In logistics, everyone’s talking about the popular themes – AI, automation, digital twins, and TMS in the cloud. But despite all the hype and cool ideas, there is one big problem: getting approval from those in charge.
It can be difficult to get executives to buy into changes in supply chain or logistics. It costs money, time and, let’s face it, it can be scary to try something different from what you’re used to. But the good news? You can bridge that gap. Here’s how.
Step 1: Speak Their Language (Hint: It’s ROI)
Executives aren’t just looking for cool tech—they’re looking for business results. When you pitch a logistics innovation like a new TMS, don’t start with features. Start with outcomes:
- How much time will it save?
- How much cost will it cut?
- How will it make deliveries better, keep customers happier, and make them stick around?
If you can put your idea into terms of real business improvements, you’re already doing great.
Step 2: Show the main point
Innovation isn’t just about fixing problems now but getting ready for what’s next. Help your leaders see what will happen later:
- Will the solution grow with the company?
- Will it make your company more competitive?
- Can it future-proof your operations?
Executives are strategic thinkers. Tie your plan to the company’s vision and long-term goals.
Step 3: Back It Up with Real Examples
The decision makers like data, but they also like stories. So, bring in case studies, show how you stack up against the average, or share stories of rivals killing it. Show how others in your field have:
- Reduced delivery delays by 30%
- Improved customer satisfaction with live tracking
- Cut fuel costs through smarter routing
This proves it’s not just theory – it’s working right now.
Step 4: Involve them earlier
A common mistake is to suggest an idea only when it is already completed. Instead, involve your managers at an early stage. Ask them for their opinion. Get their views. If managers feel ownership of a new project, they are more likely to support it.
Step 5: Keep it easy
Don’t overwhelm executives with a huge presentation full of confusing words. Give them a simple, clear overview:
- The problem
- The proposed solution
- The business case
- The timeline
- The expected return
Be confident, clear, and concise. They’ll thank you for it.
Innovation Isn’t a Hard Sell – If You Frame It Right
At the core, most executives want what you want: growth, efficiency, and long-term success. Your job is to show them that supply chain upgrades aren’t risky – it’s a smart move.
So whether you’re proposing a TMS upgrade, launching real-time tracking, or automating warehouse flows, lead with business value. Speak their language. Share real results.
And above all, help them see not just the cost – but the opportunity.