Applying NLP tools and techniques in an FMCG environment

Purpose – This article aims to give an overview of how neuro‐linguistic programming (NLP) has been applied in a fast moving consumer goods (FMCG) environment over a number of years. Design/methodology/approach – The article includes practical examples of how tools have been applied and lessons learnt from integrating NLP into a commercial setting. Findings – This paper demonstrates that for NLP to be effectively applied it needs to be: paced to organisational needs; paced to stage of development; championed from within; delivered with credibility; and directly relevant to the workplace. Practical implications – NLP is a “soft skills” tool kit which is not necessarily a business priority and therefore needs to be responsive to organisational needs. NLP jargon needs to be changed to make it readily accessible and understandable for most business people. Organisations are at different stages of development and some tools and techniques within NLP are inappropriate. Champions need to have sufficient leadership credibility for the model to be accepted. Credibility of the trainer is a core requirement – have they “earned their stripes”? Tools and techniques need to be directly relevant to the workplace. Social implications – All organisations are reliant on their workforce to deliver business outcomes to a lesser or greater extent. Often training programmes do not directly relate to the competencies required of an employee in a range of contexts or take into account the human factor. NLP provides an evidence based tool kit to harness performance excellence within the arena of soft skills. Originality/value – The article proposes that NLP can be applied in industrial and commercial environments with success and provides simple examples of how this has worked.