Re: Getting Buy-in on new, mandatory requirements

Posted by Glenn Black, PQA on September 22, 2002 at 18:17:59:

In Reply to: Getting Buy-in on new, mandatory requirements posted by Stuck on Statistics on September 29, 2002 at 16:16:16:

Buy-in and commitment are difficult things, even under ideal conditions. Many (not all) people go through a 7 step process. This is not to suggest that it is a linear, one-way process. There are an extreme number of back currents, undertoes, and turbulence associated with this 7 step process.

The steps are as follows:

1. I need   This is a recognition that the world around them (or they themselves) have changed. Sometimes referred to as cognitive dissonance by psychologists want.
    
2. I want.   This needs to be totally selfish, not for 'Queen & country' nor family nor anyone else. The people must clearly see exactly what is in it for them, or they will talk 'maybe someday' forever.
    
3. I can. It must be physically possible to achieve, as well as have a role model to follow, or a path already cut through the jungle of possibilities.
    
4. I will! While a decision has been made, it is 'approval in principle' only. There is no clear plan, deadline, nor intention yet. It is still 'someday'...
    
5. My head. Now the person starts to convince themselves by talking to themselves that there decision is good, justified, supportable, in their best interest, is logical, appropriate,...
    
6. My heart. This is where emotion first starts to enter the picture. Any great salesperson will tell you that nobody buys anything on logic, it's always emotion. They start to picture themselves in the light at the end of the tunnel and living, just for a moment, their dream for a better tomorrow.
    
7. My hand. Finally, they actually set the wheels in motion and take action. This is where a smoker finally tears up the cigarettes and throws them in the toilet. ...

If the right environment is set, a leader can create the circumstances like a farmer preparing the soil for the seeds. The seeds and God still have to do their part, though.

Next, every person on the core implementation team needs to feel it is there personal struggle.  It's their baby to raise, nurture, and promote.

This now gets more into Thinking tools and Evaporating Clouds of Theory of Constraints. More on this another time.

In addition, see PQA for People Problem Solver. All of these topics are covered in PQA's training courses. Call, e-mail, fax for more info.

Good luck !

Glenn

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