So Smart But...

This fascinating book demonstrates that to be a good communicator and therefore an effective manager, a person must have five qualities in order to be viewed as totally credible–competence, character, composure, sociability, and extroversion. While some executives seem to possess all these qualities and be born with savvy communication skills, Weiner shows how anyone can find ways to make measurable improvements in how they present themselves that will enhance their credibility.

Foreword vii
Don Robert

Introduction xi

1. The Look and Sound of Credibility 1

2. So Smart, But Can’t Tailor the Message to the Audience 13

3. So Smart, But Doesn’t Get It 33

4. So Smart, But Sounds Like She Lacks Executive Presence 49

5. So Smart, But Looks Like He Lacks Executive Presence 73

6. So Smart, But Thinks He Knows It All 89

7. So Smart, But Isn’t a People Person 109

8. So Smart, But Lacks Energy and Passion and Drive 121

9. So Smart, But Has It Out for Some People: How Management Styles Can Cause Compliance Issues 127
with Lloyd Loomis

10. Assessing Your Own Credibility: www.essessnet.com 141

11. Sixteen Mind-Sets: And Five Seminars You Shouldn’t Take 147

12. Parting Thoughts 175

Appendix A: Essessnet Question Sets 177

Appendix B: The Test for Machiavellianism 191

References 193

Acknowledgments 195

The Author 199

Allen N. Weiner, Ph.D, is managing director of Communication Development Associates (CDA), a leading corporate training and executive development firm in Southern California. Working directly with C-level management, CDA includes clients such as Amgen Pharmaceuticals, Experian, First American, Ameriquest, Symantec, and ConocoPhillips. He leads approximately 200 seminars every year. He's incredibly bright but he just doesn't "get it."

She knows this business inside and out but she sabotages herself whenever she speaks.

Every day, tens of thousands of businesspeople receive good performance reviews that are missing a key ingredient—the missing piece is unspoken, but everyone knows what it is. These executives can be brilliant in IQ points. They understand every technical aspect of their jobs. They come up with amazing ideas. They should be naturals to rise to the top of the corporate ladder. But the words "leadership potential" never appear in their evaluation. Drawing on thirty years' experience working with executives, Dr. Allen Weiner explains why some people can be "so smart" about everything concerning their jobs except the thing that matters most: communication.

This fascinating book demonstrates that to be a good communicator and therefore an effective manager, a person must have five qualities in order to be viewed as totally credible—competence, character, composure, sociability, and extroversion. While some executives seem to possess all these qualities and be born with savvy communication skills, Weiner shows how people can find ways to make measurable improvements in how they present themselves—ways that will enhance their credibility.

So Smart But . . . offers a unique, scientific understanding of the components of credibility. It is filled with solid advice for overcoming what can be thought of as career-blocking behaviors. Rather than presenting a formulaic collection of do's and don'ts, Weiner offers a page-turner that is filled with juicy anecdotes of good executives gone bad. In addition, the book includes a 360-degree feedback instrument that allows you to survey your colleagues to get their candid opinions about your performance.

Praise for So Smart But . . .

"Credibility is the foundation of leadership, and Allen Weiner has now offered leaders the tools for building a foundation that is strong and secure. Full of examples, assessments, research, and practical tips, So Smart But . . . is required reading for all leaders who want to protect and extend the most valuable personal asset they have."
—James Kouzes, coauthor of the best-selling books The Leadership Challenge and Credibility: How Leaders Gain and Lose It, Why People Demand It

"Try this: Open this book three times at random and read one page. I'll bet you will encounter a communication nugget or an insight on increasing credibility that applies directly to you. Allen Weiner is one of those rare individuals capable of packaging deep communication principles in easy-to-implement tips and ideas. This book is not a hard-to-digest meal, but rather a succession of tasty communication hors d'oeuvres. Take a bite and enjoy!"
—Aart de Geus, CEO and chairman of the board, Synopsys

"I believe credibility is the key ingredient for success in one's personal, professional, and social life. Projecting yourself, communicating your message, and relating to others all center on credibility, and the results show in how you are received, whether people understood your message, and if they believed you. Allen is a master of putting things in the proper prescription to build a credible, successful communicator. I would recommend this book to be included as part of the curriculum at business schools."
—Anand Nallathambi, president, First Advantage Corporation

"The challenge that Human Resources professionals face is to foster an environment of good will in the workplace. Allen Weiner's book, most especially the chapter with Lloyd Loomis, validates that harassment and discrimination are alive and well; communication is not just the words one speaks, but the actions that accompany them."
—Jane D. Jones, vice president, Human Resources, Service Corporation International

"Allen Weiner understands those unsuccessful executives who are "so smart but" can't help themselves from self-destructing; he knows what makes them tick and offers practical advice on how to make sure you don't become one. He speaks from experience. A worthwhile read!"
—Jeffrey S. Klein, chairman, 101communications

"Credibility is the foundation of leadership, and Allen Weiner has now offered leaders the tools for building a foundation that is strong and secure. Full of examples, assessments, research, and practical tips, So Smart But . . . is required reading for all leaders who want to protect and extend the most valuable personal asset they have."
—James Kouzes, coauthor of the best-selling books The Leadership Challenge and Credibility: How Leaders Gain and Lose It, Why People Demand It

"Try this: Open this book three times at random and read one page. I’ll bet you will encounter a communication nugget or an insight on increasing credibility that applies directly to you. Allen Weiner is one of those rare individuals capable of packaging deep communication principles in easy-to-implement tips and ideas. This book is not a hard-to-digest meal, but rather a succession of tasty communication hors d’oeuvres. Take a bite and enjoy!"
—Aart de Geus, CEO and chairman of the board, Synopsys

"I believe credibility is the key ingredient for success in one’s personal, professional, and social life. Projecting yourself, communicating your message, and relating to others all center on credibility, and the results show in how you are received, whether people understood your message and if they believed you. Allen is a master of putting things in the proper prescription to build a credible, successful communicator. This book is a crisp collection of topics that he worked with me on over a period of three years. I would recommend it to be included as part of the curriculum at business schools."
—Anand Nallathambi, president, First Advantage Corporation

"The challenge that Human Resources professionals face is to foster an environment of goodwill in the workplace. Allen Weiner's book, most especially the chapter with Lloyd Loomis, validates that harassment and discrimination are alive and well; communication is not just the words one speaks, but the actions that accompany them."
—Jane D. Jones, vice president, Human Resources, Service Corporation International

"Allen Weiner understands those unsuccessful executives who are “so smart but” can’t help themselves from self-destructing; he knows what makes them tick and offers practical advice on how to make sure you don’t become one. He speaks from experience. A worthwhile read!"
—Jeffrey S. Klein, chairman, 101communications