Five Easy Ways To Elevate Your Executive Presence

What do you think is the secret sauce that accounts for 26% of what it takes to get promoted, according to 4,000 leaders surveyed by The Center for Talent Innovation? Whether you work in a law firm, for the government or with a corporate legal office, to get promoted, win cases, make more money, or just be more successful, your Executive Presence matters.

What Is Executive Presence?

If you've ever witnessed a co-worker make a meteoric rise up the ladder, or be tapped for partner because she has “what it takes,” their secret weapon may be executive presence. This can be hard to put your finger on, but people know it when they see it — and when they don't. Executive presence is often described as a vibe, an energy that conveys authenticity and confidence. It comes from leveraging your strengths in a way that gets you noticed. Being engaged, owning your role as a leader, and being able to influence others in a way that wins their trust and respect demonstrates it. It is what sets you apart from the rest.

Your appearance can either underline or undermine your executive presence. “It's what you signal, what you're telegraphing in terms of your body language, how you dress, how you speak, how you communicate your heft and your weight in this world. It's 30% of what makes a difference,” says author and economist, Sylvia Ann Hewlett, founder and CEO of the Center for Talent Innovation.

Executive Presence Means Career Success

A whopping 81% of women in a 2012 survey said they were unclear about executive presence and were unsure about how to act on the feedback they received. Here are three blind spots I often see when it comes to career advancement:

1. Not realizing the power of your presence and how it enables you to motivate, inspire, impress others and lead;
2. Not caring about your presence; and
3. Not having any guidance for developing that presence.

When I coach associates inside a law firm on how to gain promotions, they are often bewildered after hearing feedback such as, “You need to develop your presence,” or “Work on your confidence and the way you come across.” If you receive feedback on your “presence,” it is important to get specifics so you know how it's being defined and you can meet expectations.

Executive Presence Means Business Development Success

As explained in “Presence,” by Amy Cuddy, a professor at Harvard Business School, visiting student Lakshmi Balachandra conducted a study on how entrepreneurs make pitches to potential investors and how investors respond. When looking at both verbal and non-verbal behaviors, she found that ” … the strongest predictor of who got the money was not the person's credentials or the content of the pitch. The strongest predictors of who got the money were these traits: confidence, comfort level, and passionate enthusiasm. … Those who succeeded were fully present, and their presence was palpable.”

Executive Presence Means Leadership Success

William Heyman, CEO of an executive search firm, measured leadership and personality traits. He found that real leaders understand how important it is to share experiences shoulder-to-shoulder with staff, and to be a good coach with warmth, openness and likeability. Whether you're leading a team of attorneys or a firm, your success is gauged by how well you get along with others. Executive presence is about conveying a compelling vision, and having people follow you.

Executive Presence Means Success in the Courtroom

Your image in a courtroom can sway a jury. Body language and unspoken behaviors convey 55% of your message. I hate to admit falling into a trap, but while on a jury, I found myself judging counsel as much as the parties to the suit. I couldn't help but key in on how likeable the attorneys were, how competent and confident they came across, and their power to persuade.

Here are five ways to elevate the power of your Executive Presence:

1. Inherent in “Executive Presence” is the word “presence.” It is a quality that is not easy to come by in our fast-paced, plugged-in, distracted world. Being “present” means to be engaged. One way to be engaged is to really listen to someone. Have you ever had the experience of someone listening so intently to what you're saying that the world disappeared? They weren't checking their cell phone, responding to a text, looking to see what was going on around them, thinking about something else, or deciding what they were going to say next. This is being present. It is an art in a world where everyone else is often distracted, and it can immediately set you apart.

2. Are you able to express your true self, your values and beliefs, and be comfortable with who you are at work? This is being authentic. If you put a mask on every day to fit in, to deal with organizational politics, to say what others want to hear instead of what you know is true, or to gain the approval of higher-ups, it's the opposite of being authentic. People pick up on authenticity and it makes them want to follow you. Authenticity comes from being comfortable in your own skin. If you're struggling with being authentic at work, or are out of alignment with what your firm stands for, it may be time to explore other options.

3. A core characteristic of executive presence, according to the Center for Talent Innovation, is gravitas, or the ability to convey confidence. Such confidence comes from believing in yourself and your abilities. One way to feel confident is to strike a “confidence pose” before challenging situations. Stretch your arms out with your palms up. Sit or stand up straight, keep your shoulders back and open up your chest. Plant your feet firmly on the floor, hip width apart. Breathe slowly and deeply and picture yourself being successful. Another way to build confidence is to set a stretch goal that takes you outside of your comfort zone. Succeeding at something you've never done before increases confidence.

4. Executive presence includes an emotional intelligence component — the ability to feel empathy for others. How can you show that you understand, or appreciate the point of view of someone who may be different from you as a way to build your empathy muscle? For example, ask for their opinion, or notice and acknowledge how hard they are working.

5. Executive presence impacts your individual career trajectory, your income, and your overall success. It can position you to be the one “who has what it takes” and is the clear choice for a promotion or leadership position. As a firm leader, the executive presence of your partners, associates, and staff impacts business development, client satisfaction, and profitability. Consider mapping the skills and qualities necessary for executive presence, and teach partners to be explicit when giving feedback so executive presence can be developed.

*****
Linda Hardenstein, MPA, PCC, provides strategies to attorneys and firms seeking breakthroughs and actionable game plans. Reach her at [email protected].

What do you think is the secret sauce that accounts for 26% of what it takes to get promoted, according to 4,000 leaders surveyed by The Center for Talent Innovation? Whether you work in a law firm, for the government or with a corporate legal office, to get promoted, win cases, make more money, or just be more successful, your Executive Presence matters.

What Is Executive Presence?

If you've ever witnessed a co-worker make a meteoric rise up the ladder, or be tapped for partner because she has “what it takes,” their secret weapon may be executive presence. This can be hard to put your finger on, but people know it when they see it — and when they don't. Executive presence is often described as a vibe, an energy that conveys authenticity and confidence. It comes from leveraging your strengths in a way that gets you noticed. Being engaged, owning your role as a leader, and being able to influence others in a way that wins their trust and respect demonstrates it. It is what sets you apart from the rest.

Your appearance can either underline or undermine your executive presence. “It's what you signal, what you're telegraphing in terms of your body language, how you dress, how you speak, how you communicate your heft and your weight in this world. It's 30% of what makes a difference,” says author and economist, Sylvia Ann Hewlett, founder and CEO of the Center for Talent Innovation.

Executive Presence Means Career Success

A whopping 81% of women in a 2012 survey said they were unclear about executive presence and were unsure about how to act on the feedback they received. Here are three blind spots I often see when it comes to career advancement:

1. Not realizing the power of your presence and how it enables you to motivate, inspire, impress others and lead;
2. Not caring about your presence; and
3. Not having any guidance for developing that presence.

When I coach associates inside a law firm on how to gain promotions, they are often bewildered after hearing feedback such as, “You need to develop your presence,” or “Work on your confidence and the way you come across.” If you receive feedback on your “presence,” it is important to get specifics so you know how it's being defined and you can meet expectations.

Executive Presence Means Business Development Success

As explained in “Presence,” by Amy Cuddy, a professor at Harvard Business School, visiting student Lakshmi Balachandra conducted a study on how entrepreneurs make pitches to potential investors and how investors respond. When looking at both verbal and non-verbal behaviors, she found that ” … the strongest predictor of who got the money was not the person's credentials or the content of the pitch. The strongest predictors of who got the money were these traits: confidence, comfort level, and passionate enthusiasm. … Those who succeeded were fully present, and their presence was palpable.”

Executive Presence Means Leadership Success

William Heyman, CEO of an executive search firm, measured leadership and personality traits. He found that real leaders understand how important it is to share experiences shoulder-to-shoulder with staff, and to be a good coach with warmth, openness and likeability. Whether you're leading a team of attorneys or a firm, your success is gauged by how well you get along with others. Executive presence is about conveying a compelling vision, and having people follow you.

Executive Presence Means Success in the Courtroom

Your image in a courtroom can sway a jury. Body language and unspoken behaviors convey 55% of your message. I hate to admit falling into a trap, but while on a jury, I found myself judging counsel as much as the parties to the suit. I couldn't help but key in on how likeable the attorneys were, how competent and confident they came across, and their power to persuade.

Here are five ways to elevate the power of your Executive Presence:

1. Inherent in “Executive Presence” is the word “presence.” It is a quality that is not easy to come by in our fast-paced, plugged-in, distracted world. Being “present” means to be engaged. One way to be engaged is to really listen to someone. Have you ever had the experience of someone listening so intently to what you're saying that the world disappeared? They weren't checking their cell phone, responding to a text, looking to see what was going on around them, thinking about something else, or deciding what they were going to say next. This is being present. It is an art in a world where everyone else is often distracted, and it can immediately set you apart.

2. Are you able to express your true self, your values and beliefs, and be comfortable with who you are at work? This is being authentic. If you put a mask on every day to fit in, to deal with organizational politics, to say what others want to hear instead of what you know is true, or to gain the approval of higher-ups, it's the opposite of being authentic. People pick up on authenticity and it makes them want to follow you. Authenticity comes from being comfortable in your own skin. If you're struggling with being authentic at work, or are out of alignment with what your firm stands for, it may be time to explore other options.

3. A core characteristic of executive presence, according to the Center for Talent Innovation, is gravitas, or the ability to convey confidence. Such confidence comes from believing in yourself and your abilities. One way to feel confident is to strike a “confidence pose” before challenging situations. Stretch your arms out with your palms up. Sit or stand up straight, keep your shoulders back and open up your chest. Plant your feet firmly on the floor, hip width apart. Breathe slowly and deeply and picture yourself being successful. Another way to build confidence is to set a stretch goal that takes you outside of your comfort zone. Succeeding at something you've never done before increases confidence.

4. Executive presence includes an emotional intelligence component — the ability to feel empathy for others. How can you show that you understand, or appreciate the point of view of someone who may be different from you as a way to build your empathy muscle? For example, ask for their opinion, or notice and acknowledge how hard they are working.

5. Executive presence impacts your individual career trajectory, your income, and your overall success. It can position you to be the one “who has what it takes” and is the clear choice for a promotion or leadership position. As a firm leader, the executive presence of your partners, associates, and staff impacts business development, client satisfaction, and profitability. Consider mapping the skills and qualities necessary for executive presence, and teach partners to be explicit when giving feedback so executive presence can be developed.

*****
Linda Hardenstein, MPA, PCC, provides strategies to attorneys and firms seeking breakthroughs and actionable game plans. Reach her at [email protected].