If you’re trying to change the way your company does research, or launches its products, your credentials will be questioned.\u00a0 Those people whose jobs will change as a result of your proposal will point out the weaknesses of your plan.\u00a0 If they don’t know you personally, their criticism will be that much stronger.\u00a0 In fact, no matter how much evidence you supply to buttress your argument for change, they will oppose you.\u00a0 People are not convinced to change by reason alone.\u00a0 They need to be “encouraged,” which means that they need you to “put courage into them.”<\/p>\n

If you strive to reduce energy consumption within your company, and you are running around giving presentations urging people to make changes, you have a serious challenge on your hands.\u00a0 Again, do they know you and like you?\u00a0 Do they respect your expertise and your knowledge of their business concerns?\u00a0 When you address them, do you use their language?\u00a0 Do you speak to them about what is most important to them?\u00a0 For instance, if manufacturing is wasting energy, but they are hitting their productivity goals, then why should they disrupt their processes to make the changes you suggest?<\/p>\n

Speaking to industry groups to demonstrate your thought leadership requires showing off some original thinking without giving away the store.\u00a0\u00a0 It might even mean being entertaining.\u00a0 After all, people don’t remember that much of what you say, but they do remember how you make them feel.<\/p>\n