Clarify Your Criteria for Progress

Establishing clear exit criteria is crucial for advancing through stages in a process. These criteria, often referred to as gates, represent non-negotiable requirements that must be addressed before moving forward. In meetings, it's important to approach with defined objectives in mind—specifically what needs to be accomplished at each stage. For instance, confirming two to three business initiatives is essential in the early stages. These initiatives are distinct from challenges; they are executive-sponsored activities with significant business implications, often documented and regularly discussed. Initiatives should not be confused with projects, which serve to support these initiatives, nor with problems or preferences, which are less impactful. Focusing on confirmed business initiatives ensures a more strategic approach to selling and problem-solving, leading to better outcomes.