Selling your program to your
Newman’s Checklist for Getting it Bought
1. Every program, every project, every budget
If one of them can’t relate your project to their goals, why do it?
3. Be specific about what each project is attempting to accomplish.
What behaviors are you trying to elicit or reinforce? How will this help your boss reach his or her objectives?
5. Understand the “Make or break” factors in your industry, your company, your bosses job and your job.
Show how your projects will make a difference on these “make or break” factors. Focus on these factors and let the less important stuff go.
6. How will you know that you’re successful?
Get clear evaluations standards from the boss before even beginning the program.
7. Don’t play A-Team. Always have a plan B!
Be ready to have to blow the whistle on yourself, and be ready to switch to an agreed upon plan B.
8. Say “No” or postpone projects that have a less than 50% chance of success!
Why would you even think of planning for failure.
9. Know your boss.
Bottom line benefits first, or “take it from the begging.”
“Overview only” or “Give me all the gory details.”
Simply know what your boss wants to hear and don’t waste his time.
10. Treat your ideas like .
Don’t send your ideas by email or blackberry, please. Mount a proper presentation.
11. Know the players on the pitch.
Who is your boss going to double check your idea with, and double check it with them first. This makes them a willing participant.
12. Plan out every second.
Define the purpose of your presentation. What do you need, what would you like, what is the sell and what are the possible resistances?
14. Don’t look for a cup of cocoa and a pat on the back from the boss.
You are there to do a piece of work, not to be loved.
15. You only need to win 50.1% of the time.
Hell, that is better than most games. This is not an S.A.T. or A-Levels. You really don’t need a perfect score.
16. Would you spend your own money on this?