From the course: Win New Business by Running Great Client-Facing Meetings
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Presenting to C-suite execs
From the course: Win New Business by Running Great Client-Facing Meetings
Presenting to C-suite execs
- C-suite executives don't have a lot of time, and they often don't have a lot of patience for details. They want to hear right away that you know who they are, that you have a solution, and that the solution is going to deliver relief to pain, or some kind of a nirvana state going forward. They want to see the benefit to them. So when I'm speaking to executives, I leave the details off. I figure that's for the accounting department, that's for the legal department, that's for the HR department. What I tend to want to focus on at that moment is really honing in on reflecting the needs to them, such that they say exactly, I want to give 'em a headline, and then I want to tell them right upfront, "Here's what this solution will do for you." After that, you can stop pretty much for most executives, and they'll say, "Great, go talk to my people about that."
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