Behind the facade

Don’t breathe a word of it.

Seriously, don’t let on how you feel. Don’t give anyone even an inkling of what is going on behind that unresponsive mask. Really, who needs to know?

Sorry, you have a tell.

Everyone does. The term comes from gamblers who engage in betting on card games in particular. They watch opponents behavior and after a time can usually tell when another player is bluffing. Each of us is subject to behaviors we are not aware that provide these clues to our real status.

It is hard to hide

There are behavioral psychologists that study this and similar phenomena. They run experiments to determine who will bet and the limits they set for themselves. The scientists research the values in place and how they shift and change based on circumstances. They have found that natural leaders tend to be able to lie convincingly. A con man or woman is often a master of misdirection allowing you to see only what they want you to see.

But even a master con has some behavior that will give them away. Putting them in high stress situations repeatedly is one way to begin to tease out how to know when they are being truthful. Poker provides that opportunity. Knowing their background can give you a way to evaluate how they handle their cards, the chips, their pauses, their bets…all their behaviors that might provide the giveaway. No one is can maintain the deception perfectly.

Your career depends on it.

How you react in business will make the difference between success and failure. Do you accept assignments without asking questions as the assignment is being given? Do you need to review a situation before proposing how to proceed? Would you rather let your manager decide when you should get that plum project rather than lobbying for it?

Ever volunteer? Do you make it a habit to suggest projects that could prove profitable to the firm? Do you consciously expand your personal network in order to generate business for the practice? How often do you think about what you and the organization could do better?

The leadership tell

Go back. Reread the two preceding paragraphs. Which sounds more like you? If it is the first, those of us that operate as consultants and coaches will put you in the category of folks that will at best be middle managers.

The latter paragragh is how we can tell that you are leadership material. The way you think is what CEOs, Owners and Presidents are looking for. That mindset will pull you into the highest ranks of the organization.

The power ladder

Your progress through an organization is commonly called “climbing the corporate ladder.” If you perform like a leader with each task assigned slowly gathering larger responsibilities you will rise. For most, it is one rung at a time. But for some there is an edge to their climb that minimizes the time spent on each rung.

A youngster’s edge

The one thing a CEO does not have is visibility in the lower levels of the company. They are too busy setting the direction and assuring the appropriate leadership is in place. Bright young men and women seldom get to meet with them one on one. When you get the opportunity (as a new hire, by a written suggestion, a task you are lauded for by a manager, or an appearance in a presentation), make sure that senior officer knows you can be trusted to be truthful.

CEOs are insulated. The folks they choose to lead do not want to “bother him or her” or “bring up process or customer service problems.” In simple terms, a good CEO will take the chance to ask you about what is going on in your department or area you work in. Answer truthfully based on facts. You can have an opinion but derive it from the facts. Do that once or twice and you will find yourself being summoned for your viewpoint.

Your corporate brand.

Think of it as developing a brand for the senior corporate officers in your organization. You will need to always keep in mind the key elements of trust:

Accountability

Integrity

Consistency

Which all add up to Credibility

And so it goes.

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His consulting practice, founded in 1990, is known for Trust-based Brand development, Positioning and business development for independent professionals on and off-line.

Consulting: www.JerryFletcher.com
Speaking: www.NetworkingNinja.com DIY Training: www.ingomu.com