IT Management Slideshow: Make Your Ideas Bulletproof

By Dennis McCafferty  |  Posted 10-28-2010
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Make Your Ideas Bulletproof

Make Your Ideas Bulletproof

Anticipate push-back in advance.When you prepare for every way that someone can say "no," the only other possible response is "Yes!"
It's a classic corporate scene: A CIO presents a well-researched IT initiative to other department heads and senior managers. While the idea arrives with risks, the CIO is confident that all "deal killer" arguments can be addressed. But, the push-back is even more fierce than anticipated. Your CFO argues that there's no cost justification for making any changes. Your senior marketing folks bring up several frightening "what if" scenarios that would surely derail their department's mission. Your CEO listens to it all and shakes his head, crushing your confidence without saying a word. If your initiative isn't dead after this, it's certainly on life support. If all of this sounds familiar, take heart. The new book, Buy-In: Saving Your Good Idea from Getting Shot Down (Harvard Business Review Press/available now), presents effective strategies to win over those who want to slay your great ideas and derail your objectives. Authors John P. Kotter and Lorne A. Whitehead explore obstacles such as fear mongering, character assassination and "death by delay." The authors also offer tactics that can showcase your skills as an IT leader. Kotter is a professor of leadership at Harvard Business School. Whitehead is leader of education innovation at the University of British Columbia, where he is also a chairperson in the department of physics and astronomy. Here are highlights from their book:
Dennis McCafferty is a freelance writer for Baseline Magazine.


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