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The author suggests strategies for learning and development professionals that must prepare for and guide conversations with top executives at companies. According to the article, professionals that focus on the direction and impact of their message in a concise way can demonstrate to executives that they are confident and capable of providing value to their organization. Topics include the intimidation that professionals should attempt to avoid, the pace of conversations with executives, and employee retention. INSET: Understanding the Executive Perspective.

The author describes his experiences attempting to secure support for a training program at the computer company Hewlett-Packard and provides recommendations for making presentations to senior executives that include delivering with confidence, announcing the bottom line of a presentation up front, and facilitating through improvisation. According to the article, many "C-level" senior executives do not have time for storytelling, and presenters must be prepared to deliver a shortened version of their presentation.