Over the years as CEO, I've worked with some of the best IT project leads in the restaurant industry, from burger chains to corporate catering. I've seen how these professionals secure executive support for implementing technology like 3SPOS or Apicbase.
Here, I’ll share insights on engaging effectively with your restaurant's top decision-makers to achieve buy-in for your tech strategy.
Understanding Stakeholder Concerns
Securing buy-in for restaurant tech investments like a new POS system goes beyond presenting a solid business case. It's about understanding the deeper, often unspoken concerns of decision-makers. A strong business case is crucial, but addressing emotional and underlying aspects is equally important. Stakeholders need to feel confident and secure in their choices, so managing these emotions and mitigating perceived risks are critical.
The Power of Informal Conversations
Decisions that matter are often made outside formal meetings. Informal conversations let you connect with colleagues on a personal level, where real buy-in begins. People are more relaxed and open about their genuine concerns in these settings. This provides valuable information for tailoring your project to meet their needs and clearing up misunderstandings early on.
Tailoring Your Pitch
Everyone must first agree on the challenges ahead to gain agreement on a solution. Stakeholders in large companies often have different priorities, so a one-size-fits-all pitch is rarely effective. Senior executives focus on profitability and strategic alignment, IT leaders care about technical details, and operations staff want easier, error-proof workflows. Understanding these interests and tailoring your approach to address each group's specific concerns is key to success.
Clear and Simple Communication
Avoid jargon and abstract ideas. Tech talk can be overwhelming, and abstract concepts may sound far-fetched. Keep your communication simple, concrete, and practical. Break down technical details into bite-sized, relatable benefits. This approach helps in getting the support you need by making the project understandable and relatable to all stakeholders.
Leveraging Social Proof
Traditional social proof—demonstrating successful implementations at other companies—is important, but highlighting broader industry adoption trends is crucial. Discussing how the industry is moving towards certain technologies can create a sense of urgency. As Peter Schimpl from L’Osteria mentioned on The Food Service Growth Show, some innovations become industry standards, and not adopting them can put your company at a disadvantage.
Starting Small and Building Confidence
Phased rollouts can effectively address concerns about new technology. Starting small, with a single location or event, minimises risk and provides quick ROI. This approach builds trust in the technology, allowing you to expand its use gradually and confidently across the organisation.
For example, consider starting with one outlet when implementing a restaurant inventory management software. This method not only reduces initial risks but also provides concrete results that can be showcased to gain broader support.
Showcasing Early Successes
Promoting early wins keeps everyone excited about your project. Don’t assume all stakeholders know what you are doing—talk about your successes and be your own best ambassador. Sharing success stories creates a positive buzz and keeps the project on everyone’s radar, helping to maintain momentum and support. For example, how the new technology fills in gaps in operations.
Final Thoughts on Securing Buy-in for Restaurant Technology
Securing executive buy-in for tech projects involves more than presenting a solid business case. It's about understanding and addressing the underlying human factors that influence decision-making. Engage with stakeholders early, communicate clearly, start small to mitigate risks, and build momentum through early successes. By following these strategies, you can successfully achieve the support needed to implement your tech projects.
Carl Jacobs
CEO & Co-founder, Apicbase
F&B management software for multi-site operations