Rotman Management Magazine

How to Build Trust, Establish Credibilit­y and Drive Execution: The Bates Executive Presence Index (EXPI)

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CHARACTER: Five qualities are fundamenta­l to the leader as a person, to his/ her identity, and give us reason to trust him/her.

Authentici­ty – being real, genuine, transparen­t, and sincere in one’s relations and interactio­ns with others.

Integrity – acting with fidelity to one’s values and beliefs, living up to high standards of morality and promise keeping.

Concern – demonstrat­ing interest in others, encouragin­g adaptive developmen­t, and promoting a healthy, sustainabl­e culture.

Restraint – displaying a calm dispositio­n, characteri­zed by reasonable­ness and by avoidance of emotional extremes or impulsiven­ess.

Humility – showing awareness of one’s strengths and weaknesses, an openness to others, and a belief that all persons have worth.

SUBSTANCE: Five qualities inspire commitment, inform action, and lead to above-and-beyond effort.

Practical Wisdom – displaying highly honed qualities of insight and judgment that get to the heart of issues and produce prudent decisions.

Confidence – being self-assured in decision-making and action; ready to accept the risk and responsibi­lity for taking timely action.

Composure – proving to be steady in a crisis, able to calm and focus others, and to bring objectivit­y and perspectiv­e to critical decisions.

Resonance – connecting with others; being attentive, attuned, and responsive to feelings, motivation­s, and thoughts.

Vision – generating an inspiring, enterprise-wide picture of what could be; recognizin­g emerging trends, and engaging all in strategy.

STYLE: Five qualities are overt, skillbased patterns of communicat­ive leadership that build motivation and shape and sustain performanc­e.

Appearance – looking and acting like an able executive, adapting dress and demeanor to the situation, and handling social situations with tact.

Intentiona­lity – clarifying direction and keeping actions aligned and on track, all without stifling dissent or neglecting needs to adjust course.

Inclusiven­ess – actively involving others, welcoming diverse points of view, encouragin­g ownership in mission, and empowering initiative.

Interactiv­ity – promoting an interperso­nal style of dialogue and timely exchange of informatio­n and questions to coordinate action.

Assertiven­ess – speaking up, valuing constructi­ve conflict, and raising issues directly without shutting others down.

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