Meet my first guest editor – David Roylance. And always pay in advance…

David R giving a workshop at BusinessScene London

Meet my guest editor…

I am taking a couple of weeks off and I asked my old theatre director buddy David Roylance to cover the blog whilst I’m away. We had lunch.

Me “what?”
DR “it’s a Seinfeld gag. It’s relevant. Do I have your attention?”
Me “Yes. Go on…”
DR “It’s quote from a monologue that is about the pain involved in enjoying a great meal out only to have the experience spoiled by the arrival of the bill at the end of the evening. I’ll come back to that.”
Me “First can you introduce yourself to the blog readers?”

At this point I should point out that David is now a professional coach that uses cognitive modelling techniques and a host of other thinking tools and physical therapies to work with top executives to help them develop their interpersonal skills.

So it should make a nice change from my usual thinking problem schtick.


Meet David Roylance…

My name is DavidRoylance and I am a Visibility-In-Leadership coach. I imagine that many of you are wondering what a Visibility-In-Leadership Coach is. To give you an idea, typically an organisation will ring me and say:

“We have someone we want to promote, but we can’t. They have no “gravitas”, no “presence”. Can you give them some?”

I use a meld of disciplines as a professionally trained actor and a qualified NLP practitioner to teach those people the physical confidence and thinking tools to help them turn the volume up on the right parts of themselves to be visible to their market place whether that be internal or external. Turning up the volume and turning it down is pretty simple, you need to communicate effectively, react appropriately and be mindful of how unconscious processes (what Andrew calls cognitive bias) can make you nervous, diminish your confidence and react badly in pressure situations like pitches, job interviews and talking to your boss.

For instance I helped fast track the first woman onto the board of one of the world’s largest banks. I helped the FD of one building society become the CFO of another, by teaching him what parts of himself to turn the volume up on and what parts to turn the volume down on in interview. I had worked with FTSE 250s, charities, property developers, digital companies and public speakers.

I hope that detour helps to understand the kind of interventions I deliver to people in business and also business owners.

Although initially the work my clients and I do together are physical and focused around the voice, once we get moving on a journey together, the work almost always centres around connecting a person to their brain and their deepest held beliefs and values.

It’s here that the work becomes genuinely exciting and interesting, because human beings are all unique creations and every person’s beliefs and values are different. This is also where you can suffer the negative effects of cognitive dissonance, a theory Andrew has written about on ManvsBrain. He writes about it, I help people fix it.

However one thing remains an implacable truth.

Cognitive dissonance means we suffer mental stress when we encounter new information that conflicts with our beliefs and values. Which means paying for something is often a painful business. That’s why I always remind people before we have a working lunch that money has no value.

Just in case the meal isn’t very good and they’ll feel stung when the bill arrives.

Next week I’ll explain more about why our brains react badly when we have to pay for things, which explains more about how we think, and how we can develop practical approaches for dealing with with it. This is useful for your own happiness, but a critically important business tool if (like me) you run a consulting business. You need to communicate the value of what money buys, and get people to forget about the value of money itself, because like Seinfeld said, it’s a medium of exchange, but as a thing it’s intrinsically worthless.