How to Sell a Project or Idea to Upper Management

A colleague and good friend of mine approached me about assisting him in developing a somewhat major web-based application. It turns out that the application is a very good idea and I was anxious to lend a hand.

After our first meeting my friend asked me how we could get his supervisor to approve the project. This is a common problem for many subordinates when trying to approach management with a new idea. The following were my recommendations:

• Consider the circumstances - You will need to decide which of the following are necessary. For example, if its a small idea, you won't need to develop a plan. You can decide what is necessary.
• Develop a plan - Create a plan that your supervisor will understand. This may be a simplified schedule of what needs to be planned, purchased, expensed, who is involved, etc. Or it could simply be a list of items you need from Purchasing.
• Make them a winner - Assist your supervisor in seeing how they benefit from the new system. This may be more efficient employees, cost-savings, or time-savings. Of course, this has to be tailored to the supervisor's point of view. How does the new project affect his/her budget? Time? Effort?
• Do what you say you will do - If you say you're going to do something, do it. If you get approval from your supervisor to create or do something, make it happen. If something occurs that prevents your project from happening, communicate this to your supervisor. Remember communicating your issues in either circumstance will aid your supervisor in being informed.

For some, its not easy selling new ideas to supervisors or even colleagues. But remember, you're always selling something, whether you realize it or not. Encourage your selling strengths and strengthen your selling weaknesses. Good luck!