Why would they do that?

Thoughtful young consultant

As a coach I get to act as a sounding board when people with expertise want to test out a proposition for their clients. It can get complicated when there is more than one stakeholder.

When there is one proposition and several stakeholders, it’s easy to slip into focusing on the proposition instead of thinking about the interests of the individuals to be influenced.

One of the most powerful questions I can ask is, “Why would they do that?” What usually emerges is that there is not just one proposition, but several: one for each of the stakeholders.

At first this sounds complicated, but it invariably turns out that it is easier to develop several straightforward influencing strategies than one complicated one which overloads individual stakeholders with information they don’t care about.

What is your experience?

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