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1. Answer the question
When the other person is driving the conversation, add value by directly answering their questions. When you drive it, the question is, “What do you want me to do and why should I do it?
2. Outside-in thinking
Value is defined by the listener, so you must think, prepare, and communicate from the other person’s perspective. What is in it for them?
3. Top-Down Organization
Build the pyramid from the top down. Start with the Bottom Line Up Front (see Key #1), and then add your reasoning and additional detail as necessary.
4. So What Filter
Use the So What filter to separate out the irrelevant and merely interesting.
5. Transparent Logic
Make your logical structure as transparent as possible. Use mental templates for standard work.
6. Candid and direct
Candor is your responsibility to speak up and add value when necessary; directness is the style which you use when you do speak up.
7. User-friendly language
Speak plainly and authentically, avoiding smoke, FOG, and friction. Use stories, analogies, visuals and examples to clarify and add impact.
8. Just-in-time communication
Supply information at a comfortable pace for the other person. Let them drive the dialogue and tell you what they need to decide or act.
9. Listen for Lean
Use the second conversation in your head to listen for the previous 8 keys of lean communication and drive the dialogue accordingly.
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