How To Become A Leader Who Dares The Impossible And Achieves

HOW TO BECOME A LEADER WHO Dares the Impossible and Achieves the
Extraordinary
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William A. Cohen, PhD, Major General, USAF, Ret. President, California Ins>tute of Advanced Management william.cohen@gociam.org (626) 350-­‐1500 Ext. 102 ; website: www.gociam.org 1.RESOURCES ARE NOT AS
IMPORTANT AS PEOPLE
“Wars are fought with weapons,
but they are won by people.”
- General George S. Patton
On being told that Xenophon’s
Persian enemy had an extensive
cavalry while he had none
Xenophon responded: “Their
cavalry consists simply of men
on horses. No soldier ever died
on the battlefield by being bitten
by a horse.”
- Xenophon, Greek victor
over a Persian Army
2. PETER F. DRUCKER: THE 8
UNIVERSAL LAWS OF
LEADERSHIP
•  “Leadership is essential. ..
it can and must be learned
•  “The purpose of any
organization is to enable
common men to do
uncommon things.”
•  “The best way to predict
the future is to create it”
– Peter F. Drucker
3. CESAR MILLAN - “The Dog Whisperer”
Using the Influence Strategies to become a
Pack Leader
“A pack leader
is calm and
assertive.”
1st CIAM Graduation
June 22, 2013 Had only 2 Students
BUT
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100 Attendees
Color Guard from USC/UCI
Musical Ensemble from CSULA
Representatives from local major
universities in attendance
3 USAF General Officers in
attendance
Graduation Speaker flew in from
Vancouver
Award presented from City of El
Monte by Mayor Pro Tem
President of Peter Drucker
Academies of China/Hong Kong
flew in to attend and present CIAM
with award
Leadership is the art of helping others
(staff, faculty, and students)
to achieve their personal best and
maximum performance in any task,
objective, or project
while putting the needs of these
constituents and those of the mission
above personal needs
# 1 Know Your Stuff
Steve Jobs and Apple
A Leader Must Know His or
Her People
A LEADERSHIP CHALLENGE
What does the leader need to know
for all 3 to avoid “a bad day”?
Position 1
?
Position 2
(The Leader)
Position 3
THE FOUR
CAPS
?
?
THE THREE MEN
BURIED IN THE
SAND
Buried
Facing
this
Direction
HOW TO APPLY THIS
LAW
• Become an Expert and Rely on Your
Experts
•  Don’t be Afraid to Fail
•  Take the time to Know and
Understand those you Work with
# 2 Declare Your Expectations
Charles Atlas and
Charles Roman
BUT DON’T MIS-DECLARE YOUR
EXPECTATIONS
Miscommunications from Classified
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Illiterate? Write today for free help.
Auto Repair Service. Try us once and you’ll never go anywhere again.
Tired of cleaning yourself? Let me do it.
Man wanted to work in dynamite factory. Must be willing to travel.
Semi-Annual After-Christmas Sale!
3-year old teacher needed for pre-school. Experience preferred.
Luncheon Special - Chicken or Beef - $8.25; Children - $4.00.
For Sale: antique desk suitable for lady with thick legs and large
drawers.
We do not tear your clothing with machinery. We do it carefully by hand.
Vacation Special: Have your home exterminated. Get rid of aunts fast.
Man. Honest. Will Take anything.
Used cars: Why go elsewhere to be cheated. Come Here first.
Our bikinis are exciting. They are simply the tops.
HOW TO APPLY THIS
LAW
• 
Get Your Expectations Clear
• 
Make Your Expectations
Compelling
• 
Communicate Your Expectations
Creatively Whenever You Can
# 3 Show Uncommon
Commitment
E. Joseph Cossman
Entrepreneur
HOW TO APPLY THIS
LAW
• 
Do What You Say
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Don’t Be Afraid to Ask
• 
Show Your Commitment by Your
Actions
# 4 Expect Positive Results
Professor Richard Roberto
The Leader Behind the Solar Eagle
HOW TO APPLY THIS
LAW
• 
Develop Your Self Confidence
• 
Become a Positive Thinker
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Visualize Positive Results
# 5 Take Care of Your People
Xenophon
431 – 355 B. C.
HOW TO APPLY THIS
LAW
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Be the Leader When Things
Go Wrong
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Give Others’ Needs Priority
over Your Own
• 
Take Responsibility
# 6 Put Duty Before Self
James E. Burke,
CEO, Johnson & Johnson
HOW TO APPLY THIS
LAW
• 
Mission First
• 
People First
• 
Yourself Last
# 7 Get Out in Front
Minglo Shao
Bright China, LTD
HOW TO APPLY THIS
LAW
• 
Be Where the Action Is
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Set the Example
• 
Take Charge
# 8 MAINTAIN
ABSOLUTE
INTEGRITY
MY PERSONAL CHALLENGE
HOW TO APPLY THIS
LAW
• 
Keep Your Word
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Guard Your Principles
• 
Tell It Like It Is
• 
Do the Right Thing
THE 8 BASIC INFLUENCE TACTICS
(Based on Thousands of Examples)
1. 
2. 
3. 
4. 
5. 
6. 
7. 
8. 
Direction
Indirection
Redirection
Deflection
Enlistment
Persuasion
Negotiation
Involvement
•  YOU MUST HAVE THE
POWER
•  USE WHEN TIME IS
CRITICAL
•  DON’T LIMIT YOURSELF TO
THIS TACTIC
•  SAVE FOR SPECIAL
CIRCUMSTANCES
•  YOU MUST COMMUNICATE
CLEARLY
•  DON’T ASK OR GIVE ORDERS
DIRECTLY
•  A GOOD TACTIC WHETHER YOU
HAVE THE POWER OR NOT
•  A GOOD TACTIC TO INFLUENCE
OTHERS AT YOUR LEVEL, OR EVEN
SUPERIORS
Mary Kay Ash
Founder, Mary Kay Cosmetics
•  GET OTHERS TO
FOCUS ON
SOMETHING ELSE
•  USE WHEN YOU
DON’T WANT TO
REVEAL THE REAL
REASON FOR AN
ACTION
RONALD REAGAN Practice Redirection after
JAMES G. WATT Shoots Himself in His Foot
•  LEADER GETS
SOMEONE ELSE TO DO
SOMETHING BY
DISCLAIMING HIS OWN
POWER
•  USE WHEN YOU HAVE
LIMITED AUTHORITY
•  CAN BE USED TO LEAD
OTHERS AT LEADER’S
LEVEL
MARSHALL BAT MASTERSON
AND
DOC HOLLIDAY
•  WITH ENLISTMENT,
YOU ASK FOR HELP
•  USE WHEN YOU
DON’T HAVE THE
POWER, OR HAVE THE
POWER BUT DON’T
WANT TO USE IT
Major (Later Colonel) “Pappy” Boyington,
Commander VMF 214 “The Black Sheep”
Pappy Boyington
Robert Conrad as Pappy
Boyington in TV Series
•  DIFFERENCE
BETWEEN
ENLISTMENT AND
PERSUASION: USE
LOGIC TO CONVINCE
•  USE IN SITUATIONS OF
EQUAL OR NEAR
EQUAL POWER
Joe Karbo
Author and Promoter of “The Lazy Man’s Way to Riches”
•  LEAD BY
CONFERRING
WITH OTHERS
TO ARRIVE AT
SETTLEMENT
•  REQUIRED IN
SITUATIONS
OF EQUAL
POWER
General George Washington and
Admiral Francois De Grasse
•  GETTING OTHERS INVOLVED LEADS TO
“OWNERSHIP”
•  WHEN NO URGENCY, ALMOST ALWAYS A
GOOD STRATEGY
•  WORKS WHEN LEADING SUBORDINATES,
COLLEAGUES, AND SUPERIORS
Famous Amos Cookies
Uncle Noname Gourmet Muffins
Uncle Wally’s Muffin Company
Wally “Famous” Amos • 
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Personalities involved
General mood
Your goals and objectives
Relative power
Urgency
Strength of commitment
WHAT QUESTIONS CAN WE
ANSWER?