Answer the "what's in it for me" factor to avoid assumptions

- Have you answered the WIIFM question, the what's in it for me question? Well, many people are motivated when they know why a change is happening. Answering what they personally will get from the change is often a more powerful motivator. Like consider if this scenario has ever happened to you. Hey Victor, I see you declined my meeting invite for Friday. Any chance you can make it? - Yeah, I saw you're talking about the finance system. I don't really use that, so I'm good, thanks. - Don't you submit purchase orders through for your vendors though? - Yeah, but you have the finance team there so they can handle. I don't want to have more people that you need. Why are these reports so hard? Why is the system so hard? Like they don't understand how much I have to enter and type the same things for every purchase order that I submit. The options aren't here, check. My reports are all messed up, yeah, so frustrating. - This is so common. Whenever you have to change something or have a big project, people are busy. And if you already have a number of people on the effort, it can seem like more work to bring in more people. However, we'll see time and time again that a little extra upfront work will often save you way more time later. The issue with this scenario is that you didn't answer why that person should be involved. You need to see things from the perspective of those impacted by the change to help get their buy-in. Let's re-look at this scenario now with a different approach. Hey Jerome, I see you decline my meeting invite for Friday. Any chance you can make it? - Oh yeah, I saw you were talking about the finance system. I don't really use that, so I'm good, thanks. - Actually, it's a major system upgrade that's meant to help the entire organization. Anyone using accounting codes, balance sheets. does invoices and receipts, they're going to need to know how to do the processes in the new system. - Oh, wow, yeah, I need to be able to submit and print my purchase orders. Those will be affected, right? - We think so, but we're not sure yet. That's why we want your input from the beginning so when we do find areas that affect your work, you can let us know the things that work best for you and your team. - Okay, yeah, if you don't mind my input, I'll make the meaning, thanks. - Great. You have to give stakeholders input on not just the what, but then why the change work is valuable to them. The three questions every person involved needs to know the answers to are, what is the change? What do I get if I help with the change? And what am I missing out on if we fail to get this change? Take a minute right now and pause the video and look at the list of people you are working with on your change effort or project. Do you think every one of those individuals knows these answers? If not, any time is a great time to clarify these items and help get everybody on the same page. When everyone you're working with knows these answers then you can avoid this common pitfall of forgetting to answer the WIIFM factor and get your change work on track for success.