Simon Dowling - Get Heard, Get Results: How to Get Buy-In for Your Ideas and Initiatives
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Every great idea hinges on one thing: Buy-in
You have ideas. You have projects and initiatives that you want to make a reality. But lets face it unless you can get others to work with you, those ideas arent going anywhere.
Your ability to capture peoples hearts and minds is the key to getting results. In his engaging style, author Simon Dowling will show you not just how to get heard, but how to create true buy-in around your ideas and initiatives dealing with pushback along the way and turning talk into action.
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SIMON DOWLING
First published as Work with me in 2016 by John Wiley & Sons Australia, Ltd
42 McDougall St, Milton Qld 4064
Ofce also in Melbourne
This edition first published in 2020 by John Wiley & Sons Australia, Ltd
Typeset in 12.5/14.5pt Arno Pro
2engage Pty Ltd 2016
The moral rights of the author have been asserted
ISBN: 978-0-730-38201-0
All rights reserved. Except as permitted under the Australian Copyright Act 1968 (for example, a fair dealing for the purposes of study, research, criticism or review), no part of this book may be reproduced, stored in a retrieval system, communicated or transmitted in any form or by any means without prior written permission. All inquiries should be made to the publisher at the address above.
Cover design by Wiley
Internal artwork by Linden Duck
Printed in Singapore by Markono Print Media Pte Ltd
10 9 8 7 6 5 4 3 2 1
Disclaimer
The material in this publication is of the nature of general comment only, and does not represent professional advice. It is not intended to provide specific guidance for particular circumstances and it should not be relied on as the basis for any decision to take action or not take action on any matter which it covers. Readers should obtain professional advice where appropriate, before making any such decision. To the maximum extent permitted by law, the author and publisher disclaim all responsibility and liability to any person, arising directly or indirectly from any person taking or not taking action based on the information in this publication.
About the author vii
Acknowledgements ix
Foreword by Sheila Heen xi
Prologue xiii
Part I: Get Ready
SHIFT: Choose the power of buy-in
MINDSET: Imagine whats possible
CONVICTION: Establish a Big So What
WHO: Think wide, act narrow
TIMING: Read the conditions, ride the wave
YOU: Be someone theyll listen to
Part II: Go
MOOD: Make them feel it
MIND: Give them a reason
MOVEMENT: Convert to sustained action
Roadmap for buy-in
Where to now?
Epilogue
Notes
Simon Dowling is a leading thinker on creating teams and workplaces that thrive on collaboration.
His passion for team dynamics started when he led a double life: during the day he was a commercial lawyer in a big city firm and at night he was a performer in improvised comedy shows, including the hit TV show Thank God Youre Here. The contrast between these two worlds was what spurred him to go it alone in his own practice so he could help others pair the technical skills of negotiating agreement with a sense of play, engagement and, most importantly, action!
Based in Melbourne, Australia, Simon now works with senior leaders and their teams as a mentor and coach, and is a highly sought-after conference speaker. His clients are like a variety show bag, ranging from funky start-ups and tech companies to banks, government agencies, educational institutions and elite sporting clubs.
Simon continues to admire the way a great improvisation company can come together and create compelling scenes and stories for its audiences without a hint of a script the essence of true collaboration.
When not working with people or presenting at conferences, Simon can be found hanging out at one of Melbournes many cafs and coffee hotspots, or at the beach with his family, assessing the surf conditions (waiting for the perfect wave, of course).
simondowling.com.au
Writing this book has been an incredible privilege. In truth, it couldnt have happened without the support of a whole army of wonderful people. Id like to take a moment to thank them.
I start with my amazing wife, Amanda. Amandas the one who gave me her buy-in (at so many levels) and who held the fort while I bunkered down to write. Shes been my number one cheer squad throughout the project, and I will always be hers. Our two amazing kids Sophie and Samuel were so patient as Dad spent most of the summer holidays obsessing with his book, even when the beach seemed like a much better idea. Thanks guys, I love you heaps.
Thank you to all my family and friends. Aside from all those supportive hows your book going? conversations, you might be surprised how often Ive pictured you as I rewrote a vexing paragraph or sentence. Having you in my mind helped me to say what I wanted to say.
A huge thanks to those who challenged me to write this in the first place, and pushed me to and then through a place of doubt and discomfort. Matt Church, Peter Cook and Lynne Cazaly were all instrumental in helping me to just write the freakin thing. Thanks also to David Simpson, who helped me keep a detached calmness as I entered the fray.
I also want to acknowledge those who played an important role in shaping my thinking on the topic of this book, even though it was many years ago now. Thank you to Eliezer Kornhauser, Jonny Schauder, Sandy Caspi Sable and Shawn Whelan for the many hours of debate and discussion.
Finally, Ive been blessed to have an amazing team of people working with me on this project: Kelly Irving, my editor extraordinaire; Linden Duck for his cool sketches; Nicole Bailey and Amy Rockman for their incredible support at HQ; the guys at Glovers Station who ensured my coffee cup runneth over; and of course the dedicated team at Wiley Lucy Raymond, Chris Shorten, Jem Bates, Ingrid Bond, Theo Vassili and all those behind the scenes. To you all I say, thank you!
You get really good at what you do. Your skills and background knowledge and experience make your work valuable. Your input sought. You hit your stride.
Then you get promoted to leadership. Suddenly youre not in control of everything anymore. Youre overwhelmed. You try to do as much as you can yourself. But now youre the bottleneck. You delegate to others and try to mentor them and you are accused of micro-managing. You try leaving them alone, and they complain you need to show more leadership. To top it all off, you get put in charge of a change effort and six months in, nobodys changing.
Its a paradox at the heart of leadership, of negotiation, of getting things done: sometimes getting traction requires treading more lightly. We have to let go of getting people on board, and instead invite them aboard.
Simon offers us the essential ingredients mindsets and skills for how to invite people on board, whether its your spouse, your kids, your colleagues or your clients. In clear, engaging terms he points out the assumptions that can get us stuck, the common mistakes we all make, and a handful of practical techniques for engaging others interest, passion, and commitment.
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