Show of Force

If you’ve got a lot of fire power, it’s hard to resist the urge to show it off.  Hence, the Blue Angels and the Thunderbirds and the whole concept of Shock and Awe which I’m kind of ashamed to admit I’ve used in various efforts to try to beat out competition for one thing or another.

But like every other tool, you have to be strategic about when you use it.  As an evaluator, I frequently meet with programs to review progress.  Usually, I meet with the agency director and the program coordinator.  But sometimes, I walk in and there’s a sea of people – from administrators to line staff to the receptionist.  Then I think to myself, why do they think they need all these people here?  I thought about putting a limit on the number of people at an evaluation visit but then, I thought, doesn’t a program’s decision about who needs to be there telling me something important?

Lobbying elected officials or meeting with bureaucratic higher-ups is another area where people often miscalculate the appropriate show of force.  Do you want a roomful of supporters if you’re trying to get a touchy piece of legislation passed?  Of course.  Standing room only.  But do you want a crowd when you’re meeting with an individual elected official about a delicate policy issue?  Different matter.  If each person in your delegation represents an essential and unique expertise, it’s probably ok to bring them along.  But if they are just taking up space or helping you feel more confident or important (it is nice to have an entourage), think again. 

When policymakers see a gaggle of people heading for their office, they put on their public face.  Not their ‘let’s get to know each other’ face or ‘let’s work out this problem’ face.  They glad hand, listen politely and move on.  And then they wonder why you needed a small army to talk to them. 

Advice?  Think about who will add essential value to a meeting; who will make the outcome better.  Make sure you’ve determined who is going to play what role.  Think Blue Angels.  Each one of them knows the plan and sticks with the program.  That, and the fact that they’re maneuvering those amazing planes within inches of each other, makes for a very impressive show of force.

Jan Wilberg Janice Wilberg