Motivating & Persuading

The_Hidden_Persuaders_2010DON’T be asking for a “courageous” decision from the risk-averse, when you’re lobbying!

Public sector decision-makers – public servants and politicians both – are diverse:

  • atheists, and devout;
  • socialists, conservatives, and everything in between;
  • middle-aged men, and young women;
  • leaders, and followers;
  • foolhardy, and risk-averse;
  • courageous, and over-cautious;
  • energetic, and exhausted;
  • arrogant, and humble;

and so on.  Believe clichés at your own risk!

The things that constrain, guide, motivate and persuade them are diverse, too:

  • government priorities and policies;
  • Ministerial, and departmental, objectives and priorities;
  • political or stakeholder fallout;
  • the community’s needs and the public interest;
  • professional and public sector codes;
  • public sector processes and rules;
  • their personal ambitions, values, policy interests, ideology, and political beliefs;
  • proximity of the next election or Ministerial reshuffle;

and so on.

Unless you are across these pressures and possibilities, you’ll end up asking someone who’s never yet made a decision, to endorse something that breaches the Financial Administration and Audit Act and conflicts with Government policy – you’re wasting time and resources.

Careful key messages need to be constructed, that demonstrate your proposal

  • solves a Government problem (not your problem!);
  • reflects Government and Departmental priorities and values;
  • is in the public interest;
  • minimises stakeholder conflict;
  • minimises risk;
  • conforms with every code of behaviour and legal requirement;
  • addresses anticipated objections; and
  • passes the “front page” test.

In constructing such messaging, you’re inevitably researching and applying that which persuades/motivates/determines the decision!

About Mike Smith

Partner in Ethical Consulting Services:; Ethical strategies and programs which get you where you need to go ... * Exceptional government & stakeholder relations, * Thriving governance systems, * Specialised project facilitation, * Inbound investment assistance, * Successful marketing, communications and PR campaigns ... and customised training in each of these areas.

Posted on October 9, 2014, in Advisors, Culture, Government Relations, how to lobby, Lobbying, marketing and tagged , , , , . Bookmark the permalink. 6 Comments.

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