C-level executives: the mythical creatures of the corporate jungle. They stride through sleek offices wielding immense power, decisive gazes, and, in many cases, truly enviable watches! It’s easy to view them as somehow “other,” elevated above the day-to-day concerns of mere mortals. But let’s not forget—beneath the polished exterior lies a human being. Yes, even CEOs put on underwear one leg at a time (we hope!).
As a high-value service provider—whether an executive recruiter, attorney, accountant, or consultant—it’s vital to shed the notion of executives as unapproachable or superior beings. This isn’t just about easing your nerves; it’s about fostering productive, meaningful relationships. Here’s why treating them like any other professional is not only appropriate but also strategically advantageous.
High EQ Meets High Performance
C-level executives are often where they are not solely because of their technical expertise or strategic vision but because of their exceptional emotional intelligence (EQ). These individuals have mastered the art of communication, empathy, and adaptability. They’re not looking for partners who bow and scrape; they prefer working with self-assured, competent professionals who bring solutions, not apprehension.
Imagine walking into a meeting with an executive only to clam up under the weight of their title. Not only does this create discomfort for you, but it also makes them uneasy. They might wonder, “If this person is intimidated by me, how can I trust them to hold their own in solving the challenges I face?” Confidence (not arrogance) is the currency of trust in these interactions.
Comfort Breeds Collaboration
When executives are comfortable, they’re more likely to open up, communicate freely, and trust your insights. Here’s where the magic happens:
Openness: A relaxed executive is more inclined to share the nuances of their challenges. This transparency allows you to identify root problems rather than addressing surface symptoms.
Trust: Comfort fosters trust, and trust is the foundation of any successful partnership. When executives trust you, they’re more likely to value your recommendations and involve you in high-impact decisions.
Curiosity: A relaxed mindset invites curiosity, leading to dynamic conversations that can uncover new opportunities for collaboration.
By fostering these dynamics, you’re not only helping them feel at ease—you’re positioning yourself as a trusted ally who truly understands their needs.
The Human Element
Let’s not forget the humorous truth: we all have shared human experiences, no matter how lofty our titles. CEOs deal with morning coffee spills, lawyers juggle their kids’ soccer schedules, and CFOs inevitably wrestle with the mysteries of autocorrect. Embracing this humanity helps break down perceived hierarchies.
So, when you meet a C-level executive, remind yourself: this is someone who faces problems just like you do. Focus on connection over deference. Crack a well-timed joke, bring genuine solutions to the table, and—above all—show up as your authentic self.
Why It Matters
Comfortable executives become engaged executives, and engaged executives are the key to unlocking opportunities. When you approach with confidence and competence, you gain access to the insights and trust necessary to deliver results.
In the end, treating C-level clients as peers rather than something “more” makes your job easier and their experience better. So, breathe, show up self-assured, and remember: they put their pants on one leg at a time, just like you!
Written by: Austin Meyermann, Founder and President of Hunter Crown, LLC
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