My first meeting with the CEO of a Fortune 1000 firm was a complete disaster. It was fifteen years ago and despite the cool breeze that was blowing outside, I was sweating bullets. This guy was a titan of industry so my mind jumped frantically between the thrill of the opportunity and the terror of screwing it up.
Entering his office with a huge smile, I instantly vomited verbal nonsense with, “It must be a great honor for you to meet me sir! I can only imagine how excited you are!” Ugh.. I couldn’t believe what I had said and my smile grew increasingly awkward. Excited to meet me?? It sounded like I was being a sarcastic a-hole. With a furrowed brow, he peeled his fingers away from my death grip, sighed heavily and looked at his watch.
The meeting lasted seven minutes.
Suffice it to say that I’ve learned a thing or two in the decade and a half since that uncomfortable first encounter. And although there are others, the following six items are critically important to successfully maximizing your time on mahogany row:
1. Do Your Homework – When you’re a CEO you tend to be pretty damn visible. Whether it’s a board seat for a non-profit, the latest earnings call, keynote presentations, alumni groups or press releases, you should have no problem tracking down helpful personal and professional information prior to your session. And please, please, please don’t fancy yourself such a master of disguise that you’re going to casually drop some association with their world without looking like a stalker. Instead, simply be aware and prepare for the conversation to naturally flow toward your researched materials.
2. Be Specific - Nothing is more valuable to a CEO than their time. If you are granted an audience ensure that you have a very detailed plan and purpose. Need a decision to be made? Perfect. Have all the relevant pros and cons at your fingertips and the high level numbers and impact in tow. Keep handouts to a minimum. And finally, think through the questions you’re likely to be asked and all possible courses of action so you don’t have to reschedule after you’ve “looked into that“.
3. Ask Questions – Although at times it seems like you should be doing most of the talking, be certain to come prepared with very specific questions. One of the best methods I’ve seen is to literally ask for help. I know, I know… you’re worried that you’ll look weak and that they hired you to have all of the answers. But face facts – the person in front of you ascended for a reason, so take a moment to benefit from their wisdom, guidance and experience.
4. Feed Their Ego – When someone decides that their purpose in life is to lead a multi-billion dollar firm, they just might think a little bit highly of themselves and their abilities. But let me caution you – no one likes a sycophant and CEOs can see suck ups coming from a mile away. Instead of directly complimenting her, find an indirect means to achieve the same end. For example, if the organization recently expanded into Asia you might mention, “… how well the APAC growth strategy has been perceived by the market“. You don’t just enter a new geography without the CEO leading the charge so the message, and compliment, will land.
5. Plan For Redirection – As your session comes to a close you will most certainly be directed to one of the CEO’s lieutenants for follow up and ongoing discussion. As part of your preparatory work you should think through the organizational structure and attempt to shape this outcome to your benefit. In fact, it’s perfectly appropriate to have a name or two in mind and to proactively ask, “Should I plan to run this through [name] as a next step?” They will appreciate the thoughtfulness and recognition that their participation is no longer appropriate or needed. But before you leave, be sure to ask the CEO (or the CEO’s assistant) to notify the subordinate that you’re following up on their suggestion and authority.
6. Say Thanks – This may seem painfully obvious but do take a moment to thank them for their time. I once worked with a colleague who would send hand written thank you notes after all of his C-suite meetings. Whether via the postal system or email, be certain to let the CEO know that you are grateful. One final thought (and this is absolutely critical!!) – be sure to thank the CEO’s executive assistant as well. Be effusive because assistants are both gatekeepers and trusted advisors and you will not get anywhere with the CEO without their help.
I hope this helps you avoid career limiting sessions like my own. Please share your stories, suggestions and comments below so that all can benefit from your time and experience with the top of the organizational food chain. And whatever you do, stay cool. They’re just people and some may even have a sense of humor. Good luck!
Spot on about doing homework. Lots of weak (imho) advisors will suggest you ask C-level folks “what are your top three challenges?” (something I have done in the past). This will often provoke a reaction (likely unspoken) of “why don’t YOU have any idea about my challenges?”.
As for embarrassing events, I was seated next to a CIO whom I was briefing on some initial findings. I was using one of my company’s pens (with logo) to point to various points on the page. As I lifted the pen from paper it popped and the spring mechanism flung the pen barrel and ink cartridge right past the CIOs face. It looked and felt like a botched assassination attempt in an Austin Powers movie. I wanted to crawl from the room but he was pretty gracious about the unintended attempt on his life.
Great comment Jon, thanks. The “botched assassination attempt in an Austin Powers movie” cracked me up!
Great, i’ve experienced five but never was aware of it, or what to do. Thanks!
The only thing I would add is a 2a. Have specific examples of how your idea has worked in the past, or how you have been successful in the past if you are going to be the lead.
I like this addition Matthew, thanks. Past performance is very important and can either be a representation of your work or similar examples from comparable organizations. Very few CEOs like to be first but everyone wants to be second.
Good points, Mark. I would add, all important conversations boil down to explaining what you want and what’s in it for the other person. As for hand-written thank you notes to the C-Suite, I would not take this approach. As you mention, they are extremely busy. If you thank them at the end of the meeting, they know you are grateful. An additional thank you note smacks of sycophancy.
As we all want to avoid “smacks of sycophancy” I tend to agree with you on the note front. Thanks for your thoughts Laura.
Mark, this is a great introductory article! However, you didn’t mention anything about your goals for the meeting itself, like Mathew and Laura hinted to above. I would tailor the meeting to my proposal or my goals, incorporating everything that you have mentioned, and relating it to my final points.
It may seem a bit salesy, but that is what you are trying to do in every meeting – sell them on you! Because unless you come away with a yes, follow-up, or even a no, you just waisted your time! Overall, though, an excellent begining!
That was intended to be covered in Item #2 above, TraderX, but perhaps it needs a little more airtime. I agree with the “sell them on you” angle but I think the art is to do so without them knowing it.
Mark, first let me say, that this article is tremendously effective at providing an overall template. And I don’t mean to critique the article! I think it is very well written and on point!
I am just a constant salesman and I am always focused on the ABCs – Always Be Closing. So I just thought that I would mention that. I hope that you don’t mind my little addition to an otherwise excellent job!
Not at all TraderX, I welcome your comments and additions! Otherwise it’s just me spouting endless nonsense in an echo chamber.
Mark,
Thanks for a great article. Another takeaway:
Your first meeting with a CEO need not be your last. If at first you fall flat on your face, course correct and try again.
I hear you Gogo but it’s been my experience that you often only get one shot (now I have Eminem lyrics stuck in my head). Thanks for your thoughts!
It is unfortunate that in today’s culture we still need to be reminded to be respectful and do our due diligence when dealing with others in any business setting. I really enjoyed reading your tips on staying focused on appreciation and the importance of doing your homework. Great read! I reposted on our Twitter feed @jpatrickjobs
You’re right Elissa. Common courtesy is often overlooked in our “it’s not personal, it’s business” culture. It’s my belief that it’s all personal. Thanks for the retweet and your comment.
Another great post Mark.
A great MO to keep in front of me.
Will certinaly improve the averages.
Have to mention two points.
First, even though you may have failed there are some very creative ways to open that door and get another shot at it. CEO’s are human too and have emotional needs that when properly met can get them to give you another shot. A good laugh at your expense works wonders. Which takes me to…
Point 2.
Sometimes a more thoughtful approach to “thank you notes” that are outside the box can open up a wealth of treasure.
I like to send a helpful book from something like SimpleTruths.com or a game changing article…something of the sort, in a very luxurious envelope. It communicates they are not average, their time was truly treasured (everyone says thank you for your time), and hopefully if I was perceptive enough that I really heard their true core need.
It’s both what you say and how you say it that speaks volumes.
Kudos Mark
Great ideas Roger and I’m a huge fan of well timed self-deprecation. Thanks so much for sharing your thoughts.
really helpful post now i’m realize where I’m weak to talk to seniors like CEO or CFO
Wow! You’ve nailed it. Great tips. this article increases anyone’s confidence in How to speak with senior management professionals.
Thanks for the kind words Praveen and I’m glad you found the piece to be valuable.
Thanks for the great tip Mark.
It’s really very helpful.
Thanks so much George and I’m glad you found it valuable.
Great tips, Mark!
I particularly like the approach taken by Axiom Sales Force Development. They offer up a short list of things that CEOs care about that goes beyond “better, faster, cheaper:”
Imropoved revenues and image (increased volume)
Improved Productivity and Efficiency (reduction in unit costs & Increase in unit margins)
Improved Safety, Security and Stability (fewer interruptions)
I’d add some measurable fiancial data points to those, as well:
Improved cash flow
Improved E.P.S.
Improved P/E
Whenever I was able to attach the impact of my solution to a specific change in E.P.S., I found that I had their rapt attention.
great post. i was wondering about what you do after the meeting to keep intouch without coming off as pushy? . how to you keep your name out there sort of speak. i recently met a tope executive in my company ,an a company a meet and greet that he happened to be in and the meeting lasted 45 min instead of the 10 min it was originally scheduled for and i was wondering how to keep the relationship going without annoying the person.
Great question Adam. Depending on the topic/nature of the meeting you can consider a wide variety of follow up actions. In your situation, I might email a thank you note expressing your gratitude for his time and ask permission (in the note) to check in every few months. Alternatively, one might consider following up only after something material has changed (in other words, once you have an update that might be worthy of the CEO’s attention). Good luck!
Mark, excellent reading. As a small business owner I feel you can take away a lot of the suggestions in this while talking to almost anyone not just big corporate CEO’s. Most everyone feels their time is a valuable commodity and these points can help a career, or a business, while speaking to or meeting with the little guy as well.
One thing that I would add is to respect a persons time. I know this is elementary, however, being even one minute late to an important meeting can completely derail your opportunity.
Thanks for the comment Stephanie and I agree wholeheartedly about the need to “respect a persons time”. I was friends with a CEO who had a time lock installed on his door – it was synced to the clock above his admin assistant’s desk and as soon as it struck one minute beyond the scheduled start time, the door would lock. Although he said it was funny to be inside watching people yank on the handle, it only took one late appointment for people to get the point.
Thnx for the article…it will surely help lots of people like me..who blew up there chances of growth..I had a chit chat with my CEO lately & i screwed it up..He asked me What do you think makes this organisation special?..& i was confused didn’t knw what to say & ended up saying there is nothing special..ewww…You can imagine his expressions..I just hope this shouldn’t happen to anybody
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