One of the things we most often coach people in is gaining others "buy-in" or getting colleagues or managers to see the value they see. We do this through a contextual tool we are now calling Creating the Value Proposition (a.k.a. the Register for Value or the Register for Accomplishment).

Start by asking yourself, "What result do I want to produce?" The more specific you can be has others see it more clearly and you'll know when you are complete. For example, a measurement of increase/decrease or a dollar amount and the completion date ("I will decrease spending by 10% by the end of this quarter, March 31st") is more clear than something arbitrary ("I will decrease spending").

Next, walk yourself through the spiral by asking some of the following questions at each scale.

• What will this result allow for? (for you individually, for your team, for your organization, etc.)
• What will this result make possible? (for you individually, for your team, for your organization, etc.)
• What future results could be generated? (for you individually, for your team, for your organization, etc.)
• What will you be able to do better or more easily? (for you individually, for your team, for your organization, etc.)
• Who will benefit?
• How will they benefit?
• What will this enable your organization to do differently?
• How will this result contribute to others job performance?
• What will your organization be positioned to do now?

Be careful not to get into problem-solving mode. Remember to be generous with yourself and your ideas and feel free to speculate what you see for the organization.

See new value in your result, idea or project? In order to share this with your colleagues and/or manager and to gain their "buy-in," you need to know two things: How does this tie into their commitments & concerns? (Don't know then find out by asking!) and How does this tie into the bottom line and/or values for the organization?

If you don't know, speculate and in the conversation say something like "here's what I imagine are some of your concerns or challenges "here's where I see this project fits in with your deliverables." Then ask, "and what do you see?" Ask them the same questions from the Creating the Value Proposition tool and hear it from their perspective (remember to practice generous listening!). It is important to remember that people see and communicate events differently depending on the scale from which they view the event.

Be open to the possibility of their excitement and for your project to move with velocity! The more people you have in this conversation, the better.

Let us know how this tool was helpful for you!

March 2001 Coaching Tip by Jennifer Hibbits