Count the number of times per day you encounter the following:

That’s the way we’ve always done it.

It is what it is.

We can try, but it won’t do any good.

Those words you’re hearing? That’s surrender.

The only proven way I’ve found to counter surrender, is through a series of wins.

Small successes at first, to be sure… but building up to bigger and bigger victories, as people learn to trust in your ability to deliver.

Doing what you say you will do. On time. On budget.

The old saying goes “nothing breeds success, like success.”

What this really means is that people gain confidence, through seeing performance and achievement occur, right before their very eyes.

So – when you encounter an environment where skepticism is the norm, and pessimism is the standard operating procedure, come in with a goal of attaining one small success in the first two weeks. Another goal of attaining a bigger success in the first thirty days. Still another goal that is larger still, to be achieved in the first ninety days.

Success will breed success, and you will win people over.

The key objective is to change the dialog, from defeatism to optimism, by building one success atop the other.

Don’t say trust me. Don’t challenge the status quo day one.

Meet people where they are. Show them a pathway to success.

And then, lead them there, one win at a time.

Go, and be you.