It is becoming more and more important for senior management to support the projects, plans and goals of a group, and it is up to the team leader or department head to gain that support. However, in over 10 years of work with change managers, convincing senior management to approve a proposal continues to be a main source of frustration among group managers.
I talked with a number of senior managers in a wide range of public and private organizations in order to find out what my clients could do better to gain their support on a project. I learned there are two things often ignored by team leaders in their presentations. If you are able to incorporate these areas into your proposals, the chance that senior management will support your initiative will be much greater.
Looking For Instant Support
According to several executives I interviewed, team leaders and function heads often mistakenly conclude that one brilliant pitch is enough to gain agreement and buy-in. The reality is that support doesn't happen overnight.
It can take 3 or 4 years to gain enough executive support to increase congressional funding according to one government agency executive I spoke with. While most corporate initiatives would never take so long, he used the example to emphasize that managers and team leaders must understand the strategic and long-term perspective senior management has on the organization. His suggestions for those seeking executive support are to:
1. State clearly the ways that the entire organization will benefit from your plan.
2. Work closely with associates in other areas of the company. Find ways to combine priorities and goals into single initiatives in order the strengthen the benefit to the entire organization.
3. Invite senior management to preview your ideas. Ask for their advice as to how you can best fit your ideas into the overall goals of the company. Be flexible and willing to make changes based on their feedback.
4. Wait to present your proposal until after you have built a strong case and obtained initial support for your ideas.
Failing to Show How the Initiative Fits Into the Big Picture
This is a crucial point when it comes to gaining support. Most executive teams have a vision for the future and a number of strategic goals in place to help the organization realize the vision. You are much more likely to gain support when you show how your team's plan will help to further the strategic goals. Doing this successfully means being able to read between the lines and understand what is important without waiting to be told what to do.
What does this all mean? I hear from senior executives are hoping that their team leaders will be able to:
1. Understand the company's main goals.
2. Proactively suggest how their team can help the organization achieve its goals.
Time spent up front with senior executives is critical to understanding what success means to them, according to Scott Eblin in "The Next Level." However, at this point it is unlikely that they will provide you with specific goals and constraints that you can input into your project. The goal will be to listen for key objectives, as well as company wide restraints, barriers and obstacles. Soak in what the executive tells you. Take the information to your managers to talk over some more. After you have a clear understanding of the organization's position, return to senior management with your specific plans for your group's initiative, as well as goals to achieve them. Always be flexible and willing to make adjustments based on feedback you hear from the executive team.
Gaining senior level support for an initiative that's close to your heart may seem impossible to achieve, but patience in building a case to the executives can bring success. The objective is to always keep in mind the overall goals of the organization and communicate clearly how your project will help to achieve those goals. Next thing you know, your team could become a critical component to a profitable and successful company.
More Information:
Wendy Mack is an experienced mentor, trainer, and author with a focus in leadership and change management. Email or phone Wendy at, or Download her free e-book, Transforming Anxiety into Energy at
www.WendyMack.com.
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