Why do so many really good ideas fail to get off the ground?
Based on hands-on experience as well as academic research, this book addresses the question with a practical analysis of what prevents buy-in and what you can do to counter the nay-sayers when a new idea is proposed.
So who are the opposition?
The characters identified in the book who typically try to kill a project are universally recognisable (you may even know some of them!):
- Pompus Meani
- Avoidus Riski
- Allis Welli
- Lookus Smarti
- Diveritus Attenti
- Spaci Cadetus
- Heidi Agendi
- Bendi Windi
Four fundamental tactics used to derail a new idea
Kotter and Whitehead identify 24 ways that the above characters undermine buy-in for innovative ideas. These broadly come under the heading of four general tactics:
- Fear mongering
- Confusion
- Death by delay
- Ridicule or character assassination
So how can we respond effectively to these attacks?
Some of the tips offered by this book may seem counter-intuitive, but they are effective, simple to use in any situation and do not require dramatic rhetoric or charisma. For the 24 specific examples of potential attacks and responses, click here.
The general principles are:
- move towards attacks, don't try to avoid them
- welcome the dissenters into the discussion to put their point across
- keep your responses clear, simple and full of common sense
- show consistent respect - never collapse or become defensive or aggressive
- focus on the whole audience, whoever they are - don't be distracted by the dissenter
- be prepared - think through in advance all the potential challenges and doubts
"Things alter for the worse spontaneously, if they be not altered for the better by design."Francis Bacon