Buy-in for an Outside Person

For an outside person - they're not involved in the subject matter, but you need their buy-in to make the solution fly

For example, a bank manager.

1.      Identify the actions you think the other person should take (in support of your cause).

2.      Identify the "what's in it for them" aspects that will emerge from them taking the actions you want them to take. We call these "Desirable Effects," or DE's.

3.      Build a FRT starting with the actions in #1 and building up to the DE's in #2 above.

4.      Carefully review the FRT, looking for any entities on the tree that the person is unlikely to accept, based on their experience.

5.      If there are any then for each of them, plot the sequence of a presentation or discussion that will persuade them and thereby ensure their acceptance of the issues identified in #4.

6.      When you meet, start with these presentations or discussions, and only when complete should you then expose the FRT ... but do it from the top down, i.e. starting with "What's In It For Him."

Note: If you have to gain the buy-in of someone, regardless of their position, and you do NOT have a CRT to use, the approach for an Outside Person is the best approach.