13 Tips For Big Purchasing Meetings, Part II
PurchTips edition #286
By Charles Dominick, SPSM, SPSM2, SPSM3
Do Your Meetings Impress and Engage Executives?
Purchasing professionals who read PurchTips Edition #284 learned five tips for ensuring that their meetings with executives go as well as possible. Here are four more of our 13 tips for conducting a great executive meeting. We'll cover the remaining four tips in a future edition of PurchTips.
Tip #6: Have someone else review your materials. When you look at your materials over and over, it is easy to miss mistakes you've made. Having someone look at your materials with a fresh set of eyes can help to identify errors in math, spelling, or formatting that you may otherwise miss. Just think about it this way: it's better to have someone independent find that embarrassing error than having the CEO find it, right?
Tip #7: Have an agenda. Executives want to get to the main point quickly and don't want certain details to be left unaddressed. So, they will ask questions to which you will reply, "we're going to get to that in a bit." Hearing that multiple times is frustrating to executives. Having an agenda can help them know that certain matters will be addressed and they don't have to ask about them. And it will help you avoid having to say that you will address a certain point, but not then.
Tip #8: Prepare a single summary page. If you have a lot of materials, that's not necessarily bad. But you should have the key points summarized on a single page that allows executives to understand the entire topic with a single glance. Remember, executives have many competing thoughts in their head and are likely to forget some details within minutes of the conclusion of the meeting and are unlikely to dig for them. A summary page that executives can reference later can help ensure that your key points don't get forgotten.
Tip #9: Have a plan for if you run out of time. While you may feel that every word of your one-hour presentation is extremely relevant, to executives, there will only be a few key points. Determine what the major key points are in advance of your meeting and make a list of those. Anticipate a situation where executives would be unexpectedly called out of the meeting and would ask you to list three to five key points that you could cover in five minutes.
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