Te enfrentas a la resistencia de la alta dirección a una propuesta de cambio importante. ¿Cómo conquistarlos?

Follow the points below to win over the senior leadership on a major change proposal as you face resistance from them: 1. Understand their concerns and views on the proposal. Do your research well in advance before the meeting so that you can address their concerns, and eliminate their fear of implementing the proposal. 2. Discuss some real case studies that can show successful implementation of the same or similar proposal with facts and figures. 3. Discuss how your proposal can help the organization to achieve its goals that are aligned with its vision and missions. 4. Be flexible to include feedback and suggestions that can add value to the proposal both before and during the implementation of the proposal.

Seize the chance to present your well-crafted and evidence-based case. Analyze various alternatives, highlighting their pros and cons, and cite any relevant precedents. Mention similar cases that have benefited from comparable changes. Ensure your case is comprehensive and considers multiple perspectives, making it sound convincing. Be aware of the potential scenarios and limitations that might affect the senior leadership's agreement with your proposal. With an understanding of these limiting factors, develop strategies to address them. Additionally, leverage the knowledge and support of others who can assist in presenting a compelling case to senior leadership.

If you want someone to agree with something willingly then the key element is to show them the outcome 'for them'. It doesn't matter what situation and person, they have to see the value to give assent. Take a persons motivations and drivers at any level and ensure that you can demonstrate how your change is aligned to those and how the value will be realised. It should be a 'no brainer' at that point and if it isnt then either you have got it wrong or you are talking to the wrong audience for approval.

Identifying and engaging champions within the leadership team is crucial for amplifying your influence. However, this is a long journey requiring significant prework. Ensure you have the right connections and exposure to leadership. Building these relationships takes time, effort, and a strategic approach. Go the extra mile to showcase your work and results, demonstrating your commitment and impact. Trust is built over time and confirmed by the successful implementation of your ideas. Patience, persistence, and proactive communication are key to establishing strong champions who can advocate for your proposals.

To gain support from senior leaders, focus on building connections and networking with key members. Identify those who might be inclined towards your proposal and arrange one-on-one meetings in a professional setting. Present your case comprehensively, ensuring there are no loopholes, and provide a thorough perspective to convince them of its merit. Securing the support of one or more senior leaders will make it easier to gain broader acceptance for your proposal. Additionally, equip these supporters with the information and arguments they need to advocate for your proposal to the rest of the senior leadership.

Look for a chance to make your case and its potential impacts visible to senior leaders. While much of your proposal may be debated and discussed, the actual outcomes remain unseen until the project is implemented. Therefore, seek an opportunity to implement your proposal on a smaller scale, with minimal or manageable financial implications. Collect feedback from this pilot project and present it, along with inputs from stakeholders, to the senior leadership. Once the results are visible, they will be more inclined to support your proposal for change.