Blog Post: What's In It For Me?

As an Organizational Consultant who helps managers motivate their employees, one of the golden rules is to answer the infamous “What’s in it for me?” question. There’s even an acronym for this - WIIFM. If you answer the question accurately, then you can set up a project or organizational goal in a way that provides the necessary motivation for your employees to produce the desired results. And while this all sounds good in theory, I was reflecting on how hard it is to stay the course and reach goals that require effort sustained over a long period of time. The bigger the goal or dream, the bigger the challenge. The more we are required to step outside our comfort zone, the least likely we will get there. Even those goals that we have generated ourselves for ourselves are hard to reach. This is because “things” get in our way. These things include such circumstances as the kids got sick, the car broke down, not enough time, not enough energy, not enough money, not enough discipline, and so on and so on. It is incredibly hard to go the distance and reach our summits. In spite of all the “reasonable” circumstances that get in your way, believe it or not, the biggest “thing” that will get in your way is you. So the question is … is “What’s in it for me?” the best question to ask in the first place?

I believe there may be a better question to pose – “What’s in it for others?” The standard question “What’s in it for me?” takes the position that if something out there will give me something in here, then it will be worth it for me to proceed. It implies that our motivation for doing something challenging or uncomfortable will be the reward we receive the end of the day. An example of this would be motivating your child to get good grades by promising them $20.00 for each A. If the number on the bill is high enough, then your child might be motivated to sustain the efforts required to get the A that he/she would not have done otherwise. And while this style of motivation might work in some circumstances, it will not work when you are climbing your own Mt. Everest . Many of the challenges you face require a different approach. Most of your dreams will call for your motivation to come from the inside out, not the outside in. This is where your true power lies.

The question “What’s in it for others?” serves several purposes. It forces you to look beyond yourself for why you created the goal or dream in the first place. It takes the position of formulating a greater purpose. It asks you to think about what is at stake? What will happen if you give up? What will be lost? It takes the focus off you and places more emphasis on how you will contribute to the world. When we’re less ego-centric and more focused on making a difference, we are better able to move forward in times of fatigue, fear, struggle, or resignation. We get out of our way. The “what’s in it for me” is too myopic in nature. The “what’s in it for others” broadens our perspective and enriches our lives.

So here’s my challenge to you. The next time you feel stopped in moving forward with reaching a goal or dream, ask yourself “What’s in it for others?” Discover just how important and powerful you are. Understand that when you take on a new challenge and win, your win is not yours alone. It belongs to us all. Who we are and what we do has ripple effects. We are that interconnected. So don’t give up, take a deep breathe, and take the next step…because we all have something at stake.

Stay with me and engage in this conversation. Your voice has an impact. What are your thoughts on this subject?