WIIFM

Earlier this year we introduced new research on Leadership Charisma and the book by the same title. Also, last month we started a series of Executive Briefings about it. Now we’re going to spend some space summarizing a few of the key charismatic behaviors a leader must master to have a consistent charismatic impact upon his/her people.

However, before we get into the specific behaviors we need to provide some background with the key principles that were uncovered by the research that underpins the book. If all you remember and apply are these key principles then you’ll raise your charismatic impact upon your people dramatically.

The first principle is WIIFM (pronounced ‘wiffum’).

This is not meant in any negative sense whatever, but when you strip away all of the niceties, all the layers of ‘proper’ behavior that define the way we act and talk with others, all the social norms etc., what informs most of what we do is self-interest. Even the most altruistic person asks ‘WIIFM’ – what’s.in.it.for.me? The answer for the true altruist is the sense of doing good by other people; that’s what interests them – so in doing good for others they are actually ultimately acting in their own self interest!

So, it follows that people who follow leaders, who find them charismatic, must be seeing some-thing, or -things, in that person which they believe can help them further their own self-interests. Therefore, if we can identify what constitutes our people’s self-interests, and if we can ensure that we honestly and diligently behave in a manner that help others to achieve their self-interests then people will want to follow us.

Leaders who are seen to be charismatic in the eyes of their people are those who make it their business to always know precisely what it is that interests and motivates their people. Charismatic leaders know what each person wants from their lives and careers – and then make it their business to identify how each person’s self-interests are served by helping the organization achieve what it needs to achieve.

Next time we will discuss the second key principal, the Charismatic Equation.