[From Rick Marken (980221.0900)]
Fred Nickols (980219.1350 EST) --
Along about now, some of my clients would shake their heads and say,
"Fred, all you're talking about is communicating expectations, and
motivating people. For cryin' out loud tell me something I don't
know!" And I would.
Your clients seriously misunderstand you if they think PCT tells
them how to "motivate people".
Clearly, your clients would only be willing to pay big bucks for
PCT if it promised to tell them how to more effectively squeeze
big profits (for them) out of their employees. And why not? Why
would your clients pay you megabucks for a tool that didn't
promise megabucks for them?
But PCT doesn't promise to make anyone megabucks; it promises
only to provide a model of human behavior in organizations. What
anyone does with this understanding is up to them. They may end
up concluding that the organization would operate best (for
everyone) if everyone in the organisation profited from the fruits
of that organization relatively equitably -- instead of having a
few members of the organization making so much more than everyone
else (many hundred of times more, in most cases) that they can
afford to hire management consultants to help them figure out
ways to make even more (by getting the rest of the people in
the organization to align their goals with theirs;-))
I think you're better off selling your clients the techniques
that have always worked best -- rewards, incentives, and that
old time religion. You can't sell PCT to people who want to
make money with it; you can only sell it to people who are
willing to pay for understanding. There are people who are
willing to pay for understanding but you won't get rich if you
aim your business only at that audience (I know because that's
my audience;-))
Best
Comrade Rick
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Richard S. Marken Phone or Fax: 310 474-0313
Life Learning Associates e-mail: rmarken@earthlink.net
http://home.earthlink.net/~rmarken/