You’ll be delegated to whom you sound like

In corporate business, the way you communicate doesn’t just determine where you land across departments; it dictates your position in the organizational hierarchy. You’ll be delegated down if your message lacks the strategic depth necessary to engage senior decision-makers. Speak in technical terms, and you’ll find yourself with IT. Stick to operations, and you’ll be with mid-level managers.

When I spent a few years at Amazon, one training course particularly stuck with me. I don’t remember the instructor or all the details, but one theme rang true: “You will be delegated to the role you speak at.” This is true in all aspects of business, whether striving for a promotion, seeking funding approval, or, most importantly, in business development.

When your message doesn’t resonate with strategic goals, you’re passed down to lower-level staff, far from the real decision-makers. If you focus on technical aspects without connecting them to business outcomes, you’ll end up in IT, losing access to those in the business who often drive strategic decisions.

To engage senior leadership, you need to move beyond tactical details and focus on larger business outcomes. When speaking to the CEO, discuss growth and market positioning. For the CIO, focus on cost savings or risk reduction. Your ability to frame conversations in terms of the company’s overarching goals will keep you in the right discussions.

To avoid being delegated down, thorough preparation is key. Understand the company’s objectives and align your message with executive priorities. Efficiency, while important, must be tied to broader impacts like revenue growth or competitive advantage.

In business development, you are delegated based on how you speak. Tailor your message to the strategic concerns of senior leaders to avoid being delegated down to lower-level roles. Once you get delegated it is really hard to get relegated.

Speak at the right level, and you’ll engage those with the power to drive real decisions.