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Avoiding the Soft "Yes"

Harvard Business Review

The project team had spent the past six months designing a new strategy to accelerate growth in a critical emerging market for a multibillion-dollar multinational. The project leader believed the modest request would translate into an easy yes. In actual fact, I''ve found, saving "the ask" for the end of the document increases the risks of encountering a hidden enemy of innovation inside large companies: the "soft yes." It was undoubtedly a high-quality piece of work.