Succeeding with Executives & Decision Makers
When you hear the word Executive, who or what do you picture? A close-to-retirement Baby Boomer, perhaps? Probably. But did you know that a third of the workforce are now Millennials? Followed closely by Gen X and even less by Boomers. So, when I (Lisa) say Executive in this article, I’m referring to a business person in a company or brand holding a senior leadership position (Vice President and higher), regardless of age. Because, you see, “executive” is just as much a title on the org chart as it is a mindset. Navigating this kind of mindset is a fun challenge.
Let’s dig in.
Having worked brand side for a long time, supporting executives on various strategic projects, I learned quite quickly the common trait, skills and ways of thinking that successful executive-level decision makers have. There’s an essence to the well roundedness through which they analyze a strategy, and can quickly review the impacts of a decision on their teams, their leaders, their leaders leaders, and the overall brand in a matter of seconds.
There’s also an inherent need to manage corporate politics as those who sit on the executive team are almost always in the line of proverbial fire. Mistakes are costly, decisions are big, risks are high, and therefore the pressure is always on. If you can help reduce risk for senior leaders, you will quickly become a chief on their advisory team…. and that’s when the fun begins!
As Millennials, we’re often painted with the same brush: lazy, entitled and narcissistic. But I’ve witnessed that we can be anything but. We are innovative and have grown up with at least one piece of tech in our hands for all or a portion of our lives (I am a senior millennial, a phrase coined by Dustin Westling of OneWest; so I remember getting the internet in our family home whereas my Gen Z colleagues have never been without). We’re all about efficiency and if we can find a way to do things better or faster, we’re not shy about it.
That said, when you’re working with multi-generational executive leaders, especially in an innovative space, it’s important to understand how to flex to the unique perspectives and experiences of your leaders in order to get them to buy into your big ideas, and ultimately make change.
How? Glad you asked.
Thank the legacy then pitch the change.
Millennials have access to the widest array of new offerings when it comes to things like technology, digital, and engagement tactics. While the digital era is in full swing, some brands and corporations are still evolving into fully utilizing these technologies to their maximum potential.
This means no doubt everyday there are circumstances where change is new and scary, and there is almost always still an attachment to “the way we’ve always done it.” And, for the average Millennial, the eyeroll heard round the world comes from being told that the way it has always been done is currently the best option. Yes, we know. It worked. But, there’s a better way now. There always is.
When pitching a new idea or an opportunity for change to a client or to your executive leadership team, take a moment to share your gratitude for those people or ideas that laid the foundation and then move into presenting the new idea. Overall, winning brands and strong senior leaders want to embrace change in order to stay relevant, but managing emotional attachment to the current system may help you advance your cause.
Show up early and work hard.
There is literally no substitute for hard work. There just isn’t. Sweat equity is part of the success formula. Senior executives notice everything which means you can not fake hard work. When you are in a role that is executive facing, and if you want the opportunity to influence, you have to show up. Get to work early. Put in the time. Roll up your sleeves. Drive results.
One of my favorite pieces of advice for up and coming professionals (millennials and Gen Z) is to act like a leader before you technically are one, because leadership is needed at all levels in business. when working in corporate. Waiting to act like a leader until you get the promotion just doesn't work. In order for executives to reduce risk for themselves and more importantly the project or the company as a whole, they select the team members they want around them in order to generate success, and they do this by watching behaviours.
Learn when to talk and when to listen.
If you do get invited into the boardroom to help discuss a new strategy or idea, be grateful and humble. Know that this doesn’t necessarily mean you have all the answers. It does mean, however, that you’ve done some things right. When you get the chance to be a part of meetings with executives, learn the art of listening. You may feel you have the knowledge to contribute, and that may be true, but until you’ve laid the foundation for why you are in the room, do more listening than talking.
Behaviour tips for Millennials and Gen Z’ers in meetings with executives:
Put your phone away. Eyes up, be present. Notifications can wait.
Make eye contact with the leadership team throughout the meeting.
Sit to the right (dominant side) of the person chairing the meeting if possible.
When you speak, get to the point fast. When appropriate, make recommendations with a rationale, and use your strength of conviction.
Be willing to receive feedback and challenging conversation.
Working with senior leaders in corporate is an art and a science. It’s high pressure and requires great attention to detail as well a humble confidence. Even better, working with executives can serve as a mini MBA if you lean in - the thinking and strategy that young professionals can access when they are embraced by senior leaders is enormous.
Millennials: Be humble, do the work, and have fun.
