All posts tagged: knowledge

The Knowledge-Action Divide

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free biweekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting done what matters most.

Next time an employee tells you he already knows all about what you’re saying, ask the following:

That’s great! How much are you doing that?

Chances are there is a gap between what he says he knows and what he’s doing with that knowledge.

The divide between knowledge and action is plaguing companies across the globe. The dangerous assumption that just because someone knows something automatically means he’s doing it keeps him from assessing his actual behavior. Managers who don’t look closely at this gap are missing the opportunity to ensure that people are always doing the next right thing.

The need to get “back to basics” is a symptom of this common problem. Imagine what would happen if people stayed with those basics. And why shouldn’t they? If they are so basic, there should be no excuse nor any barriers to doing them. The real issue, more often than not, is the Knowledge-Action Divide. Bridge that gap and you’ll not only close a mental loophole, you’ll close more deals and retain more customers.

This Week’s Radical Accountability Activating Action: Take time this week to identify the gaps between knowledge and action. Next week, start closing those for good.

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Scott WintripThe Knowledge-Action Divide
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Knowledge and Power

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Scott's Monday Morning MessagePeople often say knowledge is power, which is incredibly inaccurate. Knowledge applied in a compelling way is true power as it engages people in a meaningful manner. The question is, with so much available knowledge, how does one pick and choose what to acquire and what to ignore?

Companies in staffing and recruitment, in particular, often don’t have the right knowledge that will be powerful in how it helps them support prospects and customers in improving their current circumstance. Instead, our industry often falls into order taking mode or, even worse, assuming what customers say they need is the real need. For example, one staffing company in Massachusetts took an order from a buyer while their competitor, who is my client, gained deeper knowledge as to the business issues and challenges the customer was facing. That knowledge led to better solutions that are now saving that customer money rather than engaging in the same old hiring routines that were perpetuating the problems.

While there are a list of critical questions that should be asked of buyers, one, in particular, unlocks a treasure trove of knowledge that will allow you to create more meaningful relationships, provide better service, deepen your impact, and allow you to deliver tremendous value. That question is:

“What are your business objectives in the next 12 months?”

Often, if you listen carefully, you’ll hear a misalignment between those objectives, and the order the customer is about to hand out. If you address that gap and provide a solution that helps achieve those objectives, you’ll not only win more business, but their hearts, minds, and maybe even a touch of their souls. That’s real power that benefits all.

Scott WintripKnowledge and Power
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