Skill Sharpener Item #14

I use benefit-focused techniques to persuade people (Prime Movers, Participants and End-Users) to support my projects.

Outstanding! Here are some of the benefits you've probably received because you put yourself far enough into the shoes of people you're relying on to talk about how the project will bring them things they want and/or need:

Your benefit-point-of-view builds relationships that have both immediate and long lasting effects on your project management productivity. Past participants come to believe that you have their best interests in mind; end users see you as someone who knows that projects are successful to the degree that they embrace the result and Prime Movers view you as an ally in their corporate and career pursuits.

Your benefit-focused methods draw people to your specific position, while the more common techniques of (a) Here's the facts you should be convinced by, (b) If you don't do what I'm asking, terrible things will happen or (c) Please do this for me, either don't work consistently, diminish your credibility (the sky is falling) and/or result in you having a negative balance in the FAVOR bank.

Your career advancement potential climbs as you demonstrate your ability to generate specific desire to act in people.

You contribute to the organization's overall and project-specific motivation level by focusing on benefits and, in the process, make it more difficult for authoritarian and/or fear-peddling managers to sustain credibility.