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What factors should you prioritize when communicating strategic recommendations to C-level executives?

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As a consultant, you often have to deliver strategic recommendations to C-level executives who have the power and responsibility to make decisions for their organizations. However, communicating your insights effectively and persuasively can be challenging, especially if you have to deal with different personalities, preferences, and expectations. How can you ensure that your message gets across clearly and convincingly, and that your recommendations are taken seriously and acted upon? Here are some factors that you should prioritize when communicating strategic recommendations to C-level executives.

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Lamia BAHA

PharmD. | Healthcare Technology & Digital Strategy consultant | Digital Therapeutics Advisor | University Lecturer.
Firas Ghazali

Digital Transformation Consulting | Supply Chain/Procurement Systems Implementation | 10 Years Experience in Consulting…

1 Know your audience

Before you present your recommendations, you should research and understand your audience. Who are the key decision-makers and influencers? What are their goals, pain points, and motivations? How do they prefer to receive and process information? What are their communication styles and preferences? By knowing your audience, you can tailor your recommendations to their needs and interests, and use the language, tone, and format that resonate with them.

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Firas Ghazali

Digital Transformation Consulting | Supply Chain/Procurement Systems Implementation | 10 Years Experience in Consulting & FMCG
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1. Tell a story: your audience want to know not only what the recommendation is, but why 2. Be clear and concise: your audience should quickly understand what you're recommending, or else they may lose interest 3. Present options: Most challenges can be solved in more than 1 way. Although you should have a recommendation, presenting options shows depth of thought and creativity 4. Understand each person's priorities: when presenting to multiple executives, you should know what each of their priorities is. Ensure your recommendations take into account their priorities, or at least be prepared to answer why certain priorities aren't taken into account

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Lamia BAHA

PharmD. | Healthcare Technology & Digital Strategy consultant | Digital Therapeutics Advisor | University Lecturer.
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Know your audience, their markets, their challenges, but also their wording. Adaptation is key; from one company to another, strategy wordings could differ. It's crucial to comprehend how the company operates internally to use the same language and ensure that your recommendations is perceived at their level of importance.

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2 Focus on the value proposition

C-level executives are busy and have limited attention spans. They want to know the bottom line: what is the value proposition of your recommendations? How will they help them achieve their objectives, solve their problems, or improve their situation? You should focus on the value proposition of your recommendations, and highlight the benefits, outcomes, and impacts that they will generate. You should also quantify the value proposition whenever possible, using data, metrics, and evidence to support your claims.

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Michael Hohn

digital und modern arbeiten | SAP | New Work | KI
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In communicating strategic recommendations to C-level executives, focus on the value proposition. These leaders, with their limited time and attention, seek clarity on how your suggestions will help achieve goals, solve problems, or improve situations. Highlight the benefits, outcomes, and impacts of your recommendations. Whenever possible, quantify this value proposition using data, metrics, and evidence to support your claims. Your message should not only inform but also inspire, showing a clear path to tangible success and progress.

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3 Structure your message logically

C-level executives are also analytical and rational. They want to see the logic and reasoning behind your recommendations. You should structure your message logically, and use a clear and coherent framework to organize your ideas. You can use a simple structure, such as situation, problem, solution, or a more complex one, such as issue, criteria, options, evaluation, recommendation. You should also use transitions, signposts, and summaries to guide your audience through your message and reinforce your key points.

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Lamia BAHA

PharmD. | Healthcare Technology & Digital Strategy consultant | Digital Therapeutics Advisor | University Lecturer.
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The human brain is organized in the understanding process, which means that the only way to get your message understood is to adapt to our brain's functioning. How do you do that? By structuring from: 1/The purpose (Why you need to act?) 2/The process (How you are going to move from A to B?) 3/The outcomes (What you want to create or achieve at the end?). It could be used as the basis of every communication strategy.

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4 Address potential objections

C-level executives are also skeptical and critical. They may have doubts, questions, or objections about your recommendations. You should anticipate and address potential objections in advance, and show that you have considered the risks, challenges, and trade-offs involved in your recommendations. You should also provide counterarguments, alternatives, or contingency plans to mitigate or overcome the objections. You should also be prepared to answer any questions that may arise during or after your presentation.

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5 Use visual aids effectively

C-level executives are also visual and practical. They want to see the big picture, the key takeaways, and the action steps. You should use visual aids effectively to enhance your message and make it more memorable and impactful. You should use charts, graphs, diagrams, or images to illustrate your data, analysis, or recommendations. You should also use colors, fonts, icons, or labels to highlight the important information and draw attention to the value proposition. You should also use simple and clear language, avoid jargon and acronyms, and use bullet points or numbered lists to make your message easy to read and follow.

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6 Build rapport and credibility

C-level executives are also human and emotional. They want to trust and respect the person who is giving them the recommendations. You should build rapport and credibility with your audience, and show that you understand their situation, respect their opinions, and care about their success. You should also demonstrate your expertise, experience, and authority on the topic, and use testimonials, endorsements, or references to back up your credentials. You should also use positive and confident body language, voice, and eye contact to convey your enthusiasm, passion, and conviction.

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Lamia BAHA

PharmD. | Healthcare Technology & Digital Strategy consultant | Digital Therapeutics Advisor | University Lecturer.
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Human to Human! Let's keep in mind that we are all humans with our successes,failures, fears, and confidence. That being said, it means that if we want to build rapport and credibility to convince others, we need to be ourselves. There's no need to pretend. Credibility implies not only experience but also transparency, truthfulness, trust, and belief in what you say. Respect involves listening to others to adapt, and confident body language indicates preparation for handling various questions. At the end, if we want to convince others, we need to convince ourselves first. "The most convincing person you will ever meet is the one who has first convinced themselves." - John C. Maxwell

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What factors should you prioritize when communicating strategic recommendations to C-level executives?

1

2

3

4

5

6

7

1 Know your audience

2 Focus on the value proposition

3 Structure your message logically

4 Address potential objections

5 Use visual aids effectively

6 Build rapport and credibility

7 Here’s what else to consider

Consulting

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What factors should you prioritize when communicating strategic recommendations to C-level executives?

1

2

3

4

5

6

7

1 Know your audience

2 Focus on the value proposition

3 Structure your message logically

4 Address potential objections

5 Use visual aids effectively

6 Build rapport and credibility

7 Here’s what else to consider

Consulting

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