3 Ways To Make Your Gender 'Business Case' Compelling

Making a Compelling Business Case (Photo by Artur Widak/NurPhoto via Getty Images)

“We’ll invite the CFO, who is our most senior woman, to present our gender balance initiative at our next Top Leadership Forum,” an enthusiastic CEO told me recently. I suggested that this might actually be as counter-productive as it was well-meaning. Many executives make the same assumption. They think showcasing successful women is the most powerful way of communicating the benefits of gender balance. Not necessarily, or at least not sufficient. If you really want to get a broad population of managers constructively engaged, many of whom will be wondering how this affects their own job prospects, being tactical about selling the idea is a crucial step.

Who Sells the Message is the Message

If you want the message sold convincingly, and get men as well as women to buy it, it needs to come from someone that everyone finds credible. The CEO first and foremost. In all our work and audits, if the CEO is not visibly and actively engaged in the gender strategy, executives immediately downgrade the priority and perceive the initiative as non-crucial. The money you spend on gender issues without visible support from the top ends up not only not moving the needle, it makes everyone cynical about the company’s commitment.

Getting senior women to lead the call to gender balance often backfires unintentionally. Over and over, in confidential interviews, we then hear that this is perceived by many men as though she is arguing in her own interest, or for her ‘side.’ Getting men to sell gender balance (at least where the current ratios lean in their favor) makes it seem less personal.

Seniority and role of the ‘seller’ is also key. If your business case argues a business benefit to balance, you will need business leaders pitching that message, not HR or Diversity heads. Getting key ‘movers and shakers’ who are widely respected as business leaders, adds to the power of persuasion. Conversely, if the only people arguing for balance are HR leaders, the subject itself becomes framed as an HR issue to be solved, rather than a business opportunity to be seized.

And the CEO is not enough. One client of ours had a very vocal and involved CEO, but the rest of his team never addressed the topic. This made it seem as though this was the CEO’s personal belief but not that it was a priority for the business. Key leaders from across the business need to be aligned on a clear summary of why the company aims to build gender balance and what benefits they seek to win. Make the case come alive with real data and success stories from within the company.

Tip for Companies: Get senior business leaders to sell the business case, with at least as many men as women, in ratios resembling those of your leadership teams. Have them focus on the benefits of balance, and how it ties directly into the company’s other strategic goals. Cover the customer angle, as well as the talent angle, it is more urgent.

Tip for Managers: Get really skilled at pitching the case for balance, and work to balance your own team, and to connect well with gender-balanced customers. If you are in a company seeking to balance, it makes you come across as a smart, progressive leader, good at engaging 21st century talent and markets.

Where and When it’s Communicated – Context is Everything

Where companies place communications about gender balance speaks almost more loudly than the actual content of what is said. Most of our clients have a natural default to putting it into presentations about the ‘people’ side of the business, as there is a strong tendency to see the HR side of the topic more than the customer side, especially if it is managed by HR. Make sure it’s included in presentations by key business leaders responsible for Sales & Marketing if you want to build awareness about the market opportunities of balance.

Placing it, consistently and regularly, in strategic parts of key management meetings/ intranet sites/ employee forums is a way to ensure that it becomes perceived as a strategic issue. Bundling it with other business issues makes it clear that it is on the ‘top 10’ agenda. Not having it there makes it clear that a company isn’t too serious about change.

Tip for Companies: Make sure gender is bundled in leadership and management conferences with other priority business issues. Make sure it is similarly positioned on the intranet site, with visible video interviews of key business leaders explaining why.

Tip for Managers: To make gender a business priority like any other, frame it like any other. Regularly integrate the topic into your management communications and in team discussions, share and illustrate the business benefits of balance.

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