Expert Tips for Effective Engagement with Senior Executives

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Mastering Executive Communication:?

Early in my career, I was fortunate to present a recommendation to a multinational’s global CEO and his leadership team. I took a 20-hr flight to get a 30mins time slot in a hectic leadership agenda.

By the time I got to the head office in Cincinnati, urgent business matters had surfaced, and my time slot was reduced to 15mins. “How do I present these ideas in 15mins and still get a buy-in?” I thought to myself, staring at my notes.

I had traveled a long way and was determined to return with a leadership commitment and budget to back up my projects – that was precisely what happened.

I sat in a quiet room and rearranged my plan - I would start by connecting with my first statement. Then, I would crisply deliver my ask by answering the questions I knew were on their minds “What’s in it for us, and how does this support our business agenda?”

It worked!! I had their rapt attention, made the ask, and ended up having 45 minutes because they wanted to know more. I left for the airport with a vote of confidence and a generous budget to execute the project.

Speaking with senior executives or business stakeholders can sometimes be daunting. Here are four common mistakes professionals make when communicating with executives and practical tips to overcome them:

Mistake 1: Insufficient stakeholder analysis

?Not knowing your audience, their interests, and critical decision-makers can hamper effective communication and connection with executives.

• What is their motivation? What do they value?
• What are their concerns? What poses a threat?
• What is working already that you can lean on?
• What do you think is a common ground you all agree on?

Always pay attention to the importance of stakeholder analysis and preparation. Tailor your messaging and arguments to address their interests and priorities. Foster faster decision-making by anticipating potential objections and preparing some persuasive responses.

Mistake 2: Bombarding executives with too much information

Data is significant, but more data is sometimes not the answer. Complex data can be overwhelming and dilute the impact of your message. Instead, focus on presenting relevant information that directly supports your message. Prioritize quality over quantity. Leverage more storytelling. Use more visuals than text where possible. Summarize critical insights or recommendations to enhance clarity and understanding. If the project involves lots of data, consider sending a pre-read a few days before the meeting.

Mistake 3: Lack of confidence and communication skills

When you display high confidence and communicate your ideas assertively, you gain executives' credibility, attention, and trust. To develop a confident and assertive presence, practice your delivery, know your data, maintain strong body language, and speak confidently. Be prepared to defend your ideas with facts, not emotions or hearsay. Listen actively and respond thoughtfully to questions or feedback. Remember to be open to varying opinions and embrace new thinking. Your level of EQ matters here.

Mistake 4: Neglecting the Big Picture

You may miss the link to the bigger picture if you focus too narrowly on specific details or operational tactics. Find ways to link your proposals to business goals or initiatives. Demonstrate how your suggestions contribute to long-term success or address critical challenges. Emphasize the potential benefits or outcomes that align with the overall interests, not a self-driven agenda.

Over to you:

How often do you communicate with senior executives, and what practical tips do you use? If you need help with getting a buy-in, what is your biggest challenge? Comment below - I'd love to hear from you.

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Be Unstoppable!

Dr. Mofoluwaso Ilevbare

HR Thought Leader. Author. Speaker.