This webinar discusses managing and driving sustainable organizational change. It explains that change is difficult but necessary for growth. The webinar outlines a four component approach to change management: 1) Plan the change by defining objectives, analyzing risks and benefits, and engaging stakeholders. 2) Align people to the change objectives by connecting them to personal and professional benefits. 3) Execute the change through communications, training, coaching, and managing resistance. 4) Transfer ownership of the change to ensure its sustainability over time. Successful change requires leadership, clear communication, and addressing resistance through review and reset of the change process.

1. Making It Happen
Drive Sustainable Change
Marilyn Janas, M.B.A., M.A. Ed., Career & Technical
President & Founder, TRANSVORTO, a leading provider of the ValueSelling Framework®
Complimentary Webinar
October 19, 2017
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights
to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use
without specific written authorization of ValueSelling Associates is strictly forbidden.

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How does this apply
to the way we think
about change?
Everything flows, nothing stands still.
Everything gives way and nothing stays fixed.
All is in flux, nothing stays still.
The only thing constant is change.
Greek Philosopher Heraclitus

3. Change. Why? 1. Change is difficult
2. Organizing for growth is tough work
Growth Strategy
– Organization
– People
Lay the foundation
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4. Management
of Change
vs.
Change
Management
Management of change is technical,
while change management is
about people.
© ValueSelling Associates, Inc. 2017. All rights reserved. 4
- Dave Berube, Life Cycle Engineering

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Get Better.
Do Better.
Be Better.
The Outcome?
Improved business results
Stronger people.
Reminder:
ValueSelling
is in the
People
Business

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Successful
Program
Implementation
Requires Change
In behavior
In perception (thinking)
In systems and processes
Caveat – “Resistance”
Active or Passive

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Change Process
Leadership Role
5 Levers of Process
Communicate
Engage Sponsors
Train
Coach
Manage Resistance

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Components of
Change
Management
Plan
Align
Execute
Transfer of Ownership

9. 1.Plan

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Plan Define Who, what, when, where
Analyze ROI, risk
Engage Sponsorship
Integrate Existing processes
Not just an event

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Clear
Definitions
Definition – Success factor #1
Changing behavior to achieve
new results
Why?
Financial
Personal and professional

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Analyze
Engage
Integrate
Risk and ROI
Review and Approve
Sponsorship
Existing Processes

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2. Align

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Alignment Connect people to objectives
WIIFM
What’s in
it for me?

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Successful
Individual
Change
5 building blocks
Awareness
Desire
Knowledge
Ability
Reinforcement and Reset

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Communications
Plan
Progress reports
Reduce negative impact on change
Accelerates the learning curve
Maximize adoption and ownership
Changing hearts not smashing heads
– Include visual and emotional communication
– Resistance management plan

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3. Execute

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Execute The 5 Levers of
Change Management Processes
Communications plan
Sponsor roadmap
Training plan
Coaching plan
Resistance management plan

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Sponsor
Engagement
Sponsor Buy-In
Sponsor Roles
Sponsor Engagement
– Sponsor roadmap

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Training Allocate resources
Identify participants
Define objectives
Customize for relevance
Engage

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Coaching Participate
Role Model
Evaluate
Engage
Agreement
Action
23

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Resist &
Reset
Observe
Resist
– Active?
– Passive?
Review
Align
Reset
OBSERVE RESIST
Active / passive
REVIEW
ALIGN
RESET

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4. Transfer
of Ownership

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Transfer
of Ownership
Map
Integrate
Metrics & Measurements
Feedback & Corrective Action
System of Rewards

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Critical for
Success
Define + Engage + Communicate
= Successful Change Management

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Questions?
28

27. At the end of
today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides
© ValueSelling Associates, Inc. 2017. All rights reserved. 29

28. Based on the globally-proven
ValueSelling Framework®
Gain access to and prepare
for meeting with executive
decision makers.
Fill the funnel, engage buyers and
get more meetings with a repeatable,
cadence-based approach.
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Vortex Prospecting
Public Workshop in Denver
November 29 & 30

29. Getting to Yes: When No Means Not Yet
November 16 | 10:00 AM Pacific
Save the date!
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30. Follow us!
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Associates
ValueSellingAssoc ValueSelling
Associates
@Valuselling
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31. Thank you!
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Marilyn Janas | Managing Partner
Marilyn@valueselling.com
+1 619-743-7272
www.linkedin.com/in/marilynjanastransvorto