I’d been taught (and believed) for years that our most valuable commodity was- time. After all, “there are only 24 hours in a day,” right? Well guess what- the earth rotates at the same speed for all of us. A shocking revelation.
Just because you have someone in a classroom, or garnered yourself a seat at the [important] meeting table does not equate to impact. In order to influence, you must get (and maintain)…ATTENTION.
This is true in meetings. It’s true in classrooms. It’s true in one-on-one coaching. It’s true when seeking approval from decision-makers.
And grabbing an individual’s focused attention has become extremely difficult in this world where each of us is daily exposed to the equivalent of 174 newspapers worth of information.
Today, however, I want to address the million-dollar question: how to get decision-makers (those who have authority to give a final ‘go ahead’) to commit.
First Insight: Decision makers are people too.
And because of this, they ascribe to the same school of human motivation as the rest of us mere mortals when making decisions- WIIFM (What’s In It For Me?). Every decision considered must first pass through this filter.
Second Insight: Decision makers are often held directly accountable for…ROI
Whether it be dollars saved, revenue enhanced, safety record improved, etc., those with ‘let’s do it’ authority often need to understand a tangible Return on Investment (ROI) before giving the “go ahead”.
This can be hugely frustrating when it comes to implementing efforts to reduce errors (e.g., how do you place a value on something that doesn’t happen?). It is, however, more critical than ever when making business decisions due to the evolution of the results economy.
If you want to influence a decision maker, the key then [obviously] is to approach them in a fashion that answers the WIIFM question (personal agenda) with a tangible ROI (business sense).
Want to know how?
At PPI, we’ve figured out an approach that directly solves the ROI dilemma for human performance. In fact, we’re developing a tool that will help you directly calculate the ROI of any human error reduction / safety enhancing initiative you may be considering.
Do you think such insight might help you get the ATTENTION of those ‘in charge’? (And help influence them to make the best business decisions?)
I will be revealing the tool for the very first time during our next online learning session, scheduled for Wednesday, November 2 at 0930 (US Eastern time). The session is titled: “HOW to Harness Human Performance to Drive Positive Sustainable Results in this Up and Down Economy.” (You may want to encourage your decision-makers to attend).
So here’s how this will work:
REGISTER for the learning session (you can attend via the internet or over your phone). There’s no charge to attend. The session will last for about one hour.
ATTEND the session on Wednesday November 2nd from 0930 to 1030 (US eastern time).
During the session, I will be revealing the HU ROI Calculator™, and will be walking through an example of how to use it. At the end of the session, I’ll be making the tool available for FREE to those who participated.
Do I have your ATTENTION?
I hope you’ll join me in this learning experience.
COMMENTS? Start (or join) the conversation below.
For freedom from error,
 Source: University of Southern California Study; February 2011; Dr. Martin Hilbert