Topics in executive coaching get hot, then cold, and sooner or later become popular again. In the past few months the subject of executive presence, a term coined quite some time ago, has surfaced again and is the number one area of interest for my clients. People frequently want it for themselves or those who report to them. The challenge is the term is used in so many ways and situations that one person’s definition ends up being quite different than another’s. When I ask a client, “what would executive presence look like if you had it,” they often say, “I can’t describe it, but I would know it if I saw it.”
I will share with you the aspects of executive presence I believe are most important, in demand, and in greatest need. They are not necessarily the same.
The term executive presence went mainstream when Sylvia Ann Hewlett, an economist whose career focused on workplace issues and policies, wrote a bestselling book titled “Executive Presence.” One senior executive described it as “the missing link between merit and success.” The term, used for decades, has adjusted (somewhat) to reflect the times and the makeup of the workforce, particularly with the increase of women in more senior roles). That said, many of the basic tenets remain relevant today.
Let’s use Hewlett’s framework and then put it to practical use.
Leaders with executive presence are compelling, credible, and concise.
Compelling — influencing and engaging. They have a vision and an outcome, thought-out. They deliver and operate it in a way that makes others want to buy-in and join-in. They are storytellers, selling dreams, so people want to be part of the execution and results. Leaders with executive presence know they can’t do it alone and invite, no draw, people to the table. Their message makes listeners say, “tell me more” and “count me in.”
Compelling people speak about the group and their success, not individual accomplishments. They use “we” versus “I” and think forward and big with alignment in mind. These are the strategic visionaries, not the tacticians. While their ideas and thoughts are large, they can make the outcomes sound achievable. They see the finish line and want others to cross it with them.
Credible — believable and trustworthy. Leaders with executive presence have intelligence, skills, and know how to achieve success. They also deliver accurate and useful information in a calm and confident manner. They use few qualifiers (just, only, maybe) and speak from strength. Their body language, comportment, and dress say, “I belong here, listen to what I have to say.” There is a calmness, poise, and assuredness they exude that diminishes doubt and skepticism. There is gravitas — a seriousness with dignity frequently requested by senior leaders when describing what their direct reports “need to get” or develop more of. It adds weight to a message regardless of the venue or method of communicating.
Leaders with executive presence have a professional brand consistent and appropriate to the setting and situation. Of course, their reputation must support their request for trust. Even under extreme stress you would believe, and are grateful that, they are the person for the job at the time and place.
Concise — short and to the point. Leaders with executive presence are clear with few distractions. They use the best form of communication for their message in the manner and tone that will be heard. Town halls, team meetings, staff huddles, e-mails, one-on-ones, phone, video conferencing, hand-written notes, all are selected based on appropriateness, effectiveness, and efficiency (in that order). They follow the Steve Job’s rule of one idea per communique. The message is tailored to the receiver giving them only what they need to know and never burdening them with more. They never overload staff with extraneous data, uncooked ideas or documents. It is clear they understand what is important and are not interested in proving their depth and breadth of knowledge, rather they focus to help recipients understand, move, and advance the process to achieve a goal.
Visuals are always concise and easy to read. PowerPoint is used appropriately with deck slides limited in number and few words per slide. Presentations have a set format and the audience is told the objectives at the beginning. Body language has purpose with an awareness of how to use hands for emphasis and walking about to gain attention. At the end of any contact the receiver knows the message, what is expected, becomes a part of the process and feels his or her time and intelligence has been respected.
Many of us know executive presence when we see it. The challenge is to look in the mirror (or watch yourself on video) and see if we can identify it. If it’s falling short of the three elements — compelling, credible, and concise would be an excellent starting point.
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