Inspired by Apple Stores placing iPads crooked to encourage touch, consultants should present strategies with minor flaws. This invites senior teams to "straighten" the plan, creating a feeling of ownership that makes them five times more likely to embrace and execute it.

Don't just ask executives what they want to achieve, as this puts them on the spot. Instead, proactively formulate a hypothesis about their goals and challenges. Presenting this gives them a concrete starting point to react to, confirm, or correct, leading to much faster alignment.

Instead of seeking consensus, your primary role in a group meeting is to surface disagreements. This brings out the real challenges and priorities that are usually discussed behind closed doors, giving you the full picture of the problem before you ever present a solution.

The host reveals a key heuristic: a company's organizational structure (e.g., functional, divisional) is a map of its priorities, internal tensions, and likely points of failure. Understanding the org chart provides an immediate, deep insight into a business's operational challenges without needing to know anything else.

Don't just map the formal org chart. Focus on the 'political invisible spiderweb'—the personal relationships, friendships, and informal power dynamics that truly drive decisions. This reveals who the real influencers are, regardless of their title.

Instead of just asking about stakeholders, physically get your champion in front of a whiteboard (or a virtual equivalent) to draw the org chart. This visual process prompts them to reveal crucial details about influence, priorities, and political dynamics you wouldn't otherwise get.

When a powerful champion resists involving others, it often signals a hidden agenda. Instead of pushing your sales process, ask questions that lead them to realize they need help. Frame collaboration as a way to ensure *their* success and bolster *their* internal brand, not just to check a box for you.

Create your best guess of a prospect's org chart in a visual tool like Miro, then screen-share it with your champion. Ask them to correct it live. This collaborative exercise helps uncover the 'power base'—the invisible political structure and key influencers who hold sway regardless of their official title.

When leadership fails to provide a clear strategy, individuals can proactively create one. Piece together what you can from conversations, formulate a "straw man" strategy, and socialize it with peers and leadership. This forces discussion, exposes gaps, and pushes for the missing clarity.