Change PART I
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This document discusses strategies for driving organizational change. It begins by outlining common questions and challenges around change projects, including identifying allies, overcoming obstacles, and predicting outcomes. It then discusses how evolution has programmed half of populations to be resistant to change as a survival mechanism. The key to success is focusing efforts on the small percentage of early adopters, typically 13.5% of populations. Messages should frame changes in terms of risks of failure to drive urgency while also providing optimism that success is possible. Not all can be persuaded to support change, but alternatives can achieve compliance with change through other means.
Change PART I
- 1. The SCIENCE & ART OF CHANGE
- 2. #1 “Who are my allies?”
- 3. #2 “How do I persuade them?”
- 4. #3 “Where is failure most likely to occur?”
- 5. #4 “How can I overcome this single most critical obstacle?”
- 6. #5 “How predictable will the outcomes be?”
- 7. PART I Treats questions #1 & #2
- 8. He wrote the text book on SURVIVAL.
- 9. “It is not the strongest of the species, nor the smartest of the species that survive, but...”
- 11. Our human ancestor. Neither smart not strong!
- 12. SO, WHAT’S THE PROBLEM?
- 13. 70% OF CHANGE PROJECTS FAIL (HBR)
- 14. WHY WON’T “THEY” CHANGE?
- 15. Are those opposed to change backward, recalcitrant if not down and outright stupid and do they represent the fifth columns in our organizations? (As in the popular bestseller, Who moved my cheese? Johnson 1999).
- 16. “And one should bear in mind that there is nothing more difficult to execute, nor more dubious of success, nor more dangerous to administer than to introduce a new order of things...” Niccolò Machiavelli 500 years ago.
- 17. “... for he who introduces it has all those who profit from the old order as his enemies, and he has only lukewarm allies in all those who might profit from the new.” Niccolò Machiavelli 500 years ago.
- 18. The recognition heuristic! Gerd Gigerenzer
- 19. “Green eggs or ham?” Dr Seuss
- 20. “Given Dr Seuss’ choice between green eggs and ham, most people would choose the ham...” Brown, K S, 1999: ‘Decisions, decisions’ in: NewScientist (9 September) : 30-35
- 21. “Brown rats follow the same strategy, preferring foods that they have smelt on the breath of other rats. But the Recognition heuristic doesn’t work only with food. Imagine you are a Stone Age man choosing a hunting party or a computer-age woman looking for business partners. Chances are you’ll pick people you know, or have heard of are good. The benefits are obvious.” Brown, K S, 1999: ‘Decisions, decisions’ in: NewScientist (9 September) : 30-35
- 22. “95% of 30,000 new consumer Clay Christensen products fail annually.” http://hbswk.hbs.edu/item/6496.html
- 23. “On average, innovators capture 2.2% of present value.” Oded Shenkar
- 24. THE RESULT?
- 25. THE S-CURVE OF ADAPTATION Geoffrey Moore, Venture Capitalist
- 26. PRO CHANGE: 50% 40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$ AVERSE: 50%
- 27. Engineers and marketers know this, BUT why don’t we apply this when we want organizations to change?
- 28. 40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$ This graph teaches us an important lesson...
- 29. EVOLUTION HEDGES IT’S BETS!
- 30. 50% OF THE POPULATION IS PRO CHANGE, 50% CHANGE AVERSE.
- 31. Don’t demonize those that are change averse, they are part of evolution’s survival mechanism!
- 32. SO, WHERE DO WE BEGIN?
- 33. 40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$ EARLY ADOPTERS, THE CRUCIAL 13,5%
- 34. “Princes, and especially those who are new, have discovered more loyalty and more utility in those men who, at the beginning of their rule, were considered suspect than those who were first trusted...” Niccolò Machiavelli 500 years ago.
- 35. Skeptics are more valuable than friends for sales people! HBR July-August 2012.
- 37. He wrote the text book on the PSYCHOLOGY of RISK.
- 38. “A single cockroach will completely wreck the appeal of a bowl of cherries, ... Daniel Kahneman Nobel Laureate
- 39. “... but one cherry will do nothing at all for a bowl of cockroaches.”
- 40. 2:1(!) “The threat of loss is twice as powerful, as the promise of reward.”
- 41. Direct mail: “Don’t miss out on a holiday of a life time... draws double the response of: “Win a holiday of a life time...”
- 42. Cast the message in survival terms: “If we fail to change, we will lose...” Followed by optimism: “But if we do, there is hope...”
- 43. IT’S CLEAR YOU CAN’T PERSUADE EVERYONE TO CHANGE...
- 44. BUT!
- 45. THIS DOES NOT MEAN YOU CAN’T GET THEM TO “DO” THE CHANGE any way!
- 46. HOW?
- 47. That’s the next chapter...
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