How Can You Communicate With More Presence?

Developing executive presence even if you’re not an executive

Everyone wants to have presence. It implies significance. We listen to people with presence. We value their opinions. Yet, we rarely think of presence as a skill we can cultivate. We tend to think that the people who we experience as charismatic have always been that way. Some may be exceptionally gifted, but it’s just as likely that they’ve worked consciously to develop their presence. This short article will offer some ways you can emulate them.

What creates presence? Think of a doctor: they have command of their content, they operate in a familiar environment where they are completely at home, and they have a vocabulary—and even specific clothing—that conveys that they are the expert in the room. All these factors enable them to perform effectively and with presence. Business is a less repetitive environment than the sterile halls of the doctor’s clinic, with less clearly defined domains. Nonetheless, there are many ways to develop presence in a business environment.
 
Stephen Chipman was a partner at Grant Thornton, although he did all the things that gave him presence long before he became partner. Stephen was usually soft-spoken, yet he conveyed messages crisply and always had all the data he needed to make a point. When it was necessary, he disciplined colleagues or delivered tough news to clients. He rarely raised his voice, but when he did, people took note. He never gossiped or spoke loosely. Unsurprisingly, he was universally respected and advanced steadily, attaining the position of CEO and leading the firm through double-digit growth. For me, he remains a role model of gravitas and presence. You might conclude that Stephen’s presence came from his seniority, but I’d argue the opposite; he attained a high position because of his presence.
 
Wherever you are in your career, you can practice presence. Let’s focus on campus hires, for example. Newly hired professionals tend to embody one of two communication styles. They either speak too much, attempting to dominate conversations without proper context or substance, or they speak too little, hanging back and avoiding the risk of saying the wrong thing. Neither approach is ideal. The talker tends to be viewed as arrogant or under-prepared, while the wallflower doesn’t develop a personal brand or create any impact.
 
It’s important for junior consultants to be visible to clients, or junior professionals to their senior leaders. This may be done by presenting in client meetings as soon as possible, even if they take on only a minor task, such as delivering a small portion of a presentation. By the same token, however, it’s important that professionals are not reckless simply to get attention. Boldness is good, crazy is not.

You may have been lured into believing that presence is only for extroverts. As with public speaking, extroverts may be more comfortable getting themselves noticed, but there is a world of difference between demanding attention and exuding presence. I suggest that, especially in professional roles such as consulting, introverts are equally equipped as extroverts to bring great presence to their interactions, perhaps more so. Why? Because, while they may not be as comfortable speaking out, they bring a sense of deliberation and empathy to their interactions that can be powerful. Consider the character of Don Corleone in the classic movie, The Godfather. He spoke very little, yet when he did speak, people listened, and acted on his words.
 
How can you communicate with more presence? One way is to think and speak about big, inspiring ideas, and to relate even small projects to those ideas. Libby MacFarlane was a consultant on my team who led an internal initiative to remove Styrofoam cups from our offices. She could have made the case that it was a cost-saving measure, which in part it was, but she made it clear that her primary motivation was to reduce environmental impact. By relating a seemingly small change to a broader sustainability objective, she brought people on board. We all like to feel that we are part of something bigger than ourselves.
 
People with presence act based on integrity, even in difficult circumstances. People respect leaders who take on difficult tasks and communicate challenging messages in a professional manner. We also tend to respect those who use challenging times as an opportunity to forge the determination to create a better future. Some of the iconic business successes of our times have come in the wake of massive failures. Steve Jobs, for example, was sacked by the company he created, then returned to lead Apple to global prominence.
 
I have been around long enough to experience multiple economic recessions, and had the pleasure and pain of working through tough times to reestablish growth trajectories for my business unit and myself. While never pleasant at the time, each situation provided valuable learnings that ultimately helped us become better professionals and better people. Those with presence think and talk about the future, which is another form of leadership. This is about more than sharing good news. It’s about having the vision to look ahead and understand what is needed to be successful.

To communicate with presence, it’s essential that you express yourself authentically. You can’t dissemble your way to presence. How can you become more authentic? You can share what you really think and believe, bringing your genuine values to the topic under discussion. You can also be honest enough to share stories of your professional challenges and discuss how you overcame them. Another characteristic of people with presence is consistency. People notice those who show up, day after day, month after month, and aim to do the right thing.
 
To develop your presence, remember your roots. I grew up in the small farming community of Montgomery, Indiana. I return on a regular basis to reconnect with family and with the people who know me best. I don’t think there is a better way to remain grounded. No doubt you have your own story. Maybe you have travelled extensively, or you stayed home. Family relationships can be a sanctuary or a burden to overcome. Whatever your situation, honor your background, as it has made you who you are today and will influence your path ahead.
 
In summary, executive presence is a skill that you can learn. Don’t assume that your position will bestow presence on you. It’s far more likely to work in the opposite direction—your presence will catalyse your promotion. Presence isn’t only for extroverts. Introverts, who typically communicate with more consideration and empathy, may actually be better placed to develop it when they overcome their fears of being seen and expressing themselves openly. Finally, remember that you can’t fake presence. It comes from an honest expression of your values and often grows from the more challenging situations that shape your character. Your presence is an expression of who you are—honor it.
   

Jeff Kavanaugh is a Senior Partner at Infosys, one of the world’s largest consulting firms with over $10bn a year in revenue and a market cap in the 11-figures. He also serves as an Adjunct Professor at the University of Texas at Dallas. Visit www.JeffKavanaugh.net Follow @jeffkav Connect Jeff Kavanaugh Book Consulting Essentials