Last week I was thinking and reflecting on a challenge I had with a client not delivering what he agreed.
I then thought about a recent visit to my osteopath for a bad back problem.
After running a few tests, manipulating my back for 30 minutes or so, my osteopath quickly rattled off six different exercises that she would like me to do regularly. She assumed that as she had made the correct diagnosis and told me what to do, her job was done.
Two weeks later I had a bad back again. So I visited my osteopath and she went through the same process. This time at the end of the session, she told me she would book me for regular fortnightly visits.
When I questioned why I would need this, especially as I felt so much better now – she told me she could tell that I was not doing the exercises she recommended. And if I was not going to do them I would be visiting her regularly!
Interestingly, I have not been back to my osteopath. I do my exercises daily and when I miss them I get warning pains, but I now know what to do.
One of the great causes of business dysfunction is the glaring gap between “I say” and “they do.” It’s a huge mistake to assume that just because people understand, then they will do.
To change people’s behaviour and improve performance you can’t just tell them or educate them.
You need to get under their skin and understand what drives their behaviour.
You have to work with them and provide the personal tools to empower them to change their performance.
Discover the PINNACLE Business Solutions ‘toolkit’ we use to make a difference to our clients’ lives.
