Active Listening (June 2008)

The most successful mentoring relationships are created through “active listening.” Often we are so focused on presenting our message and ideas that we fail to really listen to the needs and comments of those with whom we are working.

Our mentoring goal is tied directly to the success of our clients and customers. Without truly listening to their goals, aims and objectives as related to us in their national customs and traditions, we could be, literally, “marching to the tune of a different drummer.”

The importance of active listening is the common thread that stretches throughout the mentoring process. It begins with listening to the current situation in the assessment, it continues through the planning and execution of the plan of action, and ends with the evaluation. In all cases it involves the direct involvement between the mentor and the client.

As mentors, it is important to remember that the relationship which we have built, on credibility and trust, is about supporting the client. The focus is on what the client needs, not on what the mentor knows or has experienced.

Although we have a wealth of knowledge and experience within our functional area, often our experience is very limited in working within the cultural climate we find ourselves. For that purpose we often need to listen and learn from the client, in order to provide the best guidance possible to help fit the client’s needs.

Mentors do not play the role of the “guru” who dispenses wisdom in some esoteric terms, but rather uses the knowledge and experience to respond appropriately to the questions and needs of the client.

A primary task for the mentor will be guiding the client to discover insights and answers for themselves by asking probing, open-ended questions and actively listening to the responses. As a mentor you will then be able to honestly and candidly respond to inquiries from the client and share experiences and insights that may be helpful.

For the client, time spent with the mentor should be both valuable and effective. Based on the establishment of trust with the mentor, the client should be encouraged to ask questions and then apply the concepts and principles presented by the mentor to their specific situation.

In the long run, active listening helps both the mentor and the client, because it creates effective interaction, strengthens trust and credibility and provides knowledge and understanding of universally accepted functional principles for both capability and capacity growth – the basis of our role as mentors.