Summary
In high-stakes conversations, the instinct to present can get in the way of understanding. The best advisors create space first, then add value.
Point of View
A consulting team was invited, out of the blue, to meet the CEO and board of a major utility.
It was a rare opportunity.
Their instinct? Prepare slides.
“We’re working on a presentation. Can you give us feedback on slide 43?”
Slide 43.
I asked a different question.
“Have you ever been invited by a CEO and board, unprompted, to talk about this topic?”
“No. It’s rare.”
So why lead with slides?
Instead, I suggested a different opening:
“We’re delighted to be here. We’re curious. What prompted you to reach out?”
Go in to listen, not to present.
There was resistance.
“We have a proven methodology. It always lands well.”
Bring the slides if you must. However, go in to understand first.
After the meeting, the feedback was clear.
The conversation opened up.
The CEO and board shared real challenges.
The meeting ran over.
At the very end, one of the team asked if he could show a few slides.
They agreed politely. However, the moment had passed.
He wasn’t even invited to the follow-up.
The instinct to present is understandable. We want to show value. We want to demonstrate expertise.
However, in the moments that matter most, value comes from understanding first.
Advice doesn’t land because it’s good.
It lands because it’s invited.
Reflection
Where might you be leading with answers, when the situation is asking for curiosity?