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As my company grew, I'd periodically be accused of making decisions slowly. I couldn't figure out why, until one day it dawned on me: While employees thought they were asking me to weigh in on a choice that had to be made, I thought they were making small talk at the coffee machine. It wasn't always clear that Id been asked to decide anything. I simply figured Id been listening to colorful commentary about issues that team members were working to resolve.
When a business is growing fast, decisions can get lost in the fray - especially if it's unclear that a decision even needs to be made. The result, for our company, was that initiatives would stall without my input.
That got me thinking about the most effective ways for people to present their ideas and get the responses they need to either take action or go back to the drawing board. Clarity about how to communicate and what strategies to employ gives people a better chance of getting approval for their recommendations.
Research, Then Tailor Your Message
There is a process for how actionable recommendations evolve. You explore data and find a problem or opportunity. You craft a well-structured recommendation. Then, once it's approved, you lead by influencing others to act on it. (See "Progression of a Recommendation.")
Progression of a Recommendation
When you're making a recommendation, keep in mind your final goal: to make change and get people to act.
There are four audiences to whom people in the workplace bring recommendations: those who approve a recommendation (a manager or top executive) and those who execute a recommendation (peers or a broader audience). It's important to understand the different ways to speak to each group. (See "Making a Recommendation? Understand Your Audience")
Sell the Deciders
After identifying a problem or opportunity, your first audience is the person or team who has the authority to approve your recommendation. Your job is to shape your message.
To sell your manager, provide lots of detail. To get a recommendation approved, you'll inevitably be communicating up. Your manager may...