Chapter Five
Creating Champions
Selling the Idea to Others in Your Organization
 
 
If you want to persuade people . . . find out what the other side really wants and show them how to get it.
—Herb Cohen
 
 
We have described the use of 360 processes in organizations in which the most senior leaders have been highly visible in their support. In Lehman Brothers, where the Executive and Management Committee members participated in the pilot round of feedback implementation, in MetLife where the chairman, president, and CEO met with executives participating in development initiatives, and in Erie Insurance where the Executive Committee participated in the development of the competency model upon which their 360 was built, those accountable ...

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