How often have you had a great idea that you wanted to pitch to your manager but pulled the plug because you believed it would get rejected? Perhaps your idea could have brought massive benefits to the team and the organization, but you were convinced that your boss would miss the value. Great managers provide forums for you to share and disagree. But we do not always get to choose the people we work for. When we can strengthen our skills of managing up, we can better lead for impact.
To increase your effectiveness in pitching a project, here are aspects to consider:
1. Bring a first draft plan and co-create. When you are pitching a project idea, talk about the challenge being addressed, possible solutions, pros and cons of each, your recommendation, and how that solution ties into the bigger picture and the company goals and vision. Co-create by asking your boss what they would add to your idea to improve its value. If you are sensing they are opposed to it, you can ask – do you see any reasons why this may not work? You can ask for their biggest objections they or another might have and if those were addressed, do they see any reason why the project should not go forward then?
2. Tackle the costs head on. Having a handle on the costs will help you anticipate their possible rejections and prepare for them. If you do not share them, they will likely be presented for you, instead, you can say, “here are the costs, and here is why I see them worth the benefit.” Every organization has limited resources, time, and energy; accepting your idea may mean the rejection of another idea that someone else believes is wonderful so having that broader view will be important to making your case.
3. Share potential risks. When you can brainstorm and analyze potential risks for new projects, categorize whether it is high or low, and share your analysis, you show your boss that you are thinking strategically, especially when you include recommended risk mitigation strategies and backup plans. They will know that you put in considerable thought and will be more receptive to hearing your approach.
4. Depict the positive impact beyond your team. When presenting an idea, be sure to tie it to a positive impact. Peter Drucker said, “ideas that make no positive impact are meaningless data.” You are a small piece in the mosaic that your boss is weaving. When influencing up, focus on the impact of the decision on the overall corporation. In most cases, the needs of the department are clearly aligned with the company directly, and in other cases, this connection is not so obvious. Be clear on making that link and do not assume it is automatically seen. Your best wins will relate to a larger goal and not just be about achieving your objectives because if your boss is helping just you, they may be disadvantaging another teammate and the resources they may need.
5. Show success examples. Point to examples used by other teams and how you mimic those efforts and processes for the best results. You can even factor in the customizations you have made to better fit with the intricacies of your team.
6. Reduce workload. The best recommendations take work off people’s plates. If you happen to put work on, what can you do to minimize it? Can you own the scheduling and logistics or volunteer to present the work at the meeting? How can you make it easy for your boss to say yes and show that it will not add extensive work?
There is an art to managing up. When you can utilize critical thinking skills in presenting your idea, explaining pros and cons, and offering your recommendation, you make it easy for your manager to join you as a collaborative partner to endorse your project.
Quote of the day: “Real control is influencing someone to the point that [they] believe [their] choices are [their] own.” – G.R. Morris
Q: How do you pitch your projects for the greatest success? What has worked and what hasn’t? Comment and share below, we would love to hear from you!
[The next blog in this series 4/6 will focus on numerous managing up scenarios and the best approaches to take]
As a leadership development and executive coach, I work with people to sharpen their managing up skills, contact me to explore this topic further.
What works for you in managing up?