SHARE THE REASON
  • Explaining the rationale behind a request or recommendation
  • Equipping others with the purpose of an assignment and the significance of information
  • Giving the details, sharing the context and removing the mystery behind our words and actions

COMMENTARY:
As a customer, think about some of the transactions you have with others in a business situation. Sometimes those transactions are very simple: pay money, get stuff. There is not a whole lot of talk about what you need as the customer or what the business can provide for your money. For example, whenever I take my car to the local gas station, rarely do I go in and tell the cashier the reason why I'm buying gas. Or when I go to the grocery store I usually don't go into details with the cashier why I just brought a cart full of groceries to their line.  

But there are certainly instances where you will have a much more beneficial experience with the individual or organization you are working with when you talk about the goals you are trying to accomplish. These tend to be the times when you are either investing a great cost, a great amount of time or have a lot to gain or lose by the interaction. Take E-rate for example. It can take a great deal of time and energy to apply for funds properly, then seek reimbursements and finally receive funding. And if something goes wrong along the way, an applicant could potentially lose tens of thousands or hundreds of thousands of dollars in funding. And at that point, the only option may be to wait until the next funding year rolls around and try again.
 
That's why at Funds for Learning we work hard to talk to our clients about what is needed and why to maximize their E-rate funding. We know that by spending a few minutes of time gathering information needed for E-rate, that time pays for itself many times over in the funds that can be gained for their organizations and in streamlining the review process with the program administrators. When we are able to communicate that to our clients, it turns into a very motivating and rewarding experience for everyone involved.
 
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Key Words and Phrases
Offer a rationale; Explain; Give details; Clarify; Describe; Put in plain words; Make clear; Enlighten.

Opposite Terms
Mystery; In the dark; Secrecy; Ambiguity.

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GuideMarks – Distinguishing Characteristics of FFL E-rate Guides

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