PEOPLE NEED TO KNOW THE ‘WHY’ IN ORDER TO DO THE ‘WHAT’

Do you know the why? When Mary Barra was first appointed CEO of General Motors, she was asked what the biggest challenge she faced – “The head nodders” she said. They are the people who nod their heads yes when presented with a new program, process, decision, plan, etc. and then just continue on doing what they always have. By addressing the importance of communication, another in the 12 Essential Practices of New Business Development, clarity and follow-up are critical.

If a decision is not clearly communicated and prominent in the minds of the leaders, and followers, it will be difficult to convert it into action. Do not just issue decisions, present plans, unveil new services and then stand back. Remain in contact with those you have delegated to lead the implementation and insure they are doing the same. If obstacles or delays are encountered, identify ideas for collaboration or new steps to take. And continue to call for direct action.

Sound decision making must always keep the end in mind. Take in the longer range view of the desired end result and incorporate those goals into the designated actions. And again, make sure they are repeated often throughout the organization.

CEO Barra recognized that we are all in the people business. And people are creatures of communication. Remember, as she does, that every product and service is designed by people, built by people, sold by and to people. So communicate the why in order to accomplish the what.

So what are you doing about it? All too many companies and firms let new business slip through their fingers every month. Our keynote and workshops utilize methods for finding missed opportunities, underperforming assets, prospect segmentation, targeting and building effective leadership – all proving to double books of new business.