Communication & Impact: 1. Keep it simple: a. Business-focused: Answer key business question vs. everything we have learned b.

Solutions focus: Constructive, offering leads for the future c. Content focused: Don t get distracted by how you came to your conclusions; Assume you have their trust d. Simple: Visualize & keep it crisp 2. Know your audience: a. Understand team dynamics: i. Who decides/ who influences ii. Build alliances in advance (nemawashi) b. Understand decision-maker orientation: i. Data/ logic OR stories/ consumer clips OR experiences/ immersion OR source credibility/ hierarchy ii. One-on-one vs. public c. Understand impact of your recommendation: i. Persuasive: what makes people care about your idea ii. Why right for the business and the individual iii. How impacts other functions; Advance notice, time to input iv. Anticipate reaction & questions 3. Build your credibility: a. Build relationships: i. On-going ii. Establish common objectives iii. Reward your alliance partners with visibility/ credit b. Build credibility: i. Stay objective, no matter what; Yet, don t hesitate to show your passion ii. Proactive: Develop a point of view on the business and air it iii. Consistency c. Build your image: i. Use constructive tone: Optimistic, not scolding/ whiny/ sarcastic ii. Stay open to builds and new information vs. pushing the solution iii. Stay agile: Not defensive; Choose your battles, knowing what is big 4. Know yourself: a. Be aware of your impact on others b. Be comfortable in spotlight c. Comfortable being vulnerable, taking public risks d. Know & compensate for your flat spots Ashwini Porwal January 10, 2011