The Simple "Three Step" That Makes Execution Much More Likely

When most of us think of "three-stepping"...

We probably think of some version of dancing.

But, in this article, I want to talk about a different "three step:"

It’s a simple little hack that can be very helpful when collaborating with others, whether internal or external.

To set the stage a bit:

Attention spans have never been shorter than they are in 2024.

We're all bombarded by more communication than we know what to do with and it's getting harder and harder to return calls, respond to texts, and stay above water on email.

So little things like scheduling a second call with a prospect…

Or getting a colleague to do an "easy 5-minute" task…

Can often feel very, very difficult.

A hack that can help:

With all this noise, this little three step approach is a great way to simplify how we collaborate with others:

1) Ask the other person if they are bought in on achieving a shared goal;

2) (If they are) Ask for their specific commitment on a next step, and;

3) Follow up ruthlessly, referencing both their buy-in and their specific commitment.

This is simple. But it's powerful.

Let's pretend, for example, that you're trying to sell a CFO a professional services deal.

At the end of the call, they seem interested, and you are hoping they will agree to a next call.

(It's hard to tell, but he seems at least a little engaged.)

So you casually mention, "Hey Bob, I'll follow up on email about scheduling another call."

Simple right? Well, not usually.

You follow up with Bob the next day with an email about aligning available times…

And get crickets.

You follow up again…

Still crickets.

Ever been here? Me too.

Next time, instead of the above approach, try this…

"Bob, I know you are busy. I am too. We covered a lot of ground here today on retaining your employees. Are you still thinking this will be a short-term priority for you?"

If Bob says yes, press more clearly: "Great. Given how quickly this is coming, can you commit to getting back to me with your calendar availability by end of day tomorrow, so we can get a time down next week?"

At first glance, this might not look much different than our failed example. But it is.

Now that Bob has both committed to both the importance of the project and to getting back to you by end of the day tomorrow…

It's much harder for him psychologically to ignore you.

Because this would not only mean that he's going back on prioritizing the project that he said is important...

It would also mean he is not keeping his tactical commitment to close the loop with you in a timely manner.

In much the same vein, let's pretend you are running a creative client project with a colleague, Maria.

Normally at the end of meetings, you might say something like…

"Thanks, Maria. I'll follow up with you to get those client samples, so we can send them over."

Instead, let's pretend you pull out the three step.

"Thanks, Maria. Are you aligned with me here that this could be a game-changing result for both us and the client?"

(If she says yes)

"Great, me too. This is huge. Ok, so given how big it is… can I count on you to send those client samples in the next 48 hours? I'm happy to follow up with you if we end up being late on them, but I really want us to put our best foot forward. Does that sound OK?"

Now, again, Maria has both agreed that the project is important and she's given you permission to intensely follow up until she does what's important.

CONCLUSION:

Follow-up is a critically important skill in this modern work world.

But, with how much most of us hate emotional conflict in 2024, it can be quite hard to do in practice.

This little process can help.

Use the other person's high-level agreement with a goal to fuel their specific agreement to a tactical next step.

Then use this tactical agreement as a reason to follow up if they are falling behind.

Simple? Maybe.

But simple is a lot easier in practice.