This post is directed at the consultant who is presenting to the c-level executive(s) within an organization:  to a CEO, CMO, Senior VP, VP, etc.  An example of such a presentation may be a proposal for a new HRM system such as a new web-based payroll solution – presented in a boardroom setting.  Boardroom presentations are typically two-way interactions in smaller, more personal settings versus the “one-way”  interactions that may occur when presenting to a group of executives – whose combined presence represents a variety of  functional areas within the organization.

The key element with executive presence is for a consultant to generate a level of trust. When a consultant is placed in front of c-level executives (especially for the first time) there is a keen sense of anticipation while the parties get to know one another.  Executive presence has less to do with titles and hierarchy and more to do with the judgment and competency that enables high performance in front of clients to occur.   Prospective (and actual) clients will listen when they perceive that the information conveyed is coming from an authoritative source since consultative expertise from a credible source fosters trust.

Tips to consider:

• Know your audience in advance; this is an imperative.  Be flexible to be able to cover what they want to focus on —not necessarily what you have prepared to present.  And remember that to achieve your objectives (e.g., more resources, budget, executive support, etc.), you may not need to go through your entire presentation.
• Strive to ensure that implicit trust in your abilities are encompassed within the first 2 minutes of meeting with executives.  Make sure you get to the point, fast and with precision.  Starting strong with executives means giving them confidence that you will use their time wisely.
• Ensure to make a positive impact with executives – by listening attentively and asking if they have questions – all throughout the meeting.  Be prepared to cover your content in the time allotted and leave ample time for discussion or questions.
• Commit to intellectual honesty and in being truthful; since any manipulation of the truth is easily spotted – this will come out during the meeting(s) from day one.  It is not uncommon to be interrupted, challenged, or questioned,   so do not make the mistake of not being able to answer, for example, a senior manager’s question during your presentation. Executives are experts at finding holes in your logic or content. They want to be sure you understand the consequences and implications, and that they can trust your analysis and recommendations.
• Seek to display a multi-dimensional skills set, while recognizing that a wealth of knowledge / expertise will establish base strategy with a client and will show your expertise to implement (the work plan) and to lead, guide others to obtain positive results.
• Show empathy with the client to ensure that you view the situation from the client’s perspective. Also, monitor the strengths and weaknesses of a particular person (or group) to anticipate any roadblocks.  Not only do you have to be ready to stop and change directions when necessary, but you must be prepared to back up your statements.
• Trust is gained through a combination of factors: Likability (to express a genuine interest in the client; to “speak their language”), and Similarity (to capitalize on subjects which tie the two parties together – locale, schools, interests). You gain their confidence by establishing a clear direction throughout the presentation; and always reiterate your intended / desired outcome.
• Finally, seek to create a win-win by including the needs, values and goals of all parties.  This strategy of compromise may be difficult at times, however, it is important to identify both sides of a situation (issue) and to show the validity and benefit of the varying points of view.

In the end, Executive Presence is about character – the key ingredient of the HR (Systems) Consultant who strives to find solutions without cutting corners.  Without character and trust, clients will push back and not have confidence that you will meet their requirements, objectives and expectations.

Advance preparation provides the consultant with the sense of  confidence and flexibility when executives throws curve balls your way.  Your preparedness and polish will leave a positive impression on your executive audience — one that will benefit your organization for the immediate and long-term prospects.