by Hal Schlenger

1. B2B Camp
March, 2012
Hal Schlenger
Hal.Schlenger@earthlink.net

2. In a word: Adoption
They may have tried it. Trained on it. Even told to use it. But….
Did they adopt your stuff?
People. Process. Culture

3. Something that fills a Need
1) Is there a true need ?
Need = Problem + Pain
Pain = Financial risk, production risk, physical risk,
marketshare risk
Is it worth fixing?
2) Meets the need
ROI ….. with ‘return’ measured in change in pain

4. Adoption requires Change (Many people don’t like change)
• Employees fear a shift in power
• The need to learn new skills
• Group mentality
• The stress of having to join a new team.
• Inertia. 4 Phrases of
• An employee's competing commitment Adoption
It challenges the very psychological
1. Observation
foundations upon which people function. 2. Preparation
Explore the history. 3. Participation
4. Integration
(habit
forming and
new culture)

5. BEFORE
• Leadership
• Expected outcome (what if not done?)
• Culture and Values
• Identify the influencers and trusted advisors
• Team needs identified (problem and pain)
• Employee need identified
• Change Management
• PMP best practices
• SMART goals (measurable and measured metrics)
• How do you define success?

6. AFTER
• Leadership
• Team willingness (vs inertia)
• Employee willingness (vs inertia)
• Change Management
• PMP Communication best practices
• Training, retraining and targeted training
• SMART goals (measurable and measured metrics)
• What gets inspects get respects
• Cultural to support the post-adoption environment

7. Ideas
 Success defined
 Change mgmt
plan
communicated
 Leadership’s
1. . support
 Other
2. . influencers
3. .
4. .

8. Ideas
 Resistance to
change
 No
consequence for
not changing
1. .  Glitches during
change hurt
2. . credibility
3. .
4.

9.  TAG’s Social Business society
› http://www.tagonline.org/tag_social_busines
s.php
 Hal Schlenger
› Hal.Schlenger@earthlink.net
› http://makesonegohmmm.blogspot.com/
People. Process. Culture