Die Absicht stellt die Weichen

In Führung, Selbstmanagement, Unternehmer // on März 25th, 2013 // by // 82 Comments

Letzte Woche hatte ich wieder eins von den Gesprächen, die ihre entscheidende und erfolgreiche Wende deshalb nehmen, weil die initiale Absicht schliesslich offen auf dem Tisch liegt.

Mein Gesprächspartner hat mit viel Herzblut seinen Standpunkt dargelegt und seine Ziele beschrieben. „Wir müssen unbedingt dieses Produkt ins Portfolio nehmen. Die Konkurrenz bietet es auch an und es wird uns um Längen nach vorne katapultieren.“ Die Marge konnte er exakt benennen und er schwelgte bereits in Gewinnerwartungen.

Irgendetwas in seiner Beschreibung kam mir jedoch nicht ganz schlüssig vor. Die Diskussion um Details, das wurde recht schnell klar, brachte hier keinen Erkenntnisgewinn. Also fragte ich nach der Absicht, die er verfolgt. Zur Antwort bekam ich erneut Standpunkte und Ziele beschrieben.

Haben wir uns erst einmal auf ein bestimmtes Thema eingeschossen und Gefallen daran gefunden, ist es sehr schwer los zu lassen und noch einmal auf die Suche nach der initialen Absicht hinter diesen Gedanken und Planungen zu gehen. Aber die Mühe lohnt sich, wie auch in diesem Fall.

Mein Gesprächspartner hatte die Absicht, ein einfaches Produkt mit einem schnellen Return-On-Invest in das Portfolio seines Unternehmens aufzunehmen. Nachdem dies ausgesprochen war, wurde ihm sehr schnell klar, dass er dieser Absicht mit dem technisch anspruchsvollen Projekt, welches er starten wollte, nicht gerecht würde.

Ich frage in Business Sparrings und in Projektmeetings gerne nach der initialen Absicht. Meist mit sehr erhellenden Ergebnissen. – Auch bei meinen eigenen Projekten.

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