No matter what your job description is, you’re in sales. Sure, you studied construction management or engineering, but if you’re a facilities manager, sooner or later you’ll find yourself selling a proposal to the people who sign off on your budget.
Some sales are easier than others. An impressive new building or a news-worthy green initiative gives your bosses a chance to shine in the public eye. It’s tougher to get funding for less visible, tangible projects. Writing in Facilities Maintenance Decisions, Dan Hounsell suggests creating a “marketing plan” for your low-profile projects. He offers 4 starting points for creating such a plan, using the example of one of the least glamorous aspects of FM: deferred maintenance.
Hounsell recommends emphasizing (1) long-term cost savings; (2) sustainability; (3) job creation/retention; and (4) responsible management. Cost savings in particular can be a deciding factor, and a well-presented case for “spend a little now, save a lot later” can produce a quick approval.
These selling points are effective for any proposed expenditures that lack a “glam factor,” such as better spare parts management, or (dare we say) new storage systems. Give this marketing plan a try on your next budget request, and let us know the results!
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