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CxO / LoB Knowledge Best Practices
How do you earn “Equal Business Stature”?
CXO / LINE-OF-
BUSINESS o Confidence - have the confidence that you are the functional equal to whomever you are meeting.
KNOWLEDGE o Know your customer - Have a functional understanding of the current situation and potential
barriers to business change the target executive might be facing.
o Speak the right language - Have the right conversation with the right person. Use the language
and metrics that are of interest to the person to whom you are talking or corresponding.
o Thought leadership - Executives place a very high value on good ideas.
o One of the best ways to increase your visibility and credibility with executives and business decision makers.
o Represents new thinking, a different approach that they are not already implementing.
o Use references and success stories to build your credibility as a source of ideas.
o A valuable idea Is tied to the executive being more trusting of you and viewing SAP as a credible source of ideas.
o Articulate your big or bold ideas clearly aligned to their initiatives and objectives.
o Your idea isn’t expected to be fully developed, but should meet these standards:
o Links to a trigger point important to my area of direct responsibility.
o Represents new thinking, perhaps even a change in direction to achieve superior results.
o Seems credible, real and well-thought-out.
o Not immediately apparent it should be delegated.
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE
