A Picture is Worth a Thousand Words

Observations from Managing Partner Jen Prosek in the Leading in Volatile Times Newsletter.

I just returned from a major investment conference where I moderated three founder fireside chats and also had an on-stage conversation with The Mooch.

One thing I love about Anthony Scaramucci is that he tells it like it is.

Backstage before we went on, we got to talking about what it’s like to sit in the audience during panels and fireside chats. We both admitted that while we’re listening to the content, we’re also taking in everything else; the shoes, the attire, the hairstyle, the glasses, the body language.

It seems obvious, yet somehow, it’s a subject no one talks about.

The reality is that it’s human nature to evaluate the person in front of us. We like to think people are judged solely on the quality of their ideas, but that’s rarely how the world works.

As I reflected on our conversation, I looked a little more carefully at the panel in front of me and snapped a photo.

Along the lines of “a picture is worth a thousand words,” I’m guessing many of you are seeing what I’m seeing.

First, the investment industry remains overwhelmingly male.
That’s not necessarily the fault of the conference organizers. The reality is that there are still too few women at the most senior levels of private equity and alternative asset management—or perhaps too few who are taking the stage. Either way, the photo is a reminder that the industry still has work to do.

Second, black shoes remain the uniform for men in finance.
At least outside the U.S., black shoes continue to be the safest signal of professionalism and credibility.

Years ago, a colleague of mine showed up for a meeting at a Magic Circle law firm in London wearing brown shoes. His colleagues practically staged an intervention. Before the meeting, they marched him to Church’s and insisted he buy a pair of black shoes.

I assumed those days were behind us. Looking at this photo, perhaps not.

Third, even conformity has its limits.
What caught my eye wasn’t just the shoes, it was the pant lengths.

Some participants opted for a traditional break at the shoe. Others wore a much shorter, more contemporary cut that exposed more sock and created a sharper silhouette. A little research suggests that today’s tailoring trends favor a slight or no break at all, creating a cleaner and more modern look.

Even within a highly standardized industry, people find subtle ways to express themselves.

And that brings me to the larger point.

If you take the stage, recognize that your audience is forming an impression long before you’ve finished your first sentence.

They are evaluating your content, certainly. But they’re also evaluating your confidence, your delivery, your energy, your style, and your presence.

Like all aspects of branding, the key is not whether you choose to conform or stand out. The key is to be deliberate.

Do you want to come across as creative? Establishment? Disruptive? Authoritative? A rule breaker? A trusted advisor?

Every choice sends a signal.

I still remember speakers whose appearance became the story rather than their message. That’s rarely the outcome you want. The strongest personal brands ensure that style reinforces substance rather than competing against it.

So, the next time you’re on stage, remember: people are listening to every word you say.

But that’s only one part of the picture.

Follow Jen’s Leading in Volatile Times Newsletter on LinkedIn.