Three Simple Answers to any Executive's Questions

You’re in a meeting with the SVP, the CEO, the President, head honcho, the big fish. The conversation is fast-paced and moving between participants, when suddenly she turns to you:

SWaits, are we green on our operational excellence goals?

Gulp!

What NOT to do

I’ve seen this actually happen. An executive asks a question of someone and then they proceed to share a word salad which never actually answers the question. For example, answering the question I posed above:

First of all, thanks for the question. It’s a great question. Well, the goal for ticket counts is going okay. We had some problems because of excuse one, excuse two, and excuse three. But, we’re working on it and going to make it better. And then, I guess this other goal is going great. We really really had a good time doing that one. Things worked out because we got lucky with our estimates.

Blah! I’m so bored. This person is trying to sound impressive. They want you to see how much they know and how smart they are.

But, this is not clear or time efficient. It does absolutely nothing to help your executive do her job. Furthermore, it never even answered her question. After all, it was actually a yes or no question!

When I see this happening in meetings, it feels like I’m watching a train-wreck in slow motion. I think to myself, “PLEASE, FOR YOUR OWN SAKE, JUST ANSWER THE QUESTION!”

What’s the right way to respond?

Use the Executive Response System

To make this easy to remember and simple to use, let’s map it into a three-step process…

Step 1. Prepare well, listen carefully, and pay attention

If you don’t show up to the meeting fully prepared, you will fail. You should anticipate the questions your executive will ask. Put yourself in her shoes before the meeting. Brainstorm it with your team. Know your domain through and through!

And if you aren’t engaged during the actual meeting, you won’t be able to answer effectively. Your executive is highly engaged. That’s one of the many reasons she has that job. Pay attention to every detail in the meeting!

I know this might seem obvious, but it’s better to say it than to assume.

Step 2. Choose one of three responses

“Yes”, “no”, or “I’ll find out”.

That’s it! There are only three.

Ok, I’m obviously over-simplifying things here. I want you to take this directive in spirit. Your executive won’t always ask you a simple yes or no question. And you won’t respond exactly with “yes” or “no”. Think of it more of the affirmative or negative equivalent.

If it makes sense, use one of the three answers literally. If not, apply these possible answers in a way that makes sense in the context of what you’re being asked.

Bottom line, answer questions directly and concisely. Don’t get too fancy with narratives and explanations.

Step 3. Provide a one-sentence explanation or context

This one-sentence explanation is crucial. It provides just enough context without overwhelming or derailing the conversation. For example:

Yes, we’re green on our operational excellence goals. All key metrics are trending positively, with a 15% improvement in efficiency over last quarter.

Or:

No, we’re not green on our operational excellence goals. We’ve hit unexpected roadblocks in implementing the new ticketing system, causing delays.

For “I’ll find out” responses, always include a specific deadline If you don’t have the information at hand, it’s perfectly acceptable to say so. But always commit to a specific time when you’ll provide the answer. For instance:

I’ll find out and get back to you by end of day tomorrow. I need to confirm the latest data with our analytics team.

Why This System Works

Clarity: It provides a direct answer to the question asked. You were asked a question. Answer it. No BS.

Efficiency: It respects everyone’s time by being concise. Executives are busy people. Cut to the chase.

Ownership: It demonstrates responsibility when you don’t have immediate answers. Be accurate and forthright.

Confidence: It shows you’re prepared and in control of your domain. By speaking as an executive expects, you demonstrate why you deserve your seat at her table.

Implementing the Executive Response System

Prepare: Anticipate potential questions before meetings. Practice answering “if I were the SVP” questions from your team.

Implement: Use the system in meetings. Don’t stray. Control yourself.

Review: Regularly assess your responses and refine your approach. After a meeting, seek critical feedback from peers and managers on what you could’ve done better.

Educate: Share this system with your team to improve overall communication. There’s really nothing executive-specific here!

But, what if she asks for more?

Remember, this system is just the starting point. If the executive wants more details, she’ll ask. Be prepared to dive deeper if requested, but always maintain the same level of clarity and directness.

And there are going to be times this exact format simply won’t work. But, remember, answer the question and add a one sentence explanation. That’s it.

Conclusion

Effective communication with executives doesn’t have to be scary. By implementing this simple system, you’ll provide clear, actionable information that enables better decision-making. You’ll also position yourself as a reliable and efficient team member. You’ll earn trust from your executives!

Next time you’re in that high-stakes meeting and the big fish turns to you with a question, take a deep breath. Remember: Yes, No, or I’ll find out. Add a concise explanation. You’ve got this!