Never Present To Strangers
Remember having to present your summer vacation story on the first day of school in front of kids you didn’t yet know? Quite nerve-racking, right? Now compare that to telling your winter holiday stories to the same classmates you now know well. Easier. More fun. Right?
These same principles apply to all forms of communication: High stakes pitches, sales presentations, networking, negotiations, investor relations, board updates, thought leadership, interviews, and more.
How often do you find yourself presenting your ideas only to realize you’re wasting more energy adapting to the audience than actually moving them towards action?
Early in my career, I learned a simple communications rule: never present to strangers.
Why?
Because not knowing who’s in the room fuels unnecessary nerves and diminishes the relevance of your message.
But when you truly know your audience two things happen:
Your confidence rises. You walk in prepared, comfortable and excited to engage.
Your message resonates. You secure buy-in faster.
This isn’t about manipulation. It’s about preparation that’s tailored for the people in the room.
Preparation goes deeper than the “bio scan”
LinkedIn trails: not just titles, but posts and comments that reveal values and triggers
Earnings calls & press releases: show executive pressures, priorities, and positioning
Podcasts & panels: listen for message, tone, conviction, and style in unscripted moments
Internal intelligence: ask colleagues who knows who, who blocks, who champions, office dynamics to uncover enablers and blockers
Four tools to connect early and resonate quicker
Stakeholder motivators: real, rational, emotional, political and cultural influences on decision making
Communication-style matrix: who moves fast, who needs data, who runs on instinct or deep-rooted trust?
Pre-frame alignment: a quick touchpoint before the meeting reduces surprises and creates efficiencies
After-action reflection: track where you aligned, where you didn’t, and adjust for next time
Buy-in accelerates when the audience feels you understand them, communicate in a style that’s similar and speak to the real issues they face.
That’s why thorough audience analysis isn’t optional. It’s a competitive edge.
The question to ask yourself: Do I know my next audience well enough to predict how fast they’ll buy in, and what could slow them down or stop them?