forge

Sell the Strategy Before Selling the Tactics

You need to sell the strategy of technological innovations both to your group and to the organization as a whole. From there, each tactical battle is easier. The organization will already know the expected result and can visualize the success of each tactic resulting in the goal or goals they want.

“Those who fail to plan, plan to fail” was the old cliché that my English teachers inflicted upon me during my junior high school years. Unfortunately, that only conveys part of the message. When discussing how to lead your group forward in any technological innovation, it’s not enough to merely have a plan; you have to sell the plan. You have to get your group to buy into the plan and be willing to make sacrifices in order to reach the plan’s vision.

Failing to sell the plan will often mean having to sell every action you take. Without a good understanding of the plan, most people will assume you don’t have one and will approach each item as a separate “stab-in-the-dark” attempt to improve things.

You need to sell the strategy in what you’re doing both to your group and to the organization as a whole. From there, each tactical battle is easier. The organization will already know the expected result and can visualize the success of each tactic resulting in the goal or goals they want.