How To Speak To Senior Leaders

When speaking to senior leaders, your delivery should adjust based on whether you are unknown or well known to them. Here’s how to approach each situation:

When You Are NOT Known to the Audience

🟢 Establish Credibility Quickly

• Briefly introduce yourself with relevant expertise.
  • Example: “I’m [Your Name], leading [Project/Initiative]. I’ve analyzed [Key Issue] and have a recommendation for you.”
• If someone is sponsoring your presentation, mention their support.

🟢 Be Extra Concise and Structured

• Since they don’t know you, they may be less patient with a lengthy explanation.
• Use the Pyramid Principle (Conclusion → Key Points → Details).

🟢 Build Trust with Data

• Stick to facts, benchmarks, and business impact—avoid personal opinions.
• Use numbers to reinforce your case.

🟢 Watch for Signals

• If they seem disengaged or skeptical, pivot by asking:
  • “Would you like more detail on any part?”
  • “Would you prefer I focus on [specific aspect]?”

🟢 Stay Confident but Not Defensive

• They may challenge you more since they don’t know your expertise.
• Respond professionally, without over-explaining.

When You Are WELL Known to the Audience

🟢 Leverage Existing Rapport

• You don’t need to introduce yourself—get straight to the point.
• Use past interactions to connect:
  • “Building on our last discussion, I have an update on [topic].”

🟢 Adjust to Their Preferences

• If you know their decision-making style, tailor your delivery accordingly.
• Example: If they prefer data-driven insights, emphasize numbers; if they prefer big-picture strategy, focus on implications.

🟢 Be More Conversational

• You can be slightly less formal and engage them more dynamically.
• Ask for their thoughts early if appropriate:
  • “Would you like to see the revised projections first, or the risks we’ve identified?”

🟢 Expect Higher-Level Questions

• Since they trust your expertise, they may focus on strategic concerns rather than details.
• Be ready to provide insights beyond what’s on your slides.

Key Takeaway

🔹 If unknown: Establish credibility, be structured, and focus on hard data.
🔹 If well known: Be direct, adapt to their style, and engage more conversationally.