From the Desk of Nella Barkley
My kids used to be a part of a youth group whose members sang: "From where he stands, there's another view." I find as I coach others that many of us lose this perspective. We forget our destiny often rests in the hands of people with very different viewpoints.
Take this recent exchange with a Crystal-Barkley client. Complaining that she was so bored in her current development job she was turning to stone, I asked: "Why don't you propose a reorganization of your department? You can be more active building constituencies in support of the organization, which will be a great way to use your relationship skills."
Her response? "Great idea - and my boss will be more supportive of me."
And there's the rub. It's not about what we get. When it comes to clearing a path to success, you must emphasize what those in power gain as a result of what you propose.
In this manner, the conversation went back and forth - for days. I understand. It is difficult for us to put ourselves in the position of others. But only through their eyes will we find the best route to our end goal.
This is so starkly clear today. Whether employed or unemployed, people are struggling to gain advantage in the workplace or marketplace. When the world seems to present few opportunities, it's natural to focus on our own needs.
The effort invested in approaching decision makers from their point of view is worth it. We don't get hired (or promoted or given the sales order we sought for months) because we need a job. We get hired because we answer a need for the person with the power. This is Life\Work Design 101.
Job = Need (as perceived by the employer)
Whether you're angling for a different assignment, a promotion, a new job or a big contract, figure out:
- What is the best I have to offer?
- What's in this for the buyer?
- How can I present "my best" in a way that communicates the benefit I will bring?
- How I will deliver more than it costs to pay for me or my idea?
- The best way to present my proposal, based on the decision-maker's style.
People buy because they want something; they perceive they need it. In the course of getting the other person to say "Yes," you happen - by design - to get what you need, as well.
Warmest good wishes,
Next month:
The Great Recession has sapped not only individual energy, but tremendous human capital from organizations. Next month, we'll look at Life\Work Design techniques that can help organizations rebuild, re-bond and rebound!
