All we have to do is look into a mirror. I know. It isn’t pleasant to consider that we could be responsible for our lack of success, but there it is. If we have not convinced someone, the onus is still on us to do so. It is not the decision maker’s job to convince him or herself of the idea’s merit.
Even when the idea is outstanding, it won’t sell unless our presentation is compelling. So how do we convince our decision maker? We start by visiting that old radio station, WIIFM… What’s In It For Me? Our idea, budget, or proposal must meet the decision maker’s needs.
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