The “Show-Up Factor”

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You’ve probably heard it said that 90% of success is showing up.

Recently, my wife, Linda, mentioned an observation she has made about leaders and managers in businesses. She observed that some are more visible than others, that some interact with their staff on a more regular basis than others. The leaders are part of the team.

There are others you only hear from via electronic means – email or text message. They are just not all that visible.

And it struck me: one of the principles of leadership – and of selling and marketing as well – is this thing called VCP^® (Visibility, Credibility, and Profitability).

VCP^® is about the importance of being visible in the marketplace in order to earn credibility; and then once you earn credibility, people will trust you and conduct business with you, which creates profitability.

For leaders, although it may not be about transacting business, the principle absolutely applies. In order for people to follow you, they must know that you as a leader are interested in them.

The best way to show people you care is (1) to actually care and (2) be present.

I remember not too long ago having a conversation with an executive coaching client, a company CEO. His question was, under what circumstances should he show up at the hospital when an employee – in this case, a senior executive that worked for him – had a child in a very difficult situation in the hospital.

I just asked him, “What would you do if the roles were reversed? What would you expect from this person? What is the nature of your relationship?”

As soon as I asked that question, he said, “Of course, I would very much want to see that person, just to support me.”

And so this CEO decided to “show up” at the hospital.

He could not do anything to help the child, of course, but he was able to be there as a support person. I’m not suggesting you have to do that for every one of your employees, but the principle applies.

Some people are more visible. Some people show up, while others don’t. One of the common differentiators between companies that are really successful in the marketplace and those that are not is simply a matter of showing up.

Successful companies have effective leaders who demonstrate by their actions that they care about their people. They simply…show up.

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VCP^® is a registered trademark of the Referral Institute.

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Ed DeCosta is one of the most engaging executive coaches and thought leaders of our time. He delivers results with companies of all sizes, from high tech start-ups to Fortune 500 corporations. Ed is an ICF certified professional coach. He holds a bachelor’s degree in mechanical engineering from West Virginia University, a master’s degree in international management from the University of Texas, and an MBA from the University of Texas. Ed is also an adjunct faculty member in West Virginia University’s College of Business and Economics, teaching Professional Selling and entrepreneurship courses.