Change PART I

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

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  • 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...

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