More than Just Talk: The Benefits of Taking the Stage

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

In my career as a reputation advisor and connector, I’ve watched hundreds, if not thousands, of C-level executives learn to “take the stage” – and have often had the opportunity to do so myself. When I say, “take the stage,” I don’t just mean speaking engagements. That’s certainly part of it – but I’m really referring to thought leadership on the whole.

When I’m asked about the value of these engagements, I usually answer with three words: “Visibility Brings Opportunity.” Whether your goal is to become a CEO, secure a board seat, get a promotion, or receive an inbound phone call for a new opportunity of any kind, you need to be visible, and in a perfect world, be understood for your skills, values, and expertise.

I am reminded of this all the time, but one of my favorite case studies is a woman I will call, for privacy purposes, Sandra.

Sandra was the COO at a major private equity firm with an iconic founder who was planning to retire in few months. Her entire career she was an “inside person.” She would become president soon and have to head the succession plan and the eventual sale of part or all of the firm. She had almost zero external presence or profile.

I told her I thought she should be more external facing. If she were to lead this organization through its succession she needed to show the inside and outside worlds that she was a strong leader and that the bench of talent was deep. I told her the truth – she had to inspire credibility and showcase the momentum of the firm if she were to succeed in the role. I told her that building her brand and the brand of the firm would be critical to her goal of attracting a buyer and navigating a transaction. She was reluctant but understood.

Over time, Sandra became a sought-after speaker in her industry, and her higher profile brought her direct inbound opportunities. Boards, speaking engagements, and then offers to buy minority stakes in the company, which was among her core business objectives. Not only did she increase her visibility, she inspired the visibility of her CIO and deep bench of talent. Today, Sandra is not just viewed among the most successful female leaders in private markets, her firm is healthy and performing well without its founder. It has new investors and momentum.

Some of the most meaningful parts of my professional life have been when executives tell me that I have transformed their career trajectory and opportunity set. Or when a CEO tells me the company’s visibility has won them a deal or an investor.

In my early 20s, I decided to focus my career on the financial sector, where visibility, thought leadership, and brand were not yet universally embraced. Back then, the style of the day was to keep your head down, stay out of trouble, and not engage widely with stakeholders.

For years, I tried to convince executives and management teams that visibility creates preference and efficiency, but no one would listen. Boy, how the world has changed!

Like everything else in life, becoming a sought-after thought leader takes commitment, time, and reps. Being good on stage isn’t easy, and I will always admit to that every time I get up in front of an audience, the butterflies appear. But, as they say, things that are worthwhile in life are generally hard. Just ask Sandra.

I hope reading this piece has taken you one step closer to thinking about how to increase your visibility and highlight your knowledge. My commitment to “taking the stage” has led to board seats, new clients, investment opportunities, and enduring friendships. Now it’s your turn.

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