Magazine article Management Today

Your Route to the Top: Get a Bigger Budget

Magazine article Management Today

Your Route to the Top: Get a Bigger Budget

Article excerpt

Understand your bosses' needs. Know what your CEO and directors look for, their history of success and failure, and how these now shape their fiscal judgment. Think about what they want for the business overall, not just from this project.

Keep it crisp. Outline the benefits of your proposal clearly from the outset. This is, after all, what the business is buying. It can take a while to get right. As Mark Twain quipped: 'I didn't have time to write you a short letter, so I've written you a long one.' But it's time worth investing.

Show a solution. Business leaders are far more likely to jump aboard when shown something that explicitly solves their problems. Present the business case and invite them to be a part of the decision. Offer options - economy, premium and first class - and be clear about the impact each will have.

Talk outcomes. And talk less about courses, competencies or career paths. Business leaders want to know what they're getting from you - not what you're up to. …

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