The right stuff.

I was interviewing for a VP position, and my question was simple: What recent accomplishment was the candidate most proud of? Peter, head of real estate for a well-known retailer, thought for only a moment before telling me about his greatest challenge. He had had a frustrating time finding just the right site for a store in a certain mall where his company had to have a presence. The best location he could find was obscure, cramped and out of the way. Finally, he agreed to take the space--but only after negotiating for architectural upgrades, enhanced, eye-catching signage and a special entrance to ensure every passerby would know the store existed and how to get there easily. Peter could have done only his job: bargained hard with the landlord for a break on the store's rent that may or may not have made up for its lousy location.Instead, he considered the whole company--its need to be perceived as a leader in its sector, and its day-to-day needs for continuous traffic and professional promotion--and he worked out a deal that made all the company's departments proud. Peter's understanding of his role in building the whole company marked him as a leader. Talent, by comparison, is plentiful, and ambition is common enough. But leadership, that splendid combination of competence, vision and communication, remains as elusive as ever. Do you have what it takes? Here are the hallmarks of leadership that one executive search consultant looks for, and a few ideas on why so many candidates fail the test. Graciousness, the ability to listen, discipline, vision, judgement, presence are the qualities needed for excellence in leadership.