Appendix A: A Road Map to Negotiating the Five Challenges

INTRODUCTION	1
The Token Test	3
The Double-Bind Test	6
The Fitness Test	7
The Right Stuff Test	10
CHALLENGE 1: DRILL DEEP FOR INTELLIGENCE	17
Common Traps	20
"Fit doesn't matter; it's performance that counts."	21
"This is such a wonderful job; I'd be a fool not to take it."	22
"I love a challenge; I can't wait to tackle this problem."	23
"I don't have much choice; I have to take this on."	25
Strategic Moves	26
Tap Into Networks	29
Learn about challenges from the inside.	29
Mobilize external networks.	30
Seek advice from mentors.	31
Scope Out the Possibilities Through Engagement	35
Test the match with your skill set.	36
Test for gaps.	37
Test for chemistry .	38
Test how the role is defined.	40
Confront Confusion	43
Confront confusion over the reasons behind your selection.	45
Confront confusion over commitment.	45
Confront confusion over the role.	47
Anticipate Blockers	48
Identify probable blockers.	50
Look for likely sources of resistance.	51
Pick up on who might be disaffected .	52
Figure out who feels threatened.	53
CHALLENGE 2: MOBILIZE BACKERS	61
Common Traps	65
"My appointment speaks for itself."	66
"The results are what's important."	67
"I don't want to seem weak."	69
Strategic Moves	72
Work Out Expectations	75
Build mutual respect.	76
Work out the rules of engagement.	79
Learn how to learn from one another.	82
Secure Strategic Responsibilities	86
Keep functions that signal your authority.	88
Keep functions directly correlated with results.	90
Keep functions that enhance visibility.	91
Have Key Leaders Make the Case	94
Orchestrate a persuasive introduction.	95
Insist on strategic linkages.	96
Encourage different approaches to different stakeholders.	98
Seed Storytelling Opportunities	102
Find the swing people.	103
Win over the skeptics.	105
Create a campaign.	106
CHALLENGE 3: GARNER RESOURCES	111
Common Traps	113
"I can pick up the slack ."	114
"I have to control costs; I don't have any latitude or room for extras."	116
Strategic Moves	117
Align Requests to Strategic Objectives	119
Demonstrate that the resources you seek will solve a big problem.	120
Connect resources to likely outcomes .	122
Align resources with the ebb and flow of the work.	124
Appeal to the Interests of Other Stakeholders	127
Focus on key interests.	128
Structure for early warnings.	129
Make differential appeals.	130
Enlist Partners to Support the Case	134
Enlist people with a stake in the decision.	134
Enlist people with specific expertise.	136
Enlist people close to the situation.	137
Leverage Successes	139
Bite off a small piece of a big pie.	140
Pilot a new idea.	141
Build on tangible results.	142
CHALLENGE 4: BRING PEOPLE ON BOARD	149
Common Traps	154
"I know what I'm doing is the right thing to do."	154
"This is really my problem. I have to work through it to protect my people."	157
"I have the support of senior management; people will fall into line."	158
"Avoidance is my best short-run strategy; there's no sense in rocking the boat."	160
Strategic Moves	162
Go on a Listening Tour	165
Find out what's on people's minds.	166
Take the group pulse.	168
Listen outward.	169
Help Solve Problems	173
Fix individual problems.	173
Address group problems.	175
Engage systemic problems.	177
Tackle the difficult problems.	178
Forge Broad Links	180
Offer help.	181
Enlist help.	182
Raise the stakes.	184
Join forces.	186
Create Opportunities to Learn	188
Open dialogue.	188
Leverage mistakes.	190
Take chances .	192
Walk through the consequences.	193
CHALLENGE 5: MAKE A DIFFERENCE	201
Common Traps	205
"I was brought in for my expertise to solve a problem and that's what I'm doing."	205
"My performance speaks for itself."	207
"I never quite achieved what I set out to do."	209
Strategic Moves	210
Engage Strategic Needs	213
Connect the dots.	215
Keep testing for congruence .	216
Reframe what is strategic.	217
Fill Unmet Needs	220
Solve problems people don't know they have.	221
Promote synergies.	222
Anticipate future needs.	224
Make Your Value Visible	228
Play on a visible field.	229
Show value in a currency that has currency.	230
Attract good people to work for you.	231
Wait for the right time.	232