Tuesday, November 17, 2009

C-Level People

What are C Level people looking for. Just in case you have not visited this site much, C-Level people are the CFO (Chief Financial Officer, CEO Chief Executive Officer, CIO Chief Information Officer, CPO Chief Process Officer and there are more)

So when you are marketing and selling to C-Level people here is a short list of things I make sure I have

1. An agenda that is
a. Specific
b. Short
c. To the point
d. On task
e. No hidden agenda. They do not tolerate that well.
2. I show up on time or early
3. I have specific details, examples or statistics (And you must be able to prove it)
4. It must be full of C-Level information. Not lower level details. (Be able to provide them, just don't waste time with this)
5. Must have the financial impact
6. Must have Business impact
7. Should have a quick breakdown of what to do next and what to expect.
8. Do not BS around unknown areas. They will attack. If you have to, tell them you will find out and get back to them. If you BS you will end up at the bottom of the chain.
9. Bring your own C-Level people if possible. It helps to be able to speak at this level.
10. Bring examples of other C-Level people who have done the same thing. It is cool to do this. Many times they do not want to follow, they want to lead.

The last piece of advice is to engage in conversations that get you comfortable with this level of conversation. You have to be able to speak in the following terms

and more.

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