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We know that interpersonal relationships and communication are critical to career success.  But what I frequently see with executives is a focus on what they want  for themselves and how they think things should be, rather than what their boss wants/needs from them or what is important  to a potential employer.

Example #1

An executive who was passed over for a promotion. He focused on being more casual with  posture and emails because he thought everyone should be treated the same, including the CEO of the company.

Often we resist our best interests because of beliefs that might not be practical in the workforce.  It is important that  we focus and customize our communication to the person with whom we are communicating.  And not just our verbal and written communication, but also our non-verbal communication-our dress, posture and demeanor.  This client learned quickly and was promoted.

Example #2

A junior partner in a law firm who  focused on how much she wanted to make, rather than focusing on her worth to the firm, as seen  through the eyes of the senior partner.

This senior partner built a practice and was considering entrusting her with his clients.  It was difficult for him to let go, but demonstrating  understanding on her part and proving that trust went a long way to help with the transition.

Example #3

An IT Director who  always brings up obstacles when the CEO just wants to see results.  I worked to increase his influence by becoming more transformational , making changes in his department personnel so he can be a leader, rather than a manager, and  moving up conversion dates on an important project.

Example #4

An  executive interviewing for a job was focused on compensation instead of what she can do to help the company achieve its goals.  Once the focus was on the company and the goals for the leadership team and Board, she was able to negotiate a generous compensation package.