← Success Story with Scott D. Clary
Success Story with Scott D. Clary
Lessons - Can Leadership Be Taught? Transform Your Executive Presence | Marshall Goldsmith - Executive Coach & Leadership Expert
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- [00:00]
Scott Clary
Today's Success Story podcast is brought to you by Vanta. Now listen up. This matters for your business. In today's digital landscape, security isn't optional, it's essential. Without it, deal, stall, sales cycle stretch out and scaling becomes really difficult. Why? Because investors, customers, partners, they all expect businesses to demonstrate strong security practices before they commit to anything. And if you can't prove trust, you lose opportunities. So whether you're a startup founder trying to land that first big client or an established company scaling your security program, Vanta helps businesses of all sizes prove they're trustworthy by Automating compliance across 35 frameworks like SoC2, ISO 27001 and HIPAA. The exact certifications your prospects, your customers are demanding. And here's why you need to pay attention. Vanta gives you back precious time you're currently wasting on compliance. Their platform automates up to 90% of the tedious compliance work and it helps you respond to those endless security questionnaires up to five times faster. And they also connect you with to get your security program running immediately. And the results they speak for themselves. A recent IDC report found that Vanta customers achieve over $535,000 per year in benefits and the platform pays for itself in just three months. So join over 10,000 global companies like Atlassian, CORA and Factory who use Vanta to manage risk, improve security in real time, and don't miss this for a limited time, only my listeners can get a thousand dollars off Vanta. That's real money back in your pocket. Visit vanta.com Scott now this offer expires. That's V A N T A dot com Scott For $1,000 off a huge shout out to Federated Computer for supporting today's episode. Let me explain why I love Federated Computer. Why they are friends of success story. They are changing the way businesses buy software because we all need software to run our businesses. I don't care what kind of business you're building, but the best business software doesn't have to cost thousands of dollars each month. So Federated Computer replaces a lot of the software that you're using right now. Let me explain. The average typical Federated computer customer saves 75% or more on their software built and gets great software, top notch customer service and support and a software solution that is uniquely installed for your business without any sort of surveillance or breaches of privacy. For example, if you use Google for email, Salesforce for CRM, Slack for team chat, list Monkey for customer acquisitions, and Airtable for data management with a team of 10, you'd save $9,000 per year on software costs by switching to Federated Computer. They replace all of those. And what's wild is that the cost of Federated Computer doesn't grow as your team grows. You can use Federated Computer savings to grow your business rather than feed the woke Silicon Valley software companies. The Federated Computer team literally invented cloud software. They actually have the patents to prove it. And they are taking a hammer to the ridiculously high prices of business software that all entrepreneurs are suffering from. Federated Computer They've been a longtime supporter of Success story. They're offering 30% off their already low prices when you use the coupon code freelance. So go to www.federated.computer to begin saving 75% or more on your monthly software costs. That's www.federated.computer. these folks are going to do you a big favor. Check them out. Today's Success Story podcast is brought to you by Vanta. Now listen up. This matters for your business. In today's digital landscape, security isn't optional, it's essential. Without it, deal, stall, sales cycle, stretch out and scaling becomes really difficult. Why? Because investors, customers, partners, they all expect businesses to demonstrate strong security practices before they commit to to anything. And if you can't prove trust, you lose opportunities. So whether you're a startup founder trying to land that first big client or an established company scaling your security program, Vanta helps businesses of all sizes prove they're trustworthy by Automating compliance across 35 frameworks like SoC2, ISO 27001 and HIPAA. The exact certifications your prospects, your customers are demanding. And here's why you need to pay attention. Vanta gives you back precious time you're currently wasting on compliance. Their platform automates up to 90% of of the tedious compliance work. And it helps you respond to those endless security questionnaires up to five times faster. And they also connect you with experts to get your security program running immediately. And the results? They speak for themselves. A recent IDC report found that Vanta customers achieve over $535,000 per year in benefits. And the platform pays for itself in just three months. So join over 10,000 global companies like Atlassian, CORA and Factory who use Vanta to manage risk, improve security in real time, and don't miss this for a limited time. Only my listeners can get a thousand dollars off Vanta. That's real money back in your pocket. Visit vanta.comscott now before this offer expires. That's V a n t a dot com Scott for $1,000 off a huge shout out to Federated Computer for supporting today's episode Let me explain why I love Federated Computer. Why they are friends success story. They are changing the way businesses buy software because we all need software to run our businesses. I don't care what kind of business you're building. But the best business software doesn't have to cost thousands of dollars each month. So Federated Computer replaces a lot of the software that you're using right now. Let me explain. The average typical Federated computer customer saves 75% or more on their software bill and gets great software, top notch customer service and support and a software solution that is uniquely installed for your business without any sort of surveillance or breaches of privacy. For example, if you use Google for email, Salesforce for CRM, Slack for team chat, list, Monkey for customer acquisitions, and Airtable for data management. With a team of 10, you'd save $9,000 per year on software costs by switching to Federated Computer they replace all of those. And what's wild is that the cost of Federated Computer doesn't grow as your team grows. You can use Federated Computer savings to grow your business rather than feed the woke Silicon Valley software companies. The Federated Computer team literally invented cloud software. They actually have the patents to prove it and they are taking a hammer to the ridiculously high prices of business software that all entrepreneurs are suffering from. Federated Computer They've been a longtime supporter of success story. They're offering 30% off their already low prices when you use a coupon code freelance. So go to www.federated computer to begin saving 75% or more on your monthly software costs. That's www.federated.computer. these folks are going to do you a big favor. Check them out in this lessons episode. Explore whether leadership can be taught when academic theories fall short of real world challenges. Learn how stakeholder centered coaching drives change through accountability and continuous improvement. And understand the unique hurdles faced by.
- [07:14]
Unknown Host
Entrepreneurs versus corporate leaders. When you were teaching students, were you teaching you were teaching the same material that you were teaching to and coaching entrepreneurs on? Do you ever find that there's a disconnect between what academia thinks versus total disconnect?
- [07:40]
Marshall Goldsmith
Right? There's a total disconnect. Very few people in the academic world have any idea about business at all anymore, so there's often just a chronic disconnect because they're not reinforced for that. They're reinforced for basically doing research. And and what they do is Good. It's just not practical, real world kind of stuff. So when people do go back to school, I always tell never, never confuse getting a degree in wisdom. You acquire wisdom to acquire wisdom, get degrees to get degrees. They're not the same thing. And you know, if, if you get, you get them confused, just get in trouble. So, you know, the real world is quite a different place than academia and especially for entrepreneurs. Look, they're not used to it. I relate to entrepreneurs for two reasons. One, you say, I work with people in the real world every day. My clients are very real world. Five people as CEO there in the United States, that's the real world. That's a rower on the other. And also, you know, my guaranteed base salary has been for 47 years.
- [08:42]
Scott Clary
Zero.
- [08:44]
Unknown Host
Absolutely zero.
- [08:46]
Marshall Goldsmith
I can understand what it's like to wake up in the morning and you know, and you know, in 47 years, I missed four weeks of work. Mom died, dad died, had a ruptured appendix and got Covid. That was it. Other than that, guess what? How about headaches? How about headaches? How about my foot hurts? Not so much. Have a cold, so you just show up. So I like entrepreneurs. They have the highest amount of respect for entrepreneurs. You know why? I know what it feels like.
- [09:17]
Unknown Host
Do you think that actually, I mean, you are, you are one. You, you, you gave up that 15,000 $. 15,000 $. Your salary, by the way, we're laughing at $15,000. But I mean, when you were, when your professor, I'm sure that it was not nothing, so. Oh no, it was even. Yeah, it was still. It was still.
- [09:36]
Marshall Goldsmith
It was equivalent to $80,000 today or something, right?
- [09:39]
Unknown Host
Yeah. So you still have people that want to make the jump to entrepreneurship and they're making 100k or 150k or sometimes they're making even more than that. They're making 200, 250, whatever, it doesn't matter. And then they want, Everyone wants to be an entrepreneur. I don't know if entrepreneurship was sexy when you were becoming an entrepreneur because you said like coaching wasn't a thing. I mean, I think it seems like everyone and their mother is a coach, but that's besides the point.
- [10:05]
Marshall Goldsmith
By the way, unemployed people used to all say they were realtors. Now they all say their life coaches.
- [10:13]
Unknown Host
But, but I think people don't understand how difficult it actually is to, to build something from scratch. And I think that's actually, is a. It has nothing to do with. Well, maybe there's a little bit to do with leadership, but just on A total aside, I feel like entrepreneurship is, is maybe overhyped a little bit. And I think that, I think that, you know, more real conversations about entrepreneurship have to happen so people understand like what they're getting into. Because now you've worked with, you work with large, like you know, Fortune 500, I'm sure you work with very early stage as well. So you see it all. And I'm actually curious, you know, from somebody who, who is a leadership coach, what is, what is the difference when you speak to somebody who's a Fortune 500 CEO or C suite or executive versus somebody who is just starting out and started their first side hustle? What are the attributes that are the same, like leadership attributes, entrepreneurship attributes, what are the ones that are different?
- [11:09]
Marshall Goldsmith
Well, I think usually when I'm coaching a corporate CEO, they are pretty good at delegating, they're pretty good at scaling, they're running billions of dollars worth of stuff, right? So they may, they get problems typically, but that's not their problem. When I'm coaching an entrepreneur, an entrepreneur is quite different, especially a founder. If you're the founder and it's your idea and it's your baby, it is hard to let go, it's hard not to be right, it's hard to let others do it and it's hard to live with. I don't know, 80% is good, but it's getting bigger than everything I want. So for an entrepreneur, I find that as a big, big challenge. Also, a lot of entrepreneurs don't have people background. So most of the corporate CEOs more than, more like MBA types, you know, they usually have some business or people oriented educational background or something. Entrepreneurs are often engineers, scientists, people like that and zero background in terms of leading people. So, you know, working with entrepreneurs I find is really, you know, it's interesting and challenging to get them to focus on the people dimension. The people I coach need to focus on it at the higher levels. Yet a little bit different.
- [12:30]
Unknown Host
Then do you feel like, do you feel like this like leadership skill set, do you feel like it can be taught to anybody? Because you feel like it can't. Because the reason why I ask is because I've heard many times, and this is also something that I believe as well to a degree, the person to build a business to $10 million may not be the person to build a business to 50 million or 100 million, who may not be the person to build the business to ipo. Now is that a leadership problem or is that like almost like a technical Aptitude, experience, problem. Because maybe leadership can be taught.
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Marshall Goldsmith
It's a little bit. But one number one, leaders can get better. I'm often asked this ridiculous question. Born, are they made all this stuff? All leaders are born. 100% of every leader I met has been born. So they're all born. The thing is, leaders can get better.
- [13:16]
Unknown Host
Yes.
- [13:17]
Marshall Goldsmith
But the question is, can you make this transition? Yes. Is it easy? No. Will everyone do it? No. So obviously it can be done. That doesn't mean it's easy to do. It could be very difficult to do. It's a different challenge. It's a different world. I've gone to a lot of companies just going to ready to get ready for ipo, you know, and these are typically engineers that started the company and bright guys, creative work their butts off and they've just made it happen over time. It's not an easy transition though. It's just, it is a different job. I like the way you phrase the whole thing. It's not the same job. This job now it's this version of this job. It's like you're doing a whole different job.
- [14:03]
Scott Clary
A shout out to NORDVPN for supporting today's episode. I have to tell you a story. So I was actually in Toronto visiting family last month and I went to binge some of my favorite Netflix shows. I forgot and I realized that half of my US shows weren't available in Canada. Super annoying. Flipped on NordVPN within seconds, I got access to everything. Now it's not just about watching shows. What makes NORDVPN a game changer really? Just imagine having this personal security guard for your entire digital Life. With just one click, you're connected to one of their 7100 servers across 118 countries. I mainly use it for accessing streaming services when I travel, but I've also saved hundreds on flight bookings by checking prices from different countries. And their new threat protection pro blocks all those endless pop ups and suspicious links before they even get to me. And what I love most is how simple it is. One account, 10 devices. So laptop, phone, iPad, everything's covered. And the speed, honestly it's so fast that I forget that I'm even using a vpn. And the best part, I've got a special offer just for success story listeners. So head over to nordvpn.com success and you'll not only get their best discount, but they'll throw in an extra four months on the two year plan. And don't worry about commitment because they offer a 30 day money back guarantee. The link is in the episode description. Trust me, it's worth checking out, especially if you travel or stream content regularly. That's nordvpn.com/success. Thank you NetSuite for supporting today's episode. Now, what does the future hold for business? If you ask nine experts, you're going to get 10 answers. Bull market Bear market Inflation up Inflation down. Honestly, I just need a crystal ball. But until we get one over 41,000 businesses have found the next best thing. They future proofed their operations with NetSuite by Oracle, which is the number one Cloud E ERP Imagine having your accounting, your financial management, your inventory, your HR all flowing together in one fluid platform. Here's what makes NetSuite different. It gives you one source of truth for your business. You get the visibility and control to make quick, confident decisions while others are guessing. You're working with real time data insights forecasting. You're basically looking into the future of your business with actionable data. Whether your company is earning millions or even hundreds of millions, NetSuite helps you respond to immediate challenges and helps helps you grab your biggest opportunities. And speaking of opportunities, they Put together the CFO's guide to AI and machine learning at netsuite.com ScottClary this is the playbook for understanding how to use AI for your business. The guide is free. Go to netsuite.com Scott Clary that is netsuite.com Scott Clay A big thank you to Indeed for supporting success Story because hiring people is one of the hardest things you're ever going to do as an entrepreneur, as a founder, as somebody who's trying to build a business. Because it's important to hire. Well, it's important to hire and find the right person, but it takes so much time. It's so labor intensive because like most entrepreneurs, you have a thousand things going on and there's a good chance that you just realized your business needed to hire someone yesterday. How can you find that great, amazing right fit candidate fast? It's easy. You just use Indeed because you don't have to waste time struggling to get your job post seen on all these other job sites. If you're using Indeed, you can just use their sponsored jobs to help you stand out and hire Fast. Your post jumps right to the top of the page for relevant candidates so.
- [17:25]
Unknown Host
You can reach exactly who you're looking.
- [17:27]
Scott Clary
For faster and the results really speak for themselves. According to Indeed data, sponsored jobs posted directly on indeed have 45% more applications than non sponsored jobs. You know what I love most about indeed? It really just makes hiring so fast because everything is streamlined in one place. No more juggling multiple platforms or waiting weeks for the right candidate. How fast is Indeed in the minute I've been talking to you. 23 hires were made on Indeed according to Indeed Data worldwide. There's no need to wait any longer. Speed up your hiring right now with Indeed and listeners of this show will get a $75 sponsored job credit. To get your jobs more visibility at indeed.comclary just go to indeed.comclary right now and support our show by saying you heard about Indeed on this podcast. Indeed.com Clary terms and conditions apply. If you're hiring Indeed is all you need.
- [18:19]
Unknown Host
I'm assuming part, part of your job as a leadership coach. Executive coach is probably more like psychologists than anything else. I feel like people just get in their own head. Maybe you speak to some of the, some of the more common issues people have. But I'm assuming, I'm assuming you're probably reinforcing things that people already know. You're holding them accountable. I mean you're getting them over their imposter syndrome. I don't know, you tell me what's, what's your framework? But that, I feel like that's a version of it.
- [18:53]
Marshall Goldsmith
My whole area of expertise is behavioral change. I'm not an expert on technology. I've honorary PhD in engineering, but I'm not a real engineer here. Yeah, I'm a pretend to be engineer. So yeah, my undergraduate degree is in mathematical economics. I got a PhD in organizational behavior. My whole area is behavioral change. So I am not an expert on corporate strategy or anything like that. My ear is I help great people achieve positive change in their behavior. So that's, that's what I do.
- [19:27]
Unknown Host
And that means that you have to change some, some, some mindset habits that are, that are massively blocking them. Right.
- [19:34]
Marshall Goldsmith
Yeah, well, and by the way, if they're all perfect, they wouldn't mean me, would they?
- [19:39]
Unknown Host
So you have, you have a feedback and follow up system and that, that's like your go to system. And I'm, I'm also always curious because I see Ken, you mentioned back, back when you were still a dean, if people were out of a job, they say they're realtors. Now they say they're coaches. So you have a system. Everyone has a system. Your system is built to you obviously an incredible career and you have 1.5 million on LinkedIn. You have massive following. You've written books on it. You have you have accolades, you have credentials, you have experience, you, you know, you, you proven out that you know your shit. What makes your system so successful? Also double part question, which is bad, but whatever you'll get, you have to handle it. What makes your system so successful? But also how can somebody who's looking to sort of upskill themselves understand out of all the different systems out there that accomplish different things, who to look for in a coach and a person? Like, how do you, how do you gauge who's full of it versus who's not?
- [20:44]
Marshall Goldsmith
Well, first let me answer the first question. I may or may not remember. After that, the second question.
- [20:49]
Unknown Host
I'll get back to it. It's fine, don't worry.
- [20:52]
Marshall Goldsmith
So the first question is, how does my system work? My system is aimed at helping successful leaders achieve positive change in behavior. That's it. So number one, if that's not what you want, don't use my system. That's what the system is for. The system that I'm very proud of, it's called stakeholder centered coaching. And by the way, you don't need to be a PhD to do this. He just died a couple about a year ago. Chris Coffey was the best coach we had. He got better results than me. In terms of a coach, he was amazing getting results. He had zero background in psychology, zero background in business. He was a failed actor who barely graduated from college. You know what he got though? Got results. How to get results. Because the system, the system is pretty simple. In my job, I interview everyone around my clients. I develop a confidential profile. Here's what you're doing well. Here's what you're not doing well. They don't know who said what. They pick important behavior of truth. Then we have an ongoing follow up system. They talk to people, what they learn. They actually apologize for their mistakes. They ask for input about how they can do better. They call it feed forward. I call it feed forward process. Yes. For ideas, you listen, you shut up, you take notes, you say thank you and you do it over and over again. They follow up with the clients. I follow up with them over and over and over. And for 47 years I didn't get paid if my class didn't get better. Better is not judged by me or them. It judged by around them. I mean, how do you know some police, what they're saying asking question. You want to bet on it? I say I believe it, but I wouldn't bet on guess what? They don't believe it as there's the money. They believe it. I bet on this every time. Pretty much always got paid. Why? It's the system works. So in my basic coaching, it's a very transferable process. So that part of it quite transferable. On the other hand, it doesn't fit. What it doesn't fit. Let me tell you when it doesn't work. One, I don't work with people that don't care. So I'm frequently asked, how do I motivate people that don't want to change? And the answer is I don't motivate people who don't want to change. If they don't want to change, I don't care. I say, fine, don't change. If they say, prove to me this is worth it, you know what I'd say? Probably not worth it. A terrible idea. Don't do it. I think it's stupid. You're right, it's stupid. Don't do it. It's okay. So I never tried to motivate anyone, number one. Number two, this doesn't solve integrity problems. It doesn't solve strategy problems. It basically it's helping people achieve positive change in their behavior who want to change. That's what it's good for.
- [23:30]
Unknown Host
Thanks for tuning in. If you found this valuable, don't forget to hit that subscribe button so you never miss an episode. And if you want to dive deeper into this conversation, check out the links in the description to watch the full episode. See you in the next one.
- [23:52]
Scott Clary
Today's Success Story podcast is brought to you by Vanta. Now listen up. This matters for your business. In today's digital landscape, security isn't optional, it's essential. Without it, deal, stall, sales cycle, stretch out and scaling becomes really difficult. Why? Because investors, customers, partners, they all expect businesses to demonstrate strong security practices before they commit to anything. And if you can't prove trust, you lose opportunities. So whether you're a startup founder trying to land that first big client or an established company scaling your security program, Vanta helps businesses of all sizes prove they're trustworthy by Automating compliance across 35 frameworks like SoC2, ISO 27001 and HIPAA. The exact certifications your prospects, your customers are demanding. And here's why you need to pay attention. Vanta gives you back precious time you're currently wasting on compliance. Their platform automates up to 90% of the tedious compliance work, and it helps you respond to those endless security questionnaires up to five times faster. And they also connect you with experts to get your security program running immediately. And the results? They speak for themselves. A recent IDC report found that Vanta customers achieve over $535,000 per year in benefits and the platform pays for itself in just three months. So join over 10,000 global companies like Atlassian, Quora and Factory who use Vanta to manage risk and prove security in real time. And don't miss this for a limited time only my listeners can get a thousand dollars off Vanta. That's real money back in your pocket. Visit vanta.comScott this offer expires. That's V A N T A dot com Scott for $1,000 off a huge shout out to Federated Computer for supporting today's episode. Let me explain why I love Federated Computer. Why they are friends of Success Story. They are changing the way businesses buy software because we all need software to run our businesses. I don't care what kind of business you're building, but the best business software doesn't have to cost thousands of dollars each month. So Federated Computer replaces a lot of the software that you're using right now. Let me explain. The average typical Federated computer customer saves 75% or more on their software built and gets great software, top notch customer service and support and a software solution that is uniquely installed for your business without any sort of surveillance or breaches of privacy. For example, if you use Google for email, Salesforce for CRM, Slack for team chat, list Monkey for customer acquisitions and Airtable for data management. With a team of 10, you'd save $9,000 per year on software costs. By switching to Federated Computer, they replace all of those. And what's wild is that the cost of Federated Computer doesn't grow as your team grows. You can use Federated Computer Savings to grow your business rather than feed the woke Silicon Valley software companies. The Federated Computer team literally invented cloud software. They actually have the patents to prove it. And they are taking a hammer to the ridiculously high prices of business software that all entrepreneurs are suffering from. Federated Computer They've been a longtime supporter of Success story. They're offering 30% off their already low prices when you use a coupon code freelance. So go to www.federated.computer to begin saving 75% or more on your monthly software costs. That's www.federated computer. These folks are going to do you a big favor. Check them out.