Selling Your Idea


This is summary of selling the idea from “One Strategy” book.

Define the problem you are solving:Have a crisp definition of the problem you are solving. Sometimes this is an end-user problem, sometimes this is an ongoing “fighting the code” architectural problem. Sometimes its enabling new hardware device. But overall if it takes too long to even explain the problem to people then its going to be a steep uphill climb from the very start.

Educate yourself on possible alternatives:As you talk to people you will educate yourself on lots of alternatives. A good thing to do is stay focused on solving the problem, not stuck to implementing the specific solution you initially proposed.

Describe your solution: Get good at describing your solution.

Connect the problem and solution: Reinforce the connection between the problem and the proposed solution.

Think end-to-end: When proposing a feature it is often the case that someone will think of the feature in the context with which they work and then assume the rest will be pulled out of the oven at the end of the show.

Know the competition: Never ever propose an idea that does not come with a complete understanding of how the competition accomplishes this same task.

Visualize the idea: The most compelling way for anyone to understand an idea is through visualization. This does not need to be a “prototype” but it does help to convey the idea visually.

Make a list of stakeholders: You have to start with a list of folks you need to work with. This includes program managers, developers, testers, planners, designers and product managers. You might also want to enlist the support of the people who represent the customer view point of view strongly. The most important thing you can do is to make sure that you generate the “buzz” around a feature and you can only do this by talking to people.

Walk in the stakeholder shoes: When you are talking to someone you really want to make sure you know what is going on their world when talking to them.

Look at the proposal though the eyes of the listener: Make sure that you are taking a look at your solution through the eyes of a stakeholder. Use the time with a stakeholder to broaden your views and make sure you begin to see all the facets required of the solution.

Listen actively and adjust based on feedback:
Don’t go for close:
Don’t escalate:

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