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Change Management - Stop Talking About What You Do And Start Talking About What You Deliver

Prosci change management webinar - "stop talking about what you do and start talking about what you deliver." Delivering live twice this week - Sept 3 at 11AM EDT and Sept 4 at 4PM EDT. Register to join us: http://www.change-management.com/webinars.htm

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Change Management - Stop Talking About What You Do And Start Talking About What You Deliver

  1. 1. Prosci Change Management Webinar Stop Talking About "What You Do" and Start Talking About "What You Deliver" webinar@prosci.com http://blog.prosci.com Copyright Prosci 1 2014. All rights reserved. http://portal.prosci.com Register for the live webinars Wed, Sept 3 – 11AM EDT https://www4.gotomeeting.com/register/298475895 Thursday, Sept 4 – 4PM EDT https://www4.gotomeeting.com/register/315889135 Access Resources www.linkedin.com/in/timcreasey/ @timcreasey
  2. 2. Prosci’s Mission Our Principles: To help individuals and organizations build their own change management competencies through development and delivery of research-based, holistic, and easy-to-use tools and methodologies. Prosci by the #s: 8 16 80% 3400+ 20,000+ 70,000+ Longitudinal studies Years of research Fortune 100 companies Research participants Certified practitioners Community members ……………………………………............................................................. Copyright Prosci 2014. All rights reserved. • Research-based • Holistic • Easy-to-use Contact Prosci: Our Resources: • Published products and tools • Web-based tools and applications • Face-to-face training • Train-the-Trainer Telephone: +1-970-203-9332 Email: webinar@prosci.com Website: www.prosci.com Tools or downloads referenced in this free webinar are for webinar educational purposes; reproduction or distribution of these tools in your organization will require additional steps on your part. 2 ……………………………………............................................................. Prosci®Webinars • Educational • Thought provoking • Insights into new development • New ideas, phraseology, language, and frameworks • Give you at least an hour per week to think about change management
  3. 3. Copyright Prosci 2014. All rights reserved. Agenda • WHY we need to change what we talk about • HOW to change what we talk about • WHAT we can do to change our conversations 3 Simon Sinek’s Golden Circle © 2013 Simon Sinek, Inc. www.startwithwhy.com
  4. 4. Copyright Prosci 2014. All rights reserved. First, Definitions: 4 Stakeholder Analysis Impact Assessments Change Management Strategy Communications Plan Sponsor Roadmap Coaching Plan Training Plan Resistance Management Plan Feedback Collection Sustainment Activities What you do
  5. 5. What you deliver (“Why”) Copyright Prosci 2014. All rights reserved. First, Definitions: 5 Drive benefit realization Ensure ROI Enable results and outcomes …through… employee adoption and usage of change
  6. 6. Copyright Prosci 2014. All rights reserved. What would you say… you do here? 6 “I conduct readiness assessments, complete impact analyses, build strategies, create change management plans and support integration into project plans.” “I help us capture the portion of project benefits that depends on employee adoption and usage.”
  7. 7. People don't buy what you do, they buy why Copyright Prosci 2014. All rights reserved. you do it. Simon Sinek 7
  8. 8. WHY HOW WHAT Copyright Prosci 8 2014. All rights reserved. Stop Talking About "What You Do" and Start Talking About "What You Deliver" Gain Commitment Address Misconceptions A&D Before K&A Improve Change Outcomes Provide Context Solve Their Problems Speak Their Language “Start with Why” In the words you use In your elevator pitch In your value proposition In your work
  9. 9. WHY HOW WHAT Copyright Prosci 9 2014. All rights reserved. Stop Talking About "What You Do" and Start Talking About "What You Deliver" Gain Commitment Address Misconceptions A&D Before K&A Improve Change Outcomes Provide Context Solve Their Problems Speak Their Language “Start with Why” In the words you use In your elevator pitch In your value proposition In your work
  10. 10. WHY Gain Commitment Copyright Prosci 2014. All rights reserved. 10 Buy-in Mindshare Approach Resources
  11. 11. The best laid schemes o' Copyright Prosci 2014. All rights reserved. mice an' men Gang aft a-gley [without sponsor and leader commitment] Robert Burns 11
  12. 12. WHY Address Misperceptions Copyright Prosci 2014. All rights reserved. 12 “Nice to have” Optional Just communication and training LIFO-able “That’s the soft side of change”
  13. 13. “Knowing what to do with a toon is easy. It's getting them to do it that's hard.“ Copyright Prosci 2014. All rights reserved. Ender to Bean in Ender’s Game, Orson Scott Card 13
  14. 14. WHY A&D Before K&A Copyright Prosci 2014. All rights reserved. 14 © 2012 Prosci and Bill Cigliano Awareness & Desire Knowledge & Ability • Why? Why now? • What if we don’t? • What’s In It For Me? • What are we actually going to do? • How will we do it? “A good portion of what we expect from this project depends on adoption and usage. If you want ROI, we need to drive adoption and usage.” “We need to: 1)apply a structured approach, 2) scale and customize our strategy, and 3) integrate CM plans and activities into the overall project plan.”
  15. 15. WHY Improve Change Outcomes Percent of study participants who met or exceeded objectives Copyright Prosci 2014. All rights reserved. 100% 15 16% 46% 77% 96% 0% Poor Fair Good Excellent (n=244) (n=653) (n=834) (n=165) Change Management Effectiveness • Improve project results and outcomes • Drive benefit realization and financial return • Minimize risks • Reduce “re” costs
  16. 16. WHY HOW WHAT Copyright Prosci 16 2014. All rights reserved. Stop Talking About "What You Do" and Start Talking About "What You Deliver" Gain Commitment Address Misconceptions A&D Before K&A Improve Change Outcomes Provide Context Solve Their Problems Speak Their Language “Start with Why” In the words you use In your elevator pitch In your value proposition In your work
  17. 17. HOW Provide Context Here is change management H H H H Copyright Prosci 2014. All rights reserved. 17 O H H O O (in a vacuum) Here are the expected benefits from a change and the portion that depends on employees doing their jobs a new way (that is what I contribute)
  18. 18. Results and Outcomes Depend on Employee Adoption and Usage Current Transition Future Copyright Prosci 2014. All rights reserved. Without With change management = X project benefits created Adoption and usage gets bumpy Adoption and usage takes longer Adoption and usage incomplete Adoption and usage not as expected Current Transition Future <X 18
  19. 19. Copyright Prosci 2014. All rights reserved. Priority is a function of context Stephen Covey 19
  20. 20. HOW Solve Their Problems The leader’s problem is not: Your job: connect what you do to solving their problems Copyright Prosci 2014. All rights reserved. The leader’s problem is: I have a change on the table and I need to deliver the expected results and outcomes 20 I don’t have change management on my change initiative
  21. 21. People don’t buy a quarter-inch Copyright Prosci 2014. All rights reserved. drill bit, they buy a quarter-inch hole. You’ve got to study the hole, not the drill. The drill is just the solution for it. Theodore Levitt (Leo McGinneva) 21
  22. 22. HOW Speak Their Language + Strategy execution + Competitive advantage Copyright Prosci 2014. All rights reserved. 22 “Executives speak three languages: finance, finance and finance.” - Jeff Hiatt, Prosci Founder + Core competency + Their own legacy Your job: express the value of CM in their language
  23. 23. If you talk to a man in a language he understands, that goes to his head. If you talk to him in his language, that goes Copyright Prosci 2014. All rights reserved. to his heart. Nelson Mandela 23
  24. 24. HOW “Start with Why” Copyright Prosci 2014. All rights reserved. 24 www.startwithwhy.com Simon Sinek’s Golden Circle © 2013 Simon Sinek, Inc. WRONG
  25. 25. WHY HOW WHAT Copyright Prosci 25 2014. All rights reserved. Stop Talking About "What You Do" and Start Talking About "What You Deliver" Gain Commitment Address Misconceptions A&D Before K&A Improve Change Outcomes Provide Context Solve Their Problems Speak Their Language “Start with Why” In the words you use In your elevator pitch In your value proposition In your work
  26. 26. WHAT In the Words You Use Copyright Prosci 2014. All rights reserved. 26 Communications Training Stakeholders Resistance Resilience Assessments Templates Return on Investment Benefit Realization Results Outcomes Objectives Sustainment
  27. 27. WHAT In the Words You Use Copyright Prosci 2014. All rights reserved. 27 What is the ROI of change management? Nebulous Lacks context What portion of project benefits depend on employee adoption and usage? Focused With context
  28. 28. WHAT In Your Elevator Pitch The goal is not: To be precise and complete The goal is: To get asked back!!! Copyright Prosci 2014. All rights reserved. 28 You have 30 seconds to describe change management. Go!
  29. 29. An ounce of context is worth a pound of isolated facts. Copyright Prosci 2014. All rights reserved. @daveElf 29
  30. 30. WHAT In Your Value Proposition “A positioning statement that describes for whom you do what uniquely well” Value proposition framework from Michael Skok, Startup Secrets: Building a Compelling Value Proposition, Copyright Prosci 2014. All rights reserved. - Michael Skok – Target “buyer” – Their problem – Your solution – Better than the alternative 30 www.entrecapitalist.com/resource/building-compelling-value-proposition. Used with permission.
  31. 31. It’s about the results we deliver, not the work that we do. Copyright Prosci 2014. All rights reserved. Me 31
  32. 32. WHAT In Your Work CMROI Calculator • Making the case • Risks, costs • Effectiveness correlations • Effectiveness factors Five Tenets of Change Management Business Case Template Copyright Prosci 2014. All rights reserved. 32 User feedback: “The CM ROI is an important, dynamic tool that helps us to quantify the ROI value of investing in change adoption. It is a significant step to elevating the role of proper organizational change preparation, and weaving it into the fabric of projects…” Executive Summary Situational Assessment and Problem Statement Project Description Solution Description Cost-Benefit Analysis Implementation Timeline Critical Assumptions and Risk Assessment Conclusions and Recommendations Professional and structured Tells your story, beginning to end Connects to results and outcomes Makes it real 1.We change for a reason. 2.Organizational change requires individual change. 3.Organizational outcomes are the collective result of individual change. 4.Change management is an enabling framework for managing the people side of change. 5.We apply change management to realize the benefits and desired wwouwtco.mpesr oof cshcanig.ec.om http://blog.prosci.com http://portal.prosci.com • How to drive employee adoption and usage • Hardcopy and Web-based Research
  33. 33. WHY HOW WHAT Copyright Prosci 33 2014. All rights reserved. Stop Talking About "What You Do" and Start Talking About "What You Deliver"
  34. 34. Testimonial on the power of shifting the conversation In a recent webinar, Tim Creasey, Chief Development Officer at Prosci, suggested we shift the conversation. He suggests we ask instead “what percent of project benefits and outcomes depend on employees adopting, embracing and utilizing the change?” This question was a real "aha" moment for me. It was a revelation that I have embraced, adopted and utilized! It has opened doors. I have now asked this question of leaders on two separate projects. “What percent of the project benefits and outcomes depend on employees adopting, embracing and utilizing the tool and process we are implementing?” In both cases, eyes have widened and I see minds whirling. Out of their mouths I hear, voices shaking, “90-100%!” I respond, “So, what you are telling me is that we can develop the most amazing tool and process and if employees don’t adopt, embrace and utilize it then we have wasted our time and money?” Heads slowly nod. I reply, “THAT’S change management.” Copyright Prosci 2014. All rights reserved. 34
  35. 35. Prosci Change Management Webinar Stop Talking About "What You Do" and Start Talking About "What You Deliver" webinar@prosci.com http://blog.prosci.com Copyright Prosci 35 2014. All rights reserved. http://portal.prosci.com Register for the live webinars Wed, Sept 3 – 11AM EDT https://www4.gotomeeting.com/register/298475895 Thursday, Sept 4 – 4PM EDT https://www4.gotomeeting.com/register/315889135 Access Resources www.linkedin.com/in/timcreasey/ @timcreasey

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