How to get to No

I read this article today and found it interesting and want to archive it on my blog for future reference...

Too often people are not sure if they want a yes and instead create prolonged discussions because they are either: a) too embarrassed to say no, or b) just want option value.


what can you do to drive a prospect to decision? Here are four things that can help:


Be clear on the "ask". People pitch with brilliant clarity of ideas, but a cloud of ambiguity on what they want from an investment partner in terms of both capabilities and dollars

Set a firm deadline and sense of urgency. When meeting any prospective investor, customer, or buyer, set a clear deadline for a decision. In most cases you can get to a definitive yes or no just by being clear about a close date.

Agree to and adhere to a post-pitch process. Outline next steps for the follow-up. What additional documents or meetings are required for a decision? When will these occur and will there be sufficient time given the deadline at hand? If nothing is required, agree to the next follow-up date and the form of the follow-up. Make the follow-up timing shorter than your gut tells you: if you think you should follow up in two weeks, say a week. A follow-up in two weeks often means that the person is revisiting the issue in 13 days (the day before follow-up) versus six days for a follow-up in a week.

Affirm the silent no and provide an out. Become better at trying to confirm the silent no. Schedules change, people ask for more time, and other priorities take over. Know how to escalate to the no. Prolonged silence or indecision requires a forcing mechanism. Something along the lines of "I want to thank you again for your time considering this and realize that now may not be optimal timing. Can I assume a pass for now?" Human nature is more conditioned to a yes or maybe, rather than a no. Politely providing an out is usually appreciated by the other side, and it is a good way to elicit a definitive decision or gain clarity on the best next step.

A yes is obviously the answer you always hope to get, but the ability to get a no, especially if it is a quick one, is critical to maximizing efficiency and effectiveness. The sooner you get a no, the faster you'll be able to look for that next yes.

Full text of article can be found on
http://blogs.hbr.org/tjan/2010/04/how-to-get-to-no.html

When to Confront Someone: The Rule of Three

I read this today on one of the HBR blogs and found it very actionable and useful information.

When someone shows up late to a meeting or makes a comment that makes you uncomfortable, it can be difficult to decide if it's a big enough deal to address or if you should let it go. In situations like these, try using the "rule of three." The first time someone does something that makes you uncomfortable, take notice of your discomfort. The second time, acknowledge that the first time was not an isolated incident and that there may be a pattern emerging. The third time it's time to speak up. Tell the person that you've noticed something three times and you want to discuss it with him. This simple rule can both help you determine what's worth raising and hold you back from jumping on every single issue.

I always say some version of, "I've noticed something three times and I want to discuss it with you." That way we both know it's a trend.


Is it OK to talk to them about it the first time? Sure. You don't have to wait. But everyone slips once or twice. Just don't let it go three times without having a conversation. Three is a good rule of thumb because it allows you to act with confidence that it's not all in your head. And in these situations, confidence is critical to your ability to speak with authority.

You can read the full article on
http://blogs.hbr.org/bregman/2009/11/when-to-confront-someone-the-r.html?cm_mmc=npv-_-MANAGEMENT_TIP-_-APR_2010-_-MTOD0406&referral=00203

Return on Investment

These are one of those times when I wonder to myself, am i getting my returns on getting my MBA, would I be able to do my current job if I would not have done my MBA. Answer to first part is a big NO and the answer to second part is partial Yes.

So what did I gain after spending 2 years of my career and all the lost opportunity that has gone with it. Had I not opted to go for an MBA in 2007, I would have travelled to Toronto, Canada to work as a client manager for RBC, Canada and stayed there for full 1 year or may be more and after that I would have switched to join another company to get a better pay hike and of course salary hike.

Money is lost, time is lost, so what did I gain ?. Definitely, confidence, ability to connect the dots and understand the big picture & analyze the business problems. Now neither do I panic nor stress if faced with new problem. I dont hesitate to even talk with my company COO, I can be at ease even when
talking with strangers. MBA did helped me to learn the business fundamentals and confidence to work with senior executive level person BUT was it all worth of time and money if you are not getting full financial returns out of it OR ......... ??

After all in the end its all about returns and investments, that is what MBA has taught me......isnt it.I wonder to myself??

These are one of those times ............