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I always stress the importance of dealing
with people who can say “yes.” Do
decision-makers, especially the “C-Class” (i.e. a Chairman, CEO, CFO, COO,
President, V.P., owner, etc.) have common characteristics? You bet!
“C-class” decision makers are unique.
They focus on output, outcomes, results and improved conditions! Plus, they have the ability and authority to
give a thumbs-up to significant investments.
They look at ROI or return on investment, not ATS or amount of time
spent! CEOs say, “Jeff, get it done!”, “Make
it happen!”, “Drive the process!”, “Report the results!” High-level decision makers also respect
honesty, because all too often, they don’t get the “real story” from their
ranks. That’s why they value and
will invest in—an “outside perspective.” My focus is always on—what’s in their
best interest, even if it means sharing “tough-to-hear” insights or
suggestions. A CEO of a
multi-billion company once declared, “Jeff, what I like about you is...you
never protect your butt...and you never kiss mine!” I’ve developed an extensive list of what I
call “C-class commonalities.” In
addition to the preceding, here are ten more. C-class decision-makers: 1. have big egos (that’s healthy) 2. love to talk about their vision or plan for the future 3. will always discuss strategies that: increase sales, revenues or shareholder value 4. will always discuss strategies that: protect, preserve or grow their company 5. like quick overviews, the 30,000 foot view, simple summations, bullet points and short messages with lots of meat 6. detest know-it-alls, poor preparation, non-responsive answers, b.s. 7. value choice, i.e.: alternative value or results-strategies 8. are easily accessible…when they value their relationship with you 9. want metrics to measure results 10. reward success |
