The cheat-sheet to alignment

“If this call is successful, what will happen?” is one of the earliest coaching tips I received. Being a founder is a profession. Founders will do sales, marketing, product, janitorial services, and anything else the business requires. While the one-liner above is about closing sales, it is valuable anytime you are looking to align on a decision with a stakeholder. How come?

Open-ended questions are king

When you are working on something, asking “Are you in?” does not align steps. Understanding how the person on the other side is thinking will force them to map out the next three or four moves, which you can then hold them to.

• Sales calls: “If this call is successful, what will happen?” Now you have a close plan and success metrics.
• In interviews “If this call is successful, what will happen?” will allow you to understand the next steps and help you understand how best to prepare
• In the promotion cycle: “If I am successful in taking on x, then what will happen?” This question will allow your boss to align with you on your growth plan.
• With kids: “If you are successful in doing x, then what will happen?” Get them focused on how their actions impact a future outcome.

No closed-ended questions

Yes-or-no questions provide a desired outcome without alignment. And hard work without alignment is ineffective.

Follow it up in writing

Once you have aligned on the steps, write them out. Send them. Use the steps as your north star as you work towards your goal. Dates and action items assigned to each item will only serve you.

Short and sweet this week. See you next week!

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