|
Jeff Colvin
Management Consultant & Founder of Link,
a Management Consulting Group
|
"I
don't have the _______." The excuse is more often than not
"time" or "money". And if this is the barrier
to getting things done then each one of us as a manager needs to
be able to handle this objection and get to the truth.
Let tackle money first. I have recently come to learn that the
top five electronics companies have $87 billion dollars in cash.
The issue of money is not the lack of dollars, but more likely to
be the lack of budgeted dollars. The company coffers have become
so ultra conservative today, that money spent without an absolute
return on investment or for immediate operational issues is verboten.
Your job as a manager is to align with corporate thinking and practice
and support this philosophy. This does not mean…
no spending! It does, however, suggest that you do your homework
and ensure justification and payback for every dollar you spend.
Here's the caution. Avoid the avoidance mode. Do not just use the
clicheresponse that there is no money, when, with a little research
and tenacity you will get the dollars that you need. Make sure that
you have the conviction and data to support your claim and are prepared
to show the rewards relative to the risk of a monetary investment.
The real challenge each of us face in managing others is the dilemma
of the most limited resource; time. The classic phrase of "I
don't have the time" is simply translated to a more brash statement
that says "I have chosen to spend my time somewhere else."
With today's massive layoffs and the result being the slimmed down
workforce responsible to do the labor of their dismissed brethren,
it is truly a question of where to spend time.
The answer: treat time like money! Justify the investment of every
minute, like every dollar, to assure there is payback and value
in what is being done. Budget the time that is so precious in your
personal coffer and request from the people that work with you and
for you that they prioritize their spending of time for the greatest
return.
The next time you are faced with the objection of money or time
follow the simple rules of handling all objections:
1. Acknowledge the barrier
2. Clarify and peel back the truth
3. Seek collaborative solutions
4. Agree on actions and next steps
Remember, you can make more money. but you can't make more time.
Jeff Colvin (Jcolvin@linkllc.com)
founded Link, a management
consulting group in 1997 whose mission is dedicated to the Systems,
Structures, and Behaviors that make people and companies successful.
Link's bottom line focus on process improvement is achieved through
the facilitation and training of cross-functional teams to address
key strategic goals. Learn more about Jeff
Colvin & Link...
| 
