What’s in it for me? Part 2 – Enter The Matrix

brainstorm sketch visual graphic

In Part 1, we looked at how every request you make is really asking someone to give something up. Even at the office, a request can take time away from home or change the way a task is usually, comfortably done. But you are asking someone to make a sacrifice. So why would an employee…

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No BADGE of Honor here…

The weekends are meant for resting or spending time building relationships. There is no badge of honor for working on the weekend. I wish someone had told me this when I first became a consultant. All I saw modeled was the up or out, competitive roles of the big firms like Arthur Anderson, and I thought if…

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Asking Better Questions

Find yourself asking the same old questions? Why won’t people use the system? Why aren’t people using CRM? Why aren’t the executives supporting this initiative? Why aren’t people attending training? How do we get users to want to use the system? How do we get users to see this system is for them, not for…

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What’s in it for me? Part 1: Requests Mean Sacrifice

man thinking really hard with graphic drawings of squiggly lines coming out of his head overwhelmed

In previous posts, I’ve alluded to “What’s in it for me?” or WIIFM as the driving force behind most decisions for most people. In this post, I’m going to dig into the concept and discuss how it comes into play when you make a request of someone. I’ll also discuss the ways you can make…

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