Objective 3: Recommend problem resolution resolution guidelines guidelines  A look at problem resolution Lead-in A leader must Problem Resolution consider all factors in problem resolution before making a decision. Delivery Tip Recommending Problem Resolution Guidelines Stress the importance of Just like a doctor who must first identify a problem, by determining the weighing nature of the problem and observing the symptoms, before alternative recommending a course of action, decision making also requires solutions. problem analysis before an appropriate solution can be determined. A look at Problem Resolution As we look at problem resolution, we see that just like a doctor will choose an appropriate form of treatment based on his or her diagnosis of the symptoms, it is important to present alternative solutions when considering all factors. Some problems, when left untreated, cause no harm. Some problems can be contained; some are disastrous if left untreated, and some can create even more problems by the prescribed treatment. A leader must consider all factors in problem resolution and then make the best possible decision. All Rights Reserved, Copyright© International Business Training Association 69

CBP Professional Instructor Guide Effective Decision Making Problem Resolution 1. Can the problem be left unaddressed? Briefly state your reasoning. Delivery Tip 2. Can the problem be contained? Briefly state your reasoning. Give students thirty (30) minutes for this exercise. The exercise should be a continuation of the common cold activity. Have students work in pairs. 3. What is your desired outcome? All Rights Reserved, Copyright© International Business Training Association 70

CBP Professional Instructor Guide Effective Decision Making 4. Establish your decision criteria. What conditions should be met by possible solutions? Rate your conditions from 1 – 5, with 1 being the lowest desired criterion and 5 being the highest or critical. 5. Establish and rate your cost factors from 1 - 5, with 1 being the lowest and 5 being the highest. Example: Economic, Political, Social, Time, Training 6. List the possible solutions that would achieve the desired outcome. All Rights Reserved, Copyright© International Business Training Association 71

CBP Professional Instructor Guide Effective Decision Making 7. Rate each solution based on established criteria and cost factors to determine its effectiveness. Delivery Tip 8. Determine the best solution and the best alternatives based on Ask students to analysis of criteria and costs. discuss what role they think ‘Risk’ would have played in their decision. For example, the risk of an allergic reaction by proposed treatment. All Rights Reserved, Copyright© International Business Training Association 72

CBP Professional Instructor Guide Effective Decision Making Slide Objective Implementation To discuss the need for proper Objective 4: Understand the need for proper implementation implementation Lead-in  Continuous results If you take a  Wait for results tablet for a headache and Implementation five (5) minutes passes and you Once you have determined the best solution or combination of get a relief, what solutions, you are now ready for implementation. It is important to do you do? continuously observe the effects of your decision to ensure it has achieved the desired result. Remember that some decisions take a period of time to produce results. Additionally, you can always implement alternative solutions if you are not able to address the root cause of a problem. Decisions may involve not only problems, but can also involve opportunities. The same process of identification and analysis should be applied, and your alternative courses of action need to be determined to maximize on possible opportunities. Effective leaders are able to combine effective decision making strategies and, sometimes, a leader’s own unique intuition to result in success. All Rights Reserved, Copyright© International Business Training Association 73

CBP Professional Instructor Guide Effective Decision Making Summary Tips  Effective decision making is a systematic process used to resolve Summarize the problems or maximize opportunities. module by signposting the  Problem identification and analysis are focused on describing the main points nature of a problem and determining the effects, symptoms, and listed on the causes. page.  The problem resolution process is used to determine the possible Reinforce solutions to problems and also to determine the most effective module solution. objectives by reviewing key  Decision making criteria are the conditions that should be met by a points. given solution. Decision criteria rating measure the level of importance of each condition. In the summary, avoid introducing  Every decision has an associate risk and cost when implemented. any points not already covered  The most effective decision or the best solution should be in the module. implemented considering all factors. All Rights Reserved, Copyright© International Business Training Association 74

CBP Professional Instructor Guide Effective Decision Making Notes All Rights Reserved, Copyright© International Business Training Association 75

CBP Professional Instructor Guide Team Building for Leaders Module 5: Team Building for Leaders Objective Focus Objectives The objectives in this module focus Upon completion of this module, you will be able to do the following: on developing skills needed for 1. Explain the need for team building. effective team 2. Understand the responsibilities of a team leader. building as a 3. List and explain the benefits of building teams. leader. 4. Identify the key criteria in team selection. 5. Describe the essentials of effective team communication. Carefully read and 6. Give recommendations for creating a motivating team highlight each objective. Remind environment. students that at 7. Explain the concept of coaching. the end of the module, they will Introduction have accomplished the Teams are changing the way we do business. Companies that succeed objectives. create thinking organizations where employees are empowered within teams to create. Delivery Tip Introduce Team In this module, we will recommend effective strategies for team Building as an building. We will also discuss the benefits of companies developing a important coaching program to assist individuals at various levels within the contributor to a organization. company’s success that is often times overlooked. Inform students that they will see how the level of team building is a direct result of leadership styles. All Rights Reserved, Copyright© International Business Training Association 76

CBP Professional Instructor Guide Team Building for Leaders Slide Objective Team Building To highlight the purpose of team Objective 1: Explain the need for team building building Lead-in  Teams turn visions into reality by executing A vision, to missions become a reality, will depend on  Groups vs. Teams teams.  Leading a team of leaders Team Building Delivery Tip The leader must first determine the vision and mission, and then Explain that develop major goals and objectives. The next step is to build teams that companies are implement the desired goals and objectives, by developing and still to utilize the executing plans. benefits of building teams. Just like a captain cannot win a soccer match and score a goal without his or her team, a leader cannot succeed and accomplish goals without Use the example teams. The traditional command system of top down leadership has of the Soccer proven ineffective at empowering and inspiring followers. Teams captain to empower people and increase productivity within organizations. illustrate the point. Teams turn visions into reality. A captain may have great ideas, strategy and a good understanding of market challenges, but without a team, he or she can do nothing. Teams also empower leaders and turn their visions into reality. Group Vs. Team Groups are organizational units within an organization and are used to group people who perform similar tasks and share similar needs, but do not recognize their interdependence on each other towards accomplishing specific goals. A team comprises a group or groups of people within an organization focused on accomplishing a specific goal. Teams have recognized their interdependence. All Rights Reserved, Copyright© International Business Training Association 77

CBP Professional Instructor Guide Team Building for Leaders Delivery Tip Some Facts About Groups Highlight the empowering 1. A collection of people with similar needs and resources. nature of 2. An administrative classification of individuals. teams. 3. Groups and individuals tend to work independently from each other. 4. Groups are assigned tasks and told what course of action to take. 5. Groups are not able to develop individual skills. Delivery Tip Some Facts About Teams A truly empowered 1. A collection of people focused on contributing towards shared team becomes goals and objectives. a team of leaders. A 2. A functional classification of individuals. true leader 3. Teams depend on each other for success. believes that 4. Teams may or may not be assigned tasks, but they determine he is leading a team of the course of action as a team and participate in the decision leaders. making process. 5. Teams empower people to develop individual skills. Leading a Team of Leaders A major challenge of a team leader is to empower followers to become leaders. A team leader has the ultimate responsibility for a particular goal; however, it is critical that each team member leads their assigned objectives and tasks. An effective team leader empowers his or her followers to become a team of leaders. What do you think are some other differences between groups and teams? Discuss the difference between teams and groups. Document your findings. Delivery Tip Ensure that students document their findings for future use. All Rights Reserved, Copyright© International Business Training Association 78

CBP Professional Instructor Guide Team Building for Leaders Slide Objective Responsibilities of a Team To list the Leader responsibilities of a team leader Objective 2: Understand the responsibilities of a team leader Lead-in Every team must  Define the team’s mission, goals & objectives have a team  Select the right team members leader who is  Communicate team members’ responsibilities responsible for…  Meet team member needs  Motivate team members  Develop a culture of accountability Responsibilities of a Team Leader Delivery Tip Mission, Goals and Objectives Explain that teams are Every team requires a mission or general goal that the team unites to assembled to do accomplish. This general goal or mission may be just a subset or part of something. A the organization’s overall mission. team must have major goals to Once the team has been assigned a mission, the team leader or team accomplish. may identify major goals and objectives required to accomplish the team’s mission. Once the purpose for the team has been identified, the team leader must now select the right team members and assign team members responsibilities. This is similar to how a soccer captain may pick his team and assign certain members to the defense or offense or different positions. Team Member Selection Criteria  Select qualified individuals to meet the various responsibilities.  Research the candidate’s résumé and performance history to determine capabilities and previous team cohesive involvement.  Clearly explain responsibilities to potential team members.  Determine the candidate’s willingness to assume the responsibility of being part of a team.  Appoint members based upon willingness and capabilities to function effectively for success. All Rights Reserved, Copyright© International Business Training Association 79

CBP Professional Instructor Guide Team Building for Leaders Delivery Tip Communicate Team Member’s Responsibilities Explain the importance of Every team member must have a clear understanding of the two-way requirements and expectations of a team member. A team member may communication clearly understand his or her individually assigned responsibilities, but that provides not clearly understand the team’s responsibilities. Each member must channels for understand and be committed to team dynamics. feedback. Meeting Team Needs Upon understanding team responsibilities, the team may express various needs such as resources and training. The team leaders must adequately address these needs to ensure the team’s effectiveness. Delivery Tip Motivation Just quickly highlight Continuous motivation is required to maintain adequate team motivation at performance. this point. Motivation is The following are some suggestions for keeping team members covered in motivated: depth in Module 6.  Keep the team focused on the big picture or mission.  Encourage creativity - it keeps the job interesting and exciting.  Develop a climate of mutual trust.  Provide continuous encouragement and support.  Set attainable goals and focus the team on becoming results- oriented.  Reward team effort. Accountability Team leaders must hold team members accountable for performing their assigned responsibilities. All members must know that their success as a team depends upon everyone doing his or her part. The team member must be aware that substandard performance not only affects the individual, but the entire team. All Rights Reserved, Copyright© International Business Training Association 80

CBP Professional Instructor Guide Team Building for Leaders Slide Objective Team Building Benefits To highlight the benefits of team Objective 3: List and explain the benefits of building team building Lead-in  Accountability The benefits of  Ownership team building  Authority are truly  Acceptance numerous.  Collective approach to success and failure Team Building Benefits Delivery Tip Building a team offers numerous benefits, to corporations, which can be Explain that frequently overlooked. Team members are able to understand each other’s overall, teams priority and do not feel like detached or isolated entities within the company. empower Teams also tend to be more communicative and open to new ideas and individuals and creativity. hence the entire corporation. The following are some of the major benefits that can be achieved by team building: • Accountability • Ownership • Authority • Acceptance • Collective approach Accountability Delivery Tip Just as in a soccer team each player feels accountable to his or her team Explain that mates and captain, a team fosters a culture of accountability where each accountability is team member is accountable to each other and to their leader. This not only top-down accountability promotes commitment and dedication. If one member of accountability but the team does not perform their responsibility, the entire team suffers. also peer level, The entire team, and not only the leader, demands performance from where co-workers team members and holds team members accountable. hold each other accountable. All Rights Reserved, Copyright© International Business Training Association 81

CBP Professional Instructor Guide Team Building for Leaders Delivery Tip Ownership Explain that ownership Ownership implies that team members have accepted responsibility for requires clear the success or failure of their assigned task or goal. Teams empower goals or tasks to individuals by their ownership over assigned work. be assigned. Frequently, individuals may have suggestions on how a particular task can be effectively executed, but their suggestions are not taken into the decision making process. As tasks are distributed to various team members, each member assumes ownership and responsibility for success and becomes directly involved in completing tasks. Ownership allows each team member to become a leader of their work and allows the team member to develop his or her individual leadership skills. Delivery Tip Authority Explain that teams do not Teams involve individuals in the decision making process. In a follow the traditional command structure, all the decisions are made by the leader traditional top- and then carried out by the followers. Frequently, individuals do not down command have an understanding of why they are carrying out a particular structure. command that they may believe is not in the best interest of the organization. This leads to frustration and eventual disharmony. When building teams, everyone is given the authority to make decisions for their assigned task with the support and consultation of their team leader. As the leader assigns tasks to various team members, he or she will assign a level of authority to the team member to determine what is appropriate for the success of a given task. The team members may still consult the team leader before carrying out plans. The entire company now becomes an empowered, thinking, organization with suggestions and decisions being made at all levels, compared to a traditional command structure where the decisions are top down. Acceptance Team members feel that they are a part of something. They do not feel isolated within an organization. This feeling of acceptance goes a long way in improving morale and fostering creativity. The need for belonging is a fundamental need of individuals. Teams compliment this need by providing an environment that adds relevancy, belonging, security, and autonomy. All Rights Reserved, Copyright© International Business Training Association 82