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Key Takeaways
Let me introduce the value formula. It’s a simple, yet effective formula (especially in communication): Value = Relevance + Contrast.
Start meetings or conversations with insightful questions, listen twice as much as you speak and avoid generic buzzwords.
One of the most counterintuitive lessons senior leaders must internalize is this: Stop talking about yourself. Not just in interviews — in every high‑stakes communication. The instinct to broadcast one’s resume, accomplishments or perspective first is so universal that it feels natural. But in strategic leadership, being natural is often being ineffective.The most successful leaders I’ve consulted and worked with across the healthcare, real estate, tech sectors and 20+ industries all share a common trait: They lead by creating relevance first. They then let others ask about them.Know what the other person valuesTo earn attention, build trust and win influence in high-stakes conversations, you have to know what the other party values. Let me introduce the value formula. It’s a simple, yet effective formula (especially in communication): Value = Relevance + Contrast.
