December 29, 2019

Not talking


The most common reason for projects not delivering against the ambition? Nobody agreed the ambition. The most common reason for staff not doing the thing you want them to do? Not telling them what you want them to do. The most common reason for customers not understanding how your product can help? Nobody told them the promise of the features and how they’d deliver the benefits they want. The most common reason sales people don’t understand what customers are trying to achieve? Customers don’t tell them what they’re trying to achieve.

The common thread? Not talking.

Which is short-hand for: not making things clear, not discussing things with a view to coming to a shared understanding, not letting the right people in on the right information.

Which is a short cut to: missed objectives, missed opportunities, missed upside.

Skippy strategy: Sit in the room until everyone is clear.