Edward F DixonSVP & PartnerFleishman-HillardINFLUENCINGEXECUTIVEDECISION-MAKERSGETTING TO YES
Getting to Yes• Understanding thestakeholders• Stories & examples• Information retention• Insights for effectivecommunicat...
What WeWishHappens“These are not the droids you’re looking for.” Since we don’t have the use of Jedi mindtricks, we need t...
UnderstandingC-Suite Issues
Our Job: Help C-Suite to Make Well-Informed DecisionsFilter through the huge amount of information and turn it into clear,...
• Designation: Inform, Consult,Decide• Time maximum perengagement• Meeting Evaluator analysessuccess of presentation“When ...
• Y2K committee: MC, Banks,Merchants, Government –different needs and viewpoints• CTO as an ally in the room – usethose al...
C-SuiteInsights
RetainingInformation Cognitive LoadFirst/Last 5HabituationThree-day retention357-810No matter how intelligent or engaged o...
Recap/ Learnings:• Win before the presentation starts: Ensure youunderstand your audience and their perspectives• Clear, e...
Edward F. Dixonedward.dixon@fleishman.com+966 55 193 7407
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Getting to Yes: Effectively Communicating to the C-Suite EFDixon

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How to efficiently and effectively communicate - and get action from -- C-Suite executives, Boards and Management Committees

Published in: Technology, Business
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Transcript of "Getting to Yes: Effectively Communicating to the C-Suite EFDixon"

  1. 1. Edward F DixonSVP & PartnerFleishman-HillardINFLUENCINGEXECUTIVEDECISION-MAKERSGETTING TO YES
  2. 2. Getting to Yes• Understanding thestakeholders• Stories & examples• Information retention• Insights for effectivecommunication
  3. 3. What WeWishHappens“These are not the droids you’re looking for.” Since we don’t have the use of Jedi mindtricks, we need to really understand the audience in order to influence them.
  4. 4. UnderstandingC-Suite Issues
  5. 5. Our Job: Help C-Suite to Make Well-Informed DecisionsFilter through the huge amount of information and turn it into clear,straightforward recommendations that help them make the right decisions
  6. 6. • Designation: Inform, Consult,Decide• Time maximum perengagement• Meeting Evaluator analysessuccess of presentation“When I consult with CEOs, factsand data are background materialsthat inform a confidentrecommendation about what itmeans for the business. I don’tclutter my presentation with a lotof facts and theory, although I haveeverything on hand for use, ifneeded. I want to get to a quickdecision.”- John Onoda, former head ofcommunications at General Motors, Visaand Levis
  7. 7. • Y2K committee: MC, Banks,Merchants, Government –different needs and viewpoints• CTO as an ally in the room – usethose allies to help sell yourproposition• Human stories help bring statisticsto life– don’t just use data
  8. 8. C-SuiteInsights
  9. 9. RetainingInformation Cognitive LoadFirst/Last 5HabituationThree-day retention357-810No matter how intelligent or engaged our audience is, there are limits to the amountof information people can absorb in a given time frame. Research gives us someinsightful guidelines on how to – and how much to – present.
  10. 10. Recap/ Learnings:• Win before the presentation starts: Ensure youunderstand your audience and their perspectives• Clear, essential & consistent: Communicate onlywhat is necessary, and repeat what is important• Collaborate & engage: Leverage any allies andengage the audience in the discussion• Stories, not just data: Data is not enough. Tellstories that bring your information to life• Link to the big picture: Senior executives have along-term view; make sure you communicatewith their viewpoint in mind
  11. 11. Edward F. Dixonedward.dixon@fleishman.com+966 55 193 7407

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