We are continuing our series based on The Goal by Eliyahu M Goldratt and the Theory of Constraints. {This series was co-written with Brad Stillahn.}

Whether you’re selling stuff or just trying to get the collaboration of other people, you need buy-in. Do you follow a buy-in process?

As W. Edward Deming, father of the Quality Management revolution said, “If you can’t describe what you are doing as a process, you don’t know what you’re doing.”

So let’s describe the buy-in process that was developed by Dr. Eli Goldratt, father of the Theory of Constraints (TOC). Big picture, the steps are:

You use a buy-in process to accomplish business objectives. For a profit-seeking company, the overall company objectives can be generalized as:

  • “Make more money, now as well as in the future”, and
  • “Provide a secure and satisfying environment for employees now as well as in the future”, and
  • “Provide satisfaction to the market now as well as in the future”.

Usually though, buy-in is sought related to a more specific objective and you should verbalize what that is. This more specific objective should make sense in relation to the overall business objectives of the company.

…to be continued.

Here’s to maximizing YOUR profits!
Dr Lisa Lang
© Science of Business, Inc. All rights reserved.

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