MODERN LEADERSHIP
Why leaders need to generate buy-in
By Simon Dowling
Recent research has shown that there is a very real link between an organisation ’ s performance and its leaders ’ ability to foster organisation-wide belief and commitment to its vision and strategy .
A global study of over 200 senior business leaders , conducted by the Economist Intelligence Unit in conjunction with strategy consulting firm BTS , identified that the highest performing companies are successful in achieving buyin across all levels , while low performers fail to do so – a gap that becomes especially wide from middle management down . For example , 67 % of market leading companies ( measured on profitability relative to its peers ) reported high levels of commitment to strategy at the level of frontline management , compared to only 33 % in the case of average performers and 22 % in low performers .
The implication for organisations is that it is not enough to have a winning idea – whether that be a strategy , a new product or a new way of doing business . The real differentiator is whether or not that idea can be brought to life –
36 ModernBusiness September 2016