Module - Dealing with Senior Executives
This module examines several ways where we should modify our areas of discussion depending on the level in the hierarchy we are talking.
At the top we talk Policy, “Why do you do it the way you do?”
In the middle, we talk Procedure “What do you do?”
At the bottom we talk Practice, “How do you do it?”
At the top we talk Competitive Edge and Increased Effectiveness.
Lower down we talk Increased Efficiency and Cost Savings.
So for example, if we talk Cost Savings at a senior level, will they be interested? If they are big enough then of course they will be interested. But in general, if we talk cost saving then senior people will point us to the lowest level executive who controls that particular budget.
We explore in depth the critical difference between Increased Efficiency and Increased Effectiveness. This topic is not well understood. In short, would you prefer an efficient doctor or would you prefer an effective doctor?
Identifying those benefits of our product/service that delivers Increased Effectiveness allows us to have a relevant conversation at senior level.
If you have an questions about this
module view our faqs, call us on
0845 125 9098
or click here to complete the contact form
Back to modules
