Briefing execs ahead of meetings with Execs from outside your business is critical to gain the outcome you are looking for as well as preparing the execs for questions.
Recently I skipped a briefing with my boss ahead of an executive steering committee with on the grounds my boss met with the executive of the Customer regularly. I have never done this, so what processed me to make this call I don’t know! But DONT miss a briefing.
Regardless of how well the executives know each other, what they don’t know is what is happening on the ground that’s impacting the relationship, gaps in process or opportunities for greater sales and other improvement observed by the wider team that may need to be brought to the attention of the exec.
What good looks like:
- What is the Customer likely to raise? What’s your response
2. What you would like to ask or opportunities identified? What is their likely response?
3. What other insights can you share, that would be helpful to their business?
If the exec is meeting for the first time, also have link to linkedin profile or summary.
Make sure you send the points in advance. Use summaries for each point not chapter and verse.
Set up 15-30 mins to brief the exec and take them through the points. Help them get familiar with the topics. If a member of your team has pulled this together, get them to do the brief with you in the room or on the call.
Once the exec meeting has taken place, then set up a time for a debrief and include your team members, to ensure all the topics are followed up correctly and updates re progress on any points are given at agree intervals i.e. daily, weekly to your executive as well as agreeing updates for the customers executive, including who is sharing the updates..