Contracting For Purpose – Assume that different points of view predispose us to hear, interpret, and use what we hear, in highly personalized ways.
When we begin to collaborate with someone, even with someone with whom we have worked in other areas, we need to clarify the nature, purpose and goals of the connection that we want to establish.
In my experience, most people shoot from the hip when having conversations. We only tread carefully when there is something “important” to talk about. In a company that is seriously focused on producing extraordinary execution, most conversations are important.
So how do we move from a casual conversation to a professional communication about creating value?
There are two other points worth making before we look at our tool. First, the boss, whether it’s the CEO, or some other person in a position of authority over others, has a complex role. They represent themselves, of course. They also represent the company.
Many bosses do not have feelings of self-importance. They see themselves as regular people who have gained their authority by virtue of hard work. They often don’t appreciate the extra weight their words carry because of their position.
So when they talk off the cuff, they can produce unintended consequences. Those consequences can disrupt the efficient collaboration you’re trying so hard to nurture.
The second point has to do with the fact that people normally listen and speak from their own perspectives. Our current mood is often enough to color what we say or how we hear what’s said to us. Our current situation, our pressures or reserves, can often influence how receptive we are to a conversation at any particular moment.
Indeed, personal feelings about the other person can affect one’s readiness to hear the message clearly or to respond productively.
In actuality, there are a lot of influences that can make spontaneous conversations less productive than we expect. How many times have you been disappointed when what you thought you communicated didn’t come through the translation of another person’s hearing?
“Contacting for purpose” helps people concentrate on making their communications more effective. There are several parts to contracting for purpose. This is not to suggest that you rigidly, obsessively script every conversation.
Rather, this outline is more a rule of thumb for aiding you in becoming more thoughtful, and in having your people become more thoughtful and deliberate in their business conversations.
Use this framework as a reference for your conversations. Talk with a purpose. Don’t indulge petty emotions. Remember, you are using your conversations as leadership tools.