Decision Makers
Engaging Decision-Makers in Campus Decarbonization
Engaging decision-makers is essential in moving through and beyond the planning stage of campus decarbonization. Success requires support from individuals with influence or authority over finances, capital planning, facilities, and the strategic direction of the institution.
10 Tips for Decision-Maker Buy In
1. Engage Early. Involving key decision-makers early ensures strategies and plans are aligned with the institution’s priorities, increasing likelihood of success.
2. Know Your Audience. Understanding decision-makers’ professional and personal priorities, helps create a shared vision in which everyone is invested. When you present the right information (what they care most about) to the right people, you will get the best results.
3. Contact Proxies. Speaking with proxies who can represent busy administrative leadership is a great way gain momentum and even get some helpful feedback ahead of a formal conversation. Vetting information through representatives can make your presentation to leadership more effective.
4. Provide Updates at Key Points. Updating key decision-makers at critical points will ensure that everyone is on the same page and they are on board before an important decision is made.
5. Understand Competing Needs. Respecting the landscape of competing priorities at a higher education institution is critical. Understanding what the priorities are before presenting an idea that needs financial investment will increase the likelihood that the idea will be approved.
6. Communicate the Big Picture. Explaining your big-picture perspective to key decision-makers can put your solutions in context for them. Communicate how the idea fits within the institution’s priorities and save the granular details for the strategic planning phase.
7. Be Succinct. Keeping your communication with busy executives to key points is important. Avoid overloading them with information. Showing that you respect their time will work in your favor.
8. Emphasize Benefits. Placing the benefits of your solutions front and center is a great way to pique interest and gain buy-in. And remember, ideas that solve multiple problems are even more appealing to decision makers.
9. Connect the Dots. Clearly explaining how you arrived at a recommendation can instill confidence. Keep it concise, but be prepared with back-up slides, reports, and any other information that can clarify your approach.
10. Express Gratitude. Showing gratitude and saying thank you is always welcomed. And be sure to celebrate wins!
When and How to Get Buy-In
While the culture and positions at each institution may vary, there are key similarities in the process of engaging decision-makers. Here’s a breakdown of common campus decision-makers and some insights into when and how to engage them.
President
Role: Final decision-maker
Priority: Keeping the whole institution afloat
When to engage: At pivotal points, after others have vetted the material
How to engage: Use proxies, be succinct, and show the big picture
Provost and Trustees
Role: Proxies for the president
Priority: Institutional reputation
When to engage: At pivotal points
How to engage: Seek their advice, utilize peer data to make comparisons
Head of Finances
Role: Holds the purse
Priority: Balancing the books
When to engage: Before committing to major investments
How to engage: Make a sound fiscal case, show all numbers and calculations
Head of Facilities
Role: Meet campus infrastructure demands
Priority: Keeping the lights on
When to engage: Throughout the process
How to engage: Make them an integral part of the team
Head of Capital Planning
Role: Directs large campus infrastructure projects
Priority: Meeting future infrastructure demands
When to engage: Prior to decisions involving capital projects
How to engage: Connect the dots between your projects and theirs, talk about future campus needs
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