Gasp! Half right, really? Well wait a minute, let me explain. I think the best way to do that is to tell about the example Bregman used in his book. He was basically tasked with establishing a performance management system for a client. Well, we all know that managers pretty much hate doing performance reviews and the company Bregman was working with was no exception. No matter how hard the company tried, and how many sticks or carrots they implemented, they could not get managers to get the reviews done. Bregman went in and fully redesigned the program...perfectly.
One problem...it didn't work either. So he started asking questions of the managers. Eureka moment. Bregman went back to the drawing board with the initial information and then approached the managers again when he was 50% finished. What he presented was a framework. When the managers said, "That won't work", Bregman asked, "Why", followed by, "That's a good point, how can I change it to make it work?" From there, he would tailor an approach that worked for the various departments. Although this took a little more work, he was able to improve compliance to over 90%.
The lesson: Resist the temptation to PROVE your way is right. Open yourself up to the BEST way for your "customer" by asking questions ALONG the way.