13 Tips For Big Purchasing Meetings, Part III
PurchTips edition #288
By Charles Dominick, SPSM, SPSM2, SPSM3
Know How To Conduct A Business Meeting Expertly?
Purchasing professionals who read PurchTips Editions #284 and #286
learned our first nine tips for how to conduct a business meeting "like a boss." Here are the final four of our
13 tips for conducting a great executive business meeting.
Tip #10: Keep your audience from getting distracted. If you give executives multiple pages in a business meeting, it is almost inevitable that they will "skip ahead" and read material that is covered later than what you are covering while speaking. This could lead to them missing important points that you are discussing. If you must give them a large number of pages, don't give all pages to them at once - use a strategy where you hand out portions of the materials as you need them.
Tip #11: Adjust to the executives' pace. Executives can get frustrated by business meetings that plod along rather than those that "get to the point" quickly. If an executive says "yep" after many of your sentences or even finishes your sentences for you, it's an indication that the executive is frustrated with too slow of a pace. Accelerate your presentation and get to the more important points sooner rather than later.
Tip #12: Let executives talk. When executives speak up during a meeting, that is a good thing. It means that they consider what you are talking about to be relevant. Allow them to talk. Never interrupt them. And don't treat their points like an interruption by quickly returning to your canned presentation. Be prepared to be flexible.
Tip #13: Conclude the business meeting with a recommendation or options for executives to decide upon. If you have thoroughly researched a topic but expect an executive to make a high-stakes decision after just a one-hour briefing on the topic, that's a little unfair. You should either make a recommendation that the executive could approve, deny, or want to think about, or you should present the executive with two or three options to choose from. This demonstrates that you have used your expertise to think through the details so that the executive doesn't have to.
Using these tips can enhance the perception of your purchasing department and take your career to new heights.
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