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Developing Executive Presence

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If you are interested in learning to communicate better (clearly, concisely and crisply) and in learning to talk like an executive, this deck is a starter for you.

Published in: Business
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Developing Executive Presence

  1. 1. Tepper School of BusinessDeveloping Executive Presence Vishwa Kolla, Tepper MBA ‘09
  2. 2. SABA – Exec Presence Topics For Review 1 What is Executive Presence? 2 Why is Executive Presence Important? 3 How can one develop / refine Executive Presence 4 Practice2
  3. 3. SABA – Exec Presence 1 The What Executive Presence is all about making things simple How can I make things simple? 1. Clear Crisp Concise 2. Walk the Walk 3. Listen, Learn, Improvise 4. Command & Control 5. 2 Reasons 6. 3 Aspects 7. 1 Primary driver, and 3 Levers 8. Ability & Agility 9. Impact & Influence 10. W5H (What, Why, Where, When, Who, How)3
  4. 4. SABA – Exec Presence 1 The What Examples of how Executives Look / Think / Communicate 1. What are some of the key messages from the video 2. Why do you think the messages were effectively made? Video 1 Video 2 Video 3 Time: 1:14 Time: 1:05 Time: 21:234
  5. 5. SABA – Exec Presence 1 The What One can recognize Executive Presence through 9 expressed qualities What you bring to the table? How you bring to the table? Poise - the look of sophistication (through background and experience) Clarity – the ability to tell a story in a Passion – the expression of clear, concise and a compelling way commitment, motivation, and the drive that shows people you really believe in what you do Candor – the appearance of honesty, through Warmth – The appearance of being accessible the willingness and skill to constructively tell to others and being interested in them about things as they are Thoughtfulness – the projection of thinking or Sincerity – the conviction of believing in and having thought through something before meaning what you say responding Self Confidence – the air of assurance, such Openness – the appearance of not that others know you have the required strength prejudging, of being willing to consider another and resolve point of view.5 Source: AJC.com
  6. 6. SABA – Exec Presence 2 The Why The level of Executive Presence determines which trajectory you are on CEO Executive Level in the organization Director Tepper MBA Grad 2010 2011/12 2021/126
  7. 7. SABA – Exec Presence 3 The How People are not born with Executive Presence ; It is an acquired skillLevel ofExecutivePresence 1. Am I taking on leadership roles? Act 2. Am I working on making myself get noticed? 1. Am I not paying attention to the details? Practice 2. Am I not speaking up enough? Practice 3. Am I not asking questions (at least a few Practice thoughtful questions every class / meeting) 1. What is the choice of words someone is using? Listen 2. How can I say this better? Observe 3. What do I use as a means to think on my feet – paper / Learn whiteboard, people, technology? 4. How much attention am I paying when someone is talking? 1. Where am I? Become 2. What are my core skill sets? People / Processes / Technology / Data? Self-Aware 3. What do I absolutely enjoy doing something continuously for 15 hrs a day?7
  8. 8. SABA – Exec Presence 3 The How Open Vs Closed Questions Closed questions keep control of the Open questions give control to the questioning respondent Characteristics Characteristics 1. They give you facts 1. They ask the respondent to think and reflect 2. They are easy to answer and 2. They will give you opinions and feelings 3. Have short responses 3. The deliberately seek longer responses Examples Examples 1. Isn’t the weather great? 1. How was your holiday? I hope the weather God cooperated. 2. Where do you live? How are you? 2. Why is this so important to you? 3. Are you happy with your current supplier? 3. Can you elaborate more on this topic. I would 4. Will you sign the deal if I can get you this like both of us to be on the same page. paperwork by tomorrow? 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.8
  9. 9. SABA – Exec Presence 3 The How Some additional ways of asking questions Speculative 1. Why do you think this happens? Hypothesizing 1. What if the situation was not the effect, but the cause 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 this situation? Evaluation 1. How would you compare approach A with that of B Consequence 1. How would you compare approach A with that of B Pay Off 1. How would it benefit you if you could? Additional Help : Blooms Taxonomy9
  10. 10. SABA – Exec Presence 3 The How Some Good Ways to Speak 1. It would be a remiss, if I did not ... 21. Aha moment. 2. This is why I am convinced ... 22. Table stakes. 3. Business opportunities. 23. My personal bias is towards 4. Pain points. 24. Take a step back, remove the curtain. 5. The net of this. 25. Based on your experience 6. There is another part to this. 26. Word choice 7. For example. 27. What got you here wont get you there? 8. Which I believe deserves special mention. 28. I have an obligation/commitment that I cannot break. 9. Shouldnt be a surprise. 29. Add insult to injury 10. In my honest opinion … 30. Fit for purpose 11. I know we differ on this point, but can we agree on … 31. The good news is that 12. My challenge / worry / concern / issue … 32. Anything that you guys think (myself included) ... 13. Putting money where the mouth is ... 33. Between now and then. 14. Follow the Dollar … 34. "yes and" and not "but" 15. Build and they will come - Field of Dreams … 35. Yeomans effort. 16. A Barometer - for directional purposes … 36. No skin in our game. 17. Advice clients … 37. You stuck a chord in my brain here. 18. Let me turn it back to ... for a closing. 38. Narrow the aperture. 19. Start from the ground floor and work my way up. 39. Just so you know ... 20. Project will collapse under its own weight. 40. The net of that research was that ...10
  11. 11. SABA – Exec Presence 3 The How Some Good Ways to Speak 41. That information is available if anyone is interested ... 61. Yes and, 42. Growing at a double/triple digit growth. 62. Way 62 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. Horses 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 ...11
  12. 12. SABA – Exec Presence 3 The How Some thoughts / 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 quiet12
  13. 13. SABA – Exec Presence 3 The How Some Tools that personally helped me WSJ Videos iTunes / Podcasts Notes, Notes, Notes13
  14. 14. SABA – Exec Presence14
  15. 15. SABA – Exec Presence Topics For Review 1 What is Executive Presence? 2 Why is Executive Presence Important? 3 How can one develop / refine Executive Presence 4 Practice15
  16. 16. SABA – Exec Presence 4 Practice Teams Tasks Team 1 - Team 2 - 1. Name 1 1. Name 1 1. 3 Words to describe our group 2. 2 of the 9 qualities that we constantly struggle with and what we plan to do to work on them 3. Describe 1 recent project / Team 3 - Team 4 - assignment that I / we have 1. Name 1 1. Name 1 worked on Headline $$$ Elevator pitch16

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