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“Run Your Account Like a Business” – Managing Up and Across

ü What Makes a Leader? Emotional intelligence: self-awareness, self-regulation, motivation,
empathy, and social skill. Polish your people skills by focusing on your colleagues’ priorities and

pressures—not your own.
SCP SKILLS ü The Discipline of Teams - How to lead a group of people who don’t report to you

ü Developing a meaningful common purpose that the team helps shape – its the planning not the plan that makes the
difference.

ü Specific performance goals that flow from the common purpose
ü A strong commitment to how the work gets done

ü Mutual accountability
ü How to Get Your Colleagues’ Attention - Frame your message so your colleagues
immediately see what you need from them and why.

ü Create a BOLD vision – BHAG (Big hairy audacious goal)

ü Managing Remote Relationships - What it takes to collaborate with people you don’t see
every day

ü Talk openly about the challenges; Err on the side of over communicating
ü Be sensitive to time zones ; Leverage technology - Skye, Connect, create a WhatsApp group, etc.

ü Art of Persuasion - Win people over by establishing credibility, discovering common ground,
sharing vivid stories, and developing an emotional connection. Tailor your idea to your audience.

ü Harnessing the Science of Persuasion - Influence your colleagues by appealing to basic
needs such as reciprocity and their desire to be liked.

© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE