Getting What You Want From Your Boss
Douglas Chick
 Many
computer people have a difficult time getting what they want from their boss
because they simply do not know how to ask. A network administrator might
barge into his boss's office; tell him or her that he needs a new
$15,000.00 server because the current one is too old and slow, and he is
tired of fixing it. His boss immediately denies the network
administrator's request, he then becomes disgruntled and start whispering
rumors about the company going bankrupt. In many cases the problem isn't
with the boss, or the company's financial health, it is all in the way
that the request is being made. The secret to getting what you want is
knowing how to ask for it.
Perceived Value
Managers, CEOs, and company owners have
a different value system than a technical minded IT person. For example:
spending $20,000.00 for a larger storage device because employees are
running out of space to save e-mail might seem important to you, but that
20K shows as an expense, that is really a loss on the books to a CEO. What a
logical minded computer person might think is a value to his company,
isn't necessary a value to his boss. So, telling your boss that you want
to spend 15K on a new server because you are tired of fixing the old one
reduces your value and $15,000.00 of the companies bottom line.
Additionally, your boss may have to request this expense to her boss and you
really didn't give her any thing valid to work with. When asking your boss
to spend money, you should always show a positive value first, and the need
second. An example of this might be:
"We can save the company $25,000.00 by replacing the old server
with a new one."
And then of course, you must show why the cost of a new server will
save the company money. Perhaps it is the billing department's server and
it's down time causes a loss in collections. Maybe it is not a server at
all, instead your company has one T1 lines that is always bottle necked and
the website is suffering from lost sales. Always show your boss that there
is a value in spending money.
I like to start with the conclusion first, and then an explanation on how I
arrived at it. No one wants to hear a long drawn out explanation before
hearing how much? Don't turn your proposal into a sales pitch. Your boss
can be easily distracted during a sales pitch, wondering where this is going
or waiting for to get to the point. Always make your conclusion first, and
then you can precisely state why this is good for him and the company.
If however,
the server is on its last leg and if you do not replace it quickly than all
will be lost, then you only need to show that the value is; you are saving
all from being lost, and to do so you need $15,000.00 dollars.
Do your homework
It is always
worth doing your homework before making any proposal. My brother, also an IT
person, one day showed me a folder that he put together that he was going to
present to his boss for a raise. He documented what he accomplished in
the past year, how much money he saved his company and included a chart of
comparable salaries for his position in the area. I burst into laughter and
asked if he was crazy. He turned in his raise proposal despite my teasing
him, got the raise, and immediately sent me an e-mail telling me what a
jackass I was for making fun of him. The following week, I turned in my
proposal. Doing your homework, works! Always research your project so
you can show how this will impact your company's needs. CEOs want to see
exact numbers and how it will affect the bottom line.
Choose the Right Time
Even with the best proposal, timing is
everything. Always try to sense your boss's mood before approaching her
with a proposal. People are more likely to be agreeable and more receptive
to your ideas with they are happy and or feeling good. Is your boss a
morning person, or an evening one? Maybe the best time is when your boss is
exhausted and will say yes to anything.
Closing the Sale
When making your request, be positive
and confident. Always try to maintain eye contact, and know when to shut up.
I've seen people sale an idea, talk their boss into it, not know when to
stop pitching it, and then talk him right back out of again. When the boss
says yes, stop talking because the deal is done.
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E-mail
your comments to dougchick@thenetworkadministrator.com