Successful Business Group Facilitation

Often you will have to practice group facilitation when it comes to getting a business agreement with multiple decision makers. It's essential to determine how each group member's individual personality and job plays into decision-making. Before starting group facilitation, know who is involved and how they make decisions. Keep in mind that the group leader is usually not the only person with decision-making abilities.

It's important to never ignore any member of the group. Make sure you know before the meeting who makes decisions related to your presentation, and how agreements are reached. Don't be afraid to outright ask your contact person how this will be done and understand everybody's job. If the leader is strong and group members weaker, the sale is about getting the leader on your side. If the leader and group members are all strong personalities, it's especially important to get everybody involved when involved in group facilitation.

If weakness is prevalent in the leader and his group, it's important to be friendly, educational, and slow. If the leader is weak, be sure to address the group members' questions well as they will likely be the ones really making the decision. If at all possible, make sure the decision-maker is there.

An agreement can't be reached if the presenter doesn't take charge of group facilitation from the beginning of the meeting. Stay in control by making a clear agenda and sticking to it. At the beginning of the business meeting, find out everybody's part and concerns. Remember that your agenda and each group member's may be different, but everyone has some objective. Find out before you start talking what each person wants to get out of their time with you. Even if the person's job seems insignificant, don't make the mistake of ignoring them in your business presentation.

Remember what issues each person wants to hear about, and talk about it before the questions begin. Knowing how to push the right buttons and still keep control of group facilitation is key to business. Failing to find out and address people's expectations will cause you to lose control of the presentation. Clearly explain how your product or service addresses each person's needs. If you don't do this, you will soon be barraged by questions, many which are irrelevant, and the group will not trust you. By doing this right away, it is much more likely that the group leader and individual members will feel you are there to help them.

Questions to Consider

How would you include everybody in a group presentation?

What words can you use to politely address someone's business concerns when you are involved in group facilitation?