How thou shalt talk to the brass
How facilities managers present their ideas to senior executives is at least as important as what they present. There are some principles that seem to increase the likelihood that a change proposal will win acceptance. The first step in overcoming resistance to change is to establish the need for change. Once a consensus for change is built, a general picture of the proposed change strategy should be presented. One of the best ways to build agreement around the preferred sense of direction is to provide the senior executive with 3-4 researched options. The facilities manager should try to establish a collaborative approach to presentation efforts. Ideas will be given greater credibility if they are documented with evidence of prior successful applications. The facilities manager should be able to provide the senior executive with a clear, systematic plan of implementation. In forming a leadership team with senior executives, the facilities manager must be counted on to follow through.
Huszczo, G. E. (1991). How thou shalt talk to the brass. Facilities Design & Management, 10(3), 58–60.