How to Get Your Boss's Boss to Understand

Resist the pull to respond immediately. Ask a clarifying question instead: "What's driving that concern?" or "What would resolve this for you?"

Your first layer of backup is people. And it’s your job, as the lead presenter, to make sure they have your back. Your backups should understand the core message and their simple message for speaking if you defer to them. They do not need to be polished speakers.

Technical professionals are trained to think chronologically. We like to build the case, explain the method, and walk through the model. That instinct works in peer discussions but not in executive settings. Executives want the point...