If you’re going to be of value, whether as a consultant, employee, leader, trusted advisor, board member, etc. you have to be able to deliver a tough message. This is what company leaders need. Too often, they are surrounded by people all too willing to agree with them and tell them they are right. That’s fine when they actually are right but what about when they are wrong? Or what if they just need to explore other possibilities and think more broadly about the solution to a particular issue?
Now, let’s be clear. Delivering a tough message isn’t without risk. While you may be rewarded for your courage and ability to deliver a tough (and sometimes unwanted) message, you could also find yourself on the outside looking in. But what’s the alternative? Becoming a “yes-man” and adding no value? That usually works for a while (although I have seen people build a career around this strategy in my corporate days) but more often than not, it is not a long term winning strategy.
No matter how tactfully you deliver the message there is still the chance that someone will be offended. And to be honest, there are times when tactful doesn’t really work and a blunt approach is the only one that has a chance of working.
I have been in countless heated discussions over the years. In some companies, it is a normal and accepted part of the culture. In others, even the slightest open disagreement is frowned upon. I spent my corporate days in both environments and the shift from one culture to the other was certainly a challenge.
Over the years, however, the ability to deliver a tough message is more likely to serve you well than not. According to the internet, the average tenure for a small company CFO is 2-4 years. This statistic is relatively unchanged from over 20 years ago when I started my fractional CFO practice. Why so short? Part of it is the changing needs as small companies mature. But another factor is that it is the person analyzing the numbers that often has to deliver bad news and there is definitely a “shoot the messenger” component to this statistic.
Most people can walk away from a difficult conversation without taking offense so long as personal insults don’t start flying but that is not always the case. That said, I know for a fact that the decision to deliver a tough message has gained me more business than it cost me over the years.
Think about your business world right now. Is there a tough message you need to deliver? Are you really best served by putting it off or should you get it over with? Of course, proceed with due caution but proceed.
If your business could benefit from fractional CFO services, I would welcome the chance to speak with you. Please give me a call at (314) 863-6637 or send an email to [email protected]
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your cash is flowing. know where.®
Ken Homza
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