Buy-In vs
Compliance

The Difference That Changes Everything

Compliance means people do what you ask because you have authority. Buy-in means people do it because they believe in it. These produce very different results — and very different cultures.

• You might get short-term results from compliance
• Long-term success is undermined without buy-in
• When the cat's away, the mice will play — that's compliance
• If they only feel competent when you're there, you failed
• If they only feel incompetent when you are there, you also failed
• Relationships of value are based on trust and reciprocity

How to Build Buy-In

People will support what they can help to create. The most effective way to build buy-in is to involve your people in the process — not just inform them of the outcome.

• A good idea is a good idea, no matter where it comes from
• Share the spoils. The credit belongs to the team.
• Always be willing to do in demonstration what you are asking of your people
• Works hard to include others in the change process
• Understands Skill vs Will — is this a capability issue or a motivation issue?

The 50/50 Rule

If you are working harder towards the achievement of someone's goals than they are, you are out. This is not callousness. It is the most useful boundary you can set as a leader.

The 50/50 rule does not mean you only give 50%. It means you don't meet people where they are — you create a new standard and guide them forward. You push away the interested and pull in the committed.

• Does not lower their own standards to find out what they are
• Believes in the value of each individual
• Personalises feedback
• Accountability is the cornerstone of leadership
• Great leaders facilitate, not dictate