Decision makers – in my case that’s hospital CFOs – are now overrun with distraction. They have more responsibility. More vendors in their ear. More complexity to their operation. But less time.

Consequently, the decision maker’s attention is the currency we all seek. And since attention is limited – in time and intellectual focus – the elevator speech needs to be much more precise. Positioning statements help. But in my experience, there are two aspects that help decision makers better remember our interactions – regardless if it’s introductory, or on-going, and I break in down in this One Minute With Me.