The JFK Exercise

In sales, one of the keys to success is setting the expectations with the customer. So when it comes to the success of a company, you have to wonder why the internal customer is often left questioning the value. In Bruce L. Katcher’s article Managing Expectations, he talks about how many employees feel that other departments aren’t servicing them adequately while those providing the service think they’re doing a great job. To help people in his organization develop a mentality that focuses on their own behavior, he likes to use what he calls “The JFK Exercise.” This exercise is based on John F. Kennedy’s famous inaugural address, where the president says, “Ask not what your country can do for you—ask what you can for your country.” In the article below, discover how your organization can manage expectations better and be more collaborative.

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