How to Sell Your Process Improvement Ideas to Management
Written By: Travis Healy, ProcessModel, Inc.
5 Basic Rules for Selling Process Change to Management …
 Rule
Number One: To get what you
want, you must focus your pitch on what your recommendation is going
to give management.
Most recommendations for process improvement changes fail and fail
considerably because the person who is trying to get buyoff from
management tries to get approval by solely promoting what they want
and how it will help them alone. When you promote process change
ideas to management by defining what they’ll get first, you’ll
have a much easier time getting the green light.
 Rule
Number Two: Build a convincing
case that clearly outlines the benefit your recommendation will
provide management’s mission – make the decision easy!
Rarely, do corporate changes get approved with just a verbal recommendation.
When you are seeking approval for changes that affect daily business
operations, you have to provide supporting material as justification.
ProcessModel software has a number of support mechanisms for you
to do so. The comprehensive reporting features within the tool are
great for providing the proof you need to get the proverbial nod
from the boss.
Rule Number Three: Make sure the timing for the idea is right.
 Will
your recommendation relieve pressure of some kind that management
is currently facing, or will your recommendation be viewed as a
convenience?
Getting buyoff always happens quicker if your recommendation solves
an immediate and painful problem of some kind. If your recommendation
gets a “no” from management, it may just be a matter
of timing. Simply put, wait until the boss is sweating before you
provide them with a brochure for a new towel, not when he is looking
for a warm winter sweater.
Rule Number Four: Make Management think the change is part of their
overall master plan.
Politics occur in every business. However, if you can promote how
your recommendation will ultimately make the person approving the
change “shine,” you’ll have an easier time getting
a “yes” decision from those in command.
 Rule
Number Five: Negate the risk
and accentuate the payoff.
If the payoff of your recommendation clearly exceeds the commitment
that management has to make to get the ball rolling, then the proposed
changes will happen a lot quicker. The costing feature within ProcessModel
is a great way to show what management is wasting currently, and
what they will save if they implement your proposed changes.
Need More Help?
If you are currently preparing a project for presentation to management
and would like help, contact ProcessModel’s mentoring services
to find out how we can position you for the win with management.
Call 801-356-7165 or send
email to info@processmodel.com
|
