getting internal buy-in
TRANSCRIPT
How to get board and senior management buy-in for communications
Zoe Amar, Marketing and Business Development Manager, Lasa
Sound familiar?
Programme
• Tactics for getting buy-in• Who are your stakeholders?• Demonstrating value
Buy-in tactics Think ‘us’- not them and us
1. Get key stakeholders involved early on2. Keep listening/ asking questions3. Don’t develop a ‘siege mentality’
Buy-in tactics
Context: What other decisions are on the table?
1. Timing2. Positioning re other decisions3. How your decision makers cope
under pressure
Buy-in tactics
Stay focused on what you’re trying to achieve
1. Keep reminding yourself and others of the goal2. Remember what do you need from other people to do it3. Be prepared to compromise- it can enhance their sense of involvement
What are your decision makers really like?
Jung’s Personality Types
Image © of Reed Learning
Analyticals
They are:
• Perfectionist, risk averse•Detail focused• Attracted to careers in IT/ finance
They like:•Seeing all the facts •Evidence and solutions •Precision and clarity•Full explanations•Time to consider before making decisions •Working alone
Amiables
They are: •Caring and sociable•Sometimes unassertive•Risk averse
They like:
•People/ inclusion•To be listened to•Common ground•Support•Harmony- avoid conflict•Time to consider before making decisions
Drivers
They are:
•Often leaders•Demanding•Competitive
They like:
•Control•Efficiency •Results •Clarity •Getting to the point•Proof•Challenging tasks
Expressives
They are:
•Gregarious •Fond of variety but disorganised•Impetuous
They like:
•New things•Reputation/ public recognition- theirs and others•Fun•Group work•Not having to deal with detail•Interested in people and facts
Demonstrating value
What types of people are you dealing with?
1. Qualitative or quantitative?2. Results or people focus?3. Fit the format to the type of
people
Thanks for your attention
Zoe Amar ACIM
Marketing and Business Development Manager
0207 426 4488
http://twitter.com/zoeamar
www.lasa.org.uk