members are required not only to identify problems but to offer possible solutions.

Ann noted that a requirement of her team when bringing items for discussion was for opportunity costs to accompany them. What are the upsides? What are the downsides? Luis added the importance of active listening and the use of questions by the leader. Questions help not only the leader’s understanding but also build a culture in which team members realize the importance of including empirical data.

Lon mentioned the importance of hiring people who are used to dealing with data and helping team members in developing and understanding data skills. He added the importance of helping Board members gain sophistication in interpreting data.

Use of Questions

Teams on the Way Down	Teams on the Way Up
The team leader has a very low questions-to-statements ratio, avoiding critical input and/or allowing sloppy reasoning and unsupported opinions	The team leader employs a Socratic style, using a high questions-to-statement ratio, challenging people, and pushing for penetrating insights

Lon spoke of the importance of the leader being centered to the degree that he/she is comfortable putting off closure in order that people feel listened to and input is valued. Luis agreed and pointed out the importance of the leader accepting input without reflecting personal embarrassment or defensiveness. Ann always made it a point not to sit at the head of the table and to let other members of the team lead the dialogue when possible and to refer to the district vision and goals when asking questions.

Frances reminded us that when coming into new districts, it can be valuable for the new CEO to share their style because a listening leader may be a new phenomenon. She often used small groups as a precursor to larger group discussion to help assure that all felt that they had input and that could respond to the leader’s questions.

John pointed out that when the agenda is known ahead of time, the leader needs to prepare for possible questions and to develop probes to facilitate discussion. “Avoid not being front-loaded.”