It is becoming more and more important for senior management to support the projects, plans and goals of a group, and it is up to the team leader or department head to gain that support. However, in over 10 years of work with change managers, convincing senior management to approve a proposal continues to be a main source of frustration among group managers.
In a desire to help my clients, I talked with executive managers of a number of organizations, both in the public and private sectors to find out what they suggest. I discovered two areas that a team leader can focus on that are often neglected. Using these techniques, the chances of gaining the support of senior management will increase substantially.
Looking For Instant Support
Many executives were frustrated with team leaders who erroneously believe that one proposal should be enough to gain senior level support. In truth, even when the initial proposal seems like a great idea, the support does not come instantaneously.
It can take 3 or 4 years to gain enough executive support to increase congressional funding according to one government agency executive I spoke with. While most corporate initiatives would never take so long, he used the example to emphasize that managers and team leaders must understand the strategic and long-term perspective senior management has on the organization. His suggestions for those seeking executive support are to:
1. Build a case that shows how your idea will benefit the entire organization.
2. Explore your case with peers from other groups/units. Look for ways to align priorities across multiple teams.
3. Invite senior management to preview your ideas. Ask for their advice as to how you can best fit your ideas into the overall goals of the company. Be flexible and willing to make changes based on their feedback.
4. Be patient and make your proposal for resources only after you have created a strong enough case and have received informal support from executive management for your ideas.
Failing to Show How the Initiative Fits Into the Big Picture
This is one area that cannot be ignored if you want your proposals to gain serious senior support. Executives of most organizations have developed strategic goals for achieving the organization’s vision for the future. If you are able to clearly communicate how your proposal will help to achieve those goals your chances of gaining their support will increase substantially. In order to be successful at this, you cannot wait to be told what senior management deems important, but rather proactively analyze their vision for the future and strategic goals to determine what those important items are.
What does it mean to be strategic? In my experience, executives want their directors to:
1. Understand the organization’s overall priorities.
2. Proactively suggest how their team can help the organization achieve its goals.
Time spent up front with senior executives is critical to understanding what success means to them, according to Scott Eblin in “The Next Level”. However, at this point it is unlikely that they will provide you with specific goals and constraints that you can input into your project. The goal will be to listen for key objectives, as well as company wide restraints, barriers and obstacles. Soak in what the executive tells you. Take the information to your managers to talk over some more. After you have a clear understanding of the organization’s position, return to senior management with your specific plans for your group’s initiative, as well as goals to achieve them. Always be flexible and willing to make adjustments based on feedback you hear from the executive team.
Gaining senior level support for an initiative that’s close to your heart may seem impossible to achieve, but patience in building a case to the executives can bring success. The objective is to always keep in mind the overall goals of the organization and communicate clearly how your project will help to achieve those goals. Next thing you know, your team could become a critical component to a profitable and successful company.
Wendy Mack is a professional mentor, trainer, and author with a focus in leadership and change management. Email or phone Wendy at, or Download her free e-book, Transforming Anxiety into Energy at www.WendyMack.com.