Influence the tech. execs and get what you want every time
Most engineers grow in their careers not knowing a simple framework to convince technical executives. Do you want anything from them? Buy-in? Blessings?
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As you grow as an engineering leader, you would want to expand your area of influence, including among the tech. executives. Do you need them to bless your solution?
Here is a simple mental framework that you can prepare yourself with and apply in a short session with them. Manipulate their enthusiasm level over time to make them say "yes."
In your discussion with them, follow the curve and keep them there. Let me explain.
Now every exec and their circumstances are different, so you might not succeed every time, but it will improve your odds. And you will not find such tactics in a book. Few things are learned by experience or by reading my posts(!).
Do not assume they have the same context as you do 🙄🙄
When they listen to you, their responses may not be exactly as passionate as yours, but indeed they care about their business as much as you do. The lack of enthusiasm is because, naturally, they have not done as much research as you have. Let us fix that in the next section.
They have more time for painkillers than vitamins 🤮🤮
Show them how bad the problem you have researched is. Do not talk about the solution yet - it would be a grave mistake.
Help them recognize the problem. Give them the context for the pain you are solving.
Focus on the pain. Demonstrate the pain from different angles and make them realize why it is important now and totally worth their time.
Show the frequency and the severity of the problem
Show the damage$ in monetary value
Show how it makes everyone's life miserable
If you encounter any problem or resistance throughout your session, always come back to the pains and amplify them reasonably.
Let them propose a solution first 😇😇
This is absolutely crucial. Never start to show your solution until they offer theirs.
Whether you are working for a saint/superhuman, everybody loves to see a little demonstration of loyalty and submission. Make them feel safe. Make them feel like they are contributing.
Due to their experience, they can usually find the general direction of the solution. Connect this with your solution and use this as a segue into the next section.
Show the future before showing the solution 🙏🏽🙏🏽
If time permits, create a little more suspense by showing the before-and-after solution you have prepared. This will create even more demand for the solution. As long as your solution does not under-deliver, a decent amount of demand generation should not do any harm.
Show and tell 🤩🤩
Now do what you do best. Supply (vs. demand) your solution naturally. People go miles for the solution they need as long as they are convinced the problem needs solving.
Now check back the diagram above. In your mind always follow the dotted curve. If the execs are moving away from it, bring them back.
This is it for this one.
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