The skills that bring you success in middle management lay a strong foundation.
Yet the transition to revenue-driving leadership roles demands a different playbook.
Drawing from real stories and experiences of women leaders across the Middle East, Africa and Europe, we’ll explore practical strategies for building business acumen, navigating cultural complexities, and positioning yourself effectively for C-suite roles.
Here is a simple roadmap to help you move up the ranks:
1. Revenue Intelligence Development: Beyond the Numbers
Revenue intelligence isn’t just about understanding financial statements – it’s about developing a comprehensive business mindset. Women leaders need to master the art of connecting organisational strategy with revenue outcomes. This involves developing a deep understanding of market dynamics, customer behaviour, and competitive landscapes.
Start by immersing yourself in cross-functional projects that expose you to revenue decisions. For instance, participate in pricing strategy sessions, even if only as an observer initially, or analyse successful revenue initiatives in your organisation and understand the decision-making process behind them.
The key is to create opportunities to work directly with revenue-generating teams, perhaps by volunteering to lead a new market analysis project or contribute to business development initiatives.
2. Cultural Intelligence Framework: Navigating Complex Waters
Cultural intelligence context goes far beyond understanding basic etiquette. It requires a sophisticated appreciation of relationship dynamics, business hierarchies, and decision-making patterns.
Build relationships through majlis-style networking – informal but powerful relationship-building sessions that respect cultural norms while advancing business objectives. Understand the importance of wasta (influence) and how to build it ethically and effectively. Learn to read between the lines in business communications, recognising that indirect communication often carries significant weight.
And lastly, identify specific ways to connect traditional business values with modern leadership approaches. For example, use storytelling techniques that resonate with cultural values while presenting innovative business solutions.
3. Visibility Strategy: The Art of Purposeful Presence
Visibility is all about a delicate balance between assertiveness and cultural sensitivity. Rather than traditional self-promotion, focus on value-based visibility. You could have a go at creating thought-leadership content that addresses regional business challenges or participate in industry forums where you can demonstrate expertise while building meaningful connections.
Remember to carefully choose opportunities to showcase your capabilities. This might include leading high-profile projects, speaking at industry events, or publishing insights about regional business trends. The key is to ensure each visibility opportunity aligns with your expertise and organizational goals.
Use digital platforms strategically – LinkedIn articles, industry webinars, and professional forums can amplify your voice while maintaining professional boundaries. Share knowledge about regional business challenges and solutions, positioning yourself as a thought leader who understands both global best practices and local market nuances.
4. Executive Presence Enhancement: The Power of Authentic Leadership
Executive presence requires a unique combination of confidence, competence, and cultural awareness. It’s about projecting authority while maintaining cultural respect and building trust.
Develop what I call the “Triple A Approach” to executive presence:
- Authenticity: Lead with genuine cultural understanding and respect
- Authority: Demonstrate deep expertise in your field
- Adaptability: Show flexibility in different business contexts
Master the art of influential communication by using a situational leadership voice – knowing when to be directive, collaborative, or advisory based on the context and audience. Practice executive communication in both formal and informal settings, understanding that different situations may require different approaches.
5. Implementation Framework
Success in implementing these strategies requires a structured approach. Create a personal development plan that addresses each area progressively. Set specific goals and timelines and seek regular feedback from mentors and colleagues.
Remember that advancement to revenue-generating roles is a journey that requires patience, persistence, and strategic thinking. It is vital to build a strong foundation while remaining adaptable to changing business dynamics.
