May 22, 2017
Have you been working on a larger project but aren’t sure how to
anticipate what leadership will think about your solution?
Find out how you can take your proposals from Maybe to Yes with
Cathy Skala, Vice President, Transformational Change at
Baxter. Cathy shares how culture has a big impact on the way
companies process information, whether they make decisions quickly
or are slow to embrace change. If you want to be included in
final decisions, increase your value and be viewed as a key
strategic leader this is the episode for you.
5 Strategies to Help You Get to Yes!
- Ask the right question: If you are preparing
for a major presentation, and you want to be sure your vision is
aligned with leadership, ask this question: “What do you need to
know in order to make this decision” - Cathy Skala. By finding out
what is important to the stakeholders you are able to meet and
exceed their goals and objectives.
- Align yourself with a leader who shares your
vision: Not all decisions are made in a group, in fact
many discussions happen after the initial proposed solution. If you
aren’t able to be present in the final discussion, make sure you
have a leader who understands the benefits of your proposal and is
able to articulate them in the final approval discussion.
- Present ideas clearly: When you begin your
presentation, avoid the temptation to jump in to the facts and data
right away. Provide a summary of the opinions of the group,
especially if you have different departments assembled like
procurement, marketing, sales, and finance. Try using this
phrase, “I asked each of you what is important for you in making
this decision. Here is what I heard…”-Cathy Skala. Next
describe using their objectives how your solution meets those
- Understand your culture: Every company has a
culture and within large organizations, departments also might have
their own subset integrated into the greater whole. When you
understand how your area makes decisions, it becomes easier to
prepare in advance and avoid leadership sending you in a different
direction when you are asking for approval.
- Increase your value and visibility: When
leadership has heard your name mentioned, or seen how you perform
outside of your role, it will help them believe in your
solution. Volunteer within your company, ask to be assigned
to a multi-function role, serve on a committee and better yet lead
a committee. All of these tactics will change colleague’s
perception about believing in your recommendations.
The larger the project, the bigger the budget, decisions become
more complex. And if you are experiencing change within
your organization, all the more reason to implement these 5 tips
If you like what you heard in this interview, or have an idea
for a new episode,
reach out to me, I love hearing from you.
Cathy shared that she suggests
Keith Yamashita and
Sandra Spataro .
Cathy Skala is on twitter @cathyskala and on LinkedIn and her
company is Baxter.
Find great resources and other interviews at www.rockyourtradeshow.com
Podcast Editing: A big thank to Team Podcast and Christy