This is my summary of the video, mostly quoting the slides.
Effectively communicate with busy executives to successfully motivate action.
At their level, almost everything is a trust and leadership problem. They either trust you to get it done or they change leadership. Doing it themselves is not an option.
Executives need to believe in both your vision and leadership ability to get it done. You cannot establish this belief without showing progress, details and data.
|Vision||Do they know where they’re going and how they will get there?|
|Alignment||Do I agree with the direction? Are their decisions grounded on good data?|
|Ability||Can they execute? Do they see the issues? Are they demonstrating progress?|
|Need||Cost + Empowerment: What do they need from me to be successful? Too expensive?|
What should we do? => “You should do X”
People only engage when they are learning, laughing, or disagreeing.
|We are concerned about meeting the new manufacturing standards||We know that already.|
|We should take steps to meet the new manufacturing standards.||What “steps”?|
|We can change our process to meet the new manufacturing standards.||Change in what way?|
|We should devote extra resources (2 FTE) now to redesign our processes to meet the new manufacturing standards.||OK, much cleaner.|
|We should devote extra resources (2 FTE) now to redesign our processes to meet the new manufacturing standards before the Feb 28 deadlines||OK, clear & specific!|
Because I’m a bird, I fly.
Sumo wrestlers are strong.
Given a choice, use induction rather than deduction to formulate the argument at the main level. Inductive reasoning is easier for the reader to absorb because it require less effort to comprehend. The tendency is to want to present your thinking in the order in which you developed it, which is generally a deductive process.
Buy the Pacific Avenue warehouse
Buy the Pacific Avenue warehouse because it meets our criteria
Always present 3 reasons.
Ideas in any grouping must be in logical order. Make sure they truly belong together and nothing has been left out.
|Situation||What are we talking about?|
|Complication||Why are we talking about it? Why now?|
|Question||One question only!|
|Answer||What is the key point?|