Beyond 'Yes': 3 Pointers on Earning Trust and Respect from Top Executives

While C-Suite people sometimes seem intimidating, they expect you to bring your best and not blindly agree with everything they say. In all my years working directly with executive teams in marketing and film production, I can tell you confidently — while being agreeable and a “team player” feels satisfying (and safe) in the short term, you’re doing yourself a great disservice in the long haul. 

I’ve never had what some would call a traditional upbringing in corporate life. I’m not easily intimidated. I’m not a star-F’er, and I’ve always had the good fortune of working for companies where collaboration is more than helpful, it’s a prerequisite for the job. But, more importantly, I’ve understood that I was brought onto the team because I have something to offer—expertise, a specific skill set, or, in some cases, just providing comic relief. No matter the situation, colleagues often ask me how I can have such a relaxed and frank attitude around top executives. How I seem to make an instant connection with them. And the reason I give is surprisingly simple.

Executives are people, too. Really… I swear.

Yes, they are busy people, and yes, they are important people. But they’re people just the same. And because they are both busy and important, they don’t always have the time or desire to make all the decisions about everything. 

There’s an old adage that the most successful leaders surround themselves with brilliant people to make themselves, in turn, look more brilliant. Great executives bring people onto their teams because that person has expertise that will add to the collective brainpower of the company. So, the concept of everybody nodding in agreement to every word that comes out of their mouths feels at least disingenuous and a complete waste of time at the most.

Most of the time, when an executive tosses an idea onto the table, they are spitballing, brainstorming, and otherwise attempting to gently guide or add focus to the trajectory of the project or conversation. Maybe they’re looking to see if their instincts on the matter are aligned with reality. Perhaps they’re looking for a deeper exploration of an idea. But a great exec is NOT looking for agreement for the sake of agreement. I’ve had many a frank, informal conversation with top executives in various verticals, and the common refrain from each of them is that they can smell a brown-noser from 10 miles away (pun intended). For the most part, it frustrates and bores them when everybody unnervingly agrees with everything they say.

From a recent, down-to-earth conversation with a CEO of a large-size production company…

“It’s absolutely obvious that people get intimidated by my presence and will just say ‘yes’ to anything I propose. What I’m after is the opinions of people I want to trust… but they make it kinda hard. As soon as everyone starts nodding, I know the meeting was a waste. Tell me what you think! That’s why I called you to this meeting! Am I really that scary?”

For the record, he isn’t. Friend or not, he’s a kind and genuine person… even though he drives a dopey car. (You know who you are.)

To that end, here are three simple tips to build trust with your leaders, create a truly collaborative work environment… and maybe earn some brownie points.

1. Treat them like human beings.

Sure, there are still the old stereotype execs out there who want to rule by fear and force. But 90% of the time, these leaders want to be treated like part of the team. They have the same concerns and inner insecurities as everyone else. So, treating them like they’re infallible deities is a real turn-off. Say “Hi” in the hallway without bothering them with a list of your needs. Invite them to lunch with the crew. And when you’re around them, stop behaving like you’ve just been called to the principal’s office. 

2. Ask poignant questions. On the spot.

Was something they said in a meeting unclear, off the current track, or seemingly out of left field? ASK. NOW. It serves neither you nor the work to wait until the meeting ends and then share your concerns with people who don’t have the answers. Leaders want to provide clear direction and guidance and will take the time to share it if you just ASK. They see it as a valuable use of their time. Your time has value, too, so demonstrate your confidence by using it well.

3. Don't be afraid to say "No."

Very bluntly, agreeing all the time to everything higher-ups suggest diminishes your worth to the company. At least in the eyes of executive leaders. Feel confident enough in your area of expertise to exercise the power of the word “No.” I’m not suggesting you become argumentative or say it for the sake of being disagreeable, but great managers are not put off by people challenging their opinions. If your reasoning is sound, thought out, and well-articulated, you will be viewed as someone with valuable input, not as a drone bee that blindly does what they’re told. Even if your point can be debated or shot down, it demonstrates confidence in your expertise. In my experience, that’s something that top executives will take note of positively.

Bonus: Relaaax. Be yourself.

Sometimes, when they stop by and ask how you’re doing, they really just want to know how you’re doing. It’s not a test to see if you’re busy or making progress, and they certainly don’t want to see the checklist of things you’ve done or are going to do today. That kind of nervous response will always make you both uncomfortable.

In the end and put quite simply, your value to the company is determined by how and what you contribute, not solely by getting your task list completed. Building trust through that contribution is crucial to demonstrating that value and growing your long-term working relationships. The more you treat executives like part of the team and assert yourself positively, the smoother the road will become. 

And don’t forget about that lunch invite, ’cause they’ll usually pay.

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Hello! I'm JR Soldano, an award-winning director, producer, and writer with a knack for teaming up with leaders at all levels to craft impactful, innovative stories and campaigns. With years of experience and a proven track record, I thrive on building genuine relationships, challenging the norm, and sparking productive dialogue that inspires high-performing results.

Ready to impress your executive leadership team and achieve amazing results together? Let's connect and make it happen! Click here to text/call or email me at jrsoldano@mac.com.