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Get Aligned, Operations

When there’s no right answer: get input, get commitment, then decide

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Calls about who the team counts on for what are hard. Leaders worry about making valued people feel overlooked or diminished. Direct reports mostly want clarity, fair reasoning, and as much scope and recognition as they can reasonably earn. This post offers a way to handle those tensions: get input one-on-one, secure commitment to support the outcome, then decide and lead alignment.

Before you decide on a consequential call about who the team counts on for what, check in one-on-one with those who will be most impacted. Use these 1x1s to get their best thinking and secure an explicit commitment to support the outcome, whichever way you go. Then decide, own it, and lead everyone to align and execute. Remember: there is no single “right” organization. What works is what your team commits to make work. Don’t chase the perfect answer; make a sound call and then make the call right.

Start each 1×1 by setting context. Explain the decision you have to make and why it matters now. Ask them to set aside self‑interest and give you their best view of what to do and why. Probe for what you may be missing, the main risks, and how they would mitigate them. Listen hard. You are not asking them to decide for you; you are gathering the input you need to make the decision you are accountable to make.

Close every 1×1 with a clear ask for commitment to support whatever you decide. Say plainly that it is your job to decide and that, when you do, you expect full support either way. Make sure they know that support means words and deeds, in the room and outside the room. If they hesitate, stay with it. Surface concerns now, while you can still use them. If after a real conversation they cannot commit, that is useful data about whether they are on this team for this next phase.

After you decide, announce the decision and the reasoning at a level that lets reasonable people understand how you got there. Remind the team of the commitments made in 1x1s. Set the expectation that leaders will be visibly and consistently supportive, especially when they share the decision with their teams. Organizations change best slowly because change is hard on people, so favor steady, incremental moves and keep everyone clear on what is happening, why, and what you need from them. Sometimes it is better to roll out a major change as a series of smaller changes over a longer period.

If support slips, use a three‑step response that matches the moment:

  • First slip: private reset. Meet one-on-one to reaffirm the decision and what support looks like—words and deeds, in the room and outside the room. Ask for explicit recommitment. If they hesitate, stay with it. Surface concerns now, while you can still use them. Leave with a clear “yes.”
  • Second slip: public correction. In the moment and in front of others, restate the decision and the expectation to align. Keep it short, neutral, and firm. Move the conversation back on track.
  • Third slip: in or out. Meet privately, with your inner circle if helpful, and make the choice explicit: be fully in and support the path we chose, or step out. This is about whether they are part of the team that moves forward in a specific way. If not, help them out.

Two mindsets make this work. First, own the call. Do not attribute the decision to advisors, the board, or the market. Once you know, own it. Second, get help without becoming dependent on it. Invite strong input and dissent, and then decide. Disagreement before the decision is input. After the decision, alignment is the standard.

How organizations evolve

Organizations are not fixed. Treat structure and roles as means to an end, and expect them to change as you grow.A short script you can adapt

  • “I need to make this decision. Before I do, give me your best thinking—what do you recommend and why? What am I missing? When I decide, can I count on your full support either way?“
  • “If you can’t commit, tell me now and we’ll address it. After I decide, we speak with one voice and execute.“

Why this works is straightforward. Everyone is heard and treated with respect. Commitment is explicit, not assumed. You show up as decisive and fair. And if misalignment appears, you handle it quickly and cleanly.

Next steps

  • Run the 1x1s. Use the script above. Capture each leader’s recommendation and explicit commitment in writing.
  • Book an IntelliVen workshop for your ELT. A focused 60–90-minute session to practice the Input → Commitment → Decide method on a real decision. Includes prep and a follow‑up plan.
  • Enroll in Manage to Lead (MtL) training. Apply the seven truths and the W‑W‑W framework to your strategy and org design.
  • Share the “How organizations evolve” section with your ELT. Ask each leader to name one risk and one action to support the change.
  • Set a cadence checkpoint. For the next four ELT meetings, include a 10‑minute alignment check on this decision.
  • Want help? Invite IntelliVen to facilitate your first round of 1x1s or the in‑or‑out conversation.

Get Clear. Align. Grow.

Get Aligned, Get Clear

Process Maps Turn Confusion Into Clarity

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Participants in IntelliVen’s Manage to Lead (MtL) program sometimes ask: “Why do we need to work on process maps?” It’s a fair question. The answer is that process mapping is not theory or busywork — it’s a practical tool you use on your own organization to turn hidden confusion into shared clarity. What follows explains how and why it works.

Every team member operates with their own mental map of how work gets done. The problem is, those maps rarely match. When they stay hidden, confusion builds, errors repeat, and opportunities slip away. Process maps transform scattered assumptions into one clear picture everyone can see, use, and improve together.

Turn Individual Mental Maps Into One Shared View

Organizations are an ecosystem of activities. Sales, delivery, support, finance, and HR leaders each hold pieces of the whole. Ask ten people how a key workflow happens across functions—say, onboarding a new customer—and you may hear ten different answers.

The same fragmentation shows up inside functions too: two sales reps handling similar opportunities may qualify leads or prepare proposals in completely different ways, even though the organization has learned a best practice for how it should be done.

When leaders work with their teams to draft a process map, a good first step is for each person to draw their own version of how the work gets done. Those maps reveal the similarities and differences in how people think the process works.

Looking at them side by side sparks discussion and exposes assumptions that would otherwise stay hidden. Collaborating to reconcile those views into a single, explicit picture reduces misunderstandings, strengthens alignment, and sets the stage for systematic improvement.

This aligns with the IntelliVen “Get Clear” truth: clarity is the first step to higher performance. Without it, even the best strategy gets lost in translation.

Make Handoffs, Gaps, and Choke Points Explicit

Once the flow of work is on paper (or screen), weak spots stand out. Teams can see:

  • Handoffs where work might fall between the cracks.

  • Gaps where no one is clearly responsible.

  • Choke points where one role or tool becomes a bottleneck.

  • Redundancies where two people are doing the same thing.

  • Error-prone steps where mistakes often creep in.

  • Measures—formal or informal—that indicate whether things are on track.

In day-to-day operations, these issues hide in plain sight. People learn to work around them. But a process mapping exercise surfaces them for open discussion.

This step mirrors the “NOW” stage of IntelliVen’s Change Framework. Leaders and teams must start with a clear-eyed view of how things currently work before they can chart a better “NEXT.”

Examine for Potential Breakthroughs

Mapping processes is not just about fixing problems. It’s about discovering opportunities.

When the whole flow is visible, leaders can ask:

  • What would happen if we automated this step?

  • Could two teams combine efforts to reduce time and cost?

  • Are we measuring what matters most?

  • Where could a small shift create disproportionate gains?

Sometimes, the exercise reveals breakthroughs. For example, moving a routine approval up in the process can cut cycle time in half. Or spotting a recurring customer question may inspire a new self-service product feature.

Organizations that grow successfully over time are those that consistently find and exploit such breakthroughs. Process maps are a tool to make them visible.

Ensure the Whole Team Plays the Game the Same Way to Win

Strategy is about how to win. Operations is about how to play the game. To succeed, the two must connect.

Process maps make the “playbook” explicit. They allow everyone—leaders, managers, staff, and partners—to see the same game board and understand their role on it. This alignment ensures:

  • Consistency: Consistency makes it easier to ensure everyone follows best practices and onboard new people. Consider an organization where half the professionals operate at peak effectiveness while the other half lag. If the whole team consistently applied the practices of the top performers, overall output and impact would rise dramatically. Process modeling is a step toward making that possible.
  • Efficiency: A shared map keeps teams from having to inventing steps or duplicate effort which frees time and energy for higher-value work. Efficiency in this sense isn’t just about speed — it’s about reducing rework, avoiding missteps, and channeling resources where they matter most.

  • Accountability: With a clear, shared process, everyone knows what’s expected of them and when. Instead of relying on memory, assumptions, or informal workarounds, roles and responsibilities are visible. This makes it easier to spot when something is off track and to coach or support people in real time, building trust and confidence across the team.

  • Scalability: Growth is hard when every new person has to “figure it out” on their own. A well-documented process gives newcomers a tested playbook so they can contribute faster and more reliably. It also allows leaders to delegate with confidence, knowing the approach will hold up even as volume increases or teams expand.

In IntelliVen terms, process maps help teams collaborate to “Get Clear and Get Aligned.” They make it easier for leaders to contract with their teams, govern effectively, and review performance against clear expectations.

Practical Tips for Leaders

If you’re considering introducing process mapping, here are some practical guidelines:

  • Start with one important process. Don’t try to map everything at once.

  • Involve people who do the work. They know the reality better than managers.

  • Keep it simple at first. Boxes, arrows, and labels are enough to start.

  • Use present tense. Describe how things actually happen now, not how they should.

  • Capture both formal and informal steps. Workarounds often carry key insights.

  • After mapping, ask: “What can we stop, start, or change to improve performance?”

  • Revisit maps as your organization evolves. A process that works today may need adjustment tomorrow.

Closing Thought

Working on process maps is not busywork. It is a leadership act. It shows commitment to clarity, alignment, and continuous improvement. It turns hidden assumptions into shared understanding. It shines light on bottlenecks and opportunities. And it ensures that your whole team is indeed playing the same game, the same way, to win together.

In short: process maps help leaders Get Clear. Align. Grow.

Put These Ideas Into Practice

In the Manage to Lead (MtL) program, you don’t just study tools like process mapping — you apply them directly to your own organization. YOUR CASE IS THE COURSE. By working hands-on with proven frameworks, you and your team surface hidden assumptions, sharpen execution, and accelerate performance. Learn more about the MtL program here »

Get Aligned, Get Clear, Sales Matters

What Would Peter Drucker Think of Your ICP?

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TL;DR

  • Investors’ first question is always your Ideal Customer Profile (ICP). If you can’t answer crisply, nothing else matters.

  • Most teams treat ICP as one question, but it’s really three:

WHAT do you provide?

WHO must have it now?

WHY do they choose you over alternatives?

  • Mis-alignment on any leg stalls growth—marketing targets the wrong buyers, product builds the wrong features, sales can’t close.

  • Drucker’s biographer calls IntelliVen’s WHAT–WHO–WHY framework “an innovation that changes the value of leadership.” It’s exactly the clarity Drucker preached.

  • Why teams still struggle: cognitive overload, functional bias (product vs. sales vs. vision), and thinking ICP is “one-and-done.”

  • IntelliVen’s MtL System + AI-powered IVOA Sandbox crowdsources input, exposes misalignment, and guides teams to a shared ICP they revisit continuously.

  • Results when everyone shares the same ICP: faster sales ramps, sharper product decisions, lower CAC, higher LTV—one enterprise software firm grew from start-up to a valuation of $2+ B.

  • Takeaway: Treat your ICP as a living strategic asset. Use WHAT–WHO–WHY to align your team, revisit it often, and growth will follow.

The Hidden Failure Pattern

Pursue any professional financing or acquisition, and you’ll face the same first question: “Who’s your ideal customer?” It sounds like a simple question deserving a simple answer. But it’s not.

Most funding requests and transactions stall right here. Without a crisp answer, investors and buyers move on. What’s more troubling is that even after securing funding or sale, ICP clarity remains the make-or-break factor for sustained success. CB Insights, for example, found that more than a third of all startup failures stem from unclear market fit: companies that never nailed their Ideal Customer Profile.

It turns out that even seasoned executives struggle with the ICP challenge. As a result, they’re inefficiently burning resources in predictable ways:

  • Selling to customers who will never buy.
  • Wasting time closing sales with customers who will not reach target Lifetime Value.
  • Building features for people who don’t need them.
  • Crafting messages that resonate with no one in particular because they’re trying not to exclude anyone rather than focusing on the ideal.

The right solution for the wrong customer fails. The wrong solution for the right customer fails. While these may seem like execution problems, they are really clarity and alignment problems.

Most people think that a query to describe their ICP is one question requiring one answer, whereas it is really three interconnected questions at once:

  • WHAT do you deliver?
  • WHO needs it most?
  • WHY do they choose you?

Like a three-legged stool, if answers to any of the three is out of sync with one or both of the others, the cornerstone of the business caves-in. Marketing targets the wrong prospects. Sales struggles to close strategic deals in preference for deals of no strategic value (i.e., they are a waste of time!). Product builds features nobody wants. Teams pull in different directions, and so on.

What Would Drucker Say?

Peter Drucker, the father of management science, famously said, “The purpose of a business is to create a customer.” But what would the father of modern management think of our approach to tackling today’s ICP challenge?

We didn’t have to guess. Dr. Elizabeth Haas Edersheim (Drucker’s personally chosen biographer, former McKinsey senior partner, and MIT Sloan Ph.D.) joined our recent workshop. When asked what Drucker would think of our WHAT-WHO-WHY framework, her response was immediate:

“Peter defined innovation not as having a new idea, but by how much it changes the value delivered to customers. Your WHAT-WHO-WHY approach does exactly that—it fundamentally enhances the value leaders deliver. Drucker would have loved this because it clarifies purpose, aligns teams, and dramatically amplifies their collective impact.”

She continued:

“Drucker was deeply human-centric. Your method of bringing everyone to shared understanding of WHAT, WHO, and WHY doesn’t just clarify strategy—it unlocks human energy inside organizations. People can finally work with real purpose and clarity.”

Why Smart Teams Still Struggle

If the framework is straightforward, why do even experienced leaders find ICP clarity elusive? Three reasons:

Cognitive overload. Holding three interconnected dimensions in mind at once is mental work. Teams unconscious simplify, losing crucial nuance.

Functional bias. People gravitate toward their expertise. Product leaders obsess over WHAT. Sales focuses on WHO. Visionaries champion WHY. Without deliberate integration, teams optimize their piece while missing the whole.

Static thinking. Most treat ICP as a one-time exercise. But your ideal customer evolves as you do. The best-performing organizations revisit and refine their WHAT-WHO-WHY with regularity: embedding the framework into leadership rhythms, strategy sessions, and go-to-market planning.

Case Example

Here’s what happens when teams get the framework right. A consulting firm was stuck at $9M revenue, walking away from acquisition offers because they couldn’t get to their $12M target. Their WHAT-WHO-WHY was “we do stuff for money.”

After defining their true WHAT-WHO-WHY (visually stimulating strategy facilitation for U.S. Federal Government leaders who want to make a difference, accomplish missions, and get promoted), everything changed.

Four years later, they sold for $30M+.

But that’s just the beginning. Another company started using WHAT-WHO-WHY clarity at $15M revenue. They kept refining the framework through five private equity hold cycles. Today? North of $2 billion valuation.

The pattern isn’t luck. It’s what happens when organizations use clarity as a strategic asset, not a checkbox.

Whether you’re leading a startup seeking Series A, a nonprofit pursuing major donors, a church building community engagement, or a Fortune 500 division defending market share, the challenge remains the same. Every organization at every stage needs to answer the same three questions with precision. The framework works across all business models, capital structures, and geographies because the fundamental human need for clarity and alignment is universal.

Beyond the Foundation

Here’s what most people miss: WHAT-WHO-WHY clarity is powerful, but the framework is just the first element of what high-performing teams need.

Think of it as Truth #2 in our Manage to Lead system. It’s preceded by understanding your current context and followed by five more integrated truths about how teams actually execute and scale. Each builds on the others. Skip one, and even the best strategy stumbles.

The companies that outperform don’t just get their ICP right. They master the full sequence: how to assess where they stand, align everyone around the right priorities, plan change that works, execute without losing momentum, and remove the barriers that stop most teams from reaching their potential.

The Real Test

Your WHAT-WHO-WHY isn’t just a statement. The framework is a decision-making filter. When the framework is right, tough choices become obvious. Resource allocation gets clearer. Teams move faster because they’re no longer debating fundamentals.

When teams at inflection points (scaling, pivoting, fundraising, integrating new leadership) start with WHAT-WHO-WHY clarity, they compress months of alignment work into weeks. Not because the framework is magic, but because it surfaces and resolves the disconnects that otherwise create expensive detours.

Your Next Move

If you’re leading through change, start with the foundation. Download our WHAT-WHO-WHY template, or request access to the IntelliVen Sandbox where your team can work through this together—with AI-powered feedback that accelerates the iteration process.

But remember: the framework is just the beginning. The teams that win understand that clarity is built, not discovered. And building clarity requires more than one framework. Building clarity requires a system.

Get Clear. Align. Grow.

Ready to see what aligned clarity can unlock for your team?
• Explore the full Manage-to-Lead System at IntelliVen.com
• Request a 10-day IVOA Sandbox trial—just contact us and we’ll set you up
• Watch the 40-minute workshop Dr. Edersheim attended and hear her remarks firsthand

About the Author

Peter DiGiammarino has helped hundreds of leadership teams architect breakthrough performance across private, public, VC-backed, and PE-owned companies. His Manage to Lead system distills decades of operating experience into seven enduring truths and 60+ practical tools that guide teams through critical inflection points.

Get Aligned, Get Clear, Grow, Sales Matters

Understanding Two Perspectives: Differentiating the MtL WHY and Sinek’s Why

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In business and leadership, understanding your “Why” is pivotal for success and meaningful connections. This newsletter compares two distinct perspectives—the MtL WHY and Simon Sinek’s Why—that drive your organization’s purpose and strategy.

The MtL WHY: Understanding Your Customer

The Manage to Lead (MtL) WHY is based on the principles outlined in the book Manage to Lead: Seven Truths to Help You Change the World, by Peter DiGiammarino. The MtL WHY explains why your business exists in the eyes of your customers and focuses on understanding their motivations to choose to purchase or fund what your organization provides.

Key Characteristics:

  • External Focus: Centers on your customers’ beliefs and needs.
  • Purpose: Foundation for defining your organization’s Ideal Customer Profile (ICP).
  • Application: Helps craft Unique Value Propositions (UVP) and tailored messages that connect and engage. Guides marketing, lead generation, sales, and account development efforts.

Why the MtL WHY Matters

The MtL WHY helps leaders create compelling value propositions, develop messages that resonate, and build strong customer relationships by aligning offerings with customer motivations.

Sinek’s Why: Understanding Your Team

Sinek’s Why delves into the core beliefs and values that drive your organization and its people. It focuses on understanding the internal motivations and deeper purpose beyond just making profits.

Key Characteristics:

  • Internal Focus: Centers on your organization’s core beliefs.
  • Purpose: Explains why your business exists in the eyes of its members.
  • Application: Guides leadership decisions, shapes company culture, and inspires stakeholders.

Why Sinek’s Why Matters

Sinek’s Why helps build a purpose-driven culture, attract like-minded employees, and inspire loyal customers who resonate with your organization’s beliefs.

Differences Between the MtL WHY and Sinek’s Why

  • MtL WHY: Explains the need fulfilled for prospects who become customers and why they stay—why the business exists in the eyes of its customers. 
  • Sinek’s Why: Explains what drives people to join and remain with the organization—why the business exists in the eyes of its members.

Align Purpose and Motivation for Synergy

Aligning internal motivations with external customer needs creates a holistic strategy that is meaningful and, often, unbeatable. Those who master both stand out because they understand why they matter—to themselves and to their customers.

About IntelliVen

At IntelliVen, founded by Peter DiGiammarino, we specialize in helping leaders and organizations clarify their purpose, align their strategies, and achieve their fullest potential. Through our eponymous Manage to Lead (MtL) Cohort Course, leaders and teams learn to get clear, align, and grow. Whether you’re seeking to understand your customers better or to reignite your organization’s passion, we’re here to guide you on your journey.

Learn More

Get Aligned, Manage to Lead

Strategic Alignment Verification: A Method to Ensure Your Team is on Board

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To maximize organizational effectiveness and ensure strategic alignment, it is essential for a leader to regularly verify their team’s understanding and commitment to their vision—even if  they believe alignment is already achieved. Leaders should consider engaging facilitative help to objectively navigate this verification process, regardless of their certainty about team alignment. This impartial facilitation not only brings a structured approach but also mitigates biases that might affect the leader’s perception.

Step-by-Step Team Alignment Verification Process (TAVP):

  1. Collect Data: Conduct a structured survey with the leader and their team members to:
    • Describe the current operational state.
    • List reasons why the organization must change and what will happen if it doesn’t
    • Describe the desired future state after changes are implemented.
    • Detail the necessary actions to transition from the current to the desired state.
    • Enumerate possible obstacles and accelerators in implementing these changes.
  2. Review Data: Organize survey responses noting points that are similar and different between entries. Review results with the leader to pinpoint any discrepancies or surprising insights that require attention prior to sharing with the team.
  3. Facilitate Offsite: Organize an offsite meeting to discuss the survey findings. This should be a facilitated session where each point is examined to build a comprehensive consensus on the current state, the need for change, the target future state, and what must be done to get there.
  4. Launch Initiatives: Use the Change Framework to map out the consensus data to codify the team’s change story including initiatives to be completed. For each initiative, rough out, using the Initiative-to-Action template, what is at stake, what needs to be done, by whom, by when, with what resources, tracked using what metrics, and considerations yet to be fully resolved, to reinforce clarity and accountability within the team.

The Change Framework

Benefits of the Verification Process:

  • Enhanced Team Cohesion: This process not only clarifies strategic objectives but also strengthens teamwork by involving every member in the decision-making process.
  • Improved Leader Insight: By soliciting input from the team, leaders can gain new perspectives that may refine their original thinking, enhancing the strategic approach.
  • Elevated Leadership Stature: Leaders demonstrate respect and value for their team’s input by engaging them in the strategy development process, which can enhance their standing and influence within the organization.
  • Operational Efficiency: Regular alignment checks help in preemptively identifying and addressing misalignments, ensuring smoother implementation of initiatives.

Summary:

Even if a leader is confident in their team’s alignment with strategic goals, it is beneficial to periodically engage in a structured verification process with facilitative help. This approach not only confirms alignment but also fosters a collaborative and inclusive culture that can lead to improved strategic outcomes.

By integrating regular alignment checks, leaders can ensure that their team not only understands but is fully committed to the organizational goals, thereby enhancing overall performance and adaptability.

Ready to Elevate Your Leadership?

If you’ve made it this far, you clearly understand the importance of strategic alignment and are committed to enhancing your team’s performance. Our course, Mastering Strategic Alignment: The Consensus Verification Method, on Udemy, is designed specifically for leaders like you who are ready to take their strategic execution to the next level.

This course is not just another leadership program. It’s a practical, actionable journey that will empower you with the tools and insights needed to ensure your team is not only aligned with your vision but also motivated and equipped to execute it flawlessly.

Enroll today and start transforming your strategic concepts into successful realities. With lifetime access and a step-by-step playbook, you’re just one click away from becoming the leader your team needs. Don’t miss out—spaces are filling fast, and you’ll want to be one of the visionary leaders who takes advantage of this opportunity.

Enroll in the course now and lead your team to unprecedented success!

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What follows is to load into Udemy:

Udemy Course

Name: Mastering Strategic Alignment: The Consensus Verification Method”

Teaser Wording:

Unlock the full potential of your team with our Udemy course, Mastering Strategic Alignment: The Consensus Verification Method. Learn how to ensure that every member of your team is not just informed but fully aligned with your strategic objectives. This course offers you a detailed, step-by-step guide to implementing a proven method that enhances team consensus, boosts strategic clarity, and drives outstanding organizational performance. Enroll now to start leading with confidence and precision—transform how your team achieves its goals and how you measure success!