I’ve been in my new job about 8 months now and during this time I’ve been learning about Commitment Based Management, VISION’s secret weapon. My impression so far is that it is a very, very powerful lens for seeing how things do get done (or don’t, which is more typical). It’s a len’s for seeing the flow of actions and commitments within an organisation. I’m wowed! because I know understand Agile – and the need for agile – much better … and I’m still “learning to see”.
I’m sorry for being vague and I don’t mean to be a tease – I will share more, but just now I’m not confident enough with CBM to write about it on my blog.
In the mean time, if you’re interested to learn about Commitment Based Management then I recommend you take a look at High Probability Selling by Jacques Werth. It is based on Flore’s work (although he doesn’t credit Flores anywhere). The first 4 chapters are online free.
High Probability Selling is really a method of inquiry. The inquiry is designed to arrive at a meeting of the minds and result in mutual commitments between the salesperson and the prospect by determining whether:
A. The prospect needs, wants, and can afford our product;
B. The prospect is willing to define his Conditions of Satisfaction which, if met, will result in the purchase of our product;and,
C. The commitment the prospect makes with regard to his Conditions of Satisfaction is specific as to all the necessary particulars and is absolute and unequivocal.
Although I’ve only so far read up to chapter 5, I’ve found it a comforting read. Possibly [unintended suck up here] … because it reads like my boss wrote it.
[The HPS book was kindly suggested to me by James Bullock]
