How To Increase Visibility & Recognition Without Standing Up

Recently I was asked to work with a client on her “fear of public speaking”.

I put that last bit in quotation marks because actually it was far deeper than that and it was holding her back far more than a poor presentation.

The client was a very talented e-commerce marketeer for a well known, trendy high street fashion brand.

The reality of the situation was that she didn’t need to make many presentations. The few that she did make were briefings to her team.

Do You Hold Yourself Back in the Boardroom?

What she shared with me was her complete lack of confidence in speaking up at the weekly senior management meeting, held by the CEO.

These trading meetings were not only crucial for the business but were also an opportunity for her to increase her visibility and her value in the company.

Unfortunately, a whole lot of negative beliefs were preventing her from gaining the recognition that she deserved.

For profesional reasons I won’t share her name or company but let’s just call her Caroline.

Where You Sit Has a Massive Impact On Your Ability To Influence

The meetings were held in the boardroom and as per most boardrooms, there was a large rectangle table which could seat about a dozen senior managers. The CEO sat at one end and the COO and Finance Director sat at the other other opposite him.

Caroline would be the first to arrive with an extra large take-away mug of Starbuck’s coffee. She would place herself as far from the senior players as possible and lower her chair so that she was, to all intents and purposes, hidden by her Starbuck’s coffee.

She would remain silent throughout the meeting unless specifically asked to contribute.

And my HR contact thought she feared public speaking!

Coaching Helps Change Mindset as well as Teaching Skills

We spent a long time talking about her behaviour (it was almost a ritual) in these meetings.

Fundamentally, she hated being the centre of attention and felt that she had nothing worthy to say. Moreover, she felt like a fraud even being there. This is the classic “Imposter Syndrome” at play.

As I coached her, I asked what she felt about the company. She was fiercely loyal to the brand and to her workers. She was also worried that if trading performance didn’t improve many of the colleagues whom she cared about could be made redundant. The very thought of it made her feel physically sick.

I asked her what the other people attending the trading meeting did. She said that they all spoke a lot more than her and that half of the time what they were talking about was complete rubbish.

So, I then challenged her: “What is going to produce the improved trading that will save jobs here?”

“The e-commerce side of the business” she replied without any hesitation.

“And who is the expert on that side of the business?” I enquired.

“I guess I am….actually, I definitely am?”

It's Time To Step Into Your Space

It dawned on her, that she was the person who needed to be heard at the meeting.

Not because she wanted to be noticed or promoted, but because her insight and message was actually crucial to the future of the company that she was so proud to work for and to the future of her colleagues who she cared about.

We explored this a bit further.

She made a decision not only to speak up and interject rather than waiting for her turn.

Caroline then decided to take some practical steps. She positioned herself next the COO and Finance Director so that she could catch the CEO’s eye when she wanted to speak and that she would also be in line of sight to everyone else when the two most senior leaders (after the CEO) were speaking.

Speaking Skills For Meetings As Well As Presentations

Caroline then used some of the skills that I teach for public speaking to make her contributions more powerful. She worked carefully on structuring her messages with a clear introduction, evidence to back up her message and then a conclusion that pulled everything together and making a clear recommendation for next steps.

Not only did Caroline start to make an impact in those meetings but her self-confidence soared.

She even told me that when she did present to her team they said how clear and inspiring she was!

You see, communication is so much more than being a presenter. Whilst a lot of people seek the big stage to increase their visibility, communicating in the boardroom can be equally powerful choosing to increase your impact and visibility.

One last thing; Caroline still goes to the meetings early - to make sure that her chair is as high as possible so that her head is at the same height as the COO and Finance Director!