Ever Been Told You Should Speak Up More?

I’m conducting 360s now on VP/Director level investment bankers and here is the PSA I want to share broadly: seniors and clients want to hear your voice at meetings. So what is holding you back?

In my experience, there are 3 main barriers:

1)        Lack of understanding own value (over-deference to hierarchy)

2)        Perceived (or real) lack of permission/role clarity

3)        Under-preparation

Note I didn’t list lack of credibility or capability.

This is what I’m hearing from the MDs who invite them to meetings: “Should speak up more”; “Doesn’t seem to recognize own value”; “Needs to develop voice and presence”, etc.

Here is my coaching to mid-levels:

1)        Realize that you were invited to the table for a reason. Meet with your RM in advance of the meeting and talk it through so you know what to expect and get the permission and clarity you feel you need.  

2)        Prepare, prepare, prepare. Once you get a sense of what your part will be, practice it out loud so you work out the kinks and make sure you are not reading the slides.

3)        How you start matters. Leave time before the meeting starts to gain your composure. Try “box breathing” – it works miracles to take your heart rate down. If you’re an introvert, try to talk early – the longer you wait to speak, the harder it is.

4)        Don’t compare yourself to your seniors in their ability to express ideas – they were once at your level too. You will get there with experience.

5)        Develop your own authentic style. What does being compelling sound like coming from YOU? You can’t do it the way others do it.

6)        Ask for specific feedback post meeting. Not just “how did I do?”, but “What is one thing I could do to be more effective next time”?

My coaching to the MDs who invite the mid-levels to meetings:

1)        Don’t make assumptions about why people aren’t speaking up. Recognize that the barriers listed above (and others) may be at play.

2)        Try to recall how you felt as a mid-level in client or high-pressure internal meetings. What support would have helped your success?

3)        Convening to prep and provide role clarity in advance is in everyone’s best interests.

For anyone at any level who is working on their presence, I highly recommend listening to this podcast episode for very clear and well-researched advice: How to Maintain a Powerful Presence in Communications