Issue 11 | 01.04.2024

Convincing upper management to invest in mobile robots presents a significant hurdle for many professionals. In this article, we distill key strategies for persuading bosses to invest in mobile robots, offering hands-on insights and real-world examples to guide readers through the process: 

1. Present a Strategic Need: Start by articulating the strategic need for mobile robots within your organization. Use external studies or reports to support your case. For instance, studies by the McKinsey or STIQ can provide valuable insights into the potential benefits of automation, including mobile robots. Highlight key findings from these reports that resonate with your organization's goals and challenges.
2. Connect External Information with Internal Needs: Take the information from external sources and align it with your organization's internal needs and priorities. For example, if your company is struggling with productivity targets or facing labor shortages, demonstrate how mobile robots can address these challenges effectively. By connecting external data with internal pain points, you can build a compelling argument for investing in automation technology.
3. Define Specific Use Cases: Clearly define the specific use cases for mobile robots within your organization. Describe how mobile robots can be utilized to improve efficiency, streamline operations, or enhance safety. Provide concrete examples of use cases relevant to your industry or business model. Additionally, share success stories or testimonials from other customers who have implemented similar solutions to illustrate the potential benefits.
4. Start with Easy Use Cases: When introducing automation technology like mobile robots, it's advisable to start with easy use cases or low-hanging fruit. These are tasks or processes that can be automated relatively quickly and with minimal disruption to existing operations. By focusing on achievable goals, you can demonstrate the value of automation and build momentum for future initiatives.
5. Do the Math: Evaluate the financial viability of the project by considering factors such as costs, expected returns, and payback period. Aim for a return on investment (ROI) within a reasonable timeframe, typically within two years. This ensures that the project delivers tangible benefits and aligns with the organization's financial objectives.
6. Address Workforce Impact: Acknowledge and address concerns about the impact of automation on the workforce. Develop a plan for retraining or reassigning employees affected by automation to mitigate any potential negative consequences. Emphasize the role of automation in augmenting human capabilities rather than replacing jobs entirely and highlight opportunities for upskilling and career development.
7. Highlight Consequences of Inaction: Illustrate the consequences of maintaining the status quo and not investing in automation technology. Emphasize the potential risks and costs associated with inaction, such as falling behind competitors, increased operational inefficiencies, and heightened vulnerability to external disruptions. By painting a clear picture of the risks of inaction, you can underscore the urgency of investing in mobile robots.
8. Mitigate Risk through Demonstrations: Mitigate the perceived risk of investing in mobile robots by providing opportunities for hands-on demonstrations. Arrange visits to reference customers who have successfully implemented similar solutions in comparable environments. Allow decision-makers to see the technology in action, interact with it firsthand, and witness the tangible benefits it delivers. This firsthand experience can instill confidence and alleviate concerns about the effectiveness of the technology.
9. Focus on Key Topics During Presentation: When presenting your proposal to senior management, focus on key topics that are most relevant to their concerns and priorities. Highlight the importance of the project, specific use cases, expected ROI, potential risks, and real-world examples. Tailor your message to resonate with the interests and objectives of your audience, providing compelling reasons to support the investment in mobile robots.

Managers are humans … and as everyone else, they are uncertain especially about new technology like mobile robots. From our experience, we therefore recommend presenting concrete evidence from studies and real examples in your pitch. By appealing to manager’s practical side with data, one can ease doubts and show the real benefits of mobile robots. This approach respects their concerns and empowers them to make decisions that propel the organization forward.