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Nothing can take the place of persistence.

Talent will not; nothing is more common than unsuccessful men with talent.

Genius will not; unrewarded genius is a proverb.

Education will not; the world is full of educated failures.

Keep believing.

Keep trying.

Persistence and determination alone are omnipotent.

CALVIN COOLIDGE (1872–1933), 30TH PRESIDENT OF THE UNITED STATES

What's the point in having great ideas if you can't sell them to the people who control their implementation? And if you never see your idea implemented, how much satisfaction will you derive from it? Here are some ideas that will increase the odds of getting approval for your project.

1. Before you meet with a potential sponsor, be prepared.

   • Pick your best ideas. Don't try to sell every one. Choose those that

     • are in line with the organization's mission

     • have a reasonable chance of being accepted

     • are the ones you feel most passionate about

   • Collect as much information as possible to support your position. Facts speak louder than words.

   • Find examples of a similar idea that might have worked elsewhere. This will enable you to demonstrate a precedent.

   • Don't rely on presenting your ideas verbally. Collect them in documented form. Doing this will add legitimacy to your position. Color brochures of the equipment you want to buy or expert endorsements in credible trade or business magazines will enhance your position.

   • Make people aware of the possibility that a competitor may use your idea. This sense of rivalry may spur your sponsor to action in hopes of staying one step ahead.

   • Be prepared to talk the language of your audience. If you are dealing with the management, are you ready to show a cost benefit? Can you prove to human resources people some measurable benefit to improve morale?

2. When you are making your pitch, do the following:

   • Greet the person(s) warmly. Thank them for their time.

   • Let them know your expected outcome. Be specific and assertive. Speak with a firm voice that emphasizes key results.

   • Be positive. Saying "I expect to come away from this meeting with approval to start a pilot project" is better than "I hope you'll like my idea . . . perhaps, maybe, you'll let me try it."

   • Don't exaggerate the benefits. Be optimistic yet realistic.

   • Give them a chance to ask questions. Listen carefully to what they have to say. Answer them or offer to get back to them if the answer requires further thought or research.

   • When your presentation is done, be silent. Wait till you get a "buying signal" such as "When can you start?" or "Do you think we can manage given our lack of time?" Then assure them of success and show them your timetable.

   • Don't ask for approval in a way that allows them to say "no." Replace "Can we go ahead?" with "Do you have any other ideas that would ensure success?" or "When do you think we should start?" or "When would you like the project to be completed by?