If you ask a middle manager a macro question (investment, strategy, innovation) in a large global organisation, odds are you will get a micro response (“in my area, your idea would be help us with” or “can I suggest you talk to one of my colleagues”….). These are well-meaning but largely unhelpful points of entry.

Think about where you need to “end” the conversation (key decision-maker) and work backwards from there. If you don’t know, get help. Can I make it any more simple?