developing executive presence
Post on 22-Oct-2014
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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.TRANSCRIPT
Tepper School of Business
Developing Executive Presence
Vishwa Kolla, Tepper MBA ‘09
SABA – Exec Presence
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1 What is Executive Presence?
2 Why is Executive Presence Important?
3 How can one develop / refine Executive Presence
4 Practice
Topics For Review
SABA – Exec Presence
Executive Presence is all about making things simple
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1 The What
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)
How can I make things simple?
SABA – Exec Presence
Examples of how Executives Look / Think / Communicate
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Video 1
Time: 1:14
Video 2
Time: 1:05
Video 3
Time: 21:23
1. What are some of the key messages from the video
2. Why do you think the messages were effectively made?
1 The What
SABA – Exec Presence
One can recognize Executive Presence through 9 expressed qualities
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Passion – the expression of commitment, motivation, and the drive that shows people you really believe in what you do
Warmth – The appearance of being accessible to others and being interested in them
Sincerity – the conviction of believing in and meaning what you say
Self Confidence – the air of assurance, such that others know you have the required strength and resolve
Poise - the look of sophistication (through background and experience)
Clarity – the ability to tell a story in a clear, concise and a compelling way
Candor – the appearance of honesty, through the willingness and skill to constructively tell about things as they are
Thoughtfulness – the projection of thinking or having thought through something before responding
Openness – the appearance of not prejudging, of being willing to consider another point of view.
What you bring to the table? How you bring to the table?
1 The What
Source: AJC.com
SABA – Exec Presence
The level of Executive Presence determines which trajectory you are on
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2 The Why
Executive
CEO
2011/12 2021/12
Director
Level in the organization
Tepper MBAGrad
2010
SABA – Exec Presence
People are not born with Executive Presence ; It is an acquired skill
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3 The How
Become Self-Aware
ListenObserve
Learn1. Where am I?2. What are my core skill sets? People / Processes / Technology / Data?3. What do I absolutely enjoy doing something continuously for 15 hrs a day?
PracticePracticePractice
1. What is the choice of words someone is using?2. How can I say this better?3. What do I use as a means to think on my feet – paper /
whiteboard, people, technology?4. How much attention am I paying when someone is
talking?
Level of ExecutivePresence
1. Am I not paying attention to the details?2. Am I not speaking up enough?3. Am I not asking questions (at least a few
thoughtful questions every class / meeting)
Act
1. Am I taking on leadership roles?
2. Am I working on making myself get noticed?
SABA – Exec Presence
Open Vs Closed Questions
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Characteristics
1. They give you facts
2. They are easy to answer and
3. Have short responses
Examples
4. Isn’t the weather great?
5. Where do you live? How are you?
6. Are you happy with your current supplier?
7. Will you sign the deal if I can get you this paperwork by tomorrow?
Characteristics
1. They ask the respondent to think and reflect
2. They will give you opinions and feelings
3. The deliberately seek longer responses
Examples
4. How was your holiday? I hope the weather God cooperated.
5. Why is this so important to you?
6. Can you elaborate more on this topic. I would like both of us to be on the same page.
7. You are looking down. What’s up?
8. How can we help make this even better.
9. 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
3 The How
SABA – Exec Presence
Some additional ways of asking questions
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1. Why do you think this happens?Speculative
1. What if the situation was not the effect, but the causeHypothesizing
1. What are some of the key drivers and/or contributing factors and why?Analysis
1. What do you think we can learn from this situation?Reflection
1. How would you compare approach A with that of BEvaluation
Additional Help : Blooms Taxonomy
1. How would you compare approach A with that of BConsequence
1. How would it benefit you if you could?Pay Off
3 The How
SABA – Exec Presence
Some Good Ways to Speak
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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 ...
3 The How
SABA – Exec Presence
Some Good Ways to Speak
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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
3 The How
SABA – Exec Presence
Some thoughts / comments – there is no right answer
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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
3 The How
SABA – Exec Presence
Some Tools that personally helped me
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iTunes / Podcasts
WSJ Videos
Notes, Notes, Notes
3 The How
SABA – Exec Presence
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SABA – Exec Presence
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1 What is Executive Presence?
2 Why is Executive Presence Important?
3 How can one develop / refine Executive Presence
4 Practice
Topics For Review
SABA – Exec Presence
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Team 1 - 1. Name 1
Team 2 - 1. Name 1
Team 3 - 1. Name 1
Team 4 - 1. Name 1
Teams Tasks
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 / assignment that I / we have worked on
Headline
$$$
Elevator pitch
4 Practice