What I Learned in My First Boardroom Presentation - It Had Nothing to Do with the Numbers

I had prepped for weeks. I knew the numbers inside and out. The budget I was proposing for hospital equipment was a strategic necessity. I had even done some shadow negotiation with keys stakeholders prior to the meeting. So, I felt quite good about my chances.

I had the data. The cost-benefit analysis. The operational impact. My slide deck was professional and polished!

But I didn’t expect what actually happened.

The First Curveball

I delivered my pitch. The room was silent for a beat. Then, the CFO leaned forward and asked,

"If we approve this, what will we not be able to fund next year?"

I froze. Not because I didn’t know the answer—but because I hadn’t framed my argument in the way they were thinking.

In my world, it was a simple equation: We needed the equipment → We should invest. In their world, every dollar spent was a tradeoff.

The Second Curveball

Then another executive asked,

"How does this investment fit into our Strat plan? How are we offsetting the short term expense spike?

Another blind spot.

I was looking at the immediate benefit - better marketing for the hospital, more surgeon engagement, more efficiency. They were looking at the bigger financial picture, future trade-offs, and risks.

I Knew I Had Lost Them

I did my best to respond, but I could feel the energy shift. I was playing defense, scrambling to justify instead of guiding the conversation.

After a few more polite but skeptical questions, the decision was made:

"Let’s revisit this next quarter."

In other words, no.

Back to the Drawing Board

I walked out of that boardroom knowing I had failed in one critical way—I had presented like an operations manager, not like an executive.

I had focused on why this mattered (from my lens!), but I hadn’t made it clear why it should matter to them.

So I went back to the drawing board.

• I mapped out strategic priorities.
• I brainstormed on tradeoffs and created a prioritized list of investments
• I no longer thought of my pitch in terms of a slick marketing presentation. Instead I would start a conversation about efficiency, long-term savings, and risk reduction.

The Next Time, I Was Ready

When I stepped back into that boardroom months later, I had a story that aligned with what kept them up at night.

And this time, when the CFO leaned forward with a tough question, I was ready.

This Lesson Applies Everywhere - Including Job Interviews

That boardroom lesson wasn’t just about budgets. It was about how leaders think differently!

And that same shift in thinking applies to job interviews, promotions, and even career pivots.

Think about it:

• When a hiring manager asks, "Why should we hire you?" they aren’t looking for a list of job duties. They want to know how your skills solve their business problems and help them win in the bigger picture.
• When you’re negotiating salary, it’s not about what you deserve—it’s about what you can justify as an investment for them.
• When pitching yourself for a promotion, it’s not just about what you’ve done—it’s about how you fit into what the company is trying to achieve.

Try to anticipate what they’re really worried about. Answer the question before they even ask it.

Final Thoughts - Think from Their View Point

The hardest part of my boardroom presentation was demonstrating that I understood their point view; i.e. the bigger stakes.

This is true for every difficult conversation where you are trying to reach a favorable outcome.

Whether you’re negotiating a raise, pitching an idea, or interviewing for a new role, the people making the decision don’t care about the work you put in - they care about how it fits into what keeps them up at night.

If we learn to think like them, we can start making decisions easy for the people in decision making authority. And that changes everything.

Dorothy Mashburn is on a mission to empower women of color (and allies!) to steer their career journey and confidently negotiate their value. She can be reached here.

OR

Get the secrets to commanding top offers with my book, Executive Edge - Finding Golden Nuggets. Discover how to tap into hidden insights, position yourself as the must-have candidate, and secure the offers you deserve. Get your copy now!!!