It helps to develope your executive presence in corporate world.

2. 1 What is Executive Presence?
2 Why is Executive Presence Important?
3 How can one develop / refine Executive Presence
4 Practice
2
Topics For Review

3. Executive Presenceis all about making thingssimple
1 The What
1. Clear Crisp Concise
2. Walk the Walk
3. Listen, Learn, Improvise
4. Command & Control
5. 2 Reasons
6. 3Aspects
7. 1 Primary driver, and 3 Levers
8. Ability &Agility
9. Impact & Influence
10. W5H (What, Why, Where, When, Who, How)
How can I make things simple?
3

4. 5
Passion – the expression of
commitment, motivation, and the drive that
shows people you really believe in what you do
Warmth – The appearance of beingaccessible
to others and being interested inthem
Sincerity – the conviction of believing in and
meaning what you say
Self Confidence – the air of assurance, such
that others know you have the requiredstrength
and resolve
Clarity – the ability to tell a story ina
clear, concise and a compellingway
Candor – the appearance of honesty,through
the willingness and skill to constructively tell
about things as they are
Thoughtfulness – the projection of thinkingor
having thought through something before
responding
Openness – the appearance of not
prejudging, of being willing to consideranother
point of view.
Onecanrecognize Executive Presencethrough 9 expressed qualities
What you bring to the table? How you bring to the table?
Poise - the look of sophistication(through
background and experience)
Source: AJC.com

5. Thelevel of Executive Presencedetermines which trajectory you areon
Executive
CEO
2011/12 2021/12
Director
Level in
the organization
5
Tepper
MBA
Grad
2010

6. OpenVsClosed Questions
Characteristics
1. They give you facts
2. They are easy to answerand
3. Have short responses
Examples
1. Isn’t the weather great?
2. Where do you live? How are you?
3. Are you happy with your current supplier?
4. Will you sign the deal if I can get youthis
paperwork by tomorrow?
Characteristics
1. They ask the respondent to think andreflect
2. They will give you opinions and feelings
3. The deliberately seek longerresponses
Examples
1. How was your holiday? I hope the weather
God cooperated.
2. Why is this so important to you?
3. Can you elaborate more on this topic. Iwould
like both of us to be on the samepage.
4. You are looking down. What’s up?
5. How can we help make this even better.
6. I wonder what would happen if your
customers complained even more.
Closed questions keep control of the
questioning
Open questions give control to the
respondent
6

7. Someadditional ways of askingquestions
Additional Help : Blooms Taxonomy
Speculative 1. Why do you think this happens?
Hypothesizing 1. What if the situation was not the effect, but thecause
Analysis 1. What are some of the key drivers and/or contributing factors and why?
Reflection 1. What do you think we can learn from thissituation?
Evaluation 1. How would you compare approachA with that of B
Consequence 1. How would you compare approachA with that of B
Pay Off 1. How would it benefit you if you could?
7

8. SomeGood Waysto Speak
1. It would be a remiss, if I did not ...
2. This is why I am convinced ...
3. Business opportunities.
4. Pain points.
5. The net of this.
6. There is another part to this.
7. For example.
8. Which I believe deserves special mention.
9. Shouldn't be a surprise.
10.In my honest opinion …
11.I know we differ on this point, but can we agree on…
12.My challenge / worry / concern / issue …
13.Putting money where the mouth is ...
14.Follow the Dollar …
15.Build and they will come - Field of Dreams …
16.A Barometer - for directional purposes…
17.Advice clients …
18.Let me turn it back to ... for a closing.
19.Start from the ground floor and work my way up.
20.Project will collapse under its own weight.
21. Aha moment.
22. Table stakes.
23.My personal bias is towards
24. Take a step back, remove the curtain.
25.Based on your experience
26.Word choice
27.What got you here won't get you there?
28.I have an obligation/commitment that I cannot break.
29.Add insult to injury
30.Fit for purpose
31.The good news is that
32.Anything that you guys think (myself included) ...
33.Between now and then.
34."yes and" and not "but"
35. Yeoman's effort.
36.No skin in our game.
37. You stuck a chord in my brain here.
38.Narrow the aperture.
39.Just so you know ...
40.The net of that research was that ...
8

9. SomeGood Waysto Speak
41.That information is available if anyone is interested...
42.Growing at a double/triple digit growth.
43.There is much work to be done on ...
44.Any questions or comments so far ...
45.Client economics standpoint ...
46. To address your request / concern / worry ...
47.Appreciate the efforts to rationalize this ...
48.Horse's mouth understanding ...
49.Resounding yes ...
50.Use data skills as an enhancer to other skills ...
51.Assemble the roster ...
52.A good head on the shoulder...
53. Take a step back and take a broader view ...
54.The thinking behind this approach ...
55.Get a handle on ...
56.Rick did a nice piece of work using ...
57.Slide 4 reinforces ...
58.We picked some of the obvious ones...
59.Chatted up.
60.Listening, Learning, Improvising ...
61. Yes and,
62.Way 62
9

10. Somethoughts / comments – there is no right answer
Executive Presence can be felt only in person
It is better to stay quiet and not to ask a dumb question
Giving a response in a timely manner is much more important than taking all the
time in the world to give the correct response
When you don’t know the answer, a thoughtful question to a question is better
than keeping quiet
10

11. SomeTools that will personally help
iTunes / Podcasts
WSJ Videos
Notes, Notes, Notes
11