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Capitalizing on Your Political Savvy 129

Yes No

6. Do you know when to speak and when to
listen? Do you present your thoughts and
opinions when others are ready to hear
them?

7. Do you have an executive presence? Do
people see you as a leader? Do they
recognize your value as well as your
potential?

8. Are people drawn to you? Do they seek you
out and feel a connection to you? Do they
want to spend time with you?

If you answered a ubiquitous yes, then you can skip ahead, but
if you’ve got at least one no up there, then this chapter will be worth
your while.

How Do You Know When You Don’t Have It?

Let me give you a great case study.
Sarah was a fast-track leader on her way to the executive suite
when she hit a bump in the road. She and her team had spent months
doing extensive research on a new and innovative product line for her
business unit. She was responsible for setting the agenda and pre-
senting the proposal to her executive team at an important meeting.
On the day of the meeting, she sat at the table ready to go with her
PowerPoint slides and key talking points in front of her. She had
barely made a few opening remarks when she was barraged with ques-
tions that took her off course and away from her agenda.
This is how Sarah learned that the executive team had its own
agenda. All she could do was sit and watch as they proceeded to take