STRATEGY

Just as you'll be given control over which direct report to cut, you'll also likely be given control over what to cut from your budget. Given a percentage or a specific amount to cut, you'll be told that quality and productivity can't fall. If you believe it's impossible to make the cut without it having an impact on quality or productivity, it's your responsibility to make that case. However, if you get any resistance, retreat. Embrace the responsibility. Stress your willingness to do whatever it takes to help the company. Say you and your team will work harder and for longer hours to make sure quality and productivity won't suffer.

TACTICS

• Attitude: You're facing an uphill battle but it's still worth taking a shot to preserve your budget.
• Preparation: If you have an inkling this may be coming try to develop a contingency plan with sound business reasons to keep your budget intact.
• Timing: You'll have no control over the timing of this request.
• Behavior: Make your best argument but back off immediately if you feel resistance.

ADAPTATIONS

This script can be modified to:

• Deal with a reduction in the financial resources assigned to your efforts by a charity or social organization.

KEY POINTS

• Try to preserve your budget.
• Base your case on practical business reasons rather than emotions.
• If you get resistance, give up the fight.
• Stress that you and your team will do whatever it takes to preserve quality and productivity.