Terry Starbucker

DECEMBER 2, 2010

Home About Me About This Blog Starbucker’s Amazon Store TerryStarbucker.com Ramblings From a Glass Half Full Ideas Plus Influence by Starbucker on December 2, 2010 (This is Part 1 in a two-part blog series which I’ve worked on with a colleague, Denise Lee Yohn.

Influence 275

Influence Blog Politics Learning-by-Doing 275

Harvard Business Review

AUGUST 24, 2016

He was talking about how to help leaders influence others. I asked him, “Do you also teach leaders how to be influenced by others?” Yet, as our images of leaders have shifted and evolved, we still seem frozen in the mindset of Dale Carnegie’s 1936 book How to Win Friends and Influence People.

Influence 8

Influence Six Sigma Open-book Diversity 8

The Empowered Buisness

JULY 14, 2015

For example, A successful CFO is likely to have such MAPs (Motivation and Attitudinal patterns) as — strong motivation toward procedures over options; a preference for solving problems over focus on goals; and a high past time orientation that drives focus on traditions, past experience and benchmarks. Future Orientation.

Motivation 100

Motivation Leadership McClelland Long-term 100

Strategy Driven

NOVEMBER 18, 2013

They’ve refined the buying process so far that they have precluded the words ‘quality’ and ‘value’ from the buying process AND they have taken the words productivity, ease of use, and morale out of the delivery process. Make an appointment with the CFO. They have to take the lowest bid.”. They just buy.

Proposal 73

Proposal Price Long-term Customer Loyalty 73

Harvard Business Review

OCTOBER 9, 2014

Half are C-Suite level executives, meaning that they serve as CEO, CFO, COO or the board of directors at a company. Three out of four of the C-suite women executives said that candidates’ involvement in sport influences their hiring decisions, because they believe people who have played sports make good professionals.

Sports 15

Sports COO CFO Participative 15

Harvard Business Review

FEBRUARY 10, 2016

Only content that teaches customers something new about their business and provides a compelling reason to change their behavior proves sufficient to influence the decision process. Why would personalized content negatively impact deal quality? We like the example set by Jeff Lowe, CMO of SMART Technologies, and his team.

B2B 8

B2B Content Marketing Consensus 8

Harvard Business Review

NOVEMBER 30, 2018

If you want to be a chief financial officer (CFO), identify five CFOs who you admire or who are well regarded in your industry. During your call, ask them, “What are the key functional experiences [not necessarily jobs] that you believe will produce the highest-quality [general manager, IT architect, finance director]?

Career 8

Career Chief Financial Officer Supply Chain Chief Information Officer 8

Harvard Business Review

JULY 21, 2016

Simultaneously, other executives will not only experience a loss of influence but also feel vulnerable. As one financial services CFO told us, “Our mental models were so rigid that even how we thought about data itself needed to be challenged. This vulnerability frequently compels traditionalists to resist analytics.

CEO 8

CEO Competitive Advantage ROI CFO 8

Harvard Business Review

OCTOBER 18, 2013

At Banner Good Samaritan, as at any hospital, physicians are key leaders and influencers. Their in-depth knowledge of clinical functions and operations, their ability to drive revenue generation, and the direct effect they have on patient care and quality make it essential that they support and participate in cost reduction efforts.

Cost 8

Cost Health Care Six Sigma Insourcing 8

Harvard Business Review

MAY 23, 2018

Several top managers and board members confided to us that, in the past, low trust between top managers and board had undermined the quality of strategic discussions after the iPhone and Android launches. Practice #1: Increase trust by defining new conversational norms.

Strategy 8

Strategy Analysis Operations CFO 8

Harvard Business Review

AUGUST 14, 2013

Women don''t get paid as much as men , and that includes at the CFO level : Even when women are initially paid more at hiring, their salaries trailed their male counterparts by 5% after two years. Leadership Qualities. We''ve also taken a dive into our archive, selecting the best on an array of topics: Pay.

P&L 11

P&L CFO Self-aware Globalization 11

Harvard Business Review

FEBRUARY 3, 2011

The CEO and CFO were marching through their 112-slide presentation. Enthusiasm, naïveté, fear of repercussions, conformity to the group norms, and even wisdom are all things that can influence whether someone speaks up or not. I was thinking about that story by Thomas Merton during a recent board meeting.

Merton 15

Merton Groupthink CFO Cost 15