C-Suite Leadership Communication Tips

When you have to "manage up" or you have the opportunity to present to the C-suite or when you find yourself in a meeting with upper management/ senior leadership teams, a different sort of communication is required. Or, perhaps you're in a role where you need to sell to C-suite clients. Have you noticed that the most senior executives have a way of speaking to each other that is almost a short-hand? You can cultivate this way of communicating with senior leaders that will boost your confidence and garner the results you want. Here's how to prepare:

Context is Key

Know what matters.?Not just what matters to the organization or the client team, but what matters most to each leader? What is important to the executive you’re addressing? What is important to the entire executive team? What is most important to the situation? What is the context into which you will be speaking? What are they grappling with or what problem are they solving? You aren’t walking into an empty room with a clean canvas that awaits your paint…you are walking into a vibrant, often noisy, messy full blown orchestra rehearsal, with every instrument being tuned for the next big performance. Prepare your comments in the context of the culture or situation you’re walking into.?What matters most to them??Think about them, not about you and your content. The most effective leaders focus on context in every message. Set the context to create alignment.

Bottom Line Headline

Author Stephen R. Covey taught us, "start with the end in mind".?Basically, you should plan to get to the point first. Think about what your main point is that you wish to get across, and formulate a concise headline.?What’s the bottom line??Start there. If the executive wants or needs more data or relevant supports for the main point, have it available to share, but don’t make the common mistake of building your case, stacking up your carefully thought out outline of points and then planting the flag of your main point at the top like the cherry on the sundae.?That’s akin to wasting the executive’s time. Get to the point first, fast, and with conviction. State your point. Save your case. If they want it, they will ask for it. Make the bottom line your headline.

Read the Room

Now use your powers of observation.?Read the room. Read your audience.?Did your message land? Did it resonate? Did they hear you? Did they understand you? Do they understand the context? Do they need more content? Seek before you speak to identify if they need more information.?If so, build your case with no more than 3-5 supporting points.?Be sure to state them concisely and with ownership. Are your expectations clear? Did you make a clear and specific request?

Make The Case

If in fact your ultimate point requires more support to achieve the impact or influence you intend, make the case in a very organized and concise way. But again, context matters.?Make the case in the context of the most important business according to your leadership…what matters to them may be different than what you think matters most. Check it out and align your conversation. Don’t share all the data you curated during your preparation. Unless they ask for it.?If they ask for details, give details, but don’t launch into the details without a clear request from the leadership for more explanation. These are people who are used to making high-stakes decisions without having all the information, so don’t assume they need it the same way you do. Less is more.

Gravitas

Who are you being when you communicate? Who you are being speaks louder than what you say. Are you aligned, integrated, and congruent with your values? Do you project integrity? Do you speak with conviction? Do you believe what you are saying? Do you have a compelling leadership point of view??Ground yourself and speak from a centered, empowered place. Be calm and self-assured, owning your power as you speak. If you're feeling nervous, notice that your attention is on yourself and flip the switch to focus your attention on the leader or executive you're speaking to and your nerves will dissipate. Embody the persona of a peer and seek to add value.

Keep it Short & Simple

Don’t try to impress with big words or lofty concepts. Don’t try to prove you’re knowledgeable, smart, an expert, or whatever you’re trying to prove about yourself. It’s not about you. Speak directly, concisely, and make your point in the context of what your audience or leadership cares about. Be brief, be clear, be specific, and be relevant. It's about them, what do they need to know? What do they care about? What information are they missing? What is your bottom line recommendation?

Want to know more?

If you're looking for a great book to help you really nail your “signature voice” as an executive level communicator, I highly recommend Own the Room by Amy Jen Su and Muriel Maignan Wilkins.