5 ways to get Singapore's C-suite members to listen to you

Talking to members of the C-suite and senior management can be stressful, but it can be the difference between a successful career and a go-nowhere job. When face time is limited, how do you make the most of these conversations?

It takes preparation and specialised knowledge to communicate clearly, concisely, directly and most importantly, persuasivelywith the decision makers who can green light your ideas.

Here are five essential tips:

1. Know your audience and tailor your message to their communication style

Everyone has a preferred style of communication: Some people are direct while others are emotional. Some are casual while others are formal. Thoughtful and successful communicators know the chain of command above them and understand the communication style of every senior leader and executive. It is important to watch how they communicate with the organisation, and ask those who interact with them frequently, such as their personal assistants, about their preferences. Once you understand their style, adjust your communication accordingly.

2. Think like an executive

One of the most common mistakes that people make when communicating with senior executives is failing to understand what is and is not important to them. Ultimately, they care about execution and anything that promotes or inhibits the organisation’s ability to achieve it.

Framing your message in these terms will get their attention and help them reach the conclusion that you are like-minded and focused on business outcomes. Never point out a challenge without offering a solution.

3. Prepare for impromptu communication

Executives and senior managers are quite used to challenging the people around them, and if you are not prepared, an impromptu hallway conversation could do more harm than good. It is a mistake to assume that impromptu conversations are casual, because where business is the topic of conversation, it’s a serious discussion, whether it appears to be or not. Consider carefully the topic you wish to address and provide solid solutions to issues executives may not even be aware of. It will help showcase your knowledge and your aptitude as a problem solver.

4. Know the right place and the right time to deliver your message

Any idea is not going to come across well if it is delivered out of context or in an inappropriate way. While access to the executive suite may be limited, you can still prepare for these opportunities. Develop various situation-appropriate messages in advance. The company picnic may not be the place to discuss specifics of a product line you would like to develop, but could be an opportunity to introduce your concept at a high level. Be prepared with details.

5. Be yourself

Executives generally have pretty good radar when it comes to obvious posturing and people pretending to be something they are not. Sincerity is critical for establishing trust, which is the basis for meaningful communications and relationships with executives. Their decisions are only as good as the information you give them, and executives need to know they can count on you.

Successful people get paid for their ideas. Learning to communicate with senior executives effectively is a required skill for those wishing to advance. Developing and fine-tuning communications skills is essential for anyone who wish to move his or her career path forward.