HOW TO TALK TO A "C.E.O."
1. Do Your
Homework – When you’re
a CEO you tend to be pretty damn visible. Whether it’s a board seat for a
non-profit, the latest earnings call, keynote presentations, alumni groups or
press releases, you should have no problem tracking down helpful personal and
professional information prior to your session. And please, please, please
don’t fancy yourself such a master of disguise that you’re going to casually
drop some association with their world without looking like a stalker. Instead,
simply be aware and prepare for the conversation to naturally flow toward your
researched materials.
2. Be Specific - Nothing is
more valuable to a CEO than their time. If you are granted an audience ensure
that you have a very detailed plan and purpose. Need a decision to be made?
Perfect. Have all the relevant pros and cons at your fingertips and the high
level numbers and impact in tow. Keep handouts to a minimum. And finally, think
through the questions you’re likely to be asked and all possible courses of
action so you don’t have to reschedule after you’ve “looked into that“.
3. Ask
Questions – Although at
times it seems like you should be doing most of the talking, be certain to come
prepared with very specific questions. One of the best methods I’ve seen is to
literally ask for help. I know, I know… you’re worried that you’ll look weak
and that they hired you to have all of the answers. But face facts – the person
in front of you ascended for a reason, so take a moment to benefit from their
wisdom, guidance and experience.
4. Feed Their
Ego – When someone
decides that their purpose in life is to lead a multi-billion dollar firm, they
just might think a little bit highly of themselves and their abilities. But let
me caution you – no one likes a sycophant and CEOs can see suck ups coming from
a mile away. Instead of directly complimenting her, find an indirect means to
achieve the same end. For example, if the organization recently expanded into
Asia you might mention, “… how well the APAC growth strategy has been
perceived by the market“. You don’t just enter a new geography without the
CEO leading the charge so the message, and compliment, will land.
5. Plan For
Redirection – As your
session comes to a close you will most certainly be directed to one of the
CEO’s lieutenants for follow up and ongoing discussion. As part of your
preparatory work you should think through the organizational structure and
attempt to shape this outcome to your benefit. In fact, it’s perfectly
appropriate to have a name or two in mind and to proactively ask, “Should I
plan to run this through [name] as a next step?” They will appreciate the
thoughtfulness and recognition that their participation is no longer
appropriate or needed. But before you leave, be sure to ask the CEO (or the
CEO’s assistant) to notify the subordinate that you’re following up on their
suggestion and authority.
6. Say Thanks – This may seem
painfully obvious but do take a moment to thank them for their time. I once
worked with a colleague who would send hand written thank you notes after all
of his C-suite meetings. Whether via the postal system or email, be certain to
let the CEO know that you are grateful. One final thought (and this is
absolutely critical!!) – be sure to thank the CEO’s executive assistant as
well. Be effusive because assistants are both gatekeepers and trusted advisors
and you will not get anywhere with the CEO without their help.
I hope this
helps you avoid career limiting sessions like my own. Please share your
stories, suggestions and comments below so that all can benefit from your time
and experience with the top of the organizational food chain. And whatever you do,
stay cool. They’re just people and some may even have a sense of humor.
Article Source: LinkedIn
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