Perhaps one of the biggest challenges we face in our jobs is
obtaining "Senior Management Buy-In" with
respect to our projects, goals and financial budgets. Often times
we are rudely awakened to find out that management never seriously
supported our goals. Why does this happen and what can you do to
help prevent it?
Here are some tips to help you deliver your ideas and
some examples of true "Buy-In".
- Make sure you've translated the idea into money-savings or
money-making terms. This can not be understated when you are
trying to persuade management. You need to speak in their
language. Try to translate the concept into tangible
numbers. Get to know one of the folks down in accounts payable
to assist you with obtaining information.
- Get some verbal support before you present your idea at a
meeting. In essence, "Lobby" those in your
department and other departments. See what they think? Are you
way off base in your interpretation or are you right on line?
- When presenting your idea where other ideas will also be
presented, try to go first or last. Not surprisingly, when
presentations are made, often the first or last one is the one they
remember the most.
- Always come prepared with a plan B. It will let people know
that you have thought about this proposal and you have spent time
researching the best approach. For a more powerful
presentation, explain why Plan A is better than Plan B from a
financial and logistical perspective.
Part of the management buy-in process is ensuring that management
really knows or understands your predicament. One poor lady had a
frustrating time trying to convince her manager that the department
really needed new chairs. She became so exasperated that she snuck
back into his office after work and switched his chair with an old one
from her department. A week later she went back in to see him and
inquired about his thoughts for the new chairs she requested. He
never hesitated when he said YES. His only comment was, "Why
didn't you explain to me earlier they were so bad". Not every case
will come down to this, but organizing your thoughts, having a plan B
ready and knowing the numbers will go a long way in helping your message
be heard and acted upon.
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