Ekaterina Senior Lean and Process Management Expert at Raiffeisen B...
Whenever a strategic decision needs to be taken by board members and you have provided all information needed, with all data and CBA analysis, how do you push for decision making? Not for a specific decision but just for a decision so that the project moves forward. Thank you :))
George George LellisâCIM Chartered Marketer for profitable brand and business growth âºFood & Drink | FMCG & OTC | Consumer
Mirel Process improvement Consultant
The key for indecisive sponsors is to... provide a decision of your own and see what they think.
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McKinsey consultants use a process called The Pyramid Principle (that's also the name of a very good book written by Barbara Minto).
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1) Whenever a decision is needed, they tend to start with the answer first
To communicate in a structured way with a busy executive, you should start with the answer to the executive’s question first, and then list your supporting arguments. This “top-down†structure is counter-intuitive for many of us, especially those with a scientific or engineering background used to writing technical papers. For many people, it’s natural to build up to a conclusion by first reciting all of the facts, recounting all of the analyses that have been done, or reviewing all of the supporting ideas.
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2) They then present their supporting reasons.
These reasons are summarized and logically ordered in groups of 3-4 (the human brain can't focus on more than 3-4 key findings). This grouping will thus form a pyramid under a single thought (where the single thought is your answer).
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I think it's worth trying to be a bit more confident and assertive and come with your opinion of what they should do. After all, that's what consultants are there for - to provide their recommendations and consult management. :)
If they like it, happy days, if they don't, they will let you know. Either way, you get your decision.
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Thanks,
Mirel
Bring your startup/business/company
to the next level.
Please proceed with options and the risks associated with each decision.
When they see that, they will understand that it is something that needs be actioned.Â
Another way is to create a plan for each option with a full P&L on a projected basis so as for them to see the impact to the business as a whole.
Conclude your communication by outlining why this is important to be decided now.
They will get back to you with the process, or better yet, with the outcome; it may take some time for them to convene and agree but it would be better to help them out with having a clear goal in mind (after identifying the strategic options). All the best for that