Posts Tagged ‘meeting management’

Pre-selling Ideas

A big part of any professional’s success is the ability to get buy-in for their ideas. The ideas could be big investments, changes to internal process that require significant change, making a major hire…anything really. In situations where a group will weigh in on a decision it is particularly important to “pre-sell” your idea.

What do I mean by “pre-sell”? Simply allowing other stakeholders or decision-makers sufficient prior input so that you can factor it into your ultimate presentation and delivery.

Reasons for doing it include:

Understanding. You want to be clear on the politics and decision making process. Who in the room gets along with whom? What are everyone’s pet projects or interests? Etc.

Testing. Running your material by people in advance allows you to understand what specific elements of your story and analysis are or are not working. You can iterate your work to better tune it to your audience’s interests and biases. An example can be as simple as using the right language or concept. The same idea may be sold on “profit growth” or “revenue growth”. Which is a better tack given the culture? In a past life, I went through having to describe everything as a Six Sigma initiative. So be it.

Quality Assurance. In “testing” I mean more pre-flighting the content. QA means making sure your math and assumptions are correct. If a key number or assumption is wrong in a public/decision making forum, your idea will die a painful and public death. This is particularly important on very technical or detail oriented topics.

Efficiency. Having more intimate 1:1 conversations allows for fuller explanation of ideas relative to a particular stakeholder’s concerns. For example, the CFO may have much more detailed financial concerns than others. If you can walk her through all your spreadsheets in advance and she knows they are in the appendix, you have her on board and don’t need to dwell on the details in a large group.

Anticipating. You want to make sure you understand who doesn’t agree with you. This allows you to plan the presentation accordingly and either directly address concerns through adapting your material or planning your rebuttal. This is particularly important in meetings where you need a decision and the group meets infrequently. Examples include quarterly gate review teams. If you miss a window, you can’t revisit for 3 months. Not good.

Inclusiveness. If an idea is “yours” it may or may not sell based on your reputation. If many or most of the people in the room listening have their fingerprints on it and can see their interests being met, it will be much more consensus driven process. The best examples are when someone challenges a number in you presentation and someone else can explain and defend the value.

Avoiding. Often politics are involved. You never want a big debate or fight to break out when your idea is up for discussion (unless you have consciously set it up that way). If several stakeholders actively disagree, get that out before the meeting and figure out how to best satisfy all parties if you can.

So some simple rules for pre-selling:

  • Show your work in advance
  • Listen
  • Give people opportunities to provide meaningful input
  • Take advice
  • Offer credit where credit is due
  • Understand stakeholder’s perspectives
  • Get work done early enough to be able to share
  • Construct content that it is clear and professional

Some obvious “don’ts”:

  • Ambush people
  • Surprise people
  • Avoid feedback
  • Go it alone

If your idea doesn’t fly, you don’t want it to be for lack of planning or effort.

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Putting a Stake in the Ground

Sometimes you just have to take a position to move things forward. I see many teams and organizations get paralyzed by indecision, conscious stalling and/or lack of clarity.

I am certainly the king of “it depends” and “context matters” and am a serial deferrer to buy time for more data to come in. I also would stipulate that sometimes, waiting is the most effective strategy. But sometimes, you have to force the issue.

Let’s first discuss how we can force the issue and then get into when and why.

Universal Answer- How

In almost all of these cases, the “answer” is proposing a straw model(s) for people to debate. The point is to put something reasonable in print for people to respond to. In can be high-level and conceptual, or very detailed and well thought out. Whatever works for the context you are in. The point is to commit it to a form that people can understand and meaningfully debate.

You are doing several things in this process.

1 – Summarizing what you believe to be “the current understanding”. This requires synthesis and thought on your part.

2 – Framing clear discussion points for stakeholders. Whether in the form of a proposal, documented assumptions, alternate scenarios etc., you are allowing others to get the “digested” thinking. This advances discussion more quickly.

3 – Controlling the agenda. Remember that he/she who commits thoughts to print first frames the discussion.

4 – Increasing communication efficiency – The discussion will much more quickly move to clarification and debate when people understand what you are saying. No need to waste time on multiple rounds of clarification if you are clear.

You can position the straw model as your thinking, or distance yourself from it as appropriate. (You still need to e politically astute). Either way, you are driving discussion and action.

The key is often to embed a failsafe trigger that will “go off” if someone doesn’t respond. From a negotiations standpoint the idea is to create a sense of urgency. So document your idea/position and publish it. Could be an email to group, a power point proposal or clear position on white board in a meeting.

Now let’s explore a few times when forcing the issue makes sense. What follows is an unscientific list of situations that I see a need for “stakes in the ground”.

When to apply 

You are on a timeline

In this situation, you often have no other choice. Whether the issue is major or minor, there isn’t time to waste. This is particularly true for consultants. We are always “on the clock”, with time equaling either billable hours or engagement profitability. For better or for worse, clients also know you will be gone by a certain date. Often the issue is as much attention from relevant stakeholders as it is resistance. You are competing for their attention and mental bandwidth.

Example – A team of mine recently did a nice job of managing a client situation by writing a very detailed list of assumptions and actions they were going to take in conducting quantitative analysis of a large and complicated data set based on those assumptions with a due date. They also pointed out the cost if their assumptions were wrong and a timeline for responding.

The result was important (and timely) clarifications, as well as enhanced team credibility due to the detail and rigor of their efforts. Any less effort and we all would have been spinning our wheels for weeks more. They had been struggling to get clarity and finally realized that pe

You want to expose potential disconnects/create a shared understanding

What does this even mean? Here, you think that everyone is not on the same page and the point is to take a position to reveal others’ understanding of the issue. This can be particularly important in cross-functional or cross-organizational discussions.

 One example is that people may not mean the same thing even when they are using the same terms. “Terms of Art” is a phrase used to describe the actual definition of a technical or functionally specific term. For example, organizations often differ from classical functional boundaries. What does “supply chain” mean at your firm? What’s in “operations”? It’s crucial that you reach common operational definitions for these terms to ensure common understanding.

Other examples include:

  • Surfacing assumptions that are so deep, no one even thought to discuss them.
  • Highlighting areas believed to be commonly agreed, but more detail or specificity reveals that the devil is in the details and maybe there wasn’t as much agreement as thought.

You need to make people publicly take a position

This one is more political. Often people are trying to avoid taking a position on politically difficult topics. If you can maneuver them into a position where they have to be specific in their objections, then you can document their issues and potentially push them into a corner if you can address all their objections. You then expose their motivations if they continue to resist/object when their concerns have been addressed.

As always, I struggle with being MECE, but these are the big ones I can think of off the top of my head. Let me know if you can think of others.

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Performing When the Lights Come On

This week we began our cycle of final client presentations and I was reminded of the importance of performing well in the meeting. This is another “obvious point from Phil”, but let me elaborate.

You can have the most dynamic, data driven and compelling story in the world. But if you don’t sell it and respond credibly to questioning in the meeting then you’re dead. Don’t forget that your audience is not just buying into your content. They are deciding whether they buy you.

So what can we do to improve our likelihood of success? Let’s break it down into components:

The Presentation

I won’t spend too much time here as I think this is an entire multi-post series. However, a few important points are worth making.

1)     Make sure it looks professional – If you couldn’t take the time to make it appear decent, why should I take time to listen? 

2)     Be sure to have run it by stakeholders for vetting and input (as appropriate) – You don’t want to be surfacing “new” or controversial information in most cases. You want people to be saying “I agree” and “that will work” etc. Particularly if you are looking for a decision in the meeting you need all “Ts” crossed and “I’s” dotted. Any doubts will send you to “take another look at that and we’ll re-consider this…” hell.

3)     Have organized it logically to tell the story you want to convey based on your audience – Make sure the story flows and builds sensibly. Your audience won’t all be at the same place, so be careful to ensure you’ve given enough context or background. If you are building to one conclusion you organize differently than if you have a series of decisions etc. Never jam up your material with lots of junk slides. Feel free to use your appendix liberally. A general rule of thumb on slides is that if you don’t have 2-3 minutes of discussion per slide (on average) then you should push it to the back.  I’ll write more on this in the future.

4)     Don’t fall in love with your research/data. There is a phenomenon called “the curse of knowledge”. It essentially states when you know something too well you have a hard time summarizing it simply for novices. Never forget you have spent hours, weeks or months thinking about some of your material. Your audience has 30-60 minutes. Bring it up to an understandable level of summary. Also exclude unnecessary charts or data that are “cool” but not relevant to your central story. The appendix can be huge and is great for this content. You certainly want people to understand how much work has been done, but don’t want to distract.

The Delivery

As I mention above, if you deliver your content poorly it will die. You may not get eaten up, more likely you will just be ignored. Your ability to “stand and deliver” will have a big influence on your effectiveness.

1)     Be confident. Lack of confidence is a killer. It makes everyone in the room less sure of what you are telling them and raises unnecessary doubts. If you are not in fact confident, figure out how to seem so. As they say, “fake it ‘til you make it”.  The more you do it, the more comfortable you are.

2)     Understand your goals and be disciplined in what you do/don’t say. You can’t be trying to make 26 points. Pick your 2-3 major storyline elements and hammer them. You should not get to the end and have people say “that was great” and not know what they need to do.

3)     Pace your content appropriately for the level of thought and discussion required. If you have 63 slides and need several contentious decisions made then 60 minutes isn’t enough. Sometimes you are asked to recommend, sometimes to facilitate discussion. These are very different goals and require different structure of content and delivery of material. Plan accordingly.

4)     Be prepared for challenges. It’s important to have thought through who will be in the room (stakeholders) and what each person’s likely interests and objections are. Ideally you’re on top of this enough to have adjusted your slides to address this, but either way you need to be able to respond in real time.

5)     Plan potential responses. For the top likely challenges you can build well formulated responses, even including specific appendix slides. It’s very compelling when you can specifically address these types of challenges. First, you demonstrate that you thought of the issue. Second, you carried the thought through to analysis and built content around it. Third, it potentially allows you to show respect to opposing points of view. The act of building content can convey open-mindedness.

My experience is that if you are well prepared for key lines of questioning then you will receive fewer challenges as the presentation progresses. Basically, they’ve bought that you know your stuff and allow you to proceed. If you can’t address the first several challenges…ouch. It’s going to be a long day.

6)     Understand the room & setting you are in. You need to be prepared for all the little details of staging. Are we around a table, are there 5 or 50 people etc.? There isn’t a universal rule for “what’s best” . But you do need to understand the environment you’ll be in to effectively plan your delivery.

7)     Be respectful in responding. If you lose your temper or are casually dismissive of any audience member you severely limit your effectiveness.

8)     Practice. If the first time you’re going through your material is in the moment then you won’t have anticipated many of the pitfalls inherent in your content. Several dry runs turn up both flaws in logic, as well as slide/content mistakes.

9)     Manage your nerves/Have fun! I personally enjoy the “joust” of presenting and persuading, but I still get nervous. Practice helps this. In addition, I’d encourage you to take the attitude that this is your opportunity to show all your work.

There are many other subtle tips to offer, but if you actually work at the advice above you’ll have less pain and more success. A disproportionate amount of career success comes from how well you deliver in these key situations. You want to be building a positive reputation.

Let me know if you have questions or would like me to dig into any of these areas more.

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MorgannCarlonMorgann Carlon
@MorgannCarlon:
RT @millerphiller: Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations: http://t.co/LGA1FPc0Nc
8 months ago
tbprilltedi mason
@tbprill:
RT @millerphiller: Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations: http://t.co/LGA1FPc0Nc
8 months ago
millerphillerPhil Miller
@millerphiller:
Carlson School faculty Kathleen Vohs on what boxer shorts can tell us about women's motivations: http://t.co/LGA1FPc0Nc
8 months ago