NAFA Offers Guide to Presenting Value to Upper Management

In many com­pa­nies fleet costs trail only wages and salaries as a cor­po­rate expense. Con­trol­ling expens­es has always been a goal of cor­po­rate man­age­ment, but today, the pres­sure is greater than ever and shows no signs of slack­en­ing in the future. That puts a pre­mi­um on every fleet oper­a­tion to trim costs with­out dimin­ish­ing the val­ue of its ser­vice or func­tion. This may even be more true of fleet because of its “con­tri­bu­tion” to expens­es; more­over, in many cas­es, top man­age­ment does not ful­ly under­stand fleet oper­a­tions, includ­ing its costs and con­tri­bu­tion. Too often, fleet is seen as a “perk” or ancil­lary to the mis­sion (and bot­tom line) of the com­pa­ny. Worse, fleet may be seen as an extrav­a­gant nui­sance (set­ting aside exec­u­tive fleet cars, of course).

Sophis­ti­cat­ed fleet man­agers know that the key to suc­cess in their job is to min­i­mize costs and max­i­mize val­ue. But there is anoth­er com­po­nent to achiev­ing recog­ni­tion for these efforts and win­ning the “bat­tle of the bud­get” — that is, sur­viv­ing, and indeed thriv­ing, under the intense scruti­ny by upper man­age­ment that is stan­dard oper­at­ing pro­ce­dure in today’s cor­po­rate envi­ron­ment.

More than just get­ting the fun­da­men­tals of fleet man­age­ment right, it is nec­es­sary– today, more than ever– to effec­tive­ly present to upper man­age­ment. This can be exceed­ing­ly stress­ful for many fleet man­agers, but it is an essen­tial part of the job. With today’s increas­ing­ly slick media, pre­sen­ta­tions need to be attrac­tive, con­cise, focused, and atten­tion grab­bing. “The abil­i­ty to explain the impor­tance of your depart­ment, its func­tion in the com­pa­ny struc­ture, and even your own accom­plish­ments, is crit­i­cal to suc­cess in busi­ness,” writes Don­ald W. Dun­phy, a com­mu­ni­ca­tions assis­tant at NAFA.

Dun­phy has pre­pared a two-part series enti­tled, “How to Present to Upper Man­age­ment.” Part One ran in the November/December issue of Fleet Solu­tions, and NAFA has gen­er­ous­ly released it to the wider pub­lic. It’s an out­stand­ing guide to prepar­ing and giv­ing a pre­sen­ta­tion, and we are delight­ed to be able to pro­vide you a link to this out­stand­ing arti­cle.

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