So often, the drive for digital transformation is a middle-out proposition. Mid-level managers sit in the sweet spot between the grand strategy and the grounded reality, between the long-term vision and the day-to-day execution.
They have enough contact with customers, vendors, and partners to understand the details - and enough perspective to see how they all fit together. It's a vantage point that generates a lot of powerful ideas to boost organizational performance.
But it's not always easy to get those ideas into the conversation with the people who can really make them happen. The best way to be heard by senior executives is to have the backing of one of them. Even the best ideas sometimes need a champion. Here are seven key things to keep in mind when finding yours.
Before you start a conversation about your idea, you should have answers at hand for any question that might come up. A solid business case is just the beginning. Think a few more moves ahead.
What operational ripples would your idea create? Are there implications for other parts of the business? Does your idea fully align with and support the company's strategy, or are there areas where you could tighten it up? What about change management? If your champion helps you get a hearing in the C-suite, you'll need to think through questions like these anyway. You might as well start now.
Of course there will be unknowns. But there's a big difference between "I don't know" and "here's how we'll find out." You might only get one shot to get leadership buy-in for your proposal. Preparation could make all the difference.
At the risk of sounding obvious, there are three key qualities you need in a champion: effective communication skills, influence, and potential interest in your idea. Research shows that the first two are the most important interpersonal skills for any leader. You probably already know which senior executives give the most persuasive and inspiring presentations. Think about those leaders whose active support is a sure sign that a project will proceed. That's the kind of person you need on your side.
But would they have any interest in your proposal? This answer might be obvious, too. Maybe your ideal champion has consistently engaged with the business areas your project touches - hooray! Or maybe they haven't. Why would they care? Fortunately, you have some control here. It's all in how you frame your idea...
A Harvard Business Review study found that effective "issue sellers" tailor their pitches to their audience. In this case, that means sharpening the argument for how your idea solves one of your champion's problems. What's on their mind? Cutting costs, connecting with customers, or just removing an annoyance? Maybe you've noticed they're internally positioning their team a certain way, or taking the lead on particular strategic aims.
Solving a nagging issue can go a long way toward winning over not just a temporary champion, but a long-term ally. What if your proposal points out a problem without solving it? It might not be a complete idea yet. Work on a solution, or at least the pathway to how you'd find one.
Shrewd political operators from Machiavelli to Churchill are credited with the maxim "never let a good crisis go to waste." If you can time your approach to address a recent problem while the sting is still fresh, or to deal with the mounting anxiety around an upcoming risk, you'll find a much more receptive ear.
Christmas isn't a good time to sell air conditioners and April 16 isn't the high season for tax software. Your idea, too, might be better served by waiting to approach your champion until the weather turns more favorable.
Your potential champion should have no doubt that you're asking for their support in advancing your idea and removing blockers. Invoke specifics if you need to: "can you help me win over the finance team?" or "will you get this on the agenda at an LT meeting?" But keep it open enough so that they know you're looking for a relationship, not a one-time favor.
Both of you should understand that you're asking them to put their hard-earned credibility and political capital behind your idea. Downplaying your request to get a soft "yes" might only lead to painful misunderstandings later. Make sure that when you invoke your champion's name to support your idea, they'll back you up to anyone who asks.
So you've got your champion. With their stamp of approval and occasional intervention, things are moving along nicely. Make sure you let them know. If you only reach out to ask for help dealing with problems, the project may take on an aura of stress. Remember, your idea should solve a problem, not become one. You don't want your champion getting bad vibes every time your idea comes up. They might start wondering if they've backed the wrong horse.
That's why sharing even little wins is important. It shows that their help is valuable, that your idea has legs, and that you're committed to pushing it forward. There will be plenty of tough moments. Celebrate the victories, too.
Those wins should be part of a larger ongoing conversation. Even during those times when the project has been quiet, check in with your champion. If organizational priorities shift, the earlier you know, the better your chances of salvaging your idea. And when times are good, you never know what you might learn or what opportunities might emerge. The key is to keep that relationship strong and growing.
Here at WNDYR, we've made the case for digital transformation at enterprises across industries and at every scale. We simplify, streamline, and humanize processes and tools so the technology serves the people using it, not the other way around. From Adobe-certified implementation experts to experienced change managers, we offer specialized expertise that brings the future of work to life today. Contact WNDYR to start transforming your company, too.