How do you show the value of your telecom systems to senior management?

If you are speaking to sales & marketing for example… you don’t need to say, “what do you guys think about omni channel?” Instead ask: would it be beneficial to see how our customers interact with our website and be able to track the entire customer journey and have that information “plug-in” to salesforce… or … Would it be beneficial for agents in our call center to be able to see what additional products they were looking at & be able to chat 💬 with them live (not just wait for the call to come in). Most people have no clue what “omni channel means” or “API” they will glaze over. But if you say, “Hey I can show you how to grow sales by 20%, add two new revenue channels, and cut labor by 5% then you’ll get peoples attention fast.

In my experience we should understand we are talking to whom from the management and what they care about, and for sure we should do the best to let our audience be satisfied always about installation, testing, quality of works and final results of the telecom systems. By using simple clear communication skills with management, relevant language, avoiding technical terms which may confuse them. The management questions mainly about QCD : Quality of work, Cost and Delivery and we should answer these questions and convince them.

Based on our business goals, we should measure the values of our solutions with KPI which reflect the Telecom systems with real progress, baseline and the target or milestones. Management can support in case the real progress is less than baseline by their suggestion and re periotize the milestones if we have.

In my experience is the results of managing the communication process and communicate the values will develop trust between me and the management through open and effective communication. By focusing on outcome of telecommunication systems this will create commitment and alignment by receiving and sending information clearly to the managment.