How can you secure buy-in from management for your innovative idea? Proposals are killed every day, and it’s not always because the idea is second-rate. Good ideas often don’t sell due to a poorly articulated pitch or a speaker with mediocre enthusiasm. Even the most outstanding suggestions may not make it past the first round of meetings or presentations if the pitch is anything short of perfect. Nonetheless, if you are convinced you have the latest breakthrough for your organization in hand, there are ways to capture the interest and buy-in from management with a powerful pitch.
Clarity is a must
Top executives are busy professionals, and they hear pitches virtually every day. To cut through the clutter, you must communicate with clarity. What is different about your idea? Why is your idea important to the organization now? How will your idea be implemented? Your idea may be brilliant, but it is essential that you display some excitement when telling management about it. You’ve heard this before: enthusiasm is contagious. In addition to practicing your pitch for clarity and level of enthusiasm, you need to practice reading the room. Does management appear to be reacting positively to your pitch?
Beware of your ego
For your idea to initially attract the attention of top management, you may have to endure some degree of criticism. Don’t misread constructive criticism or questions you may perceive as negative. Management wants to see if you can confidently support your idea under pressure. Ultimately, tweaks intended to improve your proposal and further align it to the organization’s long-term goals will allow the implementation of your idea to be that much more successful.
Top executives need to see how your idea fits within their big picture. Your pitch is more likely to be successful if you are presenting ideas that advance the mission of your organization. By promoting your idea in terms of improving the company and helping meet established goals, it will be easier to gain buy-in from management.
Involve your boss from the beginning
By enlisting your boss from the beginning, before a pitch is even made, you are more likely to be heard. Timing is everything, and seizing the right opportunity could open a door for your pitch to be successful. If your company is facing a challenge that your innovation could address or improve upon, ask your boss if you can look into it and return with a proposal. Communicate with your boss on your progress, and brainstorm solutions together. Then, you can approach top executives with an idea that already has the support of at least one other key person.
Be clear about what is needed
It is better to be up front about the time and resources necessary to implement your solution, as well as the number of personnel required. Be prepared when you are asked how this new project will fit into your current schedule and how you plan to delegate other tasks if necessary. And of course, be prepared to present a realistic budget. Keep in mind that it is better to ask your managers for what you need at the beginning, while you have their attention and buy-in, rather than request additional funding or resources later.
Pitching your ideas to management can be effective with the right approach. Treat your pitch as you would any presentation and prepare fully. Understand the issues important to your company, and develop ideas that help meet organization goals. Comprehending the challenges of which your boss is concerned, and then establishing a connection to those challenges with your solution, can inspire investment and development. You also benefit from pushing your own ego aside and enlisting help from people in high places. A successful pitch could establish you as a trusted partner in future endeavors.
Franchetti Communications delivers accelerated results by designing power-packed media interview and presentation training sessions around your unique goals, in person and via teleconference. Franchetti Communications works with corporations and business leaders to develop communication strategy, messaging, and PR strategy. Follow Franchetti Communications on LinkedIn, and be sure to download our special report: 6 Ways to Guarantee Your Message Cuts Through the Clutter.