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At the top of the best delivery-focused organizations sits a chief enroller. That person pulls different groups in and gets them to work together across matrices and eco-systems to move things from point A to point B better than other organizations can even imagine. These leaders seem to begin every thought with “we.” For them, it’s never about individuals and always about pairs and collaborators.

Enrolling is a special skill. Where others can focus all their efforts on star designers, default to telling people what to do, or delegate customer decisions to others, your day is all about influencing. You have to influence people to sign up to work with you in the first place. You have to influence them to work with others. You have to influence them to keep at it when things fray around the edges – which they will.

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