QAISER AMIN

Making Listeners Comfortable
Action-oriented wants to hear: Move quickly.
Our competitors must be seeing the new
opportunity (state the opportunity) as well as we are.
I have a strategy in mind that will let us move
proactively into the market with a response before
anyone else.
Analytical wants to hear: Carefully thought out.
The new opportunity (state the opportunity) has
everyone considering new ideas. Rather than rush the
idea in front of people, I’ve spent the past few weeks
evaluating it to be sure we have an approach our
competitors can’t top.
Conservative or hostile needs to hear: Risk of inaction
is high.
There are risks in addressing this new opportunity
(state the opportunity) but failing to act could pull
down our bottom line for several years. I have a
proposed strategy that lets us act in a major way but
minimizes risk.
Internal Strategies
Presenting internal strategies is more difficult than presenting
external strategies. First, they typically aren’t as glamorous as
external strategies, and second, an internal strategy often
impacts many others in the organization who may not want to
make any changes. You need to use great care to present an
internal strategy without any gaps in your thought process or
the strategy is almost certain to be rejected.
7