Understand the mind of a C-Suite Executive

In professional services, we crave to know what is on the C-Suite’s agenda. I was lucky enough to have a very open conversation with some of the UK’s most renowned and experienced C-Suite Executives.

This group were the brains powering the growth and expansion of the largest tech and high street brands in the UK, Europe and US.

Below is a summary of 22 key items in how they buy services, assess suppliers, and spend the first 90 days as they transition into their new roles.

1. When you are selling to the C-Suite have proof to validate the value you deliver
2. When you are meeting with them listen. They are experienced buyers you can only sell once you understand their current pains. Listen for SIGNALS, cues and active words the client is hinting toward unmet needs or frustrations. Let them talk. Once they have finished play back what you have heard. This is the ultimate form of respect and demonstrates you are listening.
3. Be assertive the C-Suite don’t have time to waste, push for a close instead of more meetings. Eg: “You said X, Y, Z is a problem I can have a team onsite next Tuesday to work this through with you and begin assessing your current state.
4. Nail the starting point, and find the first thing to work on which is low risk to prove your value…