Have you ever tried to start a new project and had it attacked and rejected for the smallest reasons? I had when I started global sales training. I learned how to overcome that problem and produced a slide presentation to show the steps I used.

1. 1
If you have an idea that has great
potential, there are execution
strategies you can apply.
Successfully create change
and start a project in your
company.
Ron McFarland, Tokyo, Japan

2. 2
Strategies for creating a
new project
- Important points -
Source: Laurence Haughton (http://www.laurencehaughton.com)
1. 83% of the people will not support you
from the beginning.
2. 17% will support you from the beginning.
3. 60% of the people will support you after
seeing a pilot case succeed, and they
think it is safe to try.
4. Some people will fight any change, no
matter how good it is.
Ron McFarland, Tokyo, Japan

3. 3
How to successfully make
a job and start a project.
1.Start with pilot project
2.Outsmart CAVE people
3.Follow through fast
4.Outsmart CAVE bosses
5.Move to full operation
Source: Anand Sharma of TBM Consulting Group)
Ron McFarland, Tokyo, Japan

4. 4
Start with pilot project
1. Find a small project that has value and a
high chance for success, not a large,
expensive, global activity.
2. Find key people that can see the value of
the project and know the value to them.
3. Don’t expect it to be perfect the first time.
Ron McFarland, Tokyo, Japan

5. 5
Outsmart the CAVE people
1. First, recognize them.
2. Avoid them and do not let them into the discussion
of the project.
3. Try to get them to do something else.
4. Find the people in the 17% group that want change.
5. Have private preparation meetings.
C.A.V.E. – Citizens Against Virtually Everything!!!!
Source: Anand Sharma of TBM Consulting Group)
Ron McFarland, Tokyo, Japan

6. 6
People who want change
There are people who will act and talk as if they want
to make major change, but actually they will fight any
proposal presented using the weakest of arguments.
These people must be identified.
Finding the people in the 17% group that want change
is not easy!
Ron McFarland, Tokyo, Japan

7. 7
People who want change
Finding the few that will support change takes work.
Ron McFarland, Tokyo, Japan

8. 8
Who are CAVE people? No!
1. They are always negative.
2. They use “Buts”, “Ifs” “Why …..”, etc.
3. Ask for much information
4. Ask if someone else has done something similar
5. Worried about making mistakes
6. Spend much time on problem, not solution
7. Consider every failure as the beginning of a trend
8. Avoid responsibility
9. Get busy with other things and are slow deciding
10.Will attack people (situations) instead of studying the
problem
11.Uses facts that sound bad and can not be confirmed
12.Uses emotion and not reason
13.There is no value for them to do anything.
Ron McFarland, Tokyo, Japan

9. 9
Follow through fast
1. The CAVE people like to go slow, so act quickly.
2. They will weaken if you have a small success story
before they are involved.
3. They weaken if they are isolated from the group.
4. They weaken if objections are solved in advance.
5. Choose a pilot project that has a high chance of
success and can show quick results.
6. Promote the success like an advertisement headline
Ron McFarland, Tokyo, Japan

10. 1. Take the story to top management.
2. Get front line testimonials to present
management success stories. (front line
personnel/customers).
3. Present the project’s value to the organization.
10
Outsmart the CAVE bosses
Ron McFarland, Tokyo, Japan

11. 11
Move to the next step
1. Announce to everyone the successful pilot project.
2. Have discussions for implementation of the broadening
of the project and a timetable for full completion.
Ron McFarland, Tokyo, Japan

12. Determine
Project
Determine
CAVE
People
Determine
Supporters
Determine
Current
Users
Determine
Pilot
Project
Block
CAVE
People
Conduct &
Promote
Pilot
Project
Present
Success to
Management
Steps from proposal to introduction
12
Ron McFarland, Tokyo, Japan

13. 13
You can create a new project
in your company with these
techniques.
Thank you
Ron McFarland, Tokyo, Japan