Trying to get stakeholder buy-in for an idea that breaks the mould is very hard in most organisations as it challenges the dominating logic of the organisation, what has succeeded in the past, and made it what it is today.
This process can be helped by breaking the internal selling process into two parts:
- Gain understanding of the idea from a “technical” perspective, the what and why, to ensure the facts are clear, understood, and acknowledged.
- Then, seek to address the cognitive issues, the “do you agree with it” things, but having gained an agreement of the technical aspects, the “do you understand it” issues, it is much harder for someone to disagree when all is left is the emotive stuff.
