A senior and very successful executive at a Wall Street bank was on the verge of quitting. He was frustrated at not being promoted once more. His boss and boss’s boss were worried they were going to lose this valuable high performer. I interviewed the client’s peers around the world and the feedback across the board was that the executive was untrustworthy and too ‘political’. When I gave the client this feedback he was shocked. He had been totally unaware that this was how he was perceived by other key stakeholders.
The client immediately set about meeting each individual to build more trusting relations and give his peers an understanding that he really had the best intentions. Within six months he had gained their trust and consequently was promoted to Managing Director status and put in charge of the most profitable division of the company.