Summary: Buy-In
Review and Analysis of Kotter and Whitehead's Book
BusinessNews Publishing
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Summary: Buy-In
Review and Analysis of Kotter and Whitehead's Book
BusinessNews Publishing
Ă propos de ce livre
The must-read summary of John P. Kotter and Lorne A. Whitehead's book: `Buy-In: Saving Your Good Idea from Getting Shot Down`.
This complete summary of the ideas from John P. Kotter and Lorne A. Whitehead's book `Buy-In` raises a fundamental question: `How do you get people to buy-in to your brilliant ideas, suggestions and proposals?`. In their book, the authors reveal that in order to do this, you should start by explaining your idea to other people and then use a simple four-step strategy. This summary explains each of the steps involved and provides a new method for getting everyone to see things your way.
Added-value of this summary:
âą Save time
âą Understand key concepts
âą Expand your knowledge
To learn more, read `Buy-In` and discover the key to spreading your ideas and getting people to agree with you.
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Summary of Buy-In (John P. Kotter and Lorne A. Whitehead)
Step 1: Take stock of the situation
- Double-check your plan has no obvious flaws.
- Ask whether feedback has been factored in.
- Check people understand what youâre suggesting.
- Determine who needs to buy-in and where they are.
- Develop your elevator pitch version of your idea.
- Talk to your supporters.
- Prepare a communications plan.
- Prepare for face-to-face meetings intensively.
- Double-check your plan. Is it logical? Does everything make sense? Will the payoff far outweigh all the various costs? Do a gut check and make sure your plan sounds logical.
- Look at all the feedback youâve received thus far. Have you incorporated any good suggestions into your plan? Have you taken on board the advice and other bits and pieces which could be helpful.
- Review how youâve communicated your idea to others who are involved. Have you spread your idea through one-on-one meetings, in larger group settings, by e-mail or through memos? How well have you done in explaining your idea and what level of buy-in have those initial efforts generated? More than likely, you will overestimate how much people understand what youâre talking about so be very careful in analyzing how well youâve communicated. You probably have not done enough.
- Do you currently understand who needs to buy-in to your idea for it to move forward? Have they already indicated theyâve bought in? What concrete evidence is available that the right people are becoming aware of your idea and are starting to move to make something happen along those lines?
- Can you pitch your idea succinctly in thirty seconds or less? Have you thought things through clearly enough so you can express the essence of your idea in just a few sentences? To do this, you have to be crystal clear about whatâs on the table. Are you at that stage of clarity and conciseness?
- Have your marshaled your allies and talked to supporters yet? Sometimes people will wait to see how your ideas fare before coming out in public support. Are any of your supporters in a position where they could better deflect an attack than you and if so have these people been asked to do so? You canât assume they will get on board unless you clarify their intentions.
Step 2: Watch for the four basic attacks
- Fear mongering
- Death by delay
- Confusion
- Ridicule