How Sell an Idea to Your Boss (HBR)

What do you do if you’re a middle manager who sees the big picture but you work for a boss who only focuses on the here and now?

That was the heart of question I received at recent workshop I conducted on leading from the middle for a national conference of training and development professionals. It was clear that the questioner had had first-hand experience with a boss who wanted his direct reports to know their place and not be thinking or acting big. And therein lies the challenge for eager, upwardly mobile self-starting managers: you want to put your ideas into play and see their results, but your boss only wants you to do what you’re told.

Once upon a time, organizations functioned just fine when orders flowed down from on high. But as the global business environment has evolved, the need for decentralized rapid decision-making has become critical. We need creative men and women to step up and lead from the middle. So what do you do if your boss wants you to keep your place?

First and foremost, do your job: make certain that you do everything you are asked to do. (It is your job, after all.) Once you have established yourself as a credible performer, there are three things you can to do give your big idea a better chance of success:

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First posted on 12/03/2010