Selling Your Programs To Senior Management
Loss Prevention Professionals face an ever-changing set of challenges each day along with unanticipated events that propel themselves to the top of our to-do lists and overshadow everything we had hoped to accomplish. While these challenges are part of the excitement of our profession, their impact on our approach to day-to-day business must be understood.
It is my observation that the somewhat “helter skelter” aspects of the Loss Prevention or Assets Protection profession can cause us to rush through one of our most critical responsibilities—selling our programs. We must recognize that, while there is a clear expectation that all LP/AP related events will be handled quickly and professionally, there is not always an understanding of the effort and complexity these circumstances require. Therefore, while we may desire quick approval for the staff we want to hire or the systems we want to purchase (so we can then move on to our next challenge), we should not be surprised when roadblocks are put in our path.
Build Partnerships
Any decision that is not immediately required to resolve a situation will likely require considerable time and effort. As more people or areas are impacted by a decision, more explanation and approval are naturally required. For example, Store Operations within any retail organization must be made a partner in any decision that effects the store locations. Build partnerships based on respect and trust. Make certain that you and your group are viewed as students of the entire business not just of your specific area of responsibility. To do otherwise puts the overall success of the program in jeopardy.
Demonstrate Effectiveness
Always look to demonstrate the effectiveness of your program through a test prior to requesting its widespread implementation. Establish the criteria that will determine success (i.e. reduced losses, increased ease of investigations, etc.) and ensure that these can be assessed during the course of the test. Keep Decision Makers informed on preliminary results as the test progresses and listen carefully for suggestions as to how it can be improved. Quickly implement those changes that can be effective. Be prepared to demonstrate an achievable return on investment and then be flexible on your budget in relation to available capital resources.
Prioritize
Prioritize the things you need to accomplish your goals. Effectively demonstrate how those things will add profit and value to the company.
And above all, enjoy what you do!