Performance
IN THIS LESSON
What We’re Achieving
Sustainable leadership isn’t just about closing individual deals or projects—it’s about aligning your entire platform behind the client or enterprise. This module is about becoming the internal voice of the client (or portfolio, or strategy), mobilizing support across senior management, functional partners, and risk teams, while also coaching talent so the whole organization pulls in the same direction.
The leaders who endure are those who build franchises—not just book transactions. They create ecosystems where clients are supported, teams feel ownership, and collective energy builds long-term value.
Key Learning Areas
Positioning yourself as the trusted internal advocate for client or portfolio priorities.
Coaching team members and functional partners to take initiative and lead.
Mobilizing internal alignment across product, strategy, and risk groups to deliver consistent, long-term outcomes.
Building a reputation as someone who doesn’t just “win deals,” but elevates the whole franchise.
Deepen Your Understanding and Translate Insights into Action
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Do your internal partners (product, risk, leadership) see you as a go-to resource for shaping strategic client or portfolio discussions?
Are you actively mentoring and developing talent to take ownership and lead within your ecosystem?
Do internal teams feel clear and motivated about how your external relationships create long-term value for the organization?
Are you recognized not just for execution, but for mobilizing collective performance?
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Stakeholder Mapping & Engagement: Identify three internal stakeholders critical to advancing your top client or portfolio priorities (e.g., product heads, risk officers, functional partners). Set up short meetings to walk them through the strategic potential and gather their perspective. Position yourself as the long-term internal voice for that relationship.
Team Empowerment Conversation: Pick one high-potential team member or partner. Have a 15-minute coaching conversation focused on their aspirations and how their work connects to the bigger picture. Share one tangible way they can step up ownership.
Franchise Alignment Journal: After key meetings, jot down where internal alignment worked and where friction showed up. Reflect on what you could adjust to secure buy-in more effectively.
Real-World Challenge
Internal Franchise Pitch: Choose a live initiative or upcoming client/portfolio decision where cross-functional alignment will be critical. Build a one-page case that highlights:
Long-term strategic or fee potential
Why this client or initiative deserves prioritization
How it aligns with firm or enterprise goals
Lead a coordination meeting across product, risk, and leadership teams, and present your case to a senior sponsor. This is your chance to demonstrate you can orchestrate internal momentum—not just manage external execution.