Why your boss tunes you out

One of my clients came to me with a high-stakes pitch to request a budget and head count for her team. She had built a beautiful and thorough deck with revenue charts, growth graphs, staffing history, and supporting data. Buried somewhere behind all the data and charts was the one thing she actually wanted: additional money for technology and head count to grow her team. So I asked her if the presentation was clear and compelling to her leader. “Considering I had to go to the very en...