Wie kommunizieren Sie Ihr Wertversprechen und Ihre Ziele an einen schwierigen Stakeholder?

There are several strategies you can use to perform your due diligence with a problematic stakeholder: 1. Consider reaching out to colleagues who have worked directly with the stakeholder to tap their insights on how best to engage. 2. Review their LinkedIn postings and engagement to learn about the stakeholder's interests. 3. Pay attention to their office and what this tells you about their style, motivators, etc. - awards, certificates, photographs, etc.

Listen to the potential stakeholder’s perspective on priorities Have a second stakeholder motivate the buying in of your ideas and promote them with the first one Be patient and flexible

Plan your goal by writing down what you want from the conversation, e.g., "I want to make sure I've put my point across clearly" or "I want to have at least 2 actionable steps for progress." Also, consider the outcome you want for the other person, aiming for them to feel heard or positive about the solution. Think about your behavior in the conversation. If you shut down, remind yourself to be firm. If you get flustered, stay calm and composed. If you get cross, aim for respect and empathy. Note down how you want to behave.

In addition, I've found that the value proposition must also align with critical priorities articulated in the organization's strategic plan.

Here are some additional guidelines on communication: 1. Use your due diligence efforts to clarify the preferred communication style of your stakeholder. One executive I worked for indicated that if a proposal could not fit on one page, it was not worth consideration. 2. Brainstorm the three most challenging questions you could get from your difficult stakeholder and practice your delivery until it flows. 3. If your stakeholder is more introverted, consider sending your value proposition before a meeting so s/he can read and reflect on it. 4. Prepare a two-minute elevator pitch of your value proposition and be prepared to share it in an informal setting such as the hallway, elevator, or break room.

If I were to highlight just one approach, it would be to prioritize active listening and empathy. Understanding the difficult stakeholder's concerns, needs, and communication style allows you to tailor your message effectively, increasing the chances of successful communication of your value proposition and goals.

Consider the stakeholders' preferences when selecting the communication channel. Some may prefer face-to-face meetings for more personal interaction, while others might prefer email for asynchronous communication that allows them time to process information. Once that is established, be direct and clear!

Two additional strategies to consider are paraphrasing and balancing the dialogue. First, paraphrase what your stakeholder shared if you stumble on what to say next; paraphrasing will give you time to respond. Second, consider the conversation a tennis game and balance your use of questions to draw out your partner with advocacy, where you share a proposal or idea.

I would not discuss my value proposition until I understand more about the stakeholder, why they are difficult, what are their needs or expectations that aren’t being met. This would help to disarm them, create connection and ultimately genuine engagement.

Think about a stakeholder meeting as a negotiation. Before the meeting, reflect on your bottom line - what points are you willing or not to be flexible? The time to think about this is before your meeting when you are not experiencing the emotions of a challenging conversation. Finally, consider the possibility that it may take multiple meetings with a challenging stakeholder to reach alignment.

Consider an ongoing schedule of meetings with your difficult stakeholder over time to deepen the relationship. Feel free to share personal information, such as passions and interests beyond your work, to deepen the relationship. Finally, once you begin to understand the interests of your challenging stakeholder, share relevant information that will help them achieve greater success.

Remember you can use this "no drama" framework to give feedback or work through a tough conversation with a stakeholder: How to Give Feedback: State the Facts: Mention what you've noticed about the situation or behavior. Express Your Feelings: Share how you feel about it. In tough conversations, give more detail; for team feedback, keep it lighter (e.g., "I feel worried" or "I feel confused"). Describe the Impact: Clearly and kindly explain the wider implications of their behavior. Ask a Gentle Question: Encourage dialogue with questions like "How do you see this?" or "What do you think?" to avoid defensiveness and understand their perspective.

To communicate value propositions and goals to difficult stakeholders in renewable energy projects, tailor messages to address their concerns and highlight mutual benefits. For instance, in grid code compliance studies, emphasize how adherence enhances system reliability, benefiting all stakeholders. Similarly, in battery storage system projects, showcasing cost savings and environmental benefits can win over skeptical stakeholders by demonstrating alignment with their interests and objectives.