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Home » How to Gain Support From Stakeholders When Pitching New Technology Initiatives
CXO Minute

How to Gain Support From Stakeholders When Pitching New Technology Initiatives

Joanna MartinezBy Joanna MartinezMarch 6, 2023Updated:March 6, 20232 Mins Read
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AE Leadership

In episode 55 of the Leadership Minute, Joanna Martinez explains how to engage, gain support, and build consensus among stakeholders in organizations when pitching ideas that will create value for a company.

This episode is sponsored by Acceleration Economy’s Digital CIO Summit, taking place April 4-6. Register for the free event here. Tune in to the event to hear from CIO practitioners discuss their modernization and growth strategies.

Highlights

00:27 — Joanna introduces today’s minute about stakeholder engagement. With the rapid advancement of technology, numerous opportunities have emerged for us to identify solutions that can create value for our companies and address business challenges. We get excited about new ideas and want to proceed right away, but we usually need to obtain approvals, funding, and resources then pitch the idea to others in the company to gain their support and convince them that it’s a winner.

01:05 — We all have different presentation styles in terms of getting people on board, but it’s not about us in this scenario. Focusing on stakeholders and engaging them in the best possible way is the most important priority, regardless of our presentation style. This means we have to focus outwardly rather than inwardly. We cannot simply think about moving forward with a proposal presentation.

Insights into the Why and How of Data and Business Modernization featured image
Guidebook: The Why and How of Data and Business Modernization

01:42 — To engage our stakeholders effectively, we must understand what works best for them, especially those who have to approve what we want to do. This requires us to do what is necessary, not what comes naturally. For instance, if we need to approach the CFO, we should keep in mind that they are likely to be analytical and interested in seeing numbers. Therefore, we should not present an idea that isn’t well-vetted in terms of its costs and benefits.

02:12 — Similarly, if someone is very busy and has a packed schedule, we need to be succinct and avoid wasting their time. However, if we are dealing with someone who is engaging and likes to build relationships, then we should be ready to have more detailed conversations and spend more time getting them to agree to something.

02:41 — For every stakeholder, we must be ready to sit in their shoes and answer their questions, such as: “What’s in it for me?” or “What’s in it for my team?” It’s crucial to keep this in mind. Although we tend to prefer doing what comes naturally, we have to do what is necessary.

Which companies are the most important vendors in data modernization? Click here to see the Acceleration Economy Top 10 Data Modernization Short List, as selected by our expert team of practitioner analysts.


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Joanna Martinez

Founder
Supply Chain Advisors

Areas of Expertise
  • Chief Procurement Officer
  • Supply Chain
  • Website
  • LinkedIn

Joanna Martinez is an Acceleration Economy Analyst focusing on Procurement and Supply Chain. As the founder of Supply Chain Advisors, LLC, she helps individuals and businesses achieve their transformational goals by better leveraging technology, engaging stakeholders, and improving processes. Joanna has led transformation initiatives for firms in different sectors, from consumer products and pharma to financial and professional services. She is an advisor for two technology startups, a professional services firm, and the School of Engineering at Rutgers University. For the last four years, she has been designated a Top Global Influencer and Thought Leader in multiple categories by Thinkers360 Her book, A Guide to Positive Disruption, draws on her experiences making positive changes at the organizations for which she has worked and provides a framework to follow for those who want to be successful in a business undergoing disruption.

  Contact Joanna Martinez ...

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