Multiplier Fest or Feast? Last week, when the Wiseman Group held our Multipliers Executive Briefing, it was a real “Multiplier Fest.” We had 4 of the Multipliers from the book on an executive panel, and, we have 2 additional Multipliers join us in the audience. The insights flowing from the panel were non-stop. As one participant put it, “That was a real FEAST!”

An Eye for Multipliers. One of the panel members was Tom Friel, former CEO and Chairman of the Board at Heidrick & Struggles who was known for creating an environment there that was both open and intense. But, Tom’s interest in the Multipliers ideas goes beyond his own leadership and says it explains much of what he noticed when placing CEOs and other C-levels executives across his career in executive search and assessment. In his endorsement for Multipliers, Tom says, “In over 30 years of evaluating executives it was clear to me that some achieved much more than others, but it wasn’t always clear why. Multipliers presents a compelling analysis of how Multipliers create value while others destroy it.” If anyone has an eye for spotting Multipliers, it is Tom.

2 Great Questions. Tom shared two simple questions he uses to spot the people who will lead like Multipliers:

1. Tell me about your team? (Then listen for how much they talk about themselves vs. others.)

A Diminisher will begin by talking about their team, but the conversation will quickly shift back to them and their own successes. A Multiplier can talk at length about the capabilities and the contributions of the people on their team. As Tom said, “They light up like a Christmas tree!”

2. Who is here (at your current job) because of you?

Multipliers are Talent Magnets who attract talent and then use it at its fullest. Because people are stretched and grown (and recognized) when they work for Multipliers, the Multiplier quickly builds a reputation as “the boss to work for” and people eagerly follow them to the next opportunity. Multipliers can easily recruit people out of their network. Diminishers end up recruiting people through job posts and ads – most people would do anything before working for them again.

Tom’s questions are brilliant both for their simplicity and their capacity to reveal a candidate’s core assumptions.

This week’s Multiplier practice: In your next interview, try out these two questions.
1) Tell me about your team. (Then start the stop watch to see how long the conversation lasts!)
2) Who is at your current company/organization because of you?

Thanks Tom Friel for sharing your genius!