By Shawn Quinn
A strengths-based approach to leadership is powerful. Weaknesses are difficult to ignore and we tend to spend the majority of our time focused on weaknesses and fixing problems, both at home and at work, and with ourselves and our colleagues or family. But recently I heard a story about someone with a weakness—being a poor presenter—who became more confident and capable when colleagues focused on his strengths.
A senior level partner of large consulting firm had been working over the last year to enhance relationships in a large Fortune 100 company where the firm had done a little work. As the relationships progressed, they were asked to present a proposal for a significant project. There was a key person in the firm who was extremely expert in the areas where the client needed help, but this individual was not only a bad presenter, it was actually painful for him to speak in front of people. This is not unusual. We’ve all heard that public speaking is second only to dying as the general public’s number one fear! In previous similar situations the partner would have invited this individual to attend presentations as a member of the team, but would have kept him in the background with no visible role.
In this instance, however, the partner decided to try a different approach because he felt strongly that his colleague could play an important part in earning the client’s business. He asked each member of the team to share what they valued about this individual. They were surprised by the request but went along with the exercise, and afterwards the person felt good about himself as he recognized where he was bringing value. With a new sense of confidence he agreed to play a small part in the presentation. More importantly he agreed to be ready to answer questions the client had. So rather than hiring a speaking coach to rehash some of the same uncomfortable points about his poor presentation skills, the new approach was to manage his psychological and emotional state, bringing forth confidence and self -worth.
The presentation day came and when it was the expert’s turn he made his way through his small part, not gracefully by any means, but he made it through. And rather than being discouraged he instead took his new found confidence and skillfully answered each of the client’s questions with ease and conviction. The client was impressed and they awarded the work to this firm. And the more the client worked with this individual the more impressed they were with his capabilities, and eventually offered him a job. He ended up staying with his current firm, but his confidence had grown considerably. He is now speaking up more in meetings and has become a full participant, contributing thoughts, ideas, and opinions in each area of his work in the firm.