Relate to the top brass on their terms and present your ideas
as solutions to problems they face.
as solutions to problems they face.
Relating to upper management boils down to one critical skill: analyzing issues from their perspective, not yours.
Use empathy to deepen your understanding of the bosses' outlook. Step into their shoes. Ask yourself what aspects of your operation management cares about most. What do they like to measure? What pressures do they face? How do they define success?
Communicating with senior executives requires rigorous preparation. Before you propose ideas, you must anticipate their questions, concerns and objections-and know what to say to address them. You'll need to collect data, analyze trends and conduct risk-reward analyses with clarity and precision. Avoid the common mistake of bringing only your idea and your excitement about it to the meeting.
- When upper management rejects your proposal, treat it as a challenge rather than a defeat. Don't take it personally or insist repeatedly that you're right. Instead, ask fact-finding questions to learn. Dig for more information. Identify what missing pieces they need to approve your plan. Check that you're aware of the key factors driving their thinking.
- Strike a low-key, analytical tone when discussing strategy. Adopt a �just the facts� style and don't make assertions without proof.
- If you're upset at the boss for a broken promise or an abrupt and seemingly foolhardy change in direction, voice your concern in positive, nonaccusatory language. Begin with phrases such as these:
"Just to clarify where we're at now..."
"As I understand the developments leading up to this point..."
"Let me make sure we're on the same page..."