Big Dog Tips

Eight Tips for Successful Big Dog Dialogue

According to the tips given by the "C-Level" Executives and other senior management, speakers at the highest level would do well to remember these eight tips:

1.  It is a discussion, not a presentation. 
    Be prepared for a dialogue, not a monologue with the Big Dogs.
   
   
2. First line, bottom line.
   The first thing you say (your first line) should be what you want from the meeting. You may not get a chance to say your second line.
   
   
3. Follow the 10 / 30 rule
   If you have a 30-minute presentation, prepare about 10 minutes of material. Most of your time with the Big Dogs will be in discussion, not presentation.
   
   
4. Substitute analytical information for stories
   The higher up you go in the organization, the less you should use stories. Use data instead, and make sure the numbers "tie."
   
   
5. Be prepared to give up the middle
   The Big Dogs will take the discussion wherever they want it to go. Your job is to artfully "ride the bull," and be ready to dump most of your prepared material if necessary. Then bring it to a successful conclusion at the end.
   
   
6. Do your homework
   Speaking to senior management is one of the most important, stressful, and potentially rewarding opportunities you will ever have in business. Prepare months in advance. Learn about the politics of the group, send them advanced material on your talk, check with other functional areas that may be effected by what you are proposing.  Remember it is more about strategy than about presentation skills.
   
   
7. Reduce the number of PowerPoint slides
   Depending too much on visual aids, or worse, reading them, can be career limiting in front of the Big Dogs. Remember the 10 / 30 rule. If you prepare for just 10 minutes of content, and figure three minutes / slide, you will need only three slides for a 30 minute presentation. Do have back up slides, though, in case they want to drill down.
   
   
8. Presenting bad news
   Get the bad news out right away. Explain why it happened followed by what you are planning to do to fix it, and be prepared to offer several solutions. Let them choose.

But do not get too stressed out. According to Dan Warmenhoven, CEO of Network Appliance:
 
"Remember, we're on your side. We're on the same team. We want you to succeed, otherwise, we would not invite you to be here."