How to build a business case for your promotion

Know Your Value

Define a single sentence value statement for each of the following value types :

  • Business value
  • Strategic value
  • Financial value
  • Leadership value

Phrase the sentence as :

In the last [time period], I have led the team to deliver [value] by [1-3 steps to creating this value]. 

Example :

In the last 3 months, I have personally led account building activities which has led to a 50% increase in revenue by identifying key decision makers in resource acquisition in 4 leading companies,  developing bespoke sales strategies for each company as well as a series of business strategies which will help these companies increase profit over the immediate 3 month period.

Does your value = promotion ?

Meet with your boss and walk through your ideas on your value, give specific examples for each value.

Check-in with your boss and ask the following questions:

  1. Do these represent sufficient outcomes to be promoted?
  2. Do these items represent the value to the business that I have proposed? More/less
  3. What gaps are there for promotion?
  4. Do these outcomes represent sufficient skills to do well in the new role?
  5.  Adjust your value statements based on this feedback.

Develop a pitch, pitch it and then repeat it

Use the your value sentences to develop your very own sales-pitch. This should be something you can talk through with senior members of the leadership team.   You want to get your message out there so effectively that you start to hear your key words and phrases repeated back to you when other people talk to you about your own work.

When this happen, it means you are being effective in increasing your visibility and doing this in a way that you are leading that visibility.

Your word of mouth is not being defined by what other people are saying about you but by what you want them to say about you.

Aim to create an opportunity for talking through your pitch at least once a week to a senior manager and create a list of target senior managers to be getting in front of  to talk through your value.

Time it

This is a great activity to complete as a lead in to an ask for promotion.  I recommend getting your pitch ready and out there 3 months prior to directly asking for a promotion.

Remember to Listen

Whenever you are in pitch mode, keep your listening ears on.  This is not a speech, this an opportunity to be interactive, gain valuable feedback and test the waters to see if the senior manager agrees that you are (1) valuable and (2) promotable.  Pay attention to their body language, tone of voice and how responsive they are to your pitch.  Your pitch should receive a positive reaction and be received well.  If you find this isn’t happening, check-in with how you’re presenting the pitch, how much active listening you are using and if you are presenting yourself in a positive way.

Practice

Practice your pitch in front of your web cam or/and a trusted mentor.  Watching yourself back will help you adjust how you present your own value. Watch for facial expressions, tone of voice or hand gestures that detract from your pitch.

Make silence your best friend

Silence is a highly under rated tool. Silence allows people space to consider your words, consider their response and provide that response. Don’t take silence as a bad thing.  Provide space and structure in the way you communicate for thinking time – both for yourself and the senior manager.   Don’t fill pauses, let them linger.  You will find you get much more thoughtful and deeper responses if you allow this to happen.

Now, I’d love to hear from you – what are you top tips for building a business case for promotion ?  What has worked in the past and what will you try in future, to help get that promotion ?

 

 

Resources : 

Susan Colantuono is trail blazer in supporting women’s career progression. This ted talk neatly encapsulates a way of presenting your value to very senior levels of management. See : https://www.ted.com/talks/susan_colantuono_the_career_advice_you_probably_didn_t_get

 

Good Listening

See: https://www.ted.com/talks/julian_treasure_5_ways_to_listen_better

Another, resource to improve your listening is through regular meditation. I recommend finding meditations on sounds (Gaia has some great 10 minute sessions) as this helps control the way you listen. I’ve found it super helpful in being less distracted by background noise in conversations.

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This one thing will get you to your next promotion quicker!

If I choose one role to focus on, I’ll cut off all my options!

Will you ?

 

Really ?

 

One of the aspects of the book that I really struggled with was saying : “choose one role to focus on!”.

 

I struggled because at the time I was reviewing the progress of my own promotion plan. I really wanted a promotion but was getting annoyed and frustrated on how long it was taking. Some extra projects, which I had happily spent a lot of my own time working on, hadn’t paid off in the way that I had hoped.  And, I realised I had a choice – wait another year for promotion or go elsewhere ?

 

The vibe was good, my word of mouth was good yet I was getting impatient.  I had to acknowledge my momentum had slowed because I had taken time out to write my first book. My energy was directed elsewhere.  I knew that this had delayed my promotion, reduced my visibility and meant I hadn’t had a chance to really line up the key decision makers to make the decision that I wanted.

 

There’s nothing like taking my own medicine to make my bottom lip stick out. Not fair banana bear,  I wanted to write a book and get a promotion all in the same year!!

 

So I did look elsewhere – I talked to my recruitment contacts, I networked and caught up with old friends.  But something didn’t feel ‘right’. Inside me was saying – that’s the wrong way, that isn’t even what YOU are recommending !!

 

Just stay!!!

 

So I stayed and within a few months a new senior manager started and I took the opportunity to ask the tough questions :

 

I want a promotion this time next year  and will this role make this happen  ?

 

New Senior Manager said ‘YES’.

 

I also asked him ‘will you back me for that promotion?’

 

And again he said ‘YES’.

 

So I decided to stay.

 

Lesson learnt!  Momentum is powerful because it builds confidence, it also builds random oppourtunities. Being ready to ask the right questions at the right time when that opportunity arises (a new role, new boss, secondment etc) WORKS!

 

Choose one role and you will have that opportunity to create momentum for your next promotion!

 

Now, I’d love to hear your thoughts.  Do you agree that focussing on one role will make it easier for you to get a promotion ?

 

What is one action you can take this week to get one step closer to getting your next promotion?

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I’m Ready Now !

Beatrice Crocker
Beatrice Crocker

Want a promotion ?

Keeping asking for opportunities and not getting anywhere or worse getting the wrong ones ?

Too good in your current role to be ‘allowed’ to move up ?

Completed all the training, got great feedback, ticked every box but told ‘you’re not ready yet’?

If you answered ‘Yes’ to any of these questions, then this book is for you. Full of practical strategies, how to guides and step by step instructions on how to gain a promotion and move mountains without ever having to ‘tick’ a box again.

Dubious?

This book isn’t about fixing you. Nice girls can get the corner office and you need the right strategy to get there.

Diagnose the real reason for not getting that promotion and find out ways for overcoming, getting around or marching straight through obstacles to your next promotion.

No statistics, no graphs, just step by step instructions to help you work out the best way to get a promotion quickly.

Want that promotion now? Read this book!

Available via Amazon Kindle

For additional content and blog posts, please see my personal website at beatricecrocker.com

 

 

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