Monthly Archives: October 2011

Contrast the Pain and the Gain: How to Use Benefits to Sell and Motivate

You can improve your benefits propositions and get more stakeholder commitment by contrasting the pain and the gain. Three example benefits propositions are provided. Also, the value of asking, “Who has the pain?” and “Besides yourself, who has the pain?” Continue reading

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How to Build Consensus in the Strategic Initiatives Team

Consensus is a vital skill for strategic initiatives. Consensus means that there is 100% agreement to support the IMPLEMENTATION of the decision. Greg Githens explains the two necessary factors for achieving consensus (define the team and have a visible signal) and describes a personal experience in helping an IT group reach agreement on requirements. Continue reading

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A Template for Strategic Objectives (Benefits Propositions, Part 3): A.D.V.I.C.E. & Business Drivers

This article explains how to write a strategic objective with a verb that addresses a business driver. The ADVICE acronym is provided for the verbs. Several examples of strategic objectives are provides. Part of a series on benefits propositions for strategic initiatives. Continue reading

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Director Business Transformation: Position Description & Relationship to Strategic Initiatives

Provides three examples of Director Business Transformation roles at Hertz, Sears, and SuperValu and suggests that there are similarities and distinctions with roles for VP, Director, or Manager of Strategic Initiatives. Continue reading

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Three Templates: Strategic Initiative Benefit Propositions (Part 2)

How to write benefits propositions by stating “Because of ___” and “you will___.” Greg Githens calls the three templates direct mail, brag, and experiences. He provides an interesting graphic that displays the tradeoffs of benefits where the claims (brag) style is more objective and economic and the experience style develops more profound commitment to the strategic initiative. Continue reading

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Strategic Initiative Benefit Propositions (Part 1): Identifying the Duties of Internal Stakeholders

Strategic initiatives deliver benefits to important stakeholders. This article explains how to identify benefits sought by internal stakeholders (CFO, CIO, and Treasury Managers as examples). Greg Githens explains that you should look at the individual’s job duties with respect to organizational performance and success. Understanding their duties can help the strategic initiative leader craft messages that increase acceptance for the vision and for the strategy. Continue reading

Posted in Incremental Benefits Delivery, Program & Portfolio Management, Strategy Coaching and Facilitation, Useful Practices & Management Tools | Tagged , , , , , , , , , , | 11 Comments