Resolutions Plus - Articles

Articles

Building Better Relationships Part 3

Commitment & Its 2 Greatest Attributes

Business relationships can be complicated at times, as you know. Often people assume commitment levels of others and then are surprised when outcomes are not as planned. Additional common assumptions include thinking others to have the same thoughts, beliefs and expectations as we do. Big mistakes! This article will highlight the 2 greatest attributes of commitment and provide solutions that help eliminate assumptions and bring better results.

The 2 greatest attributes of commitment are clarity and buy in. When you have both commitment is strongest. When someone is not committed to your goals or projects or to you, chances are one or both are missing. When present, you can be assured that you will get the most from others and they will be dedicated in the process. Let's take a closer look:

Clarity 1. Ask for clarity on what others said and expect. You know this already but how often are you doing it? After you receive an important request simply say something like, "OK, let me confirm that I have this right. What I'm hearing you say is_____."

2. Confirm clarity on what you said/expect. You also know this but how often do you do it. Most people feel uncomfortable with asking for clarity. They feel it will be insulting to ask someone to repeat what they heard. So instead, many say, "Is this clear?" or "Do you understand?" etc. Then the response you get is usually "Yes, I understand". But how do you both really know? Huge room for assumptions here. To provide maximum clarity saying, "I want to make sure I've explained this properly. Please tell me what you heard". That eliminates defenses by putting the attention on you and in the end, clarity is confirmed or provided.

Buy-in Identify the style of those you are seeking commitment from to understand what motivates them. When motivated, buy in is easier. Those who are strong, direct and assertive want the bottom line clearly identified with a firm plan for results. Someone more socially oriented might need to enjoy the process. Those having a tendency to be sensitive need to know their contribution is valued and the cause is worthy of their time. The analytical needs to have all details up front and time to process it all.

Provide round table opportunities after major decisions. Once a decision is made, ask everyone around the table to provide their thoughts as well as what they believe will hinder success. Keep expectations realistic by making sure everyone realizes this is an opportunity to be heard and work through potential challenges and decisions may or may not change.

Ask for the buy in! Stephan Schiffman's book Asking Questions, Winning Sales puts it perfectly when he says, "Just ask!". Be direct and ask "Do I have your buy in?" If not you say, "What can I do to get more buy in on this from you?" If you want to step it up a bit, come from a coaching perspective by asking "On a scale of 1 - 10, how committed are you to this?" Then you have something to work with and increase your chance for greater success.

Relationships that are committed:

*	Create and confirm clarity around direction and priorities - in ways that match the styles of others
*	Help keep the entire team aligned around common objectives
*	Develop an ability to learn from mistakes
*	Change direction without hesitation or guilt
*	Trust enough to move forward w/o hesitation - even if consensus has not been reach
*	Depersonalize and face conflict head on
*	Are crystal clear with expectations therefore are accountable

Focusing on building and maintaining commitment is critical to the success of any business relationship. Resolutions often facilitates think tanks with teams to create a committed team structure that gets better results. Want to learn how your group can benefit from this? Contact us at info@resolutionsplus.com.