NLPES & RACSS

Joint Fall Training Conference Notes

The Legislature of the Future-Challenges and Opportunities
September 8 - 11, 2000
Omni Austin Hotel
Austin, Texas

Make It Happen: Selling Change to Your Organization

Monday, September 12, 2000

Moderator: Chris King, TX

Speaker: Dr. John Daly, Professor of Management, University of Texas at Austin

Summary:

This session emphasized Dr. Daly’s philosophy that ideas do not sell themselves no matter how good they are. Good ideas must be marketed and sold to those you wish to implement them. Therefore, auditors must learn not only to compile, analyze and draw conclusions from data, but must also convince others that it is important to act on the information presented. He believes poor communication leads to poor relationships and that we often judge the competency of others by their ability to communicate.

Dr. Daly identified six key characteristics necessary for individuals to successfully sell their ideas:

Create positive relationships to generate support for your ideas.

Know and use your qualities to make others listen and value what you say.

Use narratives to communicate your messages.

Be face sensitive when communicating to others.

Be persuasive and creative.

Stay optimistic.

He provided several examples for each of these characteristics using daily life issues and popular advertising campaigns/strategies. In some cases, Dr. Daly applied examples of these characteristics directly to the work of auditors.