The Art of Bonding with CFOs

I always enjoy a challenge and networking with CFOs and building last connections with CFOs has been when of the most interesting challenges I have faced, and continue to face, in my career. There is the perception that CFOs are hard to approach and engage whether it be in-person or virtually via an e-mail. True, true, so very true. That being said, no matter what you have heard from sales people, CFOs are people too. You just need to learn to crack the “all business shell” that most CFOs project and convey when communicating with others who are not CFOs.  I will share my top five tips in cracking that hard outer business shell on a CFO, and connecting on a level that can be the foundation for a mutually beneficial relationship:

1. CFOs are not shown much appreciation. If you can find an accomplishment of a CFO on LinkedIn or from another resource an opening line of “ I really enjoyed your article on…. Or I see that you acquired company XYZ…. CFOs love an ego stroke just as much as the rest of us. When you show you have researched how to have a productive conversation with a CFO that usually resonates well.
2. Read the face of a CFO as you approach a CFO in an in-person setting. Note that the resting face of some CFOs is less than inviting so you might want to do a “walk by” to get a sense of the resting face and demeanor of a CFO.  Do not let a rough resting face deter you for engaging a CFO. If a CFO has a twinge of agitation on his her face then abort your mission to engage a CFO at that moment.
3. See if someone you know knows a CFO you want to meet at an event. A warm introduction does well with a CFO. CFOs have so many people after a few moments of their time someone they feel values their time can give you a quality opening for a meaningful initial conversation.
4. Whether in person or in e-mail, be succinct in communicating with a CFO, get to your point and avoid idle chit chat. Know why you want to talk to a CFO and be able to convey succinctly what benefit the conversation will be to them.
5. Find a way to find common ground on a personal level. If you see them in the hotel at a conference in the fitness center, out running or with kids, find a way to weave that into an initial encounter. This is not easy, but it is a warm ice breaker.

At times, it may take more than one conversation to crack the business shell of a CFO, if you have a good start in a conversation with a CFO, and then see the CFO look of “are you done talking yet”, abort the conversation in a tactful manner and exit with positive momentum to have another conversation.

As CFOs are tasked with leading across the enterprise many realize they need to work on their soft skills, so now is a good time to put CFO networking tips to good use. Good luck!