Which is a critical first step when thinking about how to communicate technical content to a senior business manager?

Question

Options

• AIdentify a person on her staff who can explain details.
• BListen to the customer to understand her KPIs.
• CPlan out your message to explain potential options.
• DDraft a high level message using language pulled from the top IT vendors.

• A
  4% (1)
• B
  92% (23)
• C
  4% (1)

Explanation

Listening first (B) is the critical first step because you cannot tailor a technical message effectively until you understand what success looks like to your audience - a senior manager thinks in terms of KPIs, business outcomes, and ROI, not technical specifications. Without knowing her priorities, any message you craft risks being irrelevant or missing the mark entirely.

Why the distractors fail:

• A - Delegating explanation to a staff member sidesteps your responsibility as the communicator and doesn't help you understand what the manager actually needs.
• C - Planning your message is a necessary step, but it comes after understanding the audience's goals, not before.
• D - Vendor language is jargon-heavy and product-centric, the opposite of what a business leader wants to hear.

Memory tip: Think "Listen before you Lead." The word first in the question is the key signal - before writing, planning, or delegating, you must gather context. KPI = "Know your audience's Priorities Immediately."

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