Meet The 4 Types of Decision-Makers

“That sounds expensive.”

“Our company doesn’t do things that way.”

“We need to discuss it with the Board.”

“Sounds like a lot of hype to me.”

“Great idea! Tell me more…”

Sound familiar?Both small and large businesses struggle with change. Although some companies are truly committed to sustainable practices, many others are yet to come on board. Or, worse yet, they create a sustainability function within the organization to “check a box,” but don’t listen to or respect the ideas that come from the person who leads it.We all know that building an organization committed to sustainability requires commitment by many people -- inside and outside a company’s walls. How do you ultimately get everyone on board and take positive action? Throughout your career, you’ll encounter many different types of leaders, influencers, and decision-makers. Before you learn how to create an environment of sustainability within your workplace, think about the people in your company who make decisions. Although the types are vast generalizations, we can all think of people who fit into each group.

Leaders and Role Models:These are the innovators who respect the business practices that helped them achieve success, but are always thinking of how they can move their business to the next level of success and profitability.

Slow and Steady Game-Changers: Possessing vision and drive, these professionals are committed to making change, but must influence individuals and groups around them to believe in a mission. Collaborative and good listeners, they meet objections with tact and patience.

The Skeptics: No matter what the idea, they are ready to say “no” or raise objections based more on emotion than on fact. Some of them can be swayed by facts, while others may need to be outnumbered by types 1 and 2. But, over time, an organization needs to build commitment. Someone who pretends to be committed to a cause, but serves as a detractor, can be a toxic in any business.

Greenwashers: Using sustainability as a marketing ploy, these people and companies know that being green is “popular” and don’t walk the talk. Simply paying lip service to sustainability is not a long-term strategy.

To make change within any organization, you need to know:

Who is ultimately making decisions?
What are the most common objections?
What are the personal and company-wide benefits that will come from evolving or transforming?
How have other major changes within the organization occurred?