Column: Leadership Secrets

LEADERSHIP SECRETS
Create Win-Win Situations

By Abraham Thomas, MD & CEO, IBM India

We have a tripod model of leadership at IBM. According to this model, the ability to conduct successful negotiations is the first attribute of a good leader. A leader should lead the conflict resolution process, and also be able to articulate competing points of view as part of reaching a consensus. It is important for a leader to create win-win situations through appropriate trade-offs. One of the mandatory attributes of a leader is an innate ability to help the company's various teams negotiate with clients, and craft solutions to specific project issues.

The second attribute of a leader is people management. This is where a leader's personnel-skills can be utilised to the hilt. Essentially, his task is to build a team from scratch and nurture its growth. His vision should not only motivate his own people, but also his clients, so that it further adds to the company's value and growth. It is essential for leaders to feel passionately about their work, have tremendous powers of persuasion-when they are dealing across the negotiating table-and be able to delegate work to those who are capable of handling it. Don't forget that a leader is also a mentor. He should be able to attract and retain high-quality professional resources. Most important, he should have the ability to spot talent, nurture it, and build a pool of future leaders.

Leading where the action is, sales, completes the tripod. A leader has to have the capability to recognise, co-ordinate, organise, and sell solutions that meet the requirements of a customer. He has to create a sense of direction and purpose for his team members. He must ensure that the solutions and services offered by the company are consistent not only with the client's needs, but also with IBM's own business paradigms. Apart from setting goals that challenge the skills and abilities of his team members, a leader should personally lead the teams during the closure-process.

I have always laid emphasis on team management at IBM India. We have tremendous concern for our tasks, and a greater concern for our personnel.

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