Like a lot of idealistic twenty-somethings in the early 70′s, when I got out of college I was determined to do what I could to “save the World.” But, after spending several years working for non-profits, I concluded that the World was too screwed up for me to save. By then I was married, had a child and mortgage. I  reluctantly accepted my first job as a Capitalist, working for a corporation.

Still very optimistic (and naïve), I hung on to the belief that it was possible to affect meaningful change if I had the right solution. After a few weeks in my new job, I could see that several internal processes were woefully outdated and needed to be fixed. I came up with a Great Idea that I firmly believed would not only increase efficiency but reduce operating costs. I was positive that my new boss Artie, would be so enthralled with my Great Idea that he’d praise me for being a genius and might even give me a raise in pay.

Eager to share my brilliant solution, I burst into his office and exclaimed, “Artie, I’ve got a GREAT idea!.” Without missing a beat he grinned and replied, “Shake your head. Maybe it will go away.” Naturally, I was crushed and bit shocked at his reaction. I was even more surprised when the man reached into his bottom desk drawer and pulled out a cold beer. It was 9:30 in the morning.

Artie was one of the worst bosses I ever had. But he did teach me a valuable lesson: The trick to getting a Great Idea accepted and acted upon by management is to make a compelling case for it. In other words, I needed to sell it.

7 Rules for Successfully Selling A Great Idea.

1. Know thy boss. What is he most concerned about? What keeps her up at night?
2. Point out the gravity of problem. Get your boss to “feel the pain.”
3. Illustrate, in vivid detail, why your solution makes sense.
4. Create a sense of urgency. Point out the cost and consequences of not taking action.
5. Explain what they will gain by (the “WIFme”) supporting your Great Idea. (Tip: Appealing to the WIFme (“What’s in it for me”) is based on the fact that people rarely do things for altruistic reasons. Most of us agree to change only after we see how we will personally benefit.)
6. Put yourself in your bosses shoes. Expect questions and have the answers. If the answer is unclear, admit it.
7. Don’t leave the meeting with out a “yes,” “no” or “maybe.”

I hope this advice helps you be successful selling your next Great Idea to management. But if you don’t succeed, please keep trying to make a difference. If you don’t, who will?

Remember the words of hockey player, Wayne Gretzky, “You’ll miss 100% of the shots you don’t take.”