Early-stage professionals should look forward to and take advantage of opportunities to interact with people in client, partner, or supplier organizations at more senior levels of scope and scale of responsibility than they are used to working with. While it might initially be difficult to muster the courage and conviction to play at a higher level, it is often an opportunity to learn and likely to be career-enhancing if things go well.
The call to connect with a more senior player, whether it is to make a sale, handle a delivery issue, launch a new initiative, or negotiate contract terms, might first evoke a sense of fear and the urge to demur. The question: “How can I possibly go toe-to-toe with someone at such a senior level?” may come to mind. The following tips encourage and prepare up-and-coming star performers to get good at leveling-up:
- While at first it may seem counter-intuitive, it is usually easier to communicate with more senior level executives. Higher-ups tend to be smarter, nicer, more competent, and genuinely more impressive people. After all, they got to higher levels for a reason! Along these same lines, if you are tired of dealing with people who just don’t get what you are saying and who are otherwise difficult to deal with, it may be time to give yourself a break and start working with those who have higher levels of responsibility.
- Be confident in yourself. Know that you have earned the right to connect with more senior executives and got the call to do so for a reason. There is no reason to think that you are fated to work with underlings your entire career.
- Ultimately, no matter how lofty they happen to be in the organization, even the most senior executive is just a person with likes and dislikes, memories and dreams, pleasures and ailments just like your own! Genuinely connect on a personal level to get off to a good start with anyone at any level of any organization. Continue reading →
