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You may have a great idea or a fabulous product, but these may not see the light of day unless your stakeholders see value in them. Getting a stakeholder to a “yes” is contingent upon:
1. What you say
2. How you say
3. Who you say it to
4. Who you are
The framework for getting a stakeholder to a “yes”:
Present the right content
o Diagnose the world of the person you are trying to convince:
What are their concerns?
What are their goals?
What are their pressures?
What is important to them?
o Outline the upside of accepting and the downside of rejecting your proposal
o Provide endorsements
Present it the right way
o Appeal to emotions by incorporating stories, metaphors and analogies, on top of strong logic
Present it to the right audience
o Identify the decision makers and influencers
o Build allies
Build your credibility in terms of:
o Knowledge and skills
o A strong track record
o Reputation for keeping commitments
Speaker Profile
Ms. Charu Sabnavis, Director, Delta Learning
Charu embarked on an enriching and challenging journey in the field of people and organizational development after a successful corporate stint wherein she spearheaded Human Resources, Learning & Development and Operations at Morgan Stanley, Capgemini, Datamatics and NIIT. She started Delta Learning, an organizational development and training company, in 2012 and has trained and coached more than 8000 people in 50 organizations, across 6 industries in the areas of Leadership, Personal Effectiveness & Diversity. She has engaged with teams at PricewaterhouseCoopers, Bank of America, ANZ, BNP Paribas, HDFC Bank, IDBI Bank and many more. She has over 55 published articles on Leadership, Workplace effectiveness and Diversity in Mint, Financial Express, Business Standard & other publications.
