TheSCIENCE & ART OF CHANGE
#1“Who are my  allies?”
#2“How do I persuade     them?”
#3“Where is failure most likely to   occur?”
#4    “How can I   overcome thissingle most critical    obstacle?”
#5“How predictablewill the outcomes       be?”
PART ITreats questions    #1 & #2
He wrote thetext book on SURVIVAL.
“It is not the strongest ofthe species, nor thesmartest of the speciesthat survive, but...”
“...thosemost adaptiveto change.”
Our human ancestor.Neither smart not strong!
SO, WHAT’S    THEPROBLEM?
70% OF CHANGEPROJECTS FAIL    (HBR)
WHY WON’T  “THEY” CHANGE?
Are those opposed to     change backward,recalcitrant if not down andoutright stupid and do theyrepresent the fifth columns...
“And one should bear in mind thatthere is nothing more difficult toexecute, nor more dubiousof success, nor more dangerous ...
“... for he who introduces it has allthose who profit from the old order ashis enemies, and he has onlylukewarm allies in a...
The recognition   heuristic!         Gerd Gigerenzer
“Green eggs  or ham?”         Dr Seuss
“Given Dr Seuss’ choice between greeneggs and ham, most people wouldchoose the ham...”Brown, K S, 1999: ‘Decisions, decisi...
“Brown rats follow the same strategy,preferring foods that they have smelt onthe breath of other rats. But theRecognition ...
“95% of                       30,000 new                        consumerClay Christensen       products fail              ...
“On average, innovatorscapture 2.2% of present   value.”               Oded Shenkar
THERESULT?
THES-CURVE OF ADAPTATION             Geoffrey Moore,              Venture Capitalist
PRO CHANGE: 50%  40,0%$  35,0%$  30,0%$  25,0%$  20,0%$  15,0%$  10,0%$   5,0%$   0,0%$           INNOVATORS$   EARLY$ADOP...
Engineers and marketers know this,BUT why don’t we apply  this when we want   organizations to       change?
40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$  5,0%$  0,0%$          INNOVATORS$   EARLY$ADOPTERS$   EARLY$USERS$   LAT...
EVOLUTIONHEDGES IT’S  BETS!
50% OF THEPOPULATION ISPRO CHANGE, 50% CHANGE   AVERSE.
Don’t demonize   those that arechange averse, they     are part ofevolution’s survival    mechanism!
SO, WHERE  DO WE BEGIN?
40,0%$35,0%$30,0%$25,0%$20,0%$15,0%$10,0%$ 5,0%$ 0,0%$         INNOVATORS$   EARLY$ADOPTERS$   EARLY$USERS$   LATE$USERS$ ...
“Princes, and especially those who arenew, have discovered more loyalty andmore utility in those men who, at thebeginning ...
Skeptics are more valuable  than friends for sales          people!      HBR July-August 2012.
HOW TOCAST THEMESSAGE
He wrote the text book on thePSYCHOLOGY of       RISK.
“A single cockroach will completely wreck the    appeal of a bowl     of cherries, ...                           Daniel Ka...
“... but one cherry willdo nothing at all for abowl of cockroaches.”
2:1(!)“The threat of loss istwice as powerful, as   the promise of      reward.”
Direct mail: “Don’tmiss out on a holidayof a life time... drawsdouble the response            of: “Win a holiday of a     ...
Cast the message insurvival terms: “If we failto change, we will lose...”  Followed by optimism:       “But if we do,     ...
IT’S CLEAR YOU CAN’T      PERSUADE     EVERYONE TO       CHANGE...
BUT!
THIS DOES NOT MEANYOU CAN’T GET THEM TO  “DO” THE CHANGE       any way!
HOW?
That’s the next  chapter...
Upcoming SlideShare
Loading in...5
×

Change PART I

254

Published on

Why you need to respect those that are skeptical of change and how the ideal template looks like for communicating to skeptics.

Published in: Business
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
254
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
5
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • \n
  • Change PART I

    1. 1. TheSCIENCE & ART OF CHANGE
    2. 2. #1“Who are my allies?”
    3. 3. #2“How do I persuade them?”
    4. 4. #3“Where is failure most likely to occur?”
    5. 5. #4 “How can I overcome thissingle most critical obstacle?”
    6. 6. #5“How predictablewill the outcomes be?”
    7. 7. PART ITreats questions #1 & #2
    8. 8. He wrote thetext book on SURVIVAL.
    9. 9. “It is not the strongest ofthe species, nor thesmartest of the speciesthat survive, but...”
    10. 10. “...thosemost adaptiveto change.”
    11. 11. Our human ancestor.Neither smart not strong!
    12. 12. SO, WHAT’S THEPROBLEM?
    13. 13. 70% OF CHANGEPROJECTS FAIL (HBR)
    14. 14. WHY WON’T “THEY” CHANGE?
    15. 15. Are those opposed to change backward,recalcitrant if not down andoutright stupid and do theyrepresent the fifth columns in our organizations? (As in the popular bestseller, Who moved my cheese? Johnson 1999).
    16. 16. “And one should bear in mind thatthere is nothing more difficult toexecute, nor more dubiousof success, nor more dangerous toadminister than to introduce a neworder of things...” Niccolò Machiavelli 500 years ago.
    17. 17. “... for he who introduces it has allthose who profit from the old order ashis enemies, and he has onlylukewarm allies in all those who mightprofit from the new.” Niccolò Machiavelli 500 years ago.
    18. 18. The recognition heuristic! Gerd Gigerenzer
    19. 19. “Green eggs or ham?” Dr Seuss
    20. 20. “Given Dr Seuss’ choice between greeneggs and ham, most people wouldchoose the ham...”Brown, K S, 1999: ‘Decisions, decisions’ in: NewScientist (9 September) : 30-35
    21. 21. “Brown rats follow the same strategy,preferring foods that they have smelt onthe breath of other rats. But theRecognition heuristic doesn’t work onlywith food. Imagine you are a Stone Ageman choosing a hunting party or acomputer-age woman looking forbusiness partners. Chances are you’llpick people you know, or have heard ofare good. The benefits are obvious.”Brown, K S, 1999: ‘Decisions, decisions’ in: NewScientist (9 September) : 30-35
    22. 22. “95% of 30,000 new consumerClay Christensen products fail annually.” http://hbswk.hbs.edu/item/6496.html
    23. 23. “On average, innovatorscapture 2.2% of present value.” Oded Shenkar
    24. 24. THERESULT?
    25. 25. THES-CURVE OF ADAPTATION Geoffrey Moore, Venture Capitalist
    26. 26. PRO CHANGE: 50% 40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$ AVERSE: 50%
    27. 27. Engineers and marketers know this,BUT why don’t we apply this when we want organizations to change?
    28. 28. 40,0%$ 35,0%$ 30,0%$ 25,0%$ 20,0%$ 15,0%$ 10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$This graph teaches usan important lesson...
    29. 29. EVOLUTIONHEDGES IT’S BETS!
    30. 30. 50% OF THEPOPULATION ISPRO CHANGE, 50% CHANGE AVERSE.
    31. 31. Don’t demonize those that arechange averse, they are part ofevolution’s survival mechanism!
    32. 32. SO, WHERE DO WE BEGIN?
    33. 33. 40,0%$35,0%$30,0%$25,0%$20,0%$15,0%$10,0%$ 5,0%$ 0,0%$ INNOVATORS$ EARLY$ADOPTERS$ EARLY$USERS$ LATE$USERS$ LAGGARDS$ EARLY ADOPTERS, THE CRUCIAL 13,5%
    34. 34. “Princes, and especially those who arenew, have discovered more loyalty andmore utility in those men who, at thebeginning of their rule, were consideredsuspect than those who were firsttrusted...” Niccolò Machiavelli 500 years ago.
    35. 35. Skeptics are more valuable than friends for sales people! HBR July-August 2012.
    36. 36. HOW TOCAST THEMESSAGE
    37. 37. He wrote the text book on thePSYCHOLOGY of RISK.
    38. 38. “A single cockroach will completely wreck the appeal of a bowl of cherries, ... Daniel Kahneman Nobel Laureate
    39. 39. “... but one cherry willdo nothing at all for abowl of cockroaches.”
    40. 40. 2:1(!)“The threat of loss istwice as powerful, as the promise of reward.”
    41. 41. Direct mail: “Don’tmiss out on a holidayof a life time... drawsdouble the response of: “Win a holiday of a life time...”
    42. 42. Cast the message insurvival terms: “If we failto change, we will lose...” Followed by optimism: “But if we do, there is hope...”
    43. 43. IT’S CLEAR YOU CAN’T PERSUADE EVERYONE TO CHANGE...
    44. 44. BUT!
    45. 45. THIS DOES NOT MEANYOU CAN’T GET THEM TO “DO” THE CHANGE any way!
    46. 46. HOW?
    47. 47. That’s the next chapter...
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×