case study
An overlooked AVP Reclaimed his contribution and Received 80 Per Cent Raise by Enhancing His Executive Presence
Summary
AK was the only senior executive with a ground-level network with producers and procurers in a funded agritech startup. Despite his critical contributions in the company’s fastrack expansion the credit of his work was usurped by his coworker who had proximity with the CEO. He was unable to demonstrate his contributions to the board and felt demoralized for being sidelined to the extent that he was willing to give up ESOPs worth 4 million USD and move on.
After he worked on his executive presence, learned how to showcase his work and developed skills to lead critical conversations, he received an unprecedented reward along with a promotion to Vice President.
Situation
AK joined a startup at an early stage and he set up a large network of producers and middlemen across the country. with a ground-level network with producers and agents. His work had played a significant role in the company’s growth. Despite AK was the only senior executive person in the organization with such high expertise, his contributions were diluted, and another person, who was closer to the CEO, received all the credit. AK was frustrated by being overlooked.
His role lacked clarity and had many overlaps with other people’s responsibilities, leading to constant competition for credit.
AK had earned ESOPs worth $4 million, which he was willing to give up due to frustration with office politics and being sidelined. He was unable to showcase his contributions to the superiors and felt demoralized for being ignored.
Problem
When AK reached out to us, we realized he was an Avoider, unwilling to engage in important but difficult conversations. He hesitated to ask for credit for his work and expected others to be generous in acknowledging him. There were long-standing compensation issues that he had not initiated discussions about, leading to them remaining unresolved.
AK also lacked the skills to drive difficult conversations and hold stakeholders accountable. He believed that doing his work alone would naturally attract rewards, which was flawed thinking. Additionally, his communication lacked precision, often expressing himself in vague terms, leaving others unclear.
Intervention
We began with a psychometric assessment to identify areas for improvement in AK’s executive presence and strategic communication. To address these gaps, we implemented a comprehensive intervention plan, including:
- Mental fitness training
- Support group sessions
- One-on-one coaching
- Communication skills development
- Daily progress tracking
Mental fitness training helped AK intercept disempowering thoughts and develop a more empowering mindset. Support groups provided a safe space to share challenges and receive ongoing guidance. Regular progress monitoring ensured additional support when setbacks occurred.
Recognizing that listening is crucial for executive communication, AK worked on interpreting visual and non-verbal cues. He was trained in authentic listening techniques, such as clarifying, paraphrasing, and effectively challenging others, which significantly improved his communication impact.
Initially, AK was more focused on speaking than listening. We encouraged him to interpret messages and seek clarification where needed. By incorporating the art of listening and questioning—leveraging tone and pace—AK began to notice positive changes in how others perceived him. He became more engaged and was taken more seriously.
His questions became timely, accurate, and appropriate, allowing him to address core issues, challenge what he felt was wrong, and question productivity gaps. To resolve the long-standing issue of role overlap, AK set up a meeting with the CEO to clarify his job role and communicated this to all relevant stakeholders.
He also reclaimed recognition for his past contributions. With a newfound visible spirit and objective approach, AK closed deals with NAFED worth ₹500 crores, with nationwide implications. He expanded his network, developed new connections, and made an unprecedented business impact.
Breakthrough
As a result of his transformation, AK not only reclaimed his professional standing but also achieved an extraordinary career milestone. He was promoted to Vice President, a significant step that recognized his leadership and strategic impact on the company. His promotion came with an impressive 82% salary increase, which was unprecedented within the organization, signaling the value the company now saw in him after his remarkable growth and contributions.
In addition to the promotion and raise, AK was granted more Employee Stock Ownership Plans (ESOPs), further solidifying his long-term commitment to the organization and aligning his interests with the company’s growth. This increase in ESOPs reflected the company’s confidence in his future leadership and the value he would continue to bring.
Most notably, AK retained his $4 million stake in the company—an investment he had once been willing to give up due to frustration with office politics and being overlooked. His newfound confidence, communication skills, and leadership presence helped him navigate these challenges and secure his position within the company, ensuring that he not only retained his stake but could now maximize its potential as the company continued to grow.