When meeting with the C-Suite and human resources department, refrain from presenting solutions and values you think they are looking for - you may be missing out on important information from them, said Trisha Zulic at the 7th Annual Employee Benefit Adviser Summit in Phoenix.
Not only do most brokers have a "type A" personality, but so do C-level executives and those in the human resources department, said Zulic, region 1 client human resources director at San Diego-based Efficient Edge HR & Benefit Enrollment Services, Inc., during her September 10 session, "Relationships Matter: Strengthening Connections at the Top."
Characteristics of a type A personality range from having a strong drive to succeed and the need to compete, while also having the desire for recognition, wealth and advancement - and of course, control.
"If everyone wants to be in control, no one is in control," Zulic said. "Give up your type A personality; don't do all the talking. Just listen."
As for the different positions within the C-suite, what the CEO wants is relatively similar to the CFO, Zulic explains. Both prefer to see numbers and a lot of graphs when reviewing long-term strategic plan presentations, for example.
Further, know your presence online. More than 60% of the time potential clients will search your name or your firm on the Internet before or after a meeting, and Zulic is certain this practice will continue to rise.
"They want to know who they're dealing with, and if you have common interests," she said. "It will bring people to you."
Zulic urged brokers to get involved with organizations and events that human resources departments attend and enjoy, such as the Society for Human Resource Management national conference, SHRM local chapter meetings, or even create an human resources roundtable. "Just get involved. It's amazing how far it will take you," she said.
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