Managing up Executive communication Part 1

I do not know what happens to me in Executive communication. I come prepared, but still my communciation does not hit the mark. My audience does not appreciate my presentation nor my emails. It also does not leave a favourable impression of me. Many executives leave my meeting thinking that I am more of an executor and cannot communicate well. What can I do differently?

This is one of the common concerns that come up in a coaching conversation.

One of the black box reasons that your communication is not hitting the mark is this:

 You do not know the preferences of the audience.

If this is the case read on.

If you need help with granularity of your presentation, you can refer this earlier blog.

To help you understand the executive preferences better, here is a simplified model (not trying to bucket executives here). This is done for learning purposes using practical experience of coaching executives.

(c) Executive Communication Archetypes (Extended on DISC)

The four major preferences are

• I need data, insights and strategy.

• I need possibility/future.

• I need actions and results.

• I need the mood, feelings and vibe.

These preferences can come in combinations as well with the same executive. There is also a possibility that executives can also switch to the most appropriate for context.

So the purpose of this blog series is not to give you rule of the thumb for any audience. Its to improve your power of observation & articulation.

How do you know someone's preferences are of a particular archetype?

Listen to their questions:

• Analyst: How does this compare to competitors? What's the three-year implication?

• Visionary: What's the transformational potential? How does this advance our mission?

• Operator: When will this be done? Who owns this?

• Conductor: How does the team feel about this? Who have you talked to?

Watch their energy:

• What topics make them lean forward vs. check their phone?

• What types of updates do they request most frequently?

• What frustrates them in meetings?

Notice their language:

• Data, frameworks, competitive landscape → Analyst

• Story, purpose, transformation, culture → Visionary

• Metrics, timelines, accountability, execution → Operator

• Team, stakeholders, alignment, consensus → Conductor

We will look into the communication considerations of each type in the subsequent blogs individually and in combination that will help you develop your own playbook.

So your executive pre-preparation checklist should include reflections on:

1. Who is my audience?

2. What will resonate with their preferences?

3. What do they need to take away from my communication?

4. What granularity serves best?

5. What backup data/stories/insights do I need?

   
   

What works for you in executive communication?

#coaching #executivecoaching #executivecommunication