You’ve worked hard for your organization and yet for all your success, you are not an island. You know that to have greater impact you need to connect with senior leaders whom you may not encounter very often. So how do you influence them in a way that has integrity to your own values (and won’t be seen as kissing up)?
Two common themes that frequently build influence with senior leaders are candor and brevity. In short, candor cuts through the fat and says what needs to be said. And brevity sharpens your candor to a fine edge that instills confidence and encourages conversation. Together, these two skills are ways to speak to senior leaders in a language that they know and respect.
Candor
“There is no diplomacy like candor” – E.V. Lucas
No matter what people might say about flattery, candor is the real grease that propels the gears of relationships. Stating your observations and results openly, sincerely, and frankly to senior leaders is the mark of someone confident in who they are, and also shows commitment to the team and the organization. If candor isn’t present in a conversation, an invisible balloon is being inflated, not with helium but with disappointment and frustration. And you know what will happen when it finally pops in front of you and everyone else.
“Candor and generosity, unless tempered by due moderation, leads to ruin.” -Tacitus
That said, candor is best used in moderation. Executive Coach Fred Kofman has a simple exercise to help illustrate this point. To start, you create two columns on a page. In the left column you write what you were thinking during a conversation, and in the right column you write what you actually said. If the two columns were the same, likely you’d be fired or at least very unpopular because you have absolutely no filter. On the other hand, if the left column isn’t mined for the unspoken things that need to be said, you may also be fired or at least very unpopular when that anti-candor balloon we talked about pops.
What’s in your “left column” that needs to be shared for the sake of your integrity? What might you share that you haven’t yet, that would “clear the air” for your team or perhaps your organization? What creative, innovative solutions might be unleashed with confident statements of what the true issues are that no one is speaking about. And if you don’t share these things, what’s lost – for you, your team or the organization?
Brevity
“Brevity is the soul of wit.” -William Shakespeare
If candor is the “what” of influence, brevity is the “how”.
I could stop right there and have this serve as a good model of brevity, but for the sake of example I’ll share a bit more. Succinct communication carries with it a sense of confidence and conveys that you’ve thought through and captured the most important essence of what you are sharing. This is respectful to everyone’s time, is more likely to have a positive impact, and has a better chance of being remembered. If that’s all true you’re probably wondering how you can get even more brevity in your communication, right?
In my work as an Executive Coach, my clients have employed three strategies to build their brevity – organizing thoughts, PREP, and practice.
Organizing thoughts
For each meeting or conversation, what’s your one main goal that you want to accomplish? Gaining clarity? Buy-in? Sharing unwelcome news and offering a pivot that will save the day? And what one or two things are essential for you to communicate regardless of your goals? How can you say those one or two things in two sentences or less? Thinking these through and writing them down prior to the meeting is a huge step in the right direction. Several of my clients now write each meeting’s goals on a sticky note and have it visible at all times to keep them focused on what’s important to share.
PREP
The second strategy is in how you present your prepared thoughts. One model my clients find helpful is from Communications Expert Anne Ricketts, called PREP. PREP stands for Point, Reason, Example, Point Summarized:
Point – start making your point without long, rambly intros
Reason – state simply why you believe your point has merit
Example – what is a time you and/or everyone can remember that illustrates your reason?
Point Summarized – briefly restate your point and tie it all together with a bow, remembering to welcome feedback about how others see your point
Example:
(Point) “I think we should hold off with this new IT solution until 2022.”
(Reason) “With the current uncertainty about which way the market is going due to COVID-19, we might be investing in a solution that won’t be relevant by the time it’s completed.”
(Example) “As you remember, 3 years ago we had something similar happen when the market was disrupted, and we needed to scrap the new IT solution we were developing because it no longer made financial sense.”
(Point Summarized) “So to reiterate, I think we should hold off with this new IT solution until 2022 when the current COVID-19 uncertainty is reduced, and we have more clarity about the market direction. I would welcome other points of view on this topic – what do you each think we should do?
Practice
Assuming you’ve organized your thoughts and done your PREP, what’s left? Practice.
The scenarios we’ve outlined are about very specific things and are one-way from you to others. Undoubtedly there will be situations you have not prepared for or have an emotional response from others that could rock your boat. What’s your one point you’d like to get across at your next meeting? Do your preparation and PREP in writing, and then say it a few times out loud, first with your notes and then without. What do you notice? The repetition of your well-prepared statement should cement your confidence and streamline your delivery. As you get more miles under your belt with these strategies, you’ll feel more relaxed and confident using these models on-the-fly and in difficult situations.
Short, sweet, and to the point
Candor and brevity together are a potent one-two combo. When they become a habit for you, you’ll notice your confidence increasing, other people really listening to you, and those in senior level positions who value clarity, brevity, and impact noticing that you are speaking their language.
