I love observing patterns in language - as you will have discovered from my previous blogs.
I'd like to share one such pattern I observed in one organisation because it might just help you notice your own organisational culture and therefore help you improve your influencing.
What I noticed was the frequency that people used "Pain" to describe or define their objectives.
- Find the pain points for the stakeholder
- What's the pain
- Help them avoid the pain
- Feel their pain
Step back a minute and of course it should come as no surprise that a company that's aim is to alleviate pain should find alleviating pain coursing into every aspect of what it does.
The benefit of understanding this potential pattern is to then use it when selling ideas within the organisation. Perhaps use of 'health' might motivate their stakeholders to listen to them, however I certainly recommended they use 'pain' more in their language and to notice the impact doing this had.
I then wondered how this might be represented in other industries:
- Transport - destinations and on time or to schedule
- Financial services - investment and security ?!?
- Education - learning and results
- Retail - meeting needs
Inspiring Change inside and out - when what you're doing isn't working
* I'm an associate of Future Purchasing - so for more on the category and supplier management work I do with them please visit the website.