• Recent Posts: Influencer Relations

    Join us for the Forum in San José on November 17

    Join us for the Forum in San José on November 17

    Should someone you know be at the year’s most important discussion on analyst relations? We’ll be at the free ARchitect User Forum 2016 in San José, CA, on November 17. Professionals from industry leaders will introduce the sessions: Lopez Research, Digital transformation; IBM, AR in large organizations; Cognizant, Managing analyst events;  Capgemini, AR knowledge management; Wipro, Intelligence-driven relationships; and ARinsights, AR […]

    Take the 2016/17 Analyst Value Survey

    Take the 2016/17 Analyst Value Survey

    The Analyst Value Survey is open! Each year several hundred users of analyst research tell us which analyst firms they use, and which are most valuable. In exchange, they get access to our results webinar, where they discover which firms are delivering the most value in key market segments. You can take part too. Go to AnalystValueSurvey.com and click on […]

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Guess Who’s Looking for Top Talent in Analyst Relations?

    Looking for a new direction in your Analyst Relations career? October is a time when new opportunities pop up in the field. From IBM to Google, we gathered the top US Analyst Relations firms with vacancies needing to be filled. If you’d like to learn more about the opportunity and to schedule an interview, contact these firms directly. However, if […]

    Why KCG’s analyst relations awards beat the IIAR’s

    Why KCG’s analyst relations awards beat the IIAR’s

    We used 18,777 data points from the Analyst Attitude Survey to compare the two leading awards for analyst relations teams. Although we found that KCG‘s awards are more useful than the IIAR‘s, both primarily reflect corporate performance rather than that of the AR teams. As a result, there’s very little that AR teams can do better or worse in these […]

    Netscout continues unwise Gartner suit

    Netscout continues unwise Gartner suit

    Netscout and Gartner have scheduled their trial for next July. The case stands little chance of improving Netscout’s value. It does, however, risk harming the reputation of both analyst firms and analyst relations professionals. Over the last weeks, pressure has mounted on Netscout’s lawyers. Netscout claims Gartner’s Magic Quadrant harmed its enterprise sales and that the truth of Gartner’s statements […]

Managing your pesky executives requires training, oops, I mean “strategic updates”

seminar.jpgIBM AR manager extraordinaire John Simonds (Twitter handle) posted Managing the Executive’s Ego’s; The Good, The Bad and The Ugly last week on his Delusions of Adequacy blog. It is a very useful post as it discusses the types of executives that AR teams often encounter. I am sure that many of the AR professionals reading John’s post can only shake their head in agreement as they think about their own experiences. 

However, it is possible to change some executives from “The Bad” into “The Good” and make “The Good” even better (we are not sure there is much one can do with “The Ugly”). What it takes is education. So how does AR educate executives about the impact of the analysts and analyst interaction best practices?

First, you don’t call it education or training. We all know that the typical executive is beyond training. Rather, AR needs to position the education as “strategic briefings” or “strategic updates” because those are something executives will agree to do.

Second, AR has to engage in retail not wholesale sessions. You cannot expect execs to show up in a classroom, so AR needs to invest a little time in meeting one-on-one with execs in their offices.

Third, AR has to keep the sessions short,sweet, and very focused. Hone your content to around 15 minutes to give plenty of time for discussion and still finish a little early.

Fourth, bring real-world examples of analyst impact on your company’s deals that each executive would find relevant.

SageCircle Technique:

  • Add executive education to your training plan (see this on training plans), which is part of your AR Strategic and Tactical Plan
  • Generate a portfolio of analyst impact examples to use when briefing executives
  • Develop content that is short and easily modifiable to make each session as relevant as possible to the individual executive
  • Incorporate mini-bites of education into executive preparation, briefings, and emails that are used when planning analyst interactions
  • Diplomatically provide critiques of executive performance during analyst interactions with suggestions for improvement

To learn how to incorporate training into your AR Strategic & Tactical Plan, sign up for SageCircle’s STRATGIC ISSUES: Challenges for the AR Team seminar. This advanced AR seminar is designed for experienced AR staff and managers who need to raise the bar above the fundamentals of analyst relations. The seminar includes a 200+ page book and there is ample time for questions and answers to complement the presentation. At only $995, SageCircle Seminars are a prudent investment to raise the effectiveness and efficiency of AR programs. Click here for more information, the agenda and to register for the March 24-25 session in Cupertino in the heart of Silicon Valley.

Bottom Line: Most executives want to be effective in their interactions with the analysts and welcome appropriate assistance. Misconceptions about analysts and lack of AR specific skills are the significant barriers to performance. AR professionals can help their executives improve through education. The best executive education is done in such a way that the executives do not realize they are getting trained, which can only be done with planning and best practices.

Question: AR managers – do you have a formal program for educating executives? Analysts – what are the items you wish AR would include in an executive training curriculum?

SageCircle has a full portfolio of intellectual property on how to setup a training program for all your constituencies: best practices (how to’s), sample training content, instruction services (live in-person, live distance and recorded), AR Plan builder workshops, advisory and tools (eliminates re-invention of the wheel). Click here for more information or call us at 503-636-1500 to learn how SageCircle can help you launch an AR training program quickly and efficiently.

4 Responses

  1. I hope someone figures out the ugly, I never did.

  2. That would be great if someone did. I’m not smart enough. >>grin<<

  3. Mr. Simonds, who is not related, makes some interesting points about executives he apparently has worked with and survived. My congratulations to him for his humor and perseverance. Although he personally is not related to me, his subject matter is, and his insights struck some familiar chords. Mahalo to him for his efforts. John E. Simonds/Honolulu.

  4. […] Update: SageCircle links here with a good post on improving executives. […]

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