2. The Situation: “We’ve been taught that once you’ve got a good idea or solution, and you’re convinced it’s a good idea, that it’s just a matter of presenting it in a clear and logical way, and a reasonable group of people will see it. The reality is that we are presenting to human beings, who have anxieties, contrary opinions, and fears …” John Kotter, Professor, Harvard Business School
3. The result is that about 70% of ideas do not gain buy-in to create results. Your idea may not be enough.
5. The Mission of HR: “Increase the success of the organization by improving the decisions that depend on or impact people.” John Boudreau, The New Science of Human Capital
6. It is crucial to communicate in a manner that connects with the audience ... ... and speaks to what is important to them.
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8. The Central Issue: Understanding your audience and presenting the message based on what is important to them and in a way that resonates with them.
9. The Result: Organizations with higher communication effectiveness have a 47% higher total return to shareholder than those that are least effective in communications. Towers Watson 2009/2010
10. Imagine … HR is an integral part of leadership and development of business strategy.
14. We need to improve our communication effectiveness by aligning with who and what is most important.
15. Two parts are needed: Take a consultative approach Understand the impact of personality
16. “Leaders of the past knew how to tell – leaders of the future will know how to ask.” Peter Drucker
17. Part 1: The Consultative Approach Matching the “selling” process with the “buying” process Mismatch of focus for sellers and buyers is the reason 70% of sales do not happen.
18. The Consultative Approach: The Buying Process Recognition of needs Evaluation of options Resolution of concerns Decision and implementation
20. The Consultative Approach Ask questions first to understand the audience and determine the message that will appeal. Situational based questions Problem based questions Implication based questions Need-Payoff based questions
38. The key is to communicating to connect with your audience starts with self-awareness.
39. Then you must seek to understand your audience to enable communication that connects.
40. The Application: You want to bring forward a career development initiative that has been indicated by the workforce as highly supportive of increased engagement, performance, and retention. How would you prepare to present your solution to the senior leadership for buy-in?
41. Consider this … Where does your strategy require people that are better than your competitors? Find the pivot points.
42. The Bottom Line: “Activities that fail to add value are not worth pursuing….no matter how interesting or valuable an activity may seem … it must improve life for the key stakeholders in ways they are willing to pay for.” Dave Ulrich, The HR Value Proposition
43. Value is defined by the receiver, not the giver, and any value proposition begins with a focus on the receivers, not the givers. HR professionals must keep a direct line of sight between their activities and the business strategy.
