What would Churchill do?

Here’s a memo Winston Churchill sent to his War Cabinet in 1940…

Memorandum by the Prime Minister

Brevity

To do our work, we all have to read a mass of papers. Nearly all of them are far too long. This wastes time, while energy has to be spent in looking for the essential points.

I ask my colleagues and their staff to see to it that their Reports are shorter.

1. The aim should be Reports which set out the main points in a series of short, crisp paragraphs. 
2. If a Report relies on detailed analysis of some complicated factors, or on statistics, these should be set out in an Appendix. 
3. Often the occasion is best met by submitting not a full-dress Report, but an Aide-memoire consisting of headings only, which can be expanded orally if needed. 
4. Let us have an end of such phrases as these: “It is also of importance to bear in mind the following considerations….”, or “Consideration should be given to the possibility of carrying into effect….” Most of these woolly phrases are mere padding, which can be left out altogether, or replaced by a single word. Let us not shrink from using the short expressive phrase, even if it is conversational. 

Reports drawn up on the lines I propose may at first seem rough as compared with the flat surface of officialise jargon. But the saving in time will be great, while the discipline of setting out the real points concisely will prove an aid to clearer thinking.

W.S.C

Looks like the human race has learned very little in 76 years.

And I reckon he’s right. Do you?

A quick question: if Winston Churchill – or your colleagues for that matter – reviewed your documents, what would he think of them?

Action point

Two simple actions – do one or both of these:

• Look backwards – review your most recent document. Does it satisfy his criteria for good comms? 
• Look forwards – preview your next document. Ensure it does.

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A simple technique to getting more yeses that's so powerful, it's practically a superpower!

The problem with asking someone to do something?

They might say ‘no’.

In fact, when people want to ask someone to do something for them, they tend to either:

• Ask a yes/no question, get a “no” and feel disappointed; and/or 
• Dread getting a “no”. So they don’t ask at all 

Not good.

But here’s a very simple way to increase your chances of getting a “yes”.

Just add a question word at the start

For example, imagine you’re meeting with someone, and want to meet them again:

• If you say “Shall we meet again?”, they might reply “no” 
• But if instead you say “When shall we meet again?”, you’re more likely to get a “yes”. After all, it’s much harder for them to reply with “Never” 

So ‘when’ is one of the question words you could use. Others work too:

• When shall we meet again? 
• Who else shall we invite to our next meeting? 
• Where would you like our next meeting to take place? 
• How should we meet next time – face-to-face or virtually? 

You can give them 2-3 options if it’ll help – “When shall we meet again? Later this week or early next?” or just keep it as open and let them choose.

But the Golden Rule: don’t offer a yes/no choice.

And, like all the best techniques, you can use it with lots of situations:

• Looking to make a sale? Offer the customer two options with different price points, and ask “Here are the two ways we can best help. Which do you prefer?” 
• Wanting your boss to see you today? Try “When’s best for you, for us to have a quick catch-up today?” 
• Want your children to go to bed? “It’s bedtime soon. You can go now. Or – because you’ve been so good today – you can have another 5 minutes if you want. Which do you want?” 

So, will you use this technique this morning?

No, strike that. This is much better…

So, when will you use this technique this morning? 

Action Point

Use it straight away!

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