(credit to the original writer – Momo)
I’m writing this as part of a dissection and elaboration of Momo’s article. so this is part one, focusing only on “Lesson 2: You can be the winner in the room.”
Here’s a trick I used to use in the past, and it worked quite well. It might sound a bit mechanical, but it can definitely help you navigate conversations, pitches, group decisions, and so on.
Think of each big business meeting, pitch proposal, or any other situation that has an audience to your message. Now imagine they’re all in a village.
The Gatekeepers are often the ones in charge of not letting you in. Understandably, they’re often tasked with the hardest part: Figuring out if you’re adding value before opening the gates.
Committee is the group of people in charge of being inquisitive – Oftentimes the very senior ones, the connoisseurs of the inner workings of the village. They’re tasked with checking the feasibility and viability of what the newcomers bring.
Chiefs are the decision makers. Simple as that.
While this might be too generalist – It has proven to be an effective way to navigate/defuse/conquer situations where one or more of these groups play a role. Note that this isn’t meant to give you a method to interact with people, but merely to understand a bit better how you can group participants or attendees with traits that are common amongst them. This is entirely based on the expected positive outcome of said interactions.
I really enjoyed this part of Momos article, as i’ve generally encountered the same dynamic. this being said, I’ve been in quite senior positions at agency, so usually, i’m not dealing with gatekeepers, instead i’m dealing with committee and chiefs, and usually my focus is dealing with committees, the reason for this is these are usually the operational guys, if you’re smarter them them and able to make them think they’ll generally support you as they’ll know you’re capable of delivering. Chiefs i generally find fall of one of two camps, either they are super involved, in which case you’re trying to demonstrate trust. or their hands off, in which case you’re aiming to demonstrate that you can work will with the committee. Gatekeepers i generally find are pen-pushing bureaucrats, they generally have overinflated sense of their abilities or a big ego, personally, i try and by-pass them where i can, by trying to get to the committee via contacts. If i get pushed to a gatekeeper or i find that i can only reach a gatekeeper i generally know that i’m dealing with morons who don’t value my expertise, so in that way, its self eliminating, in otherwords, its not worth my time to deal with a gatekeeper.