Shooting from the hip in a business discussion doesn’t usually lead to consequences
as dramatic as Gen. McChrystal’s ouster. But his situation illustrates three key rules
for business conversations with participants of all kinds whether clients, customers, competitors, media or employees.

Rule #1: Know what the group or questioner is looking for. In the general’s case, the reporter was looking for a story and got one – though not the one the general expected. Most business people are looking for information delivered concisely and accurately. In new business pitches, potential clients are also looking for clues about the likely working relationship. Can you get to the point? Do you defend your views without becoming defensive or argumentative? Do you know the subject? Do you listen and respond to their concerns? Do you have a sense of humor?

Rule #2: Know what you want to achieve. What outcome will make this discussion successful for you? You may want discussion participants to see you as a leader in control of your strategy and people. Or you may want them to be inspired to take difficult actions; to venture confidently into new territory; to believe your answers and follow your recommendation; to hire your firm. Whatever your definition of success, you are more likely to achieve it if it’s clear in your mind.

Rule #3: Think first, talk later. Our business culture prizes direct and straightforward communication – to a certain extent. Sharing uncomplimentary thoughts about leaders, competitors or difficult clients to the wrong audience can feel very satisfying but has never been wise. It is particularly unwise today. With instantaneous global communication, the whole world can know exactly what you think about Company X,
Mr. Y or derivative product Z. Furthermore, overly frank comments make your audience wonder what you will say about them once they’ve left.

Meachin Communications workshops help participants clarify both audience needs and their own goals, so they can craft and stick to the right messages.

Do you have other rules to suggest? Send me an email.

Barbara Meachin
351 East 84 St., 29E
New York NY 10028
telephone:  646-335-3098
  
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