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Executive Presence
- 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