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Learning Connections

Published November 2009

You’ve Got Two Minutes

 

  Kevin D. Wilde

There are many exciting things about talent management, and that excitement can get us into trouble.

I remember my exhilaration years ago in going eyeball-to-eyeball with my CEO about a new talent management initiative. After a polite opening, it became clear that I had only two minutes to win him over.

Out went most of my 10-page deck covering the theory of the project, the cutting-edge innovation and the multilayer change effort required. I had to quickly boil down the message to its essence. I sensed the outcome was either going to be a head nod — meaning
"I get it" — or squinting eyes and a series of increasingly skeptical questions. I did make it out alive that day, but I will never forget that two-minute drill because it forced me to clearly communicate that the need was real and the solution was practical.

As I reflect on why line leaders put a premium on practical over exciting, it seems to me that as the world grows in complexity and speed, those who reflect or amplify the complexity with their ideas will not have influence. Our task is to add value with solutions that simplify the essence, not pile on the complexity.

Are You Heading Into Trouble?

Unfortunately, our enthusiasm for our own bright ideas can blind us to the test of practicality. So how do you know if you are headed for trouble? I can offer these four signs — derived mostly from personal experience — that you aren't being practical.

• You cannot explain the core of your proposal in four minutes or less; everything you are explaining is equally important; and you can't prioritize the critical elements. Or the execution phase lacks much thinking at all.
• The graphic flowchart of your initiative includes more than three boxes and three arrows. I refer to this as the "bad highway interchange" chart.
• You build the solution around the award criteria for a professional society submission or making a magazine list. I was in a staff meeting recently where an HR department was asking to add a new element to an already successful practice because a special interest magazine had changed its "best of" ranking criteria.
• It worked so well last time, you are bringing it back with "more, better," even though last time was just fine. You feel your department won't be as respected if you don't bring out something fresh and challenging.

The Clock Begins Ticking

If you're going to see the CEO soon to discuss your latest talent management move that will revolutionize the company, before you walk into her office, check the practicality of your idea, minute by minute. The good news is that the CEO is in a generous mood today, and you'll be given four minutes of undivided attention.

• First minute: Is it real? Can you begin with a real business-grounded problem or opportunity the CEO cares about?
• Second minute: Is it direct? Can you make a logical connection between the need and the solution you propose? Does it apply lean thinking by taking the most direct path to resolve the issue?
• Third minute: Is it familiar? Does your proposal balance familiar aspects with new thinking? Does the listener hear common business language, or need a translator for too much HR speak?
• Fourth minute: Is it well planned? Without going into too much detail, can you show you've thought through the execution and sustaining essentials of your initiative? How will you overcome potential obstacles?   
• Fifth minute: Silence. Your four minutes are over. You've kept it "executive crisp" and are now waiting for a response. You can tell she is thinking it over. Most likely, she is reflecting on your track record. Has your prior work been successful and impactful? If so, you will probably hear a yes. If not, you better scale back your proposal to a pilot test as a way to build confidence.

There is a growing list of talent management challenges, rich in complexity and urgency. As leaders, our job is to strike the right balance in our solutions, avoiding oversimplifying that underdelivers and overcomplexity that overwhelms. Taking the time upfront to get it right will pay off — especially the next time you are given the two-minute drill.