Think of a situation where you know you can bring value or revenue or customers…you just need to be heard. When we make an investment, we expect a return on that investment (ROI). In the same way, this is a conversation where you also want a return; hence, the term ROI discussion. It goes like this:
First, decide whose buy-in you need from this conversation. 
Second, consider the dynamics of your relationship with that person and what’s the best way to approach the individual.
Third, when you’re ready to meet, think through these 4 elements beforehand.
1. Describe your idea simply, convincingly, and powerfully emphasizing the 3 points below.
2. WIIFM…WHAT’S IN IT FOR ME to be taken seriously regarding this proposal or idea or job? (Are you seen as key team player, possible promotion when time is right, expand network, build influence skills, etc)
3. WIIFS…WHAT’S IN IT FOR YOUR BOSS to listen or act on the idea? (Think about what’s important on his or her plate these days, how will this idea benefit the boss? How can you help him/her look good or score a win for the dept.? Wear the boss’s shoes for a minute to see what’s important in that world and where this idea may fit in the bigger picture).
4. WIIFO…WHAT’S IN IT FOR THE ORGANIZATION to support this idea? (How will it benefit the enterprise where you work? What will it enable the org. to do better)?
Once you approach your boss from a place of “value I can provide” to help us achieve a certain goal, chances are likely he or she will listen.
Then, discuss the idea and come prepared. Either bring a 1 page bulleted talking sheet or a 1 pg. diagram/picture outlining the idea.
Then, after describing the idea, talk through each point below.
1. WIIFM…Its important for me to spearhead this project because ….
2. WIIFS…Your support is instrumental so together we can …….
3.WIIFO…The organization etc. benefits in these ways….
Practice or discuss alternate ideas with a friend/colleague. You’ll surprise yourself at how convincing you sound. When the time is right, put your positive energy into practice.
“Whatever you do or dream you can do, begin it.
Boldness has genius and power and magic in it.” Johann Wolfgang von Goethe
