"Can you make this 'tangible'?"
"Can you make this 'tangible'?"
The follow up question BizOps should always be ready for
The Strategy and Biz Ops Hub uncovers the the way to, and the way not to, build your Biz Ops function. This week we focus on effective communication among, or with, senior leaders.
If you walk into conversation, and a few Senior Leaders are discussing a high level priority, they are very passionate about. You get excited and express an opinion. Before you know it you might have run into trouble:
”Senior leader: We have such a successful community of cuddly ducklings. They are do cuddly and fluffy that the rest of the world would appreciate them! It is what everyone wants!”
“You: yes, cuddly ducklings are awesome, we should send some of them abroad!”
“Senior leader: what do you have in mind? Can you make this more tangible?”
“You: well…”
In Biz Ops, we don’t have these kind of conversations. You can’t express an opinion before you have spent the time to (do some) research, and construct an argument. The most important part of that argument, in this case, is the How. The tangible plan you have for making something happen. We never would say “..let’s include the [cuddly ducklings] in our community of birds”, unless this was followed by a recommendation about why (what is the purpose), what (the options for doing this are), and then how.
It is important to know the strategic argument at hand because inevitably the rest of the leaders will ask the “tangible” follow up question. And before you get aggravated with your team, (“don’t they know?”, “why do they always ask this?” I have heard from some) let me outline the benefit of planning for being asked, and the benefit of being asked. You should get asked the “tangible” follow up question for a few reasons:
Clarity
Your listener needs this to be brought to life: People are visual creatures, and a real example helps them picture clearly what you have in mind
Your listener doesn’t have time to ask you 10 other questions: it is not a game of “Who am I” after all.
Your listener wants to relate to what you have in mind: this helps them connect emotionally or personally to the topic, making the information more memorable.
Context
Your listener wants to establish the context: if your view feels abstract, placing it within a clear scope, helps establish the fundamental boundaries of the topic.
Your listener needs to ground the discussion: tangible examples can serve as an anchor in a conversation, offering a reference if the conversation diverges.
Your listener wants to validate your point of view: to serve as evidence that supports the point you're making. They might want to see that you know what you are talking about.
Engagement
Your listener’s attention is peaked and they want to delve deeper: bringing something to life vividly draws the listener’s attention and imagination. They can think deeper about the topic.
Your listener might need to facilitate their learning: making an example tangible helps bridge the gap between something they know of theoretically and the practical implications.
Your listener wants to participate: the example you provide sparks a conversation where they can share their own experience and unpack the topic.
It is a good exercise to always think about the tangible. Fancy charts, and frameworks with concept words are meaningless unless there is a clear path ahead for your cuddly ducklings. They will get lost on the way “abroad.”
To continue the conversation, connect with me here: https://www.linkedin.com/in/vessclewley/