Chapter 6
Rule #3
Buy-In Is Not Optional. YOUR ACTION, NOT OPINION, ADDS VALUE.
I have the opportunity to work with many people in support roles, such as information technology professionals, whose leaders are seeking to change the mind-sets of their highly qualified employees from “order taker” to “solutions provider” so that they can bring more value to their organizations. Whenever I start working with a new group, I'm amazed at what lousy reputations many of these talented professionals have created for themselves. Their main role is support, and yet when I survey their internal customers, “nonsupportive” is the most common comment.
As I lay out the fact that their role is one of support, they are eager to give me reasons why those they serve ...
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