Stephen H Baum Leadership

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.