"People are everything" say Ridderstrale and Nordstrum in their book, Funky Business. "People Matter" say Signify Ltd. We believe that to be true and we always will. However, the way people act, the way they perceive things and their motivations have changed and continue to change. Ridderstrale and Nordstrum observe that, "people may no longer be obedient, but that does not mean that leadership is redundant. On the contrary, the funky world requires limitless leadership. This will not involve our traditional notion of a leader. Not that traditional leaders ever really existed - real leaders exist only in the heads and hearts of those who believe in them." We agree. Leadership Matters.

In Leadership Matters this month, we investigate the issue of assumptions and the choices we make.

It is true that actually it isn't outward behaviour that makes the big difference in developing and influencing others as a leader. It is not necessarily pats on the back, verbal encouragement or enthusiasm that motivates others. In observing the best leaders, it is their inward beliefs that shape their behaviour. One key area that they differ in is that they make the right assumptions about people. An assumption is an opinion that something is true and our assumptions about people largely determine how we treat them. John Maxwell says, "What we assume about people is what we look for. What we look for is what we find. What we find influences our response." This means that negative assumptions will stimulate negative leadership from us. Conversely, positive assumptions about others will stimulate positive leadership.

Here are some key assumptions that leaders should consider:

Assume that everyone wants to feel worthwhile. That assumption leads us to treat them as persons of great worth.

Assume that everyone needs and responds to encouragement. That assumption leads us to be encouragers.

Assume people buy into their leader before they buy into their leader's ideas. That assumption leads us to live a life worthy of their respect. That assumption leads us towards a deeper character.

Assume that many people have difficulty achieving success. This assumption leads us to invest in them, helping them experience quick, easy wins. This builds their confidence so that they can become the man or woman they have dreamed of becoming.

Assume most people are naturally motivated. This leads us to work to create an environment in which people are free from discouraging influences.

Assume that people like to talk about themselves. This leads us to ask questions that help us to really know them and what makes them tick.

Assumptions can be negative, or positive. The route we choose makes all the difference. Largely, we can choose whether relationships will be successful or not. A vital question for leaders, therefore, is; "What will I choose?"

John Maxwell's leadership notes, can be found at www.injoy.com/leadershipwired

Phil Wall
CEO