The most important commodity for senior executives is time.
Faced with limited time, C-level execs need to quickly and accurately make decisions that impact the organization’s health and wealth.
You can help (regardless of your title) by becoming C-level catnip. I’m not suggesting you drive your executive crazy like a tabby high on catnip. But I am recommending you become an irresistible C-suite resource.
Here are a few dos and don’ts directly from the C-suite.
Do: Ask what keeps the exec up at night (the two or three most important deliverables for the next one or two quarters). Then demonstrate how you can help deliver those initiatives.
Don’t: Make assumptions. At the executive level, priorities change quickly. Get in the habit of being nimble and agile.
Do: Identify strategic challenges and offer proactive solutions.
Don’t: Say “How can I help?” or “How would you like me to handle that?” Instead, do your research, then suggest solutions or approaches. Brainstorming with your boss is fine, but C-level executives will assume you’ve done that work before you speak with them. Their time is their most valuable commodity, so use it wisely.
Do: Ask to what extent—and how—they want to be kept in the loop. Filling up a senior executive’s inbox is a big no-no, so focus on a few key questions: “Which part of the project do you want to be copied on?” “How often do you want me check in with you?” “What are my parameters for seeking your input?”
Don’t: Assume that because they are busy, they don’t want to know what’s going on. A major mistake is not “bothering” C-level executives. Don’t miss the opportunity to draw upfront agreements about how and why to stay in touch. Let them dictate terms. Keeping a senior executive in the dark about a problem that later blindsides them could be a fatal career mistake.
Do: Clear their plates. Once you know what keeps the exec up at night, and what they are most challenged by, offer to relieve your executive of some of the burden. Say, “My team can create a model to eliminate that step. Can I take that off your plate?” Or “Give me a chance to review. I’ll come back Friday with two options.” Catnip anyone?
Don’t: Put things ON their plates. While it might seem polite to ask for opinions, direction, or help, explore all other avenues before asking C-level execs for their time. They rose to the executive level by delivering results and activating others to get things done. Consider how you can step into leadership by being a problem solver.
Do: Show up prepared. The majority of executives need and expect you to prepare for meetings. Send materials and agenda items well in advance, so they can process information and make decisions. Front-load presentations with what matters most to them and follow up with important detail. Burying the lead is a big no-no.
Don’t: Wing it. Since time is the executive’s most precious commodity, never attend a meeting unprepared or disorganized. Consider what you need to share, so they can make a quick, thoughtful decision. If you’re not sure what they want, ask them in advance! There’s nothing more damaging to your executive presence than underwhelming a C-level executive.
