Anecdotes

"Gravitas springs to mind as presence." A lot of senior execs of high-performance companies particularly in the tech sector lack gravitas, being overly focused on results. When people have gravitas, they become more valued, strategic, and get more out of people. Others see them as leaders they respect and want to work for.

Lack of gravitas impacts staff retention, the ability to extract useful information, and long-term relationships. Trusted advisors drive bigger deals, referrals, and sponsorships.

When I worked at Microsoft, having gravitas, impact and influence was an essential characteristic. There existed the need for people to be virtual leaders and to leverage support across the business, across functions and across multiple levels of seniority in order to be effective.

In large organisations for leadership and senior specialists roles it’s an essential quality without which you won’t succeed.

Do you see an opportunity cost when people lack it?

In some situations it can be the difference between success and failure.

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A CEO recalled a top performer who consistently closed six-figure deals because clients trusted him, respected his opinion, and saw him as a strategic partner. In contrast, another highly skilled rep, who lacked presence and the ability to influence, struggled to build trust, leading to lower conversion rates and missed revenue opportunities.

"He was smart, capable, and had great ideas—but he couldn’t command a room. As a result, key decisions were made without his input, and eventually, he left."

Gravitas is critical at senior levels. You need to command respect immediately in meetings and calls. Lack of preparation ruins credibility. Many younger professionals struggle with it. Cost to Business: His company’s sales team was divided into two groups—those with gravitas and those without. The difference? The first group closed deals at a 75% conversion rate, while the second struggled at 30%, costing the business over £2M per year in lost revenue.

The founders were smart, young but lacked credibility when presenting to investors and prospective buyers. They struggled with structure, logic, and professional communication.

Their casual approach undermined their perceived competence.

"Gravitas! I see it as having an aura—how people perceive you and your impact. If you lack it, you’re not taken seriously. Gravitas is difficult to develop. Confidence grows from pushing out of comfort zones and gaining experience."

A board-level executive noted that in high-stakes meetings, those lacking gravitas often fail to gain buy-in from senior stakeholders. "You see it all the time—someone with deep expertise presents an idea, but because they lack presence, they don’t get taken seriously.

Meanwhile, a more confident, commanding speaker can push through an average idea and get full support."

"This week, we interviewed a Sales Manager candidate.

He had the knowledge, he knew the role inside out—but there was no spark.

We simply couldn’t put him forward. Who would want to work for him? No one. Presenting him to our client would have been a mistake. He would have failed the interview, damaging both our client’s perception of him and, more importantly, our credibility as a trusted recruitment partner."

When I meet people, I feel: Nervous, intimidated, inferiority complex. I start off with the premise that everyone is better than me.

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"I used to break out in a cold sweat, and on Zoom, I don’t put the camera on."

At meetings or events, I’ll attach to one or two people. I have an inability to manage small talk and banter in a natural way. However, if it’s a subject I'm familiar with, I'm in a completely different zone and totally confident.

Sees gravitas as presence, self-respect, and confidence without arrogance. He admitted to struggling with self-worth and sees gravitas as a gauge of how others perceive him. "When people don’t get back to me, I’ll often interpret that as a lack of gravitas." His wife tells him he talks too long and doesn’t stay on track—something he recognizes he needs to work on.

Recalled how an organization’s inability to build strong executive presence among their leaders led to high turnover, with top talent leaving due to weak leadership.

"People stay for leaders they respect, and when leaders lack gravitas, retention takes a hit."

Describes Gravitas, Impact, and Influence as: Presence, impact, and the ability to influence. "70% of professionals lack gravitas. Without it, a client won’t champion an initiative."

People with gravitas, have their views and opinions taken more seriously, and people tend to act on what they say immediately, with a sense of urgency and importance.

They communicate with structure, clarity and direction.

"Gravitas isn’t about being liked, but about influence and credibility. Without it, leaders struggle to gain buy-in and approvals."

Gravitas means to be taken seriously.

People are overly casual about how they present themselves, particularly the younger generation. I attended a customer meeting with a Gen Z employee who was wearing a hoodie.

Substance fuels influence. Expertise and experience are the backbone of gravitas, impact, and credibility—but you won’t be the authority in every situation, especially if you're less experienced.

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If you’re not the expert, be the bridge—listen intently, structure smart, and ask the right questions.

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Clarifying issues, refining ideas, and guiding conversations and determining next steps can be just as powerful as having the answers.

We asked for their input on a critical decision. One had deep expertise but hesitated, qualifying every statement with “I think” or “I’m not sure.” The other, though less experienced, spoke with conviction, structuring their points clearly and owning their perspective.

The room gravitated toward the second speaker, whose confidence commanded attention.

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In leadership, people follow those who project certainty—not those who second-guess themselves. Confidence grows through preparation and practice—knowing your material, speaking with intent, and trusting your voice.

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