Executive Presence : Assessment, Coaching, Training

The Missing Link between Merit and Success

Challenge
In spite of his talent and accomplishments at one of the world’s largest accounting firms, Aditya had trouble communicating at the C-Suite level with his clients and felt unnoticed. His persona came across as “nice”, soft spoken yet completely forgettable. His seniors thought he lacked confidence to operate in dynamic teams. His peers commented that Aditya lacked a strong presence that conveyed authority to make a greater impact. Aditya went through a series of high impact training interventions but there was not any major display of assertiveness in his behaviour. The organization realized that in a tumultuous and highly competitive marketplace it was imperative for Aditya to deliver on his targets and do it quickly! The HR wanted a coach who could focus on Aditya’s strengths to build his confidence to speak in ways that fostered peer to peer relationships with clients.

Solution

Diagnosis: In the discovery session, Coach Vikram noticed that for Aditya to bridge the gap and leverage his strengths he had to learn not to feel confident but learn to feel comfortable to effectively sell into the C-suite. The coaching journey began with a step-by-step process designed around Aditya’s behaviors of Power.

Mindset Shift: In the initial three coaching sessions, Coach Vikram provided Aditya with breakthrough insights on how to break the inertia of inhibiting mental habits that detract from performance. He was shows the importance of how to have real dialogue with clients instead of making them endure one-sided presentations.

Behavioural Shift: Vikram identified that Aditya’s vocal impact negatively influenced his presence. The coach shared CEO hacks of Fortune 100 leaders on how to immediately create positive momentum and rapport with clients through impactful conversations. He was asked to reduce his excessive nodding, speak slowly, insert pauses in his sentences, and modulate his intonation. Through the coaching journey Aditya also began to learn to speak with a richer and more resonant tone. The coach guided the leader to develop an overall presence and physical demeanor aligned with his position, using wardrobe as a strategic tool that influences the client executive team. 

Result
These efficient executive presence strategies helped Aditya to demonstrate more substance in his business interactions, appear as a high-status executive, and comfortably connect with C-suite decision makers.  As he speaks with influence, not only do the C-suite clients now see him as a strategic partner, but Aditya’s executive team sees him as a key player in their strategic client accounts. It took 8 months for Aditya to unleash his inner authority, develop gravitas, and uncover his authentic executive presence. All this resulted in him getting re-energized, prioritizing what matters, and bagging a partner promotion in spite of fierce competition. Today Aditya is engaging the hearts and minds of C-suite decision makers, winning business from the decision makers and accelerating business results with ease.

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