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Entrenched Managers
Managers are the same way people are, as many kinds of people, just as many types of managers. There are bright, young ones that are willing to take high risks in order to improve the quality of their own work as well as the results of the company as a whole. But what about those particular managers who do not care about others' points-of-view and believe that their way to be the best and only way? How do we get these leaders to change their minds and accept change?
In an attempt to implement a new strategy, unaccepted by the manager, one might draw up a comparative analysis of the advantages and disadvantages of the current strategy and the proposed one. If the manager sees that for example the new strategy would generate lower costs and a higher rate of productivity, he might feel tempted to try it out.
Another thing one could consider in changing the mind of an entrenched leader could be to offer several benefits along with the new strategy. For example, qualified personnel to help implement the new working plan, discounts for the first months of usage or advertising their products to other clients using the same strategy.
Considering that no one can sell a product to a client without the client first being able to try it out, those who want to convince a manager to buy a certain product or service for his company, could focus on this particular element. Therefore, the manager and his company could be able to try out the product for free for a month's period, in which time they could observe the functioning mechanisms behind the new strategy, product or service, the amount of work necessary and the results. If the manager is to declare satisfied, negotiations begin regarding the acquisition of the product or service or implementation of the strategy.
Whichever the selected method of approach, one must pay close attention to the words chosen in the discussion with the manager, the manager's reactions, anticipate his potential objections and compensate them with the strengths of the products and emphasize on the additional services offered and the benefits of the new strategy.
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