The Missing Leadership Ingredient in Thai Middle Management

What is Executive Presence?

When we launched our first proposal in Thailand, the HR executive told us that she had never heard about this before but it is EXACTLY what she needs for a group of middle managers now.

The employees have all the technical skills but lack ‘something’ that reduces their chances of getting promoted and she needs to find the replacements for senior leadership positions externally.

Executive presence (EP) is often described as the “it” factor that makes leaders influential and respected. It’s not just about how someone looks or speaks, but about how they make others feel in their presence.

Sylvia Ann Hewlett, a well-known researcher on the topic, defines executive presence as a combination of three elements: Gravitas (67%), Communication (28%), and Appearance (5%)

At Victus People, we simplify EP into three key pillars tailored to the specific needs of Thai professionals:

 

Confidence, Credibility, and Connection.

1. Confidence – The ability to project self-assurance, stay calm under pressure, and make decisive choices.
2. Credibility – The ability to establish trust and demonstrate expertise, so that others take your words seriously.
3. Connection – The emotional intelligence to build rapport and make people feel seen and valued.

 

Why Executive Presence Matters for Middle Managers in Thai Companie?

 

Lacking that ‘it” factor kills the opportunity to grow.

Many middle managers in Thailand struggle to gain recognition for leadership roles. They are technically skilled but lack visibility and influence.

Executive presence is often an unspoken factor in promotions.

 

A study by TRACOM, a training company based in the USA best known for its Social Style Model (https://tracom.com/) found that while many organizations desire executive presence, very few actively measure or develop it.

 

In Thai workplaces, we often face unique cultural and corporate challenges:

 

• Hierarchical Structures – Thai businesses tend to have strong hierarchies, making it difficult for middle managers to assert their leadership without proper executive presence. I won’t say it is completely wrong because it runs deep in our culture, the elders have a louder voice. Navigating the balance of assertiveness and respect is vital.

 

• Indirect Communication Norms – Thai workplace culture values harmony and indirect communication, making clarity and credibility essential for conveying leadership authority. เกร็งใจ (Kreagjai) is a word that exists only in Thai, there is no direct translation in English, making this is a unique challenge.

 

• Balancing Respect and Authority – Many middle managers struggle to command respect from both their teams and senior executives, leading to role ambiguity and decreased confidence.

 

Developing executive presence helps middle managers establish their leadership identity, navigate corporate hierarchies effectively, and become trusted voices in their organizations.

 

The Heart of Leadership Presence

Of the three Cs, connection is perhaps the most vital yet often overlooked element of executive presence. While credibility and composure establish a leader’s authority, connection fosters trust, loyalty, and collaboration.

 

Why Connection Matters in Leadership.

Studies show that leaders who prioritize building authentic relationships outperform those who rely solely on authority. According to Gallup, employees who feel connected to their leaders are 21% more productive and 87% less likely to leave their jobs. In the Thai business landscape, where relationships often dictate decision-making, middle managers must cultivate strong interpersonal bonds to thrive.

 

 

How Middle Managers Can Build Connection

1. Practice Active Listening – Show genuine interest in team members’ concerns by paraphrasing their points, asking open-ended questions, and acknowledging their contributions.
2. Foster a Culture of Recognition – Regularly acknowledge employees’ efforts and celebrate small wins. This not only builds morale but also reinforces a sense of belonging.
3. Develop Emotional Intelligence (EQ) – Leaders with high EQ can recognize emotions in themselves and others, allowing them to respond with empathy and build deeper relationships.
4. Be Present and Approachable – Make an effort to engage with employees beyond work-related conversations. Small gestures, such as remembering personal details or checking in on their well-being, go a long way in strengthening connections.
5. Create Collaborative Opportunities – Encourage cross-team projects, knowledge-sharing sessions, and informal meetups to enhance team cohesion and trust.

By prioritizing connection, middle managers can transform their leadership presence, making them more relatable, influential, and effective.

 

The Case of a Thai Middle Manager

Consider the case of Anan, a middle manager at a Bangkok-based multinational company. Despite his technical expertise, he struggled to gain recognition from senior executives and lacked influence over his team. His main challenges were:

• Speaking too softly in meetings, making him seem unsure of his ideas.
• Avoiding difficult conversations due to fear of conflict.
• Focusing on task execution rather than building relationships with peers and leadership.

After working on his executive presence specifically enhancing his connection skills, he implemented strategies such as setting up regular one-on-one meetings with his team, proactively engaging with senior leaders, and practicing assertive yet respectful communication.

Our heart is with him to be promoted to the next level soon, we know that he is happier and performing better in his team.

 

 

How to Start Practicing Executive Presence

You don’t need a title to build EP.

Here are some actionable steps you can take (immediately… yes do it immediately please)

 

1. Speak with Confidence (Even When You’re Unsure)

• Take a deep breath before speaking in meetings.
• Slow down your speech and avoid filler words like umm or ahh.
• Use “power pauses” intentional silences that add weight to your words.

2. Strengthen Your Credibility

• Back up your statements with data, facts, or real examples.
• If you don’t know an answer, acknowledge it and follow up later.
• Avoid over-explaining, speak concisely and let your expertise shine through.
• Be consistent in your messaging; credibility is built over time, not in one meeting. (ใจเย็นเย็น Jai yen yen with it and don’t judge yourself so hard. Rome was not build in a day)

3. Improve Non-Verbal Communication

• Maintain eye contact when presenting ideas.
• Stand or sit with an open posture, avoid crossing your arms or hunching (no close postures, please).
• Use purposeful gestures to emphasize key points.

4. Build Relationships (Connection is Key)

• Show genuine curiosity about colleagues’ perspectives.
• Speak up in casual settings, not just formal meetings.
• Practice active listening nodding, paraphrasing, and responding thoughtfully. Pay attention to what other people say (and don’t say)

 

 

 

Executive presence isn’t about pretending to be someone you’re not. It’s about owning your value, expressing it clearly, and building trust.

Developing EP can be the bridge between technical competence and leadership influence.

By practicing confidence, credibility, and connection, you can increase your visibility, gain respect, and ultimately advance your career.

If you’re ready to develop executive presence and take your leadership to the next level, explore our tailored coaching and training programs at Victus People. We help professionals build confidence, enhance influence, and accelerate their careers with expert guidance. Start your journey today

Check out our program here!