Gartner Research

The Supply Chain Executive's Playbook for Pitching New Initiatives to the C-Suite

Published: 02 December 2015

ID: G00291471

Analyst(s): Pam Fitzpatrick

Summary

If you're a CSCO or a center of excellence leader, your ability to craft a persuasive presentation can make or break your budget request for new supply chain initiatives. Before you type a single bullet point onto a PowerPoint slide, review these best practices for presenting to the C-suite.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Organize Your Time With a Simple Presentation Project Plan
  • Analyze Your Audience to Understand Their Perspectives, Priorities and Decision-Making Styles
    • Get to Know the Traits of a CEO
    • Gather Intelligence About the Attendees
  • Pinpoint Your "Ask" Before You Start Writing Your Presentation
  • Follow a Simple Narrative Framework to Structure Your Presentation
    • First, Get Agreement on the Problem in Terms That Your Audience Already Understands
    • Then, Introduce Your Proposed Solution to the Problem
    • Finally, Present Your Request (With Details) and Next Steps
  • Invest Effort in Creating Eye-Pleasing Slides and Powerful Visuals
  • Select the Most Effective Presenter
  • Rehearse, Solicit Feedback, Revise and Rehearse Again (and Again)
  • Prepare for Questions, Including the Unexpected Ones
  • Remind Yourself That CEOs Are People Too

Gartner Recommended Reading

©2020 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Become a client

Learn how to access this content as a Gartner client.