We talk a lot about “getting buy-in.” As leaders, we often aim to gain it—for a new project, a big change, a new direction. And don’t get me wrong, buy-in is important. But here’s the thing:
Buy-in is just the start.
When we focus solely on buy-in, we’re setting the bar way too low. Think about it: Would you rather have someone say, “Sure, I’m in,” or have them actually commit, take ownership, and do something? I know which one I’d choose.
But even commitment and ownership aren’t enough if they don’t lead to the one thing that matters most: action.
As leaders, our job isn’t done when people agree with us or say they’re on board. The goal isn’t just intellectual or emotional agreement—it’s behavioral change. We want people to take the new action, implement the change, follow the new process—whatever it is. That’s when results happen.
Let me put it another way:
Buy-in helps us get to the why. But it’s the how—and ultimately the doing—that drives real progress.
So how do we get there? How do we move people from understanding to implementation? Here are three actions leaders can take to bridge the gap between buy-in and action:
Create Smaller Steps
When a change or initiative feels overwhelming, people freeze. It’s like standing at the edge of a wide canyon without a bridge. You can see the other side—but have no idea how to get there.
That’s where we come in. We can help break down the big picture into manageable steps. When people can see a clear path forward, they’re far more likely to start moving.
Celebrate Wins
It’s easy to overlook progress when your head is down and you’re grinding through the work. But small wins matter. They build momentum and confidence.
As leaders, we need to shine a light on those wins—especially when things are hard or moving slower than we’d like. Recognizing progress helps people see that they’re making a difference.
Remove Barriers
This one’s big. If your team has the motivation but keeps hitting roadblocks, their energy will disappear fast. Our job is to help clear the path. Ask yourself:
What’s slowing them down? What’s in the way? What can I fix, remove, or simplify?
Your team is more likely to take action when they know you’re supporting their progress—not just cheering from the sidelines.
Let’s Redefine the Finish Line
If you change your definition of success—from getting buy-in to getting action—you’ll see different results. Better results. Sustained results.
Let’s be clear: Gaining buy-in is a good first step. But if you stop there, you haven’t reached the goal. The goal is action and implementation.
That’s what leadership is all about.
0 comments