42
Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 1 [email protected] Prosci Change Management Webinar Stop Talking About "What You Do" and Start Talking About "What You Deliver"

Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Embed Size (px)

Citation preview

Page 1: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 1

[email protected]

Prosci Change Management Webinar Stop Talking About "What You Do" and Start Talking About "What You Deliver"

Page 2: Prosci - 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

Page 3: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey 3

Don’t Log in!

Page 4: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

…………………………………….............................................................

Page 5: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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:

Page 6: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 7: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 8: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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…

Page 9: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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.”

Page 10: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 11: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 12: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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"

Page 13: Prosci - 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"

Page 14: Prosci - 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

Page 15: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 16: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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”

Page 17: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 18: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 19: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 20: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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"

Page 21: Prosci - 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)

Page 22: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 23: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 24: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Priority is a function of

context

Stephen Covey

24 #CMdelivers @Prosci @timcreasey

Page 25: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 26: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 27: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 28: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 29: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 30: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 31: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 32: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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"

Page 33: Prosci - 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

Page 34: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

Copyright Prosci 2014. All rights reserved. #CMdelivers @Prosci @timcreasey

Page 35: Prosci - 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

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

Page 36: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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!

Page 37: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 38: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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.

Page 39: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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

Page 40: Prosci - Stop talking about "What you do" and Start talking about "What you deliver"

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"

Page 41: Prosci - 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

Page 42: Prosci - 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

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