Cut to the Chase by Stuart R. Levine

Author:Stuart R. Levine
Language: eng
Format: epub
ISBN: 9780385520034
Publisher: The Crown Publishing Group
Published: 2006-12-25T16:00:00+00:00

51. Count noses.

Business is all about getting support—from getting approval of a project to getting additional resources to securing funding for an investment idea. It usually comes down to getting several key people to back your ideas. It might take place in a meeting with a formal vote or as the result of an informal conversation. Whatever form it takes, know who the key players are in getting a decision—and where each of them stands before a decision is made. Otherwise you might find your efforts stymied.

I learned this the hard way when I was a young legislator in Albany, New York. I proposed legislation that would require pharmacists to put a drug’s name on the bottle (there was a time when prescriptions came only with instructions) and to post their prices so people could comparison-shop. I was young and inexperienced. I assumed that my arguments would stand on their own against the opposition, who felt the government would be placing an undue time burden on pharmacists. When I lost that legislation by two votes, I was caught completely off guard. My proposal ultimately became law, but I had to fight the entire battle a second time. The lesson I learned? The next time we headed into the legislative chamber, I knew exactly how everyone in that room planned to vote.

Before an official “vote” is held, meet one-on-one with the key people to explain your position. Learn about their concerns. Listen for ways to adapt or modify your proposal to serve their needs as well as yours. Ask them directly, “Will you support me on this product development program?” If they seem uncomfortable giving their endorsement, find out what would make them feel more comfortable with what you’re proposing. Work to earn their support so that you can count on it later.

Even if you’re not able to win everyone’s support, you should at least know where everyone stands. If you have the right people on your side, you will still get what you need the overwhelming majority of the time and you’ll have established a closer relationship with the key decision makers in the office. If you don’t have enough support to move your idea through, table it. If you are voted down and your standing in the company is weakened, this will make it harder to restate your case or win the next battle. Sometimes cutting to the chase means waiting until the moment is right.

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