Magazine article Management Today

Your Route to the Top - Make a Compelling Case

Magazine article Management Today

Your Route to the Top - Make a Compelling Case

Article excerpt

Figure out their needs. What is the key thing they want to achieve? What would be an unexpected bonus?

Paint the ideal situation. Excite them about what the future could hold. Whether it's a merger going ahead successfully or an increase in share price, show you understand what they are trying to accomplish.

Become their trusted adviser. Do your homework so you have a clear understanding of the market. That way, you may reveal challenges for the business they haven't considered.

Unsettle them. Ask questions that make them sit up and think: 'If competitors solve this problem before us, what then?'

Suggest a solution. Show what you can bring to the table to support them in resolving their challenge. If your proposition is not what they would have devised themselves, even better.

Build urgency. Explain the consequences if they ignore your offer. A glimpse of potential results can have a big impact, as pictures of environmental damage convince people to recycle. …

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