The Importance of Buy-in

Today’s post is written by Andrea May, #chat2lrn crew member and Vice President of Instructional Design Services at Dashe & Thomson in Minneapolis, MN. Andrea is an instructional designer, project manager, wife, mother, Girl Scout troop leader and theater artist. Find her on Twitter @andreamay1.

Buy-in. This is an easy concept to understanding in terms of investing money. You find a company whose product you love, or that you agree with in terms of fiscal or, perhaps, environmental policies, or that has buy-in-2just historically provided a great ROI, and you buy-in by purchasing shares in that company.  The company gets an influx of cash and you get to share in the profits.

Buy-in is a little more difficult to define when it comes to selling people on a necessary change. Even though change is one of the only constants in life, we human beings don’t like change and generally resist it at every opportunity. We have cognitive biases that lead us to keep the status quo. We are even more likely to resist a  change when “WIIFM” is unclear.

So let’s say your organization or client is implementing a new system company-wide and training is required to get everyone up to speed and ready for the change. You should be able to sign-up everyone for the appropriate training, get them through their courses, and have everyone ready to start using the new system day 1, right? Nope, not right. In fact, that approach is practically guaranteed to fail.

The reason it would fail is buy-in or, more specifically, a lack of buy-in at one or more levels of the organization. In this scenario, a handful of people at the top levels of the no-buy-inorganization have bought-in to the idea that a new system will improve efficiency, eliminate redundancy, and have a positive impact on the bottom line. They have bought into this idea to extent that they authorized a large sum of money to purchase and implement the system and have assigned the project to the folks below them in a position to make the project happen.

This is the first place where buy-in can start to break down. If the executives don’t make the effort to get buy-in from those below them, all the way down to the people the front line, the change will be an ongoing struggle at best and an outright failure at worst.  A lack of buy in from the project team can cause delays in the timeline and corners being cut. A lack of buy-in from middle managers can cause little or no enthusiasm for the change in those below them. A lack of buy-in from those on the front line will throw a wrench in system adoption and can easily turn a multi-million dollar investment into a very expensive lesson about the importance of buy-in at all levels of the organization.

Join us for #Chat2lrn this Thursday, November Nov 3rd 9:00am PDT/12:00pm EDT/4:00pm GMT to discuss the importance of buy-in to the success of your projects.

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