Success Profiles

Building Executive Presence, Unleashing Potential

The challenge:  The director of credit risk works in an organization fielding significant regulatory and economic change. He believed his significant subject-matter expertise was unrecognized, and that he was poorly positioned for advancement. Indeed, many taskforces had recently been formed and he was not selected to participate. The client wanted to brand himself as a creative problem solver and strategic thinker who could add business value during major transformation initiatives.

The WON response:  Coaching helped the client articulate his career vision, goals and areas of opportunity -- succinct messages that became part of a short, compelling pitch when he was ready to begin his outreach campaign. Coaching also enabled the client find ways to increase his credibility and visibility, serving, for example, as a panelist during a major industry conference. The credit risk director demonstrated executive presence and even encouraged a direct report to speak at another conference. In the process, he expanded his professional network and met a well-connected colleague who supported his internal networking for his next big job. The client embarked on identifying internal sponsors and advocates, and even decided to play an active role in the company's employee resource group.

Client feedback:  "Thanks to your prompting, I realized that indeed I was an expert on the panel and went in with that mentality," the credit risk expert said. He emerged from his reflective discussions with Janice as a more confident, visible leader, articulating a strong value proposition, and executing an action plan that has already begun increasing his opportunities for success. He found the coaching prepared him well for advancement opportunities, subsequently landing a more senior level position.

Gaining Business Credibility with a Personal Brand

The challenge:  A director of economics performing a highly analytical function was uncomfortable interacting with bankers. Educated in China, he had an academic career prior to joining the corporate world. The client wanted to become "more polished," as he put it, and contribute at a much higher level.

The WON response:  Reflective coaching and self-observation exercises showed this client that he was often too confrontational and that he often blurted out his thoughts too reactively. Recognizing that he wanted his peers to know him as a helpful partner and active thinker - someone whose thinking benefited the business -- he practiced and adopted new communication tactics. Coaching helped him redefine his personal brand, forming his thoughts before speaking, for example. With WON's guidance, he also began engaging another team with which there had been conflict, and wrote proposals to his manager and his manager's boss to explore an internal career transition. Ultimately the client gained a new position managing a $3 trillion credit portfolio, and a salary increase. The client welcomed the new role, which would reshape him as a business-oriented executive armed with stronger communication skills.

Client feedback:  "You rock," is what the client told his coach. He believes the process propelled him to a new job, a new image, and a plan for continuous self-improvement.

From Newbie to Trusted Pro

The challenge:  A newly promoted director of credit was perceived by her manager as lacking executive presence -- for starters, she was "too friendly." Petite, young, and Asian - no longer able to "hide behind her manager" -- the client needed to transform her brand. That meant leading her team of 20 more effectively and strengthening her relationships with challenging peers.

The WON response:  Through self-assessment and action planning, the client realized she was being much more hands-on than she needed to be. She developed a new time-management strategy, delegating tactical work to her team and carving out more time for herself to reflect on strategy and results. With coaching, the client also changed her physical appearance, wearing more suits, as the organization's other senior women did. Before long, she noticed that people listened to her more during meetings and invited her to share her opinions. Still, the client found it challenging to deal with a male colleague who would cut her off and belittle her. With WON's expertise in coaching people through difficult situations, the client approached her colleague using more direct communication - no sugar coating. The confrontational colleague realized that the client could be an ally and the relationship began to improve.

Client feedback:  This client said coaching helped her bring her "whole self" to work. She can now address her organization's priorities with greater effectiveness, while her employer retains talent in the pipeline - a win-win for both.

Winning the Board's Support

The challenge:  One client's appointment as executive director of a non-profit was in some ways unnerving; it was her first significant management position. Board meetings were especially intimidating, particularly conversations with the board chair.

The WON response:  High impact coaching, incorporating challenging inquiries and assignments, enabled this executive to collaborate more effectively with the board and expand her sphere of influence. Gaining a better command of the board chair's concerns and priorities, and finding ways to address them, she aligned herself with the organization's vision, mission and strategy. With her coaching, the executive director gained confidence, won the board's participation in fundraising responsibilities and was welcomed to meet with the board's chair once a week. Soon thereafter, she developed a $1.2 million grant proposal for her new employer and embraced the challenge of change.

Client feedback:  "Tremendously helpful"; "it challenged me to find answers and understand consequences"; "you put me in the hot seat a couple of times."

Unlocking New Ideas, Increasing Collaboration

The challenge:  A community center's executive director was also juggling her own business and family obligations. Overloaded, she didn't always connect with her staff or others in the community, and that affected everyone's effectiveness.

The WON response:  Coaching identified listening as something that would help this executive streamline her work - both in the office and at home. The executive completed a series of skills-based assignments, practicing speaking less in meetings, and listening more instead. Changing her pace and volume, and using more positive idioms, she began communicating more successfully with the ethnically diverse Asian and multicultural community, as well as with her staff. She noticed that these behavioral changes promoted deeper engagement with others. Learning to build trust through inclusion, she was now able to hear new ideas emerge. With a renewed ability to focus, her productivity began to increase.

Client feedback:  The new approach built "common ground among Asians and other ethnicities" in a fragmented community. The ED said she could now focus on priorities, lead a more balanced life and "make a difference one person at a time."

Achieving a Leadership Breakthrough

The challenge:  The executive director of a leading nonprofit had a new cross-cultural team that spanned several generations. But trust and morale were both big issues within the group, presenting the client with an acute leadership challenge.

The WON response:  Coaching asked the executive director what a strong team meant to her and guided her in outlining a plan to develop her group as a high-performing, cohesive team. The goal was to "go beyond their job description." Enacting the strategy, the client gained new skills that increased trust and strengthened communication, helping her boldly address a difficult crisis among her team. The team reawakened, collaborating on a $300,000 grant proposal and performing flawlessly during a major funder's audit. Deepening engagement as a team increased productivity.

Client feedback:  The WON Principles "helped me see a different approach to leadership," the client said; she became less task-oriented and more attentive to team members' thoughts and feelings. The WON Principles helped the executive director turn a business crisis into a real leadership breakthrough.

Gaining the Voice of Authority

The challenge:  A relatively new executive director had plenty of fresh ideas for her community service organization. But as the organization's youngest leader, she felt she had limited opportunities to engage the long-tenured board of directors. She also felt limited in her influence over the group's president, her boss.

The WON response:  Coaching helped the client develop strategies for assertive, proactive communications. She requested and was given time on the board meeting's agenda to share her insights, and saw that her ideas were well received. When she encountered difficult situations, the ED learned to address them directly and with greater authority, rather than allowing frustrations to fester.

Client feedback:  The WON Principles helped the ED greatly increase her influence within an organization of more than 60 employees. She gained a strong voice among her superiors, her peers, and those who reported into her. Coaching honed her critical thinking skills, allowing her to take purposeful action.