Inside The Edge
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The Executive Chair
The one question you always want to ask a successful person in a senior leadership role is “How did you get there?” In developing your own career, you learn more from hearing what worked – and didn’t work – from senior leaders and hearing their wisdom than from any other source.
We are embarking on a series of interviews with leaders who exemplify success for us. In their words are insights that can give you direction for moving your own career forward.
To read a summary, written by Michael DeVenney, of the past 12 interviews this year - click here.
| Wayne Crawley - Relationships Deliver Results |
Michael(MD): What did you do to move to a leadership role?Wayne Crawley (WC): I kept myself open to opportunities that could deliver meaningful results for the company. Focus on being proactive, working to develop the right relationships, and connecting to new opportunities to build value. It all moves you forward. I never wanted to be reactive – I always kept sight of what I wanted to do next, and looked for what to do. I delivered the results – as you progress it is just bigger arenas in which to deliver. In delivering it is important to focus on win-win relationships and in doing something for someone else. It always comes back. (MD): What is one thing that developing professionals need to do more of?(WC): Deliver results! It is very simple in that it is always about the results and working on the critical priorities that matter. From an early age, I enjoyed people and gained energy from working with different people, different DNA. By being curious about others and focusing on building sustainable relationships, I enjoy working with people that are different from me and together delivering results. I am a results guy and focus on delivering with a goal to keep playing in bigger arenas - there is no sense scoring when the arena is empty. Remember, shareholders are the audience. Young professionals need to do a good job of asking questions to know what results are needed to get them in the right arena in front of the right people. I like someone who asks the right questions.(MD): What about doing less of?(WC): Depending on technology to develop relationships. Building a solid network of relationships is critical for success. But, I feel there should be less dependence on using technology to build those relationships. Networking face-to face should be the highest priority. It seems now that technology makes it so easy to keep in touch with people but then you don't see the body language. To know a person you need to spend the time and be with them. Being in the room with someone is the best way to understand the situation. Have your Top 20 list of key relationships and why - manage that list and update it often. (MD): What experience helped you the most in your career and why?(WC): My life has happened in chapters. When I was young, a sport that I was involved in led me to a relationship that helped me choose Saint Mary’s University (“SMU”), which in turn led to another key relationship that consequently led to my choosing a career as a chartered accountant (“CA”). A further relationship then brought me to work with Nova Scotia Power Inc. and subsequently to Emera Inc. The CA choice provided an excellent business foundation and network. I liked the idea of what an accountant did - getting into different businesses and learning how they delivered results and made money. It all connected for me from there - the martial arts taught me discipline to achieve solid marks and gain a scholarship to attend SMU and then become an accountant. Being a CA opened up a lot of opportunities for me and provided a very good place to start my career. I have always been a networking guy, so after becoming a CA the next step resulted from meeting someone who also studied martial arts. We talked about the sport and he recommended me to then Nova Scotia Power and I became the Director of Corporate Effectiveness. Now, looking back that title does not sound so friendly. The job was all about transformation and to make things better - and we did. I enjoyed the work and the company gave me freedom to do what I thought needed to be done and I delivered results. My career progression has always been founded in relationships - it is just part of my DNA. Relationships gave me new opportunities - I have changed jobs every three years. Throughout my career I never see myself as an employee but rather as a business partner delivering results. (MD): What was the greatest challenge moving your career forward?(WC): The challenge is to be proactive and not reactive. You need to know you can have what you want without waiting for someone to say you can do it. I never want to be restricted by the "rules" - I always look at what I want next and maintain that perspective. The real challenge is not getting boxed in by a job description or title. (MD): What is the greatest strength of your approach to leadership?(WC): My greatest strength is my ability to "manage the rolodex" to add value to the company and the relationship. I am a people person so I love the rolodex. I enjoy and see value when I can put opportunities and people together. I absolutely love putting people in touch with a common view of what is important to them. I am fascinated by getting to know people and understanding what they are interested in and what is important to them. With that knowledge, I can help them find what they need. When you help people, good people never forget. Transactions happen in life, but relationships make a life. I sincerely enjoy networking with people. I don't want something from them, and feel that if I pay it forward and help people what they need, it will all come back. You have to enjoy the people. It is something I have invested in and enjoyed doing since I was nine years old. I bring a high level of energy, an interest in people, and a desire to deliver results to the relationship. (MD): What has been the biggest surprise you have had since attaining a senior leadership role?(WC): The surprise for me was not assuming that the bigger the title the more the horsepower. There are people in leadership positions that were more lucky than deserving – you can’t assume that they know anymore than you do. I used to believe leadership always had to be earned through hard work but found that that is not always so in business. It is vital that you are confident in what you can bring and not be intimidated by titles. What is the greatest benefit to you in attaining a senior leadership role?(WC): Giving back – you benefit from the bigger impact by delivering results. Deliver on your accountabilities and in return more opportunity opens up. In a senior leadership role, there is more leverage for you in terms of resources and strategies to do more for people and even bigger results for the company, community, etc. Achieving the title means you can use it to help make an even more positive impact. (MD): What is the next achievement you want in your leadership career?(WC): Success for me is about life achievements not just business achievements. I want to create value that is sustainable and to continue to manage my network of relationships to create a multiplier effect to be successful in business, family, friendships, and community. Think about where you are now in your career and what you can take from Wayne’s observations. We would love to hear your comments about what are your key takeaways from our conversation with Wayne. Tell us your progress – we want you to succeed. ______________________________________________________________
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