Business Process Automation – The Ultimate Guide • MHC

HOW TO SELL C-LVEL ON BUSINESS PROCESS

When both your direct team and your direct manager are “sold” on the importance of automated business processes, it’s time for you to move onto the final process pitch — bringing in C-level executives.

Knowing how to sell C-level leadership will vary depending on the size, organizational structure and culture of your business. Some may have a more relaxed system in place that makes meeting and reviewing items with executives easier, while others may need to curate specific, formal hours to get this step going.

Either way, there are a few strategies to bear in mind when approaching corporate-level leadership and executives about implementing a major process improvement.

1. BUILD A COALITION

Ideas are more compelling when they have positive momentum already behind them. Armed with the information and buy-in from your own team and supervisors, you can reinforce the narrative that this initiative is primed and ready for execution — not just another abstract idea without plans, people or data-backed decisions.

2. BE CONCISE

Don’t be intimidated if you’re only given a small segment of time to pitch the overall business improvement. You can use brevity as a tool to show how much you’ve chiseled away at these business solutions, and you already have what you need to make a compelling pitch.

Create a summary slide or a handful of slides with key, data-driven points to review with C-level individuals. Begin your presentation with this data-driven overview, then use the rest of your time as an appendix on benefits for the business’ bottom line. Frame presentation expectations right away, and always leave room for questions and discussion at the end.

3. CREATE VALUE ALIGNMENT

Clearly illustrate how business process automation aligns with the overall strategic direction of the organization, as well as its mission and values. This is where most leaders at the executive level function, dedicating their time and expertise to strategic advancement. Speak directly to company momentum, and you’ll get the final buy-in necessary for complete organizational implementation.