Page 78 - Make Work Great

It Starts with You

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to define the pace and content of your approach to another person. This
is also an easy bit of information to share if you’re trying to describe the
contents of this chapter to a trusted friend or colleague. Although it is
directed primarily at managers, its lessons work equally well for anyone
at any level who is attempting to communicate with another person.

Once you have determined who you’ll talk to and what you’ll talk
about, it’s time to consider how you’ll interact with the other person.
This powerful aspect of approach is often overlooked. Everyone in
our new information age workplace carries a heavy load and is bur-
dened with his or her own responsibilities. With every dialogue you
initiate, you’re asking for someone else’s time and attention. This is
their most valuable commodity! How you approach that conversa-
tion can increase or decrease your chances of being heard and getting
helped by the person whose counsel you have decided to seek.
There’s only one rule here, and it is as simple as it is meaningful.
Whatever conversation you intend to have, whatever issue you plan to
raise, whatever question you plan to ask, frame it for the benefit of the

other person. In other words, be prepared to converse not in the way
that is most natural for you, but in the way that is most natural for him
or her. Two simple guidelines can be tremendously benefi cial here. 1
First, be ready to match the other person’s pace. If he or she is some-
one who walks, talks, and moves quickly, plan on a quick interaction.
Make sure your statement of your current understanding is concise, and
be ready to have a rapid discussion toward a rapid answer. If he or she is

a more reflective, more thoughtful type, then prepare a more thorough
statement at the outset and have backup information ready if you’re
asked for it. Expect more requests for clarifi cation, and be prepared to
leave the person time to think and ponder before getting back to you
with an answer. If you’re not sure which approach is best, then prepare
in both ways and be ready to switch gears if the situation warrants.

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