Effective communication lies at the heart of successful business endeavors. Navigating the intricacies of when and how to convey messages to the right audience can be an art form crucial to achieving buy-in and securing resources. This article introduces a powerful concept known as the “back channel,” an unpublicized and informal means of communication that can significantly enhance decision-making, influence, and overall leadership effectiveness.

 

Understanding the Back Channel

In corporate practice, the back channel is often referred to as “the meeting before the meeting” or the “conversation after the conversation.” Regardless of a company’s size or industry, most businesses and leaders have multiple back channel cohorts. Merriam Webster defines the back channel as a “secret, unofficial, or irregular means of communication,” emphasizing its clandestine yet influential nature.

 

The Value of the Back Channel

Engaging the back channel offers a powerful communication channel with benefits, including:

1. Accelerating decisions and outcomes
2. Discerning the unspoken feedback and organizational pulse
3. Cultivate change and influencing key stakeholders
4. Receiving actionable and constructive input

Back channel discussions can be the linchpin differentiating successful initiatives from embarrassing setbacks. Mastering the back channel involves knowing when to initiate conversations, whom to approach, what to communicate (whether it’s a request or information sharing), and where to hold these discussions. Executives who adeptly build and leverage their back channels exhibit a level of effectiveness highly coveted in leadership roles.

When to Activate 

Strategic engagement of the back channel is essential in various scenarios, such as:

1. Before proposing operational or governance changes — Gauge sentiment, identify potential objections, and rally support.
2. To validate or challenge biases — Seek input on your ideas and anticipate objections.
3. Prior to meetings with influential board members — Secure individual support and ensure advocates are present during key pitches.
4. After discussions or presentations involving changes — Assess sentiment, brainstorm execution strategies, and consider implications.

How to Build  

The back channel is a valuable resource that requires nurturing for optimal effectiveness. To build a robust back channel, allocate time to invest in relationship-building and connection.

Begin by:

Compliment & Appreciate — Express gratitude and compliment those who contribute to discussions, fostering a positive connection. (Use these moments to seek opinions and ask specific questions.)

Request Advice & Feedback — Leverage the expertise of others by asking for advice and feedback. This not only strengthens your bond but also signals openness to new information.

Daydream Aloud — You need to innovate anyway, make it a point to do it aloud and with an audience. You’ll both be able to refine your ideas but also test potential back channel contributors. (Positive engagement is a good signal of a beneficial relationship.)

 

Who to Include 

Select colleagues for your back channel based on trust, honesty, and their potential to provide constructive input.

• Lateral Partner — Someone at your level, or with different business context and experience, can offer diverse perspectives and insights.
• Influencer Partner — Engage with individuals who hold influence and may provide (or be able to activate) senior-level support for your initiatives.
• Willing Partner — Tap into the support of those genuinely interested in your success (aka your: Squad). Connections based on shared history or friendship are powerful bonds. 

 

Conclusion

Whether you are aware of it or not, the back channel is a powerful tool. Successful business leaders  actively utilize it as a fast-path. As an executive, embracing and building your back channel can strengthen strategic recommendations, test approaches,  garner support, and mitigate the risk of surprises or disappointments during crucial decision-making processes. Before presenting any strategic change or investment to a committee, consider tapping into the back channel to fortify your message and enhance your likelihood of success.