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


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



  • 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

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