This is the third segment in the Whatif? Wednesday Thought Letter series on the big questions we need to ask ourselves to unlock our better leaders.

Time to Read: 3 min.

In the first, I raised the question, “Who am I and who do I want to be?” to stimulate thinking beyond skillset and focus on mindset. Developing EQ allows us to harness our IQ more productively.

In the follow up question, “How do I engage and how do I want to engage?” we explored the importance of leading with curiosity to help us better understand others and develop empathy. When others feel heard and understood they give us their trust. Great leaders have an inquiry mindset.

This week, the third question is, “How do I show up and how do I want to show up?”. It’s important we ask ourselves this question because how we show up determines our brand perception.

In the chart below, I summarize how CXOs say the three ways external advisors show up.

Most show up as Service Suppliers who endeavor to understand CXO agendas and be responsive to their needs. They want to win work to prove they provide good products or services at competitive prices. They earn a reputation for being a reliable vendor who get their share of RFPs and ongoing requests. The problem is their only true point of differentiation is price.

A smaller group show up as Solution Providers. They assemble products, services, and capabilities into comprehensive solutions designed to address a perceived business need. Their intent is to get ahead of the curve and engage proactively. They are seen as subject matter experts who can address specific problems. They can also be perceived as a hammer looking for a nail.

Then there are those rare individuals who show up as Value Creators. They see what could be and focus on business impact to create a distinctive value proposition across the stakeholder spectrum. They play the long game and are valued as strategic partners.

I reviewed this chart with a CIO, CFO, and CHRO all of whom said it was eye-opening for them. It shone a light on how their organizations operate today – mostly as a service supplier – and the need to operate differently. The CFO said, “We spend 80-90% of our time gathering, assembling, and verifying data to produce financial reporting”. The CIO said, “Our business line partners are under tremendous pressure to transform their businesses and need a strategic partner. We must show up differently if we want to play that role”.

So, whether you are an external advisor or internal leader, how do you show up today and how do you want to show up? To be known as Value Creators, we must adopt inquiry mindsets. We must also think beyond just our skillsets to build deeper trust and confidence. And we need to put other’s agendas ahead of our own agendas.

What if we could do this? How might we make a better experience for all those we encounter. What could you accomplish if you unlocked your better leader?