Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork

by Dan Sullivan

“The purpose of the Impact Filter is first to sell yourself on the vision, because you can’t sell other people unless you’re sold yourself.” So, are you sold? Do you really want what you say you want? Is this vision nonnegotiable? Is it that important? The Impact Filter you just filled out should define the importance of this project, and what you stand to gain if you succeed, and what’s at stake if you fail. Are you clear on these things? If you’re clear, and if this goal or project really matters, then are you going to be courageous? Are you going to find Whos to support you? Are you going to add their resources to yours, and thus expand yourself and your efficacy? The crazy truth, which you may not realize yet, is that you absolutely can get Whos to help you. There are plenty of incredible and capable people who want to and will help you. All you need to do is tell them your vision. Spell it out for them. The Impact Filter actually does that for you. Then ask yourself: “Who can help me accomplish this goal?” Once you’ve identified the needed person to help you accomplish your goal, it’s time to get that person engaged and executing the needed Hows. In order to do so, you’ll need to ensure your vision also matches their vision for themselves, and that you can clearly become a powerful Who to them. If you can, and if helping you achieve your vision will help them simultaneously become who they want to be, then you’ve got your Who.