Making a career move from middle manager to executive can be more of a leap than a step. That’s where executive placement comes in. These firms specialize in helping those on the way up to present themselves appropriately for the higher-level jobs they want. Recruiters also help employers identify candidates that will be a good fit for the company. Michelle Salazar, manager of Criterion Resources, said many mid-level managers don’t have good interviewing skills. “When you get into the higher echelon positions, executives sometimes forget that they are still applying for a position. A lot of people don’t like to fill out an employment application. They feel they are above it. They feel they can walk on water. But do you want to hire someone who is uncooperative and arrogant,” she said, “or do you want to hire someone who is humble and cooperative?” Yet the right attitude can make up for some faults. “Attitude is No. 1 in what hiring managers are looking for,” Salazar said. Allen Weiner agreed. “Anyone who shows a great attitude will be remembered after the interview,” said Weiner, head of Communications Development Associates in Woodland Hills. Even so, you’re not going to get far unless you are aware of how you look and talk, especially in job interviews, said Weiner, author of “So Smart, But : How Intelligent People Lose Credibility and How They Get It Back.” Some areas to be aware of are clarity of speech, voice volume and enthusiasm level. The biggest obstacle to speech clarity is not getting to the point. Weiner tells clients to keep their responses in meetings, conversations with their boss and formal company functions to the length of the question. “People feel they need to elaborate because they worry that the listener will only remember the answer, not the rest of what they said,” Weiner said. “They fear that they will become only an answer.” Typical advice in formal business situations is to be yourself. But people take this advice too far, Weiner said. “They say that certain qualities, like not talking too much or, for women, not wearing makeup, are not their real personality.” While that may be true, Weiner said, like it or not recruiters are influenced by an applicant’s appearance, such as blotchy skin, and conversation, such being unable to make a point. As for job-interview tips, Weiner keeps it simple. “Go in with the attitude that I love what I do and they need to hear it,” he said. Once the leap is made, newly hired executives often need help in developing the skills of a company leader. This is where a person like Roger Miller, of Ryan, Miller and Associates in Glendale, can help. He hones executives for clients like Citibank and Union Bank. He said many would-be movers and shakers need a crash course in leadership skills. “You’ve got to pay attention to the little things,” Miller said, “such as how you speak in meetings, being prepared for a meeting. The way you carry yourself makes a big difference.” The best leaders lead by example, Miller said. “A sales person really good at organizing and being diligent with follow-up phone calls displays to younger people in the organization the skill they need to develop,” he said. “People gravitate to such a person.” On occasion, Miller has nearly reached his limit in counseling executives at small financial firms where an overbearing head has created a nightmarish environment for employees. “This is your typical type A personality,” Miller said. “It can take a long time to modify their behavior, but it can happen.” The biggest indicator of a firm with bad management is high turnover, Miller said. “People vote with their feet. Losing a lot of people is an indication that management issues need to be addressed.” Tips to Reach Higher Leadership Levels – Touch Your handshake, without exception, must convey confidence. If the grip is weak, it sends an unmistakable poor impression. – Time When people sit back and think about your executive presence, they cannot help but ponder whether you control time or are controlled by it. If you come across as frantic, as rushing from one meeting to another, you risk the perception among your colleagues that you haven’t properly prepared for the day. – Facial Expression Whenever someone says, “She looked a little nervous,” there’s a 70 percent chance that her face shows it. – Body Movement There are so many situations in which our body movement can be observed. Whether you are standing to make a presentation, sitting and contributing in a meeting, or walking to a meeting, people are seeing you and assessing your credibility. – Dressing and Grooming Clothes, grooming, and jewelry can express a certain level of control. If your shirt is flopping out of your pants: no control. If your hair is long and tangled: no control. If your socks have flopped down to your ankles: no control. Source: “So Smart, But : How Intelligent People Lose Credibility and How They Get It Back” by Allen N. Weiner Relating Tales From the Trenches In 2003, the Business Journal started publishing an annual special report “40 Under 40” which has each year honored 40 younger local businesspeople for their accomplishments and innovation. Over the years, from time to time alumni honored in our 40 Under 40 reports have gathered at mostly networking events that the newspaper has helped sponsor to keep these businesspeople talking to each other and new ideas flowing. On Oct. 18, the Business Journal and Woodbury University decided to put on a different type of 40 Under 40 reunion where those attending were split into several groups to discuss the issue of leadership in business on several fronts. This “editorial board,” which brought meaningful and detailed discussion of the subject, was covered by the Business Journal editorial staff. Jason Schaff