Presentation is everything

Suit yourself: Jock Wallace hired a stylist to create his new image

Jock Wallace is managing director of a home building business on Sydney’s northern beaches and admits he does not fit the usual bill for a style makeover. But he believes that looking the part as well as being the part is essential to winning orders, and he booked a session with personal image stylist Robin Powis.

“When I sit down with customers, I need to convey the idea that I will look after their most precious investment, which means I need to show I look after my own investments, and my most important investment is in me,” he says. “It’s just the reality that we are judged in business by our appearance, although to establish our reputation we then need to follow through with the service.”

Wallace says the session with Powis, in which the pair discussed the colours and cut of his wardrobe, gave him more confidence when it came to selecting clothes and colours.

“Personal presentation is an important tool in my armoury but it’s not the only thing I need to succeed,” Wallace says.

“Dressing well, and learning what colours and styles suit me makes it a bit easier to prepare and promote my business.”

Powis, who provides one-on-one style and colour coaching for executives, business owners and aspiring board members, says she is often surprised by the extent to which senior business people and successful entrepreneurs can lack confidence and feel inhibited by their appearance.

“It’s often the case that a few simple colour and dressing techniques can have a radical effect on the way people feel about themselves,” Powis says.

“Knowing you look good on the outside changes the way you feel about yourself and the confidence you have to tackle difficult situations.”

The head of corporate performance at the National Institute of Dramatic Art (NIDA), Barbara Warren, runs workshops in presentation and public speaking and says clothes can play a big role in boosting confidence. “External factors are fantastic for conveying that extra level of confidence, but you also need to know what you are communicating and create a connection between the message you are trying to convey and your outer appearance,” she says.

“People will often say, ‘I can’t present unless I’m wearing my power suit’.”

Warren also warns participants in NIDA corporate performance courses against assuming that confidence comes naturally. She says those who appear most confident still need to practise their presentation skills and prepare when they have to speak to an audience.

“It’s like sport,” she says. “Everyone needs to train regularly to improve their performance – even the most seasoned athlete needs to prepare for a big race.”

For Wallace, having greater confidence in his appearance has contributed enormously to the overall preparation he undertakes before meeting customers.

“It is important I demonstrate that I am organised, and that covers the way I present myself as well the way I speak about a project,” he says.

“It’s very important for customers to have confidence in me and see I am organised, so I need to start by dressing well and having that confidence in myself.”

BRW

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