There’s wisdom in getting alignment on the destination before diving into the details.
When people agree to the goal up front, they are more likely to push through the messy middle when friction ensues, rather than complain or delay.
Early commitment also creates psychological ownership. People who agree to a direction early tend to invest more creative energy in making the work succeed.
This same logic applies to proposals, initiatives, and decisions of all kinds. When people commit early to the central goal, idea, or proposal, they are more likely to work through the details and find a way forward.
Good leaders don’t seek early commitment as a trap to “close” the deal before surfacing the details. Instead, they offer the big picture behind the idea or goal, thus gaining commitment to the overall direction of the proposal — knowing full well that the details must now be negotiated.
Separating the larger goals from the details of implementation prevents “throwing the baby out with the bathwater,” as they say.
Early commitment to the idea inhibits people from rejecting the path forward because of how it will be executed. Research does suggest that gaining early commitment to a direction actually improves implementation.
Committing to the approach first and refining it later makes people more flexible when collaborating on the details.
Early commitment to a strategy or plan can reduce drift, delay, and ambiguity. But if the plan is weak, early commitment can introduce equally subpar execution decisions.
So, it is important for leaders to strengthen the proposal or idea before seeking early commitment to it. Even then, good leaders naturally revisit commitment if new information comes to light that suggests the plan is flawed.
Evidence favors committing people early to the direction while preserving the flexibility to determine how to execute the plan later. This creates buy-in and ownership for team members and gives them the confidence to stand up for the details they believe in.
Do you separate strategy and tactics when gaining buy-in and commitment? Good leaders seek early commitment to the strategy or goal set before discussing the details. Do you?
