True and false executives (Pretenders to Power Players) - Three clues to cut through title inflation
Brief #5
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Recently there was a WSJ article about how there has been title inflation…even for recent college grads. Is this a new phenomenon? Not at all. I've run into many "Senior Consultants" only a year or two out of school. There are also the hordes of bank vice-presidents roaming the landscape.
We also see the term executive thrown around a lot. It's often a way to make someone sound or feel important without having the portfolio, pay, or risk that goes with being an actual executive.
And what does it matter? A lot. Because dealing with pretenders chews up your most precious asset. Time. Communication takes time. You need to invest your time with the right people. This is true whether you are in sales, trying to secure a sponsor for a project, or applying for a job.
There are four types of “executive” you will likely encounter. These are:
Someone with an executive title (CXO, President, VP, SVP, Director) that is an actual executive.
Someone with an executive title (CXO, VP, SVP, Director) that is one in name only and has the title as fluff to impress the uninformed and ignorant (such as bank vice-presidents and "account executives" who are sales people).
Someone without an executive title (CXO, VP, SVP, Director) that is effectively an executive (people in these roles are typically influencers such as a chief-of-staff and some spouses).
Someone without an executive title that is an actual executive (more common in small businesses with owners/critical talent and real power players who do not advertise their position/power/influence/authority).
You've probably deduced you want to avoid people that fall in type two. That's the way to go unless you need them for something narrowly defined and there are not any other options. Of the remaining three types, the first is simple. Everyone knows who these people are due to it being published and publicized on org charts, in the media, and panels. They are easy to identify. The problem with this is it's easy for everyone to identify and they can be more difficult tot connect with due to the volume of attention they receive.
Types three and four are most difficult to identify. Which is good and bad. Bad because they can be even more difficult to gain their interest much less trust. Good because your lazy rivals will not invest much time into discovering who they are or the effort to build a relationship with them.
A good chief of staff can damn near have the same effective power as their executive. Often behind the scenes and in the shadows, they are typically masters of soft power and influence. They tend to be more direct and blunt in nature, so toughen up your ego when dealing with them. Though there are some really good ones who can destroy you sense of worth while you thank them for doing so. As allies go, it's hard to have a a better one short of the executive.
Spouses/partners can be effective but can carry a higher degree of risk. These relationships are often more personal. This is great when things are good, but if things sour it's probably time to get out of dodge. A busy chief of staff is more likely to move on forgetting you exist where an unhappy spouse may want your scalp.
Type four executives often have the most direct path to making things happen. This is primarily due to lack of layers and friction that exists in their businesses. They are around but can blend in the environment in such a way that it can be hard to identify them. A lot of SMB owners eschew titles on cards and org charts. It's a discovery process to learn what they do. But in a SMB, what that person decides usually goes.
Which brings us to the true Jedi Masters of executives. They blend but they don't blend. Yeah, that can be confusing. It's because they don't overtly signal who and what they are to people. Other people do that for them. How they are treated by people. How people respond to their requests and asks (de facto instructions). Sometimes wealth can be one signal to detect these alpha executives, but not always. They are the ultimate demonstration of if you have real power you don't need to flaunt it. But it's clear it is there.
You will likely work with many types of executives. That last one will seem like the great white whale. Until you learn to spot them and then you'll wonder how you missed them. If you're an executive, which type do you best match? Is there a fifth one that needs to be added to the list?