Phase Three:

Human nature Human nature always resists always resists changes.changes.

He who innovates will He who innovates will have for his enemies those have for his enemies those who are well off under the who are well off under the existing order of things and existing order of things and only luke-warm supporters only luke-warm supporters from those who might be from those who might be better off under the new.better off under the new.

Don’t try to fix Don’t try to fix things until the things until the support for the fix support for the fix is in place.is in place.

It’s like scratching people It’s like scratching people where they don’t itch.where they don’t itch.

It’s like trying to sell It’s like trying to sell them something them something they don’t want.they don’t want.

Reasons people Reasons people resist change!resist change!

1. 1. FearFear – the unknown – the unknown is a threat to their is a threat to their comfort zone.comfort zone.

2. 2. InsecurityInsecurity – they may – they may be worse off than be worse off than before.before.

3. 3. PowerPower – they may lose – they may lose power in the shuffle.power in the shuffle.

4. 4. InertiaInertia – it’s easier to – it’s easier to maintain the status quo.maintain the status quo.

5. 5. EnergyEnergy – it takes – it takes a lot of work to a lot of work to change things.change things.

When we present When we present change to a change to a groupgroupEveryone’s reactions Everyone’s reactions are publicly are publicly registered.registered.

Once we have gone on Once we have gone on record, we lose face record, we lose face if we change our if we change our original reaction.original reaction.

MembershipMid-level leadersTop Leadership

When people become When people become involved in the involved in the problem, they problem, they become committed to become committed to coming up with coming up with solutions.solutions.

Personal investment is Personal investment is the key to implementing the key to implementing change and increasing change and increasing commitment.commitment.

Every person Every person involved will have involved will have their opinions their opinions about solving the about solving the problem.problem.

But we won’t gain But we won’t gain their insights, if we their insights, if we don’t ask their don’t ask their advice.advice.

Everyone is Everyone is somewhere on the somewhere on the change curvechange curve1. 1. “YES” “YES” – these are – these are the inventors and the inventors and innovators.innovators.

2. 2. “I’m willing to be “I’m willing to be convinced” convinced” – these are – these are the early adopters. the early adopters.

3. 3. “I’ll do a gradual “I’ll do a gradual buy-in” buy-in” – these are – these are the early majority.the early majority.

4. 4. “I’m somewhat “I’m somewhat reluctant” reluctant” – these – these are the late bloomers.are the late bloomers.

5. 5. “Over my dead body” “Over my dead body” – these are the hold-– these are the hold-outs.outs.

Identify each Identify each group and work group and work with them accordingly.with them accordingly.

Take the time Take the time necessary to build a necessary to build a consensus.consensus.

Don’t allow a few hold-Don’t allow a few hold-outs to paralyze us.outs to paralyze us.