Posts tagged Framework
Why high performers make assertions: The difference between insights, suggestions, and assertions

Early in my career, I worked with some of the smartest people at the Gap headquarters in San Francisco. I was bright-eyed and excited to be there, so I’d spend time after work putting together “trend boards” about styles that were trending in the market.

“I’m seeing a lot of high-end designers using plaid.”

“Leggings sales have been steadily going up while pants sales stayed constant.”

“A lot brands are beginning to offer activewear this year.”

I would pat myself on the back when I pointed out an insight. I thought everyone else would pat me on the back too.

This wasn’t the case.

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Influence and PersuasionWes KaoRigorous thinking, Influence and Persuasion, Framework
How to get an enthusiastic yes: A framework and exercise

You and I rarely have enough leverage to get something done all by ourselves.

I know, I know. Sometimes, it would be a lot easier if you could use your sheer willpower to push things through. (Believe me, I’ve tried.) But the reality is, we live in an interconnected world and we need other people's cooperation to make change happen.

Having cooperation and support from stakeholders is a game-changer. It means more momentum for your project. More confidence and speed. More energy spent doing great work you're proud of. And a lot less worrying.

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Influence and PersuasionWes KaoFramework, Leadership and Management, How to, Influence and Persuasion
Do things your Future Self will thank you for

Every time I have to explain a process to new team member, I search in my Google Drive first. Why?

I’m a documentation and playbook nerd. If I’m repeating the same conversation more than three times, I create documentation—it saves time and energy for all parties involved.

At moments like this when I find my own notes, I say, "Thanks Past Wes! You just saved me an hour."

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Leveling upWes KaoFramework, Levelling up, Career advice
Read your messaging in a robot voice

My obsession with messaging is based on my personal experience editing hundreds of pages of copy for myself, my direct reports, and my clients. When your brand is on the line, you're incentivized to make sure copy gets your audience to take action, achieves the outcome you want, and represents you well (so you don't invite a flurry of customer complaints).

In other words, if you're a leader or changemaker who uses words to persuade, this post is for you.

I want to tell you about what I call the robot voice method.

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Influence and PersuasionWes KaoInfluence and Persuasion, How to, Framework, Career advice
“What will I tell my boss?”: Why leaders should understand the worldview of bureaucrats

“This is policy.”

When someone cites policy on you, it’s hard to push back. It’s a strong frame because the person uttering these three little words has the power of an entire organization behind them. Who are you, a mere mortal, to challenge policy?

Never mind if the policy doesn’t make sense in your situation. Policy is policy.

What can you do? When you’re trying to do something new, you might have to deal with the most dreadful kind of person: a bureaucrat.

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Influence and PersuasionWes KaoFramework, How to, Influence and Persuasion
How waiters should respond when a customer says, "What do you recommend?"

Have you ever gone to a restaurant and said, "It's our first time here. Everything on the menu looks delicious. What do you recommend?"

When a customer asks that question, it's an opportunity for the waiter to shine, to kick off the next hour together with a positive interaction. The customer is giving you a bid, and you can respond by leaning in. What ensues could lead to a lively exchange and transfer of knowledge about the juicy eats that the restaurant has to offer.

But sometimes, what happens is a frustrating impasse.

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Influence and PersuasionWes KaoFramework, Influence and Persuasion