Prosci - Stop talking about "What you do" and Start talking about "What you deliver".
-
Upload
being-human-pty-ltd -
Category
Business
-
view
642 -
download
1
Transcript of Prosci - Stop talking about "What you do" and Start talking about "What you deliver".
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 1
Prosci Change Management Webinar Stop Talking About "What You Do" and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Where to find today’s slides with poll results
2
Being Human Company Linked in Profile – Follow us!
Being Human Pty Ltd page - Like us!
For recorded Webinars, visit www.portal.prosci.com
Slideshare.net/BeingHumanAustralia Slides and recording available Follow us for notifications on new posts
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 3
Don’t Log in!
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
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
Contact Prosci: Telephone: +1-970-203-9332 Email: [email protected] 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.
4
…………………………………….............................................................
Prosci’s Mission Our Principles: • Research-based • Holistic • Easy-to-use
Our Resources: • Published products and tools • Web-based tools and applications • Face-to-face training • Train-the-Trainer
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® 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
…………………………………….............................................................
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
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
5
© 2013 Simon Sinek, Inc. www.startwithwhy.com
Simon Sinek’s Golden Circle
Based on:
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
First, Definitions:
7
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
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
First, Definitions:
8
What you deliver (“Why”)
Drive benefit realization Ensure ROI
Enable results and outcomes
employee adoption and usage of change
…through…
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
What would you say… you do here?
9
“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.”
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
People don't buy what you do, they buy why you do it.
Simon Sinek
11 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 12
WHY
HOW
WHAT
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
Stop Talking About "What You Do" and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 13
WHY
HOW
WHAT
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
Stop Talking About "What You Do" and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHY Gain Commitment
14
Buy-in Mindshare Approach Resources
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
The best laid schemes o' mice an' men Gang aft a-gley
[without sponsor and leader commitment]
Robert Burns
15 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHY Address Misperceptions
16
“Nice to have” Optional Just communication
and training LIFO-able
“That’s the soft side of change”
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
“Knowing what to do with a toon is easy. It's getting them to do it that's hard.“
Ender to Bean in Ender’s Game, Orson Scott Card 17
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHY A&D Before K&A
18
© 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.”
Prosci® ADKAR ® Model
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHY Improve Change Outcomes
19
16% 46%
77% 96%
0%
100%
Poor Fair Good Excellent (n=244) (n=653) (n=834) (n=165)
Change Management Effectiveness
Percent of study participants who met or exceeded objectives • Improve project results
and outcomes
• Drive benefit realization and financial return
• Minimize risks
• Reduce “re” costs
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 20
WHY
HOW
WHAT
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
Stop Talking About "What You Do" and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
HOW Provide Context
21
OHH
OHH
OHH
Here is change management (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)
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Transition Current Future
Results and Outcomes Depend on Employee Adoption and Usage
With
cha
nge
man
agem
ent
With
out
= X project benefits created
Current Future Transition
Adoption and usage gets bumpy
Adoption and usage
takes longer
Adoption and usage incomplete
Adoption and usage
not as expected
<X
22
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Priority is a function of
context
Stephen Covey
24 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
The leader’s problem is:
I have a change on the table and I need to deliver the
expected results and outcomes
HOW Solve Their Problems
25
Your job: connect what you do to solving their problems
The leader’s problem is not:
I don’t have change management on
my change initiative
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
People don’t buy a quarter-inch 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)
27 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
HOW Speak Their Language
28
“Executives speak three languages: finance, finance and
finance.” - Jeff Hiatt, Prosci Founder
Your job: express the value of CM in their language
+ Strategy execution + Competitive advantage
+ Core competency + Their own legacy
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
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 to his heart.
Nelson Mandela 30 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
HOW “Start with Why”
31
www.startwithwhy.com
Simon Sinek’s Golden Circle
© 2013 Simon Sinek, Inc.
WRONG
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 32
WHY
HOW
WHAT
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
Stop Talking About "What You Do" and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHAT In the Words You Use
33
Communications
Training
Stakeholders
Resistance
Resilience
Assessments
Templates
Return on Investment
Benefit Realization
Results
Outcomes
Objectives
Sustainment
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHAT In the Words You Use
35
What is the ROI of
change management?
Nebulous
Lacks context
What portion of project benefits
depend on employee adoption and usage?
Focused
With context
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHAT In Your Elevator Pitch
The goal is not: To be precise and complete
The goal is: To get asked back!!!
36
You have 30 seconds to describe change management. Go!
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
An ounce of context is worth a pound of
isolated facts.
@daveElf
37 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
WHAT In Your Value Proposition “A positioning statement that describes for whom you do what uniquely well”
- Michael Skok
– Target “buyer” – Their problem – Your solution – Better than the alternative
38
Value proposition framework from Michael Skok, Startup Secrets: Building a Compelling Value Proposition, www.entrecapitalist.com/resource/building-compelling-value-proposition. Used with permission.
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
It’s about the results we deliver, not the work that we do.
Tim Creasey
39 #CMdelivers @Prosci @timcreasey
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 40
WHY
HOW
WHAT
Stop Talking About "What You Do"
and Start Talking About "What You Deliver"
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
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.”
Testimonial on the power of shifting the conversation
41
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey
Where to find today’s slides with poll results
42
Being Human Company Linked in Profile – Follow us!
Being Human Pty Ltd page - Like us!
For recorded Webinars, visit www.portal.prosci.com
Slideshare.net/BeingHumanAustralia Slides and recording available Follow us for notifications on new posts