CHAPTER 5
Make recommendations stick
“There are always three speeches for every one you actually gave: the one you practiced, the one you gave, and the one you wish you gave.”1
—DALE CARNEGIE
IN THE SUMMER OF 2000, I worked in P&G’s diaper business, where we make and market the Pampers and Luvs brands. I was given a unique opportunity that summer to develop and present a five-year strategy recommendation to the president and leadership team.
After a few weeks of intense analysis and preparation, I had my big moment with leadership. They were probably expecting a traditional P&G-style presentation where I would stand up, tell them what my recommendation was, and then justify that recommendation with the details of my analysis. But that’s not what ...
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