Lean Bite #8: Wants vs. Needs
You make people happy by telling them what they want to hear, but you provide long-term value by telling them what they need to hear. They might want to hear they’re doing a great job, but they might need to hear how they need to improve. They might want to hear the path forward is going to be easy, but they need to hear how difficult it will be so they can prepare for it. The highest value information you can deliver is a real insight that changes the way they view the world, and most people don’t want that.
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