Brenda's Blog

All articles from April, 2017

Self-Leadership Challenge #7: How Great Self-Leaders Influence Others — Even Without Title or Authority

My executive coaching client, Mei, had just received a high-visibility promotion. It would shift her from leading the sales function (with full profit and loss responsibility) to taking over a regional sales job in charge of 11 countries. However, with this new move, P&L responsibility would remain with the 11 country heads.

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Her new regional job meant that there were dotted-line reports in each of the 11 countries, but she had no “direct” authority over those reports or the country heads. Essentially, Mei shifted from a post with full authority and title to a position without any official power. She could no longer rely on an “I’m the boss” approach.

Mei came to me for coaching because she had never been in a job which required her to rely solely on her ability to influence others; she had normally relied on authority and title to get things done. As such, she felt the need to strengthen her influencing skills—and quickly—if she was going to succeed. Given the high visibility of her new position, not to mention how critical this was for her career, one thing was clear: Failure was not an option.

The need for greater influence skills is more and more common in today’s matrixed world. Indeed, due to flattening organizations, many executives today don’t have the positional power they had in the past.

To further complicate matters, in today’s global work world, the need to influence frequently happens remotely, with less face-to-face contact than in the past. That means we don’t have the benefit of reading body language or using our facial expressions to help us persuade others to our point of view. Often, we must speak to people in different time zones late at night or early in the morning, when we may not be operating with the full energy required.

As a result, influence is one of the most important skills of contemporary self-leadership, and that’s why it’s also one of the most common issues I see in my executive coaching practice.

How Great Self-Leaders Influence

When you think about people who have a great deal of influence, does someone in your organization come to mind? What does this person do to influence others? Is the influence based solely on position and title, or is it based on a skill or quality like warmth and likability?

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Even though my client, Mei, had never previously been forced to rely solely on influence, I reminded her that she had certainly influenced her colleagues and others on a number of occasions. I asked her to make a list of ways that excellent self-leaders persuade, recalling situations during her career in which she herself had successfully done so, as well as times she had observed other great leaders compel others to act.

Here is Mei’s list:

  • “Great self-leaders influence by being fair and objective with others. A number of my colleagues have reported to bosses who treated them unfairly at some point in their careers. That stays with you, and when you work with someone who does treat you fairly, you want to do right by that person.
  • Great self-leaders influence by having no hidden agendas. It’s important to be transparent. If people trust that I’m honest and up-front, they’ll be more likely to accept what I have to say.
  • Great self-leaders influence peers by earning their respect. If my peers don’t respect me, I will be less likely to win them over.
  • Great self-leaders influence better when not attached to a specific outcome. I’ll be more influential if I stay flexible and don’t insist that everything must be done in a certain way.
  • Great self-leaders influence by doing what’s right for the team or the organization. I need to keep in mind that it isn’t personal; it’s about doing what’s best for the company.
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  • Great self-leaders influence by asking powerful, open-ended questions that don’t lead to simple “yes” or “no” answers. These kinds of questions encourage dialogue, which, in turn, strengthen trust.
  • Great self-leaders influence by being inclusive, regardless of gender, race, ethnicity, age, or body type. I need to watch any tendency toward unconscious bias and make sure I don’t allow labels to negatively impact outcomes.
  • Great self-leaders influence by not overwhelming others with lots of details. I need to stay aware of how much information people actually need in order to see my point of view, and then offer no more than that.
  • Great self-leaders influence by steering clear of drama and problems. I need to remain positive and avoid complaining or focusing on what isn’t working.
  • Great self-leaders influence by being excellent listeners. My influence is more likely to be successful if I talk with people, and listen actively, rather than talking at them without listening.”

Armed with these ideas and the Influence Toolbox included in my book, Leading YOU: The power of Self-Leadership to build your executive brand and drive career success, Mei felt more confident about her new position, and her trepidation about taking on the challenge changed to excitement.

What other examples have you seen great self-leaders use to successfully influence others?

We’re celebrating! Find out why…

This past Saturday, April 1st, 2017 was a big day for us here at BDA. Not just because it’s April Fools’ Day (although we do have a lot of fun with that) but because 15 years ago on that date, our company, Brand Development Associates (BDA) International, was born!

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In this blog, I share more about this very personal brand-building journey.

And, to add to the 15-year anniversary excitement, I was also humbled to learn that I have been recognized as one of the Top 25 Global Coaching Gurus and one of the Top 20 Global Branding Gurus for 2017! And, to honor these exciting milestones, we are offering great prizes to 15 lucky winners – you’ll want to check out the details below!

Looking Back to Look Forward – Our Entrepreneurship Story

It feels like April 1, 2002 was only yesterday. I sat in my new office – well, at that time, it was actually a converted small bedroom in our home – and thought with such excitement, “I did it! I started my own business!” After almost two decades of working in big companies, I felt an incredible sense of freedom to go out on my own.

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But it didn’t take long before fear seeped in, with questions like, “I’ve given up the comfort of a high-paying corporate job with all the perks. I’m starting from scratch with nothing! What have I done?”

In fact, I jokingly say I chose April Fools’ Day to start the business because if it didn’t work out, I could always go running back to the corporate world and say, “Just kidding!”

In all seriousness, though, I was determined to make it work. I had some savings, but I knew I had to spend funds wisely if my business was going to survive. I had to get smart – fast – about how to do that.

Faced with this dilemma, I took a deep breath and gathered up all the tips, tools, and techniques I had learned during those many years of big-brand management. I began applying them diligently to building my own brand – but this time, in ways that didn’t cost much. I kept my eye on the target – on the brand I wanted to build – and that brand became the North Star to guide every day-to-day decision I made. In other words, I focused on what I did have, rather than what I didn’t have.

In the process, slowly but surely, I uncovered hundreds of ways to build my brand using the same methods I had employed with household name brands, but without the need for the deep pockets I had in the corporate world. Then, I was able to take what I learned and teach other business owners how to do the same. I started out showing them how to master corporate and product branding, and my focus eventually evolved into leadership branding – how to help individuals, executives, and leaders build brands for themselves.

Looking back 15 years later, I can honestly say this journey has been the most amazing ride, and I’m grateful for every minute of the experience. Five years into the company, Daniel Jackman joined our team, and that’s when the magic really kicked in!  The business grew and grew to the point where, today, it’s been enormously rewarding to serve as a professional speaker, corporate trainer, and senior executive coach to dozens of the most recognized companies in the world.

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Currently, BDA International has had the honor of working with clients across six continents and 70 industries, and people often ask us how we achieved that. In fact, such a large number of clients and other individuals ask about how to become a successful entrepreneur that I decided to write a short book in which I share the top 15 lessons I’ve learned from 15 years of running my own business. Watch for the release date – it will be out in a few months!

Do YOU Have What it Takes, Too?

In the meantime, I wanted to share with you two of my favorite articles about what it takes to make it as an entrepreneur. It’s an active, engaging topic, as more and more people decide to take the plunge and start a business. What are the characteristics of a successful entrepreneur, and … if it’s appropriate for you, do YOU have them?

10 Traits All Successful Entrepreneurs Share

8 Successful Entrepreneurs Reveal the Best Business Advice They Ever Got

Don’t think this topic applies to you? Think again: Even if you work “inside” a company, are you an “intra”preneur, using your entrepreneurial skills within the organization to get faster, better, and more innovative results? Those skills will help you both inside or outside the corporate world.

Thank You!

As we celebrate our 15-year milestone, I want to say thank you to all of our fantastic clients – both corporate and individual – and all of our blog readers who have followed us all these years and been so supportive. If it weren’t for you, this company would be nothing, and we are incredibly grateful to you every single day. Thank you for the incredible support you have offered our company over the years!

Self-Leadership: Important for Entrepreneurs and “Intra”Preneurs, Too!

During my years of coaching senior executives, I came to understand that self-leadership is the most important – and most overlooked – driver of overall success. It’s a key part of being a successful entrepreneur – and a successful “intra”preneur, too. Self-leadership allows you to lead yourself to reach both “doing” goals – (Executive Presence, speaking up, effectively addressing conflict, etc.) and “being” goals (strengthening confidence, staying calm when facing tough situations, making difficult decisions, etc.)

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As a coach, I was able to pinpoint the 15 most damaging self-leadership behaviors, which became the basis of my latest book: Leading YOU™: The power of SELF-LEADERSHIP to build your executive brand and drive career success. As always, I’ve filled the book with lots of practical ways to correct these behaviors in your world, along with real-life executive coaching case studies that illustrate how these tools and techniques can help you become a markedly better leader.

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This book picks up where Would YOU Want to Work For YOU™? left off, providing what I believe is the missing link for most executives and entrepreneurs across the globe.

I’m excited to share that the book is receiving positive feedback and impacting leaders around the world! Here are just a few of the comments that people have shared with me after reading the book:

“I recommend Leading YOU™ to anyone who is a leader – or aspires to be. As I look at myself and others in my profession, I can see that author Brenda Bence is right: Self-leadership is the missing piece for most of us. Brenda has been invaluable to me at critical points in my career, helping me bridge my current role with my aspirations. A decade later, I continue to view my work with Brenda as a true breakthrough moment.”
Andrew Padovano – Managing Director, Citibank New York

“This book closes on the value of coaching to help you implement changes. I can personally attest to this. I was fortunate enough to enlist Brenda as my coach 6 years ago, and I estimate she has added well over US$150,000 to my compensation since that time.”
Marion McDonald – Chief Strategy Officer, Ogilvy PR, Asia Pacific

“Almost every leader focuses on leading others. [In this book], Brenda shows that self-leadership is just as important – maybe even more important – because it’s the foundation of all leadership.”
Dale A. Martin – CEO, Siemens Hungary

“Many practical tips in this easy read as Brenda uses many real-life scenarios as illustrations. It spoke to me in so many ways – I highly recommend this book!”
Angelia Kay – Regional Director, Garlock Asia Pacific

“Just what I was looking for! Brenda cuts right through the confusion on this topic and she provides a clear pathway for career development. I highly recommend Leading YOU™ to anyone looking to find the right balance and direction in their career.”
— Reid Velo – Consultant, Trust Edge Leadership Institute, Minneapolis

See You in Thailand!

“Please let me know when you’ll be speaking at a public event!”  This is a phrase I hear often because I normally only present at private corporate meetings, conventions, and conferences.

However, next month, I will be speaking at a regional coaching conference in Bangkok, Thailand on May 26 – and it’s open to the public!  At that conference, I will be presenting material from my upcoming book, The Choice, where I reveal a simple yet powerful choice that every leader has before them – whether focused on leading self or leading others.

I would be delighted if you would come join me!  Click on the visual below to find out more.  I hope to see you there!