Core Skills
Executive Communication
Earning credibility with senior leaders is not a personality trait — it is a learned discipline.
Executives operate under permanent time scarcity. The unspoken contract: respect their time, lead with the answer, bring a point view, never bring a status update.
The Pyramid Principle
Barbara Minto's structure, taught at McKinsey for decades:
- Governing thought (the one answer)
- 2–4 grouped supporting arguments
- Evidence underneath each
Lead with the governing thought. Provide arguments only as needed. Hold evidence in reserve. This is the inverse how most people present.
Situation, Complication, Question, Answer (SCQA)
Frame any executive narrative:
- Situation: what they already know to be true
- Complication: what has changed or is at risk
- Question: the implicit decision they must make
- Answer: your recommendation
Done in 60 seconds, this earns you the next 20 minutes.
Meeting hygiene
- Send a one-page pre-read 24 hours before — , decisions sought, who decides
- Open with the answer, not the journey
- Time-box discussion items
- End with named owners, dates, and the next decision
Written communication
Email subject = the action you want. First sentence = the answer. Second paragraph = the reasoning. Attachments = the evidence. Executives should be able to act on your email from a phone in 30 seconds.
Key terms in this topic
Related topics
Client Research & Preparation
Preparation is the single highest-leverage investment in enterprise selling. Two hours before a meeting beats two weeks of follow-up after.
Stakeholder Mapping & Influence
Modern enterprise deals involve 6–10 stakeholders. Mapping them and earning influence with each is the work.
Running World-Class QBRs
A QBR is the most leveraged hour of the customer relationship — or a wasted status update. Choose.