the change management playbook
Post on 22-Nov-2014
207 Views
Preview:
DESCRIPTION
TRANSCRIPT
The Change Management Playbook
Keith Chisholm 2014
Keith Chisholm 2014
Its all about the people, the ‘players’
o
o
o
o oo
o
o
o
o
oo
oo
oo
o
o
oo
o
o
oo
oo
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
and where they are on the pitch...
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Start of the game: No one top right = NO HOPE
o
o oo o
o
o
oo
o
o
o
o oo
o
o
o
oo
o
o
oo
o
o
oo
:-(
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
End of the game: No one top left = LOST
o
oo
o o
oo
o
o
o
oo
oo
o
ooo
oo o
o
ooo
o
o
o
:-(
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
End of the game: All at the top = WIN!
ooo
o o
ooo
oo
ooooo
oooo
o
o
oo ooo oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
So where to start...
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Strategy: Play the Percentages
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Effort - HighLikelihood - Low
)>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Talk: Understand why all players are where they are
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Plan: QUICK wins & BIG long term wins to meet need
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Deliver quick wins for right mid, moving them up
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
)
>
)
>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Overtly support the top to build ground swell...
o
o
o
o o
o
ooo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
| >|>
| >
|>|
>|
>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
align reward and recognition...
o
o
o
o o
o
ooo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
$
|
> $
|
>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
...and neutrals will start to move
o
o
o
o o
o
ooo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
)
>
) >
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Get top right to move left up (they are influential)
o
o
o
o o
o
ooo
o
o
oo
o
o
oo
o
oo
oo
oo
o
o
oo
)> )
>)
>
)
>
)
>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Momentum will move some of the others
o
o
o
o
o
o
o
ooo
o
oo
o
o
oo
o
oo
oo
o
o
o
o
oo
)
>
)>
)>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
By now big wins start landing and move players up
o
o
o
o o
o
o
ooo
o
oo
o
o
oo
o
o
o
oo
o
o
o
o
oo
)
>
)
>
)
>
)>
)
>
)
>
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
What’s left?
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
oo
o
o
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
The department / division that doesn’t want to play
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
oo
o
o
o
o
oo
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 1: Overcome team's specific objections...
o
o
o
o o
o
o
oo
o
oo
oooo
o
o
o
o
o
o
o
o
o
oo
o
>> >
> >
o
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
...and the manager will follow
o
o
o
o oo
o
oo
o
oo
o
o
ooo
o
oooo
o
o
o
oo
o >
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 2: Overcome managers specific objections...
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
o
o
o
o
o
oo
o >
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
...and the team will follow
o
o
o
o o
o
o
oo
o
oo
oooo
o
o
o
o
o
o
o
o
o
oo
o
>> >
> >
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 3: Accept it, let them continue, (80-20 rule)
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
o
o
o
o
o
oo
o
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 4: Block off all options but to comply
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
o
o
o
o
o
oo
o
|
>
>>> || |
|>
>>>| |
|>
>>> || ||
>>>> || |o|
>
>>> || | >
>>> || |
|
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 5: Exit the field of play and replace
o
o
o
o o
o
o
oo
o
oo
o
o
ooo
o
o
o
o
o
o
o
o
o
X
oo
Keith Chisholm 2014
In other words when you get to the final hard core detractors you can:
1. Work with them to change2. Accept it (80-20 rule)
3. Force the change 4. Replace
But don’t start here first, you project will never get momentum
Keith Chisholm 2014
It’s the corporate equivalent of walking into a casino and putting all your money on one number
Odds of success are lowand if you blow it you're out the game...
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Strategy: Play the Percentages
o
o
o
o o
o
o
oo
o
o
oo
o
o
o
o
o
oo
o
o
oo
o
o
oo
Effort - HighLikelihood - Low
)>
Keith Chisholm 2014
Strategy: Play the Percentages
1. Understand why all players are where they are2. Plan quick wins & big long term wins to meet players need3. Deliver quick wins4. Be overtly supportive 5. Align reward and recognition6. Use promoters influencers to influence7. Deliver big wins 8. Decide what to do with the rest when it comes to it
p.s. learn and practice the tactics to deliver the above
Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
End of the game: All at the top = WIN!
ooo
o o
ooo
oo
ooooo
oooo
o
o
oo ooo oo
top related