Change Management Value Proposition

Copyright Prosci 2015. All rights reserved.
Prosci Change Management Webinar
Change Management
Value Proposition
1
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change management
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2

Copyright Prosci 2015. All rights reserved.3
Originally delivered:
Oct 16, 2015
Palo Alto, CA
http://www.acmpnorcalchapter.org/the

Webinar Agenda
Foundations:
My Playbook
Value Proposition
Overview and Personas
Workshopping
Our Value
Propositions
4
Q&A

Why It Matters To You!
Leaders
Internal External
Project
Teams
You are selling
change
management
5

What Success Looks Like
Buy-in Mindshare Approach Resources
6

“Many of our clients
do not know how to
buy what we sell.”
Scott McAllister
Prosci VP of Business Development
7 Copyright Prosci 2015. All rights reserved.

Daniel Pink’s New Selling
old
ABC
new
ABC
Always
Be
Closing
Attunement
Buoyancy
Clarity
8

perspectives/models/language
I’ve been using to “pitch”
change management
My Playbook
9

My Playbook
perspectives/models/language
I’ve been using to “pitch”
change management10

Closing the gap
My Playbook

Why Are We Here?
12
Requirements Results
Outputs Outcomes
Specifications Sustainment
Installation Realization
Solutions BenefitsCopyright Prosci 2015. All rights reserved.

We are in the business of…
My Playbook

We are not in the
change management
business;
We are in the
"delivering the
people-dependent
portion of results,
outcomes and ROI"
business.
Tim CreaseyCopyright Prosci 2015. All rights reserved.

The killer question
My Playbook

For your project, estimate the percent of
overall results and outcomes that depends on
employee adoption and usage:
How much are you investing (budget, people, energy) in
driving and supporting employee adoption and usage:
depends on
adoption
and usage
invested in
adoption
and usage
16

Gartner BPM Summit
Dec 12, 2014
Prosci Webinar
Feb 11, 2015
Change management is how you
capture people-dependent ROI
17

Now, think about your portfolio of engagements:
Engagement
dependent on
adoption
and usage
invested in
adoption
and usage

Organizations don’t change;
individuals do
My Playbook

The achievements
of an organization
are the results of
the combined
effort of each
individual.
Vince Lombardi

Current Transition Future
TC F
C C C C C
C C C C C
C C C C
C C C C C
C C C C C
T T T T
T T T T T
T T T
T T T T
T T T T T
F F F
F F F F
F F
F F F
F F F F
T
T
T
F
F
F
F
F
F
F
F
Made up of individual changes
Organizational change
21

If we do not support and equip
individual transitions,
then our future state looks nothing
like the future state we expected
F F
F F F
F
F
F
F
F
F
F
F
F F F
F F F F
F F
F F F
F F F F
F
F
F
F
F
F
F
F

= lower ROI
= less benefit realization
= unachieved improvement
= not what we expected/hoped for
F F
F F F
F
F
F
F
F
F
F
F
F F F
F F F F
F F
F F F
F F F F
F
F
F
F
F
F
F
F
instead of

Focus on results/outcomes
My Playbook

Change management helps
mitigate mission critical project risks
25

16%
46%
77%
96%
0%
100%
Poor Fair Good Excellent
Change Management Effectiveness
Percent who met or
exceeded objectives
Change management correlates
directly with project success
6x
Increase in likelihood
of meeting objectives
with excellent change
management
26

16%
32%
54%
72%
0%
100%
Percent who were on
or ahead of schedule
directly with staying on schedule
Delays
Rework
Redo
Revisit
27

48%
63%
71%
81%
0%
100%
Percent who were on
or ahead of budget
directly with staying on budget
Pay now or
pay later
28

McKinsey study shows that
“effective change management pays”
Top performers:
143%
Worst performers:
35%
Percent of expected value
of initiative eventually
captured by company
From McKinsey “Helping Employees Embrace Change”
http://www.mckinsey.com/insights/organization/helping_employees_embrace_change
29

Change the Conversation,
Context | Problems | Language | Why
My Playbook

Context
Language
Start with
Why
Problems
31
Framework for Changing the
Conversation to Change the Game

Context
Language Start with Why
Problems
32

Context
Language Start with Why
Problems
Capturing the
people-dependent
project value
NOT: not having
change management
IS: creating
successful change
Benefit realization
ROI and Value
What is your Why?
Achieving expected
results/outcomes
33

Stop talking about what you do,
Start talking about what you deliver
My Playbook

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
Drive benefit
realization
Ensure ROI
Enable results and outcomes
employee adoption
and usage of change
…through…
What you deliver

What we
ARE selling
What we
ARE NOT selling
Communications
Training
Stakeholder Analysis
Assessments
Templates
Manipulation and Spin
Magic in a bottle

Our value proposition
My Playbook

Prosci Solution Value Proposition
38
Change Management
• An increase in the likelihood of meeting or
exceeding change objectives by six fold
• Capturing the people-dependent portion
of project benefits, value and ROI
• Mitigation of mission critical risks associated with
the “people side of change” (attrition, RE costs, etc.)
• Faster and more complete adoption of solutions
• Benefit realization insurance

Value
Proposition
Overview

Value Proposition
Value proposition framework from Michael Skok, Startup Secrets: Building a Compelling Value Proposition,
www.entrecapitalist.com/resource/building-compelling-value-proposition. Used with permission.
A positioning statement that describes
for whom you do what uniquely well
- Michael Skok
1. Target “buyer”
2. Their problem
3. Your solution
4. Better than the alternative
40

Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
Sponsor
Sam
PM
Patricia
Solution
Simon
41

Value Proposition
Sponsor
Sam
PM
Patricia
Solution
Simon
Keeps them up?
Gets them up?
Define success
Keeps them up?
Gets them up?
Define success
Keeps them up?
Gets them up?
Define success
42

Value Proposition
Catalyzing
individual transitions
to deliver
organizational results
43

Value Proposition
44
Intent
Scope
Objectives
Work streams
Milestones
Deliverables

Value Proposition
Closing the requirements-results gap
Capturing people-dependent project ROI
Equipping and supporting employee success in change
Increasing likelihood of meeting objectives by six fold
Mission critical risk mitigation
“RE” cost avoidance
Benefit realization insurance
45

Value Proposition
M T W R F
An email on Monday
for training on Tuesday
for “go live” on Wednesday

Value Proposition

Creating
Our
Personas

Sponsor
Sam
PM
Patricia
Solution
Simon
What keeps them
up at night?
What gets them up
in the morning?
How do they define
personal success?
What is their
experience with CM?
Objections to CM?
49

Workshopping our
change management
value proposition
Collaborative
Co-creation

PM
Patricia
Solution
Simon
1. Target “buyer”
2. Their problem
3. Your solution
4. Better than…
Breakout Workshop
Sponsor
Sam
Discuss together
Apply to your project
Readout to the group

Handout

Prosci Solution
Delivering organizational results by
catalyzing individual transitions
http://www.prosci.com | http://blog.prosci.com
changemanagement@prosci.com
Build individual change competencies
Apply change management on initiatives
Embed organizational change capability
http://www.prosci.com
53

Change Management Value Proposition

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