Summary: Founders need to understand bureaucrats’ mindset to successfully sell their ideas and navigate organizational hurdles. Bureaucrats prioritize job security and are often risk-averse, so it’s essential to present new ideas as safe and backed by social proof. By addressing their concerns and making it easier for them to say yes, founders can improve their chances of gaining support.
Many bureaucrats have comfortable positions at established organizations. They don’t benefit from shaking things up. In fact, shaking things up might be the worst thing that could happen to them. (View Highlight)
There’s a big difference between wanting to be right, and wanting to avoid being wrong. (View Highlight)