How to Get C-Suite Buy-In

(This article first appeared on Forbes.com here.)

“Never heard back on that.” “They never took serious action on my recommendation.” “Sure would like to have a seat at the table when that discussion comes up next time!” All of these are common laments from those who’ve had their day in front of C-suite decision makers—and for some reason left defeated and ultimately disappointed.

After more than three decades of listening to executives critique briefers, I have a long list of do’s and don’...