Instant Replay for CEOs (Part 2)

Tue, Mar 19, 2013

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It is my mission to share insights from coaching while maintaining confidentiality. Here is one recent moment that should have value to bosses everywhere. I will follow in a separate post with a second one.

My clients come in two “flavors:” those who instinctively consider the “audience” before or as they speak and those who are focused on themselves first.

John is CEO of the overseas business of an American service business. He is also the eminence grise in meetings with senior executives of prospective clients. He has a long legacy of winning over prospects because of his extensive experience, knowledge (often far more than the prospect’s), quick mind and ability to “deliver the firm” in service to the prospect if they become a client. However, he is nowhere near world class in helping the client see the value in the team he brings to the table. He is focused too much on his own role and performance.

I asked him to replay a recent prospect meeting. I asked what impression was left with the client as to the quality of his team leader; what had he said that conferred on the team leader the imprimatur that only he could give? A quick study, he said: “I could have expressed my confidence in the team leader, told them I have worked with him for almost a decade, that he is the best of the best and represents the first step in my promise: to deliver the firm. But I didn’t. I was too focused on doing really well in my own role.”

Instant replay for CEOs? Just as valuable as in sports.

That’s just my view. What’s yours?

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What Made jack welch JACK WELCH

How Ordinary People Become
Extraordinary Leaders

by Stephen H. Baum (Random House)

Most leaders of American companies started out as ordinary people. What prepared them for the top job?

Countless more ordinary people of equal talent never developed the leadership core required to run the show. Why not?

"Lessons for life about the core leadership traits of character, risk taking decisiveness and the ability to engage and inspire followers."
--Jim Clifton, CEO, The Gallup Organization

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