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302 SNAKES IN SUITS
You can take advantage of these occasional meetings by coming
prepared with a serious question that is not embarrassing, confrontational,
or self-serving. Ask a question about the business, the competition,
or a new product line. The more maturity and practical
understanding of business you demonstrate by your question, the
more favorably the executives will remember you.
In addition, you should also always be prepared with what is referred
to in business language as an “elevator speech” to use with any
member of higher management you happen to meet. Assume you
have 30 seconds in an elevator alone with an executive. Luckily, people
often don’t talk to each other in an elevator. Take this opportunity
to introduce yourself to the executive (this shows initiative and a
willingness to interact with people above you) and give your onesentence
talk (tell him or her what you do; comment on the business,
the latest annual report, or the new office construction; and thank
the executive for something, even just for visiting the site). Here is an
example of a real elevator speech: “Hi, Mr. Johnson, I’m John Smith,
I work in the lab on the ABC project. I really liked what you said in
the latest annual report about the investment the company is making.
Thanks. We appreciate your support for the project.” You will be
surprised at the positive reaction you receive. If you are asked questions,
give brief, fact-based answers. Many executives rely on the impromptu
input from employees for information they cannot get
elsewhere. As this is your first meeting, always make it positive and
supportive; avoid anything that may be embarrassing (to you, the
company, or the executive), but be sincere. And, if your executive is
like many we have known, he or she will remember your name and
where you work. This can only help your career; it communicates
competence and loyalty to someone who really matters.
Of course, this is also precisely what a psychopath would do!
The difference is that the psychopath’s intent is malevolent, while
yours is to genuinely get along and fit in.