Gautrey Unleashed

The Politics of Performance Reviews

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Vijay wanted to talk urgently because of his upcoming performance review. He was getting pretty anxious and wound up about it, not least because the CEO would be attending, as he does for all senior level reviews. So far, none had gone well. In fact, most people had been torn apart. This CEO has form. Here’s a summary of the situation Vijay shared with me at the beginning of our call last Wednesday evening. Read More

Executive Isolation: Beyond the Impenetrable Wall

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“I’m at my wits’ end. I need to decide if I should stay or go. If I stay, I’ve no idea how to survive and make it work.” These words began a fascinating call with Rex, the COO of one of the biggest corporations of its type in the US, if not the world. Founded decades ago with an amazing USP, it has been immensely profitable. Revered, respected, envied – and on the inside – broken. Several years ago, the founder, recognising there was a need to change, hired in a bunch of talented executives and directors to bring about change. Rex is one of the few survivors. What seems to have happened is that the old guard, those people who have been with the company from the start, have closed ranks. They have convinced the founder that these new ideas and changes were going to wreck his legacy. They have united to protect the enterprise from the outsiders. Read More

How to Transform a Technical Career

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It seems that there is a growing tendency for technical careers to stall. Worse than that, as they start to falter, the typical responses tend to make matters worse. One individual I spoke with had noticed his career slowing down over the last 3-4 years. His level of influence declining, despite being one of the best in his field, and working at a global level in one of the big consultancies. His attachment to his expertise is now becoming a career limiter and he needs to move away from the notion that his results will speak for themselves. Another, Ana, came to me at the beginning of December. She felt she was drifting. Unsure what to do. In summary: Read More

“It’s a bit political” Walking into Danger

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When a new assignment, project or job carries the caveat – it’s a bit political – be very careful. Costas came on our third call and immediately I could tell that he had news. We had been doing some preliminary work to reposition him with the global IT leadership team, and to start thinking differently. To date, he has built his brand on hard delivery of tough/big projects, but lately has found this out of favour. “Good news, I’ve been offered a new project based in Seoul. It’s will take 50% of my time and is a major challenge. The boss has said it’s a bit political, and I’ve been sold in to save it.” “Fantastic, tell me more.” I’d love to say it was down to me but, I think that this had been brewing for a little while, and I just came along at the right time to help Costas land it. Costas went on to say that he has been asked to go in and fix Read More

Getting Noticed by the Executive Committee

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During a coaching call on Sunday, Louis was excited to tell me that, having nailed his influencing goal, he had managed to secure a meeting the next day at which he would be pitching a proposal to several senior stakeholders. The general direction of our work together is becoming recognised as an obvious promotion candidate, ready, willing, and able. And in the process, secure significant financial rewards. He wanted to know how to make the most of the opportunity on Monday. My first question, what’s your Read More

Influence: Taking an $18,000 Pay Cut

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Jim just took a big financial hit. He could take it no longer. Being powerless was more than he could bear.

Jim’s story is not unique. Many people I talk to are suffering as Jim did, though many don’t make a commitment to action. At 47, he feels he is running out of time. An engineer by trade, he has always taken great pride in his technical skills. Innovative, intelligent, and hard-working. He also has a good heart and wants to do his very best for his employer. A couple of years back he left his job because of a significant disagreement with a co-worker. This colleague was a game player, through and through. Taking advantage of Jim and manipulating him into a position where he fell from grace. Jim’s exit was inevitable. The next job took some finding but eventually the perfect opportunity arose. A small company desperate for his specialist knowledge. Delighted with the opportunity, Jim rolled up his sleeves and got to work. Read More

Five Suggestions Before You Resign

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An interesting call last Friday, the summary of which you may find useful. Maria has been subscribed to the Influence Blog for several years after seeing me present at Warwick Business School. She finally decided to schedule a call to discuss a challenge that has been bothering her for a while. Afterwards, she described it as “the best discussion she’d had in years. Finally, someone who really understood what she was going through.” And, I think there are some important points that may help you if you are in a similar position to Maria. In a moment, I’ll share with you the suggestions I gave her, which will help her to avoid resignation. First, here are the bare bones of her story: Read More

Turning Optimism into Hard Results

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Second call with Alan today. He’s a senior strategy guy in a large financial services firm. Last month he became one of my Private Clients. Things are starting to happen, and you need to pay attention because we can all learn from this, me included. “Alan, what are the three biggest changes for you since our first call?” Firstly, he and his stakeholders are all crystal clear on what he wants to achieve – his next position. When we first spoke, it was all a little vague, it could be this, it could be that. After a tough challenge from yours truly, and a short period of reflection, he landed the vision. And then he went straight to work selling the idea.

Lessons Read More

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