SUST6001 Communicating with Executives PDF
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Summary
These notes provide advice on communicating with executives, including how to structure communications, what information to include, and how to anticipate their concerns. Topics covered include funding, research, solutions, and access to data, customers, and use cases. The document emphasises the importance of a clear and concise approach.
Full Transcript
Why communicate with executives? SUST6001: Communication with executives Funding - Research / ‘Innovation’ - Solutions - Training - CSR / Marketing - All of the above Access - Data - Customers - Use cases Wealth Management Europe | 1 What are...
Why communicate with executives? SUST6001: Communication with executives Funding - Research / ‘Innovation’ - Solutions - Training - CSR / Marketing - All of the above Access - Data - Customers - Use cases Wealth Management Europe | 1 What are you exchanging? SUST6001: Communication with executives What do they get? (see last slide) - Research / ‘Innovation’ - Solutions - Training - CSR / Marketing - All of the above What do you need? - Data - Customers - Use cases - Money Wealth Management Europe | 2 Who are you talking to? SUST6001: Communication with executives Make sure you understand: (desk research and in-person networking!) - How they make money and what their costs are - Who their suppliers are - Who their competitors are (today and in the future) - What their ‘headwinds’ and ‘tailwinds’ are - What risks and opportunities do they face? - How does your research fit into their business? (or how can they make it fit!) Know your audience - Decision-maker (or one of them?) or someone who can get you there? - More money = less technical knowledge (usually!) Wealth Management Europe | 3 How do you ask? SUST6001: Communication with executives Say less and ask for more - Can you catch attention in 3 sentences? – have detail ready, but don’t expect a £100,000 decision to require more than a page of rationale - What they need may go beyond your research - can you oversee a bigger project? - Companies pay for ‘delivery’: You may need to pivot multiple times, make sure you ask for enough! - R&D tax credits Wealth Management Europe | 4
