Leading Executive Conversations

by Sally Williamson

There's no question that executive-level conversations are difficult ones. When we surveyed managers about executive conversations, 90% said these conversations are harder and 20% said that they are significantly harder. Executives are a tough audience. But luckily, they are also a predictable one. Leading Executive Conversations provides a framework for organizing an executive-level conversation to deliver value and to lead an executive to a clear decision. This approach has helped hundreds of managers shift from a survival strategy to an impactful one. And, that's critical because your ability to lead an executive conversation earns you the opportunity to have another one.

142 pages, Kindle Edition

First published August 13, 2014

Reviews

[Sarah]

This book was concise, practical, and a good reminder of how to present ideas in an easy-to-understand way. Though aimed specifically at executive audiences, the underlying principles would be good for any lightening/TED style talk, especially in a business context. I also appreciated the numerous perspectives she collected and shared from both executives (the audience) and managers (the presenters).

One thing that I didn't like about this book was the way she gendered different actors (CEO = male, Chief Marketing Officer = female). For a book written only a few years ago it didn't feel as inclusive as I thought it should be. I would encourage the author to update this to reflect a balance and to keep hammering away at the bias that we have regarding the C-Suite.

[Shuan]

A must read for anyone who works in a big corporation

Excellent book. Makes me feel ashamed of how I’ve handled meetings with company senior leaders in the past. I wish I read this earlier! Concise, easy to read, impactful. Highly recommended to anyone who works in a big corporation.

[Steve Brown]

Please note that my reviews aren't really review, they are more like my cliff notes that I take while reading books.

In order to lead high level conversations, you need to know what executives value and how they
Plan how to participate. Most managers incorrectly concentrate on what they know with too many details.

Executive wants to know what you what from them and why it's important to the business.
Focus on what you want to accomplish
What's the clear take-way?
Link your ideas to a strategy.
Focus - think about what we're doing and why.
Executives need context - what and why

Start meetings by asking and answering these 3 questions:
 “What is our intention for this meeting? What’s important? What matters?”


How do we get to common ground?
Relevant and timely topic
A clear understanding of what manager needs from executive
A clear recommendation or solution
A topic that aligns with business need or priority
Think about how the executive will participate in the conversation

Start with the end in mind
How are we going to get there
Can you prove your ideas?

Situation
what and why you want to talk about
Solution
how you'll do it
Next Steps/Impact
Measurable outcome promised. You need to set context up above first, then give data.

Funneling
External Perspective
Internal Perspective
Specific Program
or Initiatives
What I'm
Solving for






If it's complicated, considering drawing it. Simplify it.
Executives may approve the idea, but they won't champion projects, you'll need to find someone to do that.
They can't approve $10 million in 10 minutes, but they will approve the idea.

Presence:
Physical Presence
Vocal Presence
Core Presence - your ability to connect with others

It's tough to overcome first impressions, especially bad ones.
Vocal is more important when on con-call.

Slow down your pace, be deliberate and ensure you have executive's attention.

When you are asked to do something for an executive, be sure to get context.
Find out what problem they are solving for
If they ask about project Red, find out if they need to know about White and Blue, too.
What other ranges might matter?

[Jules]

Heard of this from a colleague's recommendation to some folks in Exec class I was facilitating, but thought it might have some application for upleveling my own communication, which it did. Some very useful nuggets and framing, though what may be most helpful are the direct quotes from execs and the chance to spend some time in their mindset and think about how any comms might land with them. I'll pick this up and flip through my highlighted sections the next time I have a big senior-level preso or other communication.

[Gus Sanchez]

Great Read for anyone having conversations with executives

Perspective is the key to being able to have a productive conversation with an executive. Knowledge is power....Thank you for the book

[Alex Smith]

Leading Executive Conversations is a practical, insightful guide for anyone who needs to communicate with senior leaders. Sally Williamson explains how to organize your thinking, focus on what matters most and deliver a message with confidence, clarity and brevity.

What makes this book especially useful is its emphasis on understanding the executive’s perspective. Strong communication is not simply about sharing everything you know. It is about identifying what your audience needs, developing a clear storyline and making your recommendation easy to understand.

The guidance is straightforward, relevant and easy to apply to real workplace situations, including meetings, presentations, difficult questions and high-stakes conversations. I would recommend this book to emerging leaders, experienced executives and anyone who wants to become a more confident, compelling and concise communicator.