In the second part of this fascinating Hardman Talks, Larissa Adams continues the conversation with David Roylance, Voice and Executive Leadership Specialist, and author of Be Seen, Be Heard, Get Paid What You Are Worth exploring the role communication plays in financial markets. David highlights how individuals can enhance their presence in commercial environments, including when delivering investor presentations and senior-level discussions, and why delivery plays a critical role in shaping perceptions of credibility and leadership.
This episode explores the relationship between communication, confidence and positioning, highlighting how professionals can differentiate themselves in increasingly competitive markets. The discussion underlines how clear and confident communication can act as a differentiator, supporting stronger engagement with stakeholders and more effective decision making. Overall, the conversation positions communication not as a soft skill, but as a professional advantage with tangible impact on commerical outcomes.
0:49 – Credibility and communication
Effective communication builds trust and confidence; poor delivery can create doubt about leadership and capability.
2:00 – Overcoming presentation anxiety through breath
Physical techniques, particularly focused breathing, can help manage anxiety and improve performance under pressure.
3:55 – Diaphragmatic breathing and voice
Breathing from the stomach to enhance vocal range, calmness and presence, while chest breathing limits impact.
10:35 – Public speaking as a leadership act
Stepping into visibility triggers fear of rejection; communication is tied to leadership and influence.
13:46 – Commodity vs value positioning
Professionals must differentiate themselves to move from competing on price to commanding value.
17:50 – Success formula (10/30/60 rule)
How success depends on competence (10%), image (30%) and exposure to the right people (60%).
20:44 – Value is perception-based
You cannot claim value – you must demonstrate it through how you show up and communicate.
21:40 – Communication as a commercial differentiator
Clear, confident communication is not a soft skill — it’s a strategic capability that drives professional and commercial success.
Watch Part One: ‘Why investors listen to some people – and not others: Part 1 of 2’.
