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FCB Partners Webinar: 10 Ways to Get Buy-In
- 1. 10 Ways to Get Buy-‐In Walter Popper, Managing Director Webinar January 13, 2016 For more informa6on, go to fcbpartners.com or call Lindsay Field 617.245.0265
- 2. 1 ©2016 FCB Partners. All rights reserved. Your Organiza,on Is Changing and You’re the Designated Leader You’ve accepted the role and now you’re facing the reality — Sponsor 6me, aNen6on … engagement — Ambiguous mission – broad goals, narrow scope — Inadequate resources – team, budget, and informa6on — Mixed messages, conflic6ng priori6es — And everyone has their day job How will you get the buy-‐in you need?
- 3. 2 ©2016 FCB Partners. All rights reserved. Persuasion Is Never Enough
- 4. 3 ©2016 FCB Partners. All rights reserved. 1. Quan,fy the Problem — Scan: Look at your stakeholder’s objec6ves and scorecard — Focus: Select a measure. Highlight the gap – current vs. poten6al — Act: Explain, discuss and engage
- 5. 4 ©2016 FCB Partners. All rights reserved. 2. Write a Headline — Scan: Review the problem and the benefits your solu6on provides — Focus: Create a catchy 6tle – Fast-‐to-‐Market – Perfect Order – First Time Final — Act: Use it everywhere
- 6. 5 ©2016 FCB Partners. All rights reserved. 3. Start Small — Scan: Regarding a known problem, ask ‘What would help?’ — Focus: Pick a few ideas – small scale, low risk, inexpensive, near term — Act: Complete them and repeat
- 7. 6 ©2016 FCB Partners. All rights reserved. 4. When An,cipa,ng Push Back, Address the Cause — Scan: As each stakeholder responds to your request, listen for their mo6va6on — Focus: Select one concern you could alleviate or expecta6on you meet — Act: Nego6ate a trade – I’ll give you X if you give me Y
- 8. 7 ©2016 FCB Partners. All rights reserved. 5. Recruit Opinion Leaders Advisors your audience trusts. People who understand what you’re asking for and will state your case. Provide them informa6on and ask them for feedback.
- 9. 8 ©2016 FCB Partners. All rights reserved. 6. Show up in Mul,ple Venues — Board Room and front line — Business unit and home office — Opera6ons and strategic plan — Staff mee6ng and town hall If you support their agenda, they’re more likely to support yours.
- 10. 9 ©2016 FCB Partners. All rights reserved. 7. Model the Behavior You Seek — If it’s advocacy, be the first to speak out — If it’s resources, commit your own best players — If it’s budget, put your own variable comp at risk
- 11. 10 ©2016 FCB Partners. All rights reserved. 8. Demonstrate What’s Possible — Proof of concept in a safe lab environment — Concrete examples of what others have done — Posi6ve outliers among internal associates — Best prac6ces from the industry and beyond Disprove the asser6on, “It will never work!’’
- 12. 11 ©2016 FCB Partners. All rights reserved. 9. Build Momentum — At every opportunity make a request — Follow up systema6cally – issues, ac6ons, results — Take ground with each interim accomplishment — Report progress and raise the bar for the next round Build trust un6l buy-‐in becomes the default response.
- 13. 12 ©2016 FCB Partners. All rights reserved. 10. When You Get Buy In, Reinforce It — Communicate progress both privately and in public — Acknowledge support and contribu6ons — Recognize concerns and challenges — Return favors — Celebrate success
- 14. 13 ©2016 FCB Partners. All rights reserved. FCB 2016 Public Courses Event Dates and Loca,on Process Redesign Hammer Cer5fica5on Course Coconut Grove, Miami FL, February 2-‐5 Change Leaders and Catalysts* Advanced Cer5fica5on Course Arlington, VA, April 4-‐5 Implementa,on and Execu,on Advanced Cer5fica5on Course Arlington, VA, April 6-‐7 Process Redesign Hammer Cer5fica5on Course Arlington, VA, April 5-‐8 Power of Process Hammer Cer5fica5on Course New Orleans, LA, October 24-‐25 Leading Transforma,on Hammer Cer5fica5on Course New Orleans, LA, October 26-‐28 * See next page for more informa6on
- 15. 14 ©2016 FCB Partners. All rights reserved. Change Leaders and Catalysts A course on advocacy, sponsorship, and influence for business process change management When you change what people do – how they work, tools they use, performance measures, and who’s in charge – you need a change strategy: Why, what, where, and how things will change. What we cover: Early-‐stage change management • Establishing ‘why’ – the case for ac6on • Nego6a6ng ‘what’ – project sponsor, process owner, and func6on managers • Targe6ng ‘where’ – project gates, process steps, and performer roles • Techniques for ‘how’ – stakeholder mapping, communica6ons, and influence Who should take this course: Early stage process and project leaders • Business Process Managers • Business and IT Project Managers • Lean, Six Sigma and IT specialists What you will learn • Create and communicate a compelling narra6ve • Recruit a network of decision makers, opinion leaders, and doers • Build momentum through words, ac6ons, and events • Accelerate buy-‐in and set the stage for improvement
- 16. 15 ©2016 FCB Partners. All rights reserved. For More Informa,on FCB Partners Lindsay Field, Program Director 617 245 0265 lfield@fcbpartners.com