Selling Your ldeas

( C ont i nued from page 56 ) outline the project's scope. Describe the parameters of your plan, horv long it's going to take, and who will be involved with its implementation. People are more inclined to favor a plan that is easy to understand, offers a realistic timeline, and outlines the resources and investment required.

Put some skin in. Decision-makers are more willing to give you a chance when you are willing to "put some skin in the game." Are you going to coordinate the project and follow up to make sure people are doing rvhat they are supposed to do? Are you part of the team that rvill be doing the rvork? Remember ideas are a dime a dozenl execution separates the ferv from the many.

Be savvy about the organization. The more complex the business. the more effort it takes to understand the goals of the organization and its structure. Learn how the business operates and rvho makes the decisions. The people in your network can help you get this information.

Review the audience. Everyone from the c.e.o. to the line rvorker has an agenda. Knorv rvho the "players" are and rvhat they need. You must take their rvorld into consideration or you won't be successful.

Rehearse the presentation. If you are going to present your idea to a group of managers. or in a one-on-one session rvith your boss. practice your delivery. If you are presenting rvith a team. decide rvho rvill present rvhat and practice together so that each participant makes their best contribution. For example. if someone is nervous. let him make the introductions and sit dorvn. Other aspects of the presentation include presenting the problem/opportunity. the relevant background information. an overvierv of your innovation or solution. and the cost-benefi t analysis.

If your proposal is to be submitted in rvrinen form, be prepared to clarify and defend your ideas should you be called upon to answer questions.

4. Sett your ldera.

Meet and greet. If you are making a formal presentation, arrive early so you can meet and greet everyone rvho is going to hear you speak. Shake hands and smile. Human touch is important when you want to connect rvith your audience. especially if you anticipate resistance. It brings your essence into the room. giving you an inside edge.

Present rvith passion. Your presentation must be objective-there is no room for "l' in your proposal. You are stating rvhat the business has to do. At the same time. if you don't have confidence in yourself and passion for your idea. your audience rvon't either. Confidence is convincing even if there is doubt. Passion persuades because people want to believe. They rvill vote yes because they want to see you do it.

Validate your position. Validating rvhat you are saying is extremely important. You must validate yourself as the presenter and why you have the right to be there. Tell them about your job experience and how you can help the business. If you are going to reduce the amount of rvork. rvhile increasing productivity and job satisfaction. validate those points. Emphasize to your audience that you are there to make things better for them and for the organization.

Provide evidence. Evidence demonstrates horv your envisioned

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