Big decisions are rarely won in the room — they're won beforehand. Building a coalition of support before the meeting is how influential leaders get things through. Here's how to do that groundwork.
Map who matters
Identify who influences the decision — the decision-maker, the skeptics, the quiet power players. Knowing whose support you need lets you focus your pre-work where it counts.
Have the conversations early
Meet key people one-on-one before the meeting. Share your idea, hear their concerns, and adjust. By the time the meeting happens, the important people already understand and, ideally, support it.
Address objections privately
Frequently asked questions
How do I build a coalition before a meeting?
Map who influences the decision, have one-on-one conversations early, and address objections privately in advance.
Why not just make the case in the meeting?
Big decisions are won beforehand; pre-work means the meeting confirms support rather than fighting for it.
How do I handle skeptics?
Work through their concerns privately before the meeting, not in the room.
How can I develop this skill?
Book a free 30-minute class to work on it 1-on-1 with Digby R. Kerr.
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