How To Sell Your Ideas
One of the many tasks intrapreneurs face is getting approval, funding and resources for their ideas. Of course getting organizational support is just a small part of the challenge of turning ideas into realities, but it is necessary and sometimes difficult step. Here...
Express Gratitude
In my last blog entry, How to Sell Your Ideas, I showed how asking for advice rather than resources was a powerful first step in selling a person whose support or resources you need. When people help you and your idea, even with a little bit of help like giving you...
Avoid Triggering the Organizational Immune System
An intrapreneur in the grip of an idea often sees the grand potential of it in the many different innovations it makes possible. You are thrilled by the overall significance of it and the huge difference the idea and its children can make for the company. In selling...
It’s Only a Test
One way to make approving your idea easier is to reduce the consequences of the decision you are asking them to make. A manager confronted with a new idea they are not sure about has an easy out if they ask for more information before making the decision. Play along...
Framing Ideas so they Get Support
Watanabe San, an engineer at NEC who had been assigned to selling microcomputers, was getting nowhere. This was several years before the first IBM PC and people could not imagine what microprocessors were for. To solve this problem he built a small computer to...
Restarting the Clock
In corporations, new ideas seem to be given a time to reach success. They are tolerated for a while and then they become old news and since they have not produced the results that were hoped for, they are judged to be a failure and terminated. This is a problem...
Don’t Run it Up the Flagpole to See Who Salutes
Machiavelli said, the leader who wants to make a change in the social order has the most difficult task of all. Those whose privileged positions will be eliminated come at the leader with spears sharpened. Those who will benefit from the new order wait quietly to see...
The Risk of Not Doing It
The reason for not doing an innovation is often the perceived risk of doing it. Somehow the large potential upside of a proposition does not weigh as heavily as the smaller potential downside. You can see this in yourself. Suppose you were offered a bet on an honest...
Handling Objections
When you begin making the argument for an innovation you will find, as you do in almost any sales situation, that the prospect offers objections to your idea. How do you handle this? The first step is an attitude: If your prospect is raising objections to your idea it...
The Complex Sale
In most significant innovations, one person cannot say yes by themselves. Not only do many staff groups and functions have a veto, but the big decision makers rely on advisors who can kill a deal even they have no authority of their own. Some of the people who need to...