A video of a customer expressing a desire or a concern about a product improvement or deficiency can be a powerful persuasive tool. These options are effective when demonstrating customer concerns. If your idea is big and bold, make it so by producing a video or using photographs. Do what makes sense but don’t stop there.
It may a straightforward spreadsheet or a narrative business plan. Consider how your boss likes information. The angle of your pitch depends upon the boss’ interest.Ģ.
Likewise if you have a boss who is focused on customer issues - frame your pitch as a way to improve customer service or product benefits.
If you have a boss who’s a cost-cutter, frame your pitch as a means of cutting costs, or at least reducing expenses. CEOs take a corporate-wide view of performance, of course, but each of them has hot button issues around products and services, employee morale, or their legacies. Marshall Goldsmith taught me that if you want to influence the CEO then you need to see the world as he or she sees it. To build upon your business case, you must frame your argument, in effect your sales pitch, in ways which appeal to the person with authority. As I illustrate in my new book, Lead Your Boss, The Subtle Art of Managing Up, critical to developing a strong case is first and foremost to frame your argument according to the business case: why is it good sense for the organization to pursue your idea? Without a foundation based on either improving or saving the business, your idea has no chance with it, you can begin. Skeptics may scoff that it took a movie to influence the president, but as Hoffman explained on NPR’s Fresh Air, movies helped to shape Reagan’s world view.įew managers who seek to influence upward have the resources to make a motion picture, but many managers have the cleverness and street smarts to craft an argument to win their cases. The movie, according to The Dead Hand, a recent history of the Cold War era by David Hoffman, left Reagan depressed for days and gave him even more resolve to seek nuclear banishment. While he had long preached nuclear disarmament, his argument gained personal impetus after watching the made-for-TV movie, The Day After, which depicted the destruction of Lawrence, Kansas, after a nuclear blast. Ronald Reagan is credited with hastening the end of Cold War between the USSR and the USA. To begin to answer this question, let me tell you a story.
It usually comes from someone seeking to lead from the middle. This is something that executive coaches hear regularly.
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