Managing Upward: Getting Approvals for the Tools You Need

Executive management does not like to spend money (on others); however, to build better software you may need to purchase better tools. Although skilled in producing code and running software tests, many development and QA managers do not have much experience preparing proposals and driving requests for funding through the management approval process. To gain their enthusiastic approval, you need insight into the executive heart and mind to better frame your proposal. Learn the decision-making process of executive managers, the facts they need to make a decision, and why they are reluctant to spend money even if it is in the budget. Build the case for your proposal in terms that match the business objectives of the CEO, CTO, CFO, and others with decision-making authority. Take away a template for a proposal along with examples of successful proposals, including visuals, data, competitive analysis, and much more.

• A tool selection process that helps management say "Yes" to your purchase request
• The people side of executive decision-making
• Ways to frame your proposal in terms that speak to executive managers