1. Obtaining Buy-in to Goals (Your Values and Integrity First) ©2002 Dr. B. C. Paul

2. Goals  “Goals are market posts you drive into the future landscape between where you are and where you want to be. They focus attention productively”  Goals are of two types  Result goals - tons produced / absenteeism rates / limits on supplies wasted  Value goals - what impact do you want to have on the lives of your team / your customers / your community

3. A Framework of Values  The difference between goals and values – goals - only a few critical ones need to come from management – goals - the shortest route may not be a straight line you must have buy-in you can compromise and negotiate shared awareness is not a shared vision

4. Values  Your teams values are all critical  There are only straight lines  Values are the underlying power that gives enthusiasm the inner power to survive the upsets of a difficult world  A Manager is a leader / Not a boss – Values are the boss that gives direction to all action – Values must guide your actions first

5. Managing Values  Values must be your code first – you must be willing to live the values to develop trust and respect – Values cannot be shed for the fast buck / convenience or even to save your own skin.  Values guide your behavior - they are not the tool by which you guide and police others

6. Asserting Values  “You can’t impose agreement to values… but you can, and must, impose conformity”  You must see to it that your team is internally aligned  “If people don’t respect your values, then they work elsewhere”

7. Living Your Commitment - Standing up for Unforeseen Consequences  Example - Respect the dignity of work – As people caught hold of the spirit of the squirrel productivity rose – Some people simply lacked the ultimate productive capacity of others  The response – Try to put them where they could best succeed – Anyone who was committed and trying was given the dignity of work

8. Paying the Price  Sometimes really believing and living that everyone’s work is important means not denying anyone the dignity of putting heart and soul into a job just for the quick buck.  Values have to hold up in tough times or they’re nothing more than talk

9. Goals and Values  “Goals are for the future”, “Values are Now”  “Goals are set”, “Values are Lived”  “Goals change”, Values are the immovable rocks by which you shape your life - and demand that others shape their actions.

10. Values - not Statistics as Guides  Spirit of the Squirrel is driven by importance in human terms  If the vision is clear and focused on human terms - profitability and production follow – Developer of Gung Ho had constitution for plant To protect the health, safety and well being of everyone in the plant (First point)

11. How to Get Buy In  Wisely pick the values that guide the workplace  Carefully select a few goals that together with the values will guide the work – Watch for more on how to do first two  Work with empower and inform your team and let them set most of the goals – People believe in what they own Need them to see their own actions as critical to goal

12. How to get Buy-In  Involvement of respected individuals in setting most of their own goals and actions  Be a living example of the values that guide your team – Three Critical values Honesty Respect for everyone You value them first

13. Filling Basic Needs  People have inner need to feel important to others through service – Spirit of the Squirrel – see things in human terms – what does my job well done mean to others – how do I serve  People have inner need to feel value to be cared about – Respect them – Inform them – Involve them – Be honest in standing for values no matter what so that they know you mean it