As a product manager, communication and collaboration are indispensable in the job. However, how can you communicate and work smoothly with business teams? This requires a bit of skill. The article you’re about to read offers insights particularly beneficial for B2B product managers who are relatively new to the field. If you’ve ever felt frustrated or stuck in your interactions with business stakeholders, this guide might just be the breakthrough you need!

How to Communicate Smoothly with Business Teams: A Guide for Product Managers

As a B2B product manager early in your career, you might have encountered the following frustrating situations:

• "The business team is too dominant, leaving no room for product input, and we’re just forced to follow their directions."

• "Why doesn't the business cooperate? Why do they ignore me, and what should I do?"

• "The business keeps making unrealistic requests; how do I persuade them to drop those?"

I’ve faced similar challenges communicating with the business side. Over the years, I've moved from being insecure and doubting my worth to effectively managing demands and completing medium to large-scale projects. I've developed my own communication methods along the way, and today I’m sharing these insights, hoping they might help fellow product managers.

1. Communication Is an Infinite Game

Before diving into specific communication methods, I want to address two common misconceptions:

1. A failed conversation doesn’t mean the project is doomed.
   As CEO Duobu Hua once said, "Communication is an infinite game." I strongly agree with this perspective—communication is not a competition that ends after one or two rounds. As long as we're willing, communication can always continue. Even if your proposal is rejected, you can always find a future opportunity to bring it up again.

2. It's not just about learning communication tricks; you must build influence over time.
   Many books focus on specific communication techniques, but in the face of clear-cut interests, even the most eloquent person won’t be able to sway someone to give up their own benefits. You need to build your influence over time.

2. The Foundation of Communication: Building the Right Mindset

Before engaging with the business team, you must first cultivate the right mindset:

1. The business team is not "all-knowing."
   Like us, they are experts in their domain but not necessarily in product or technical areas. Don't assume that because they understand the business, their requests are always correct.

2. Communication between product and business teams should be equal.
   Both sides have their value, so remember, the conversation should be balanced.

3. Don’t take the business team's indifferent or uncooperative behavior personally.
   Stay focused on your goals and work within your capacity. If necessary, engage others for support or feedback.

3. Building Influence: Establishing Credibility with the Business Team

If the business team already trusts and recognizes you, your ideas and suggestions will be more easily accepted. Here are some practical methods for building influence:

1. Every task should be followed through and responded to.

2. Practice empathy and proactive thinking.

3. Maintain professionalism and objectivity.

4. Share your experiences and insights regularly.

4. Practical Communication Techniques

1. Preparation is key.
   Information imbalance often makes the business team seem stronger. To level the playing field, ensure you have access to as much relevant information as possible before discussions.

2. Understand the personality of the person you're talking to.
   Adjust your communication style depending on their traits, ensuring you're prepared to handle any objections.

3. Apply trust, authority, and reciprocity.
   Build trust by being transparent, demonstrate authority by citing past achievements, and use reciprocity by balancing firm points with some flexibility.

Conclusion:

Effective communication with business teams boils down to three key areas: cultivating the right mindset, building credibility, and using practical communication techniques. It's a long-term process that requires patience and dedication, but the rewards are well worth it.

Two years ago, I considered giving up and simply doing what the business asked. However, I chose to persist, and now the business team actively seeks out my input. With persistence, continuous skill-building, and effective communication, you won’t find yourself stuck as just a "tool person." Hang in there, and remember—what you focus on will eventually come to fruition.