Overview of Prosci webinar on Defining the Value of Change Management. Delivered live - July 19 at 11AM EDT and July 20 at 4PM EDT. Register at http://www.prosci.com/webinars

1. Defining the Value of Change Management

2. © Prosci. All Rights Reserved. 2
Foundation of Change Management
Agenda Foundation of Change Management
Selling
Pink’s ABCs
Value Proposition
Context
Foundation of Change Management
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Defining the Value of
Change Management
Live Webinar
July 19, 2017 – 11AM EDT
July 20, 2017 – 4PM EDT
Register at:
www.prosci.com/webinars

3. © Prosci. All Rights Reserved. 3
Current
state
Transition
state
Future
state
Technical Side
People Side
Design
Deliver
Develop
Embrace
Use
Adopt
Results
Outcomes
Success
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Successful Change Requires Both
the Technical and People Sides

4. © Prosci. All Rights Reserved. 4
Leaders
Internal External
Project
Teams
You are selling
change
management
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Why It Matters To You!

5. © Prosci. All Rights Reserved. 5
old
ABC
new
ABC
Always
Be
Closing
Attunement
Buoyancy
Clarity
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Daniel Pink’s New Selling

6. © Prosci. All Rights Reserved. 6
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
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability

7. © Prosci. All Rights Reserved. 7
An ounce of
context
is worth
a pound of
isolated facts.
@daveElf
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability

8. © Prosci. All Rights Reserved. 8
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
CMROI
X% of expected project benefits are directly tied to
employees adopting and using the change; change
management’s value is delivering that portion of benefits.
CMROI
X% of expected project benefits are directly tied to
employees adopting and using the change; change
management’s value is delivering that portion of benefits.
SUP
The expected project benefits depend on how quickly
(speed of adoption), how many (ultimate utilization) and how
effectively (proficiency) employees do their jobs the new way.
CMROI
X% of expected project benefits are directly tied to
employees adopting and using the change; change
management’s value is delivering that portion of benefits.
SUP
The expected project benefits depend on how quickly
(speed of adoption), how many (ultimate utilization) and how
effectively (proficiency) employees do their jobs the new way.
Costs/Risks
The expected project benefits are diminished by avoidable
costs (inefficiencies) and mitigatable risks resulting from
ignoring the people side of change.
CMROI
X% of expected project benefits are directly tied to
employees adopting and using the change; change
management’s value is delivering that portion of benefits.
SUP
The expected project benefits depend on how quickly
(speed of adoption), how many (ultimate utilization) and how
effectively (proficiency) employees do their jobs the new way.
Costs/Risks
The expected project benefits are diminished by avoidable
costs (inefficiencies) and mitigatable risks resulting from
ignoring the people side of change.
Language All of the above… results, benefits, objectives, success, ROI
CMROI
X% of expected project benefits are directly tied to
employees adopting and using the change; change
management’s value is delivering that portion of benefits.
SUP
The expected project benefits depend on how quickly
(speed of adoption), how many (ultimate utilization) and how
effectively (proficiency) employees do their jobs the new way.
Costs/Risks
The expected project benefits are diminished by avoidable
costs (inefficiencies) and mitigatable risks resulting from
ignoring the people side of change.
Language All of the above… results, benefits, objectives, success, ROI
Probability
The expected project benefits are more likely to be achieved,
on time and on budget, with effective change management
according to industry data.

9. © Prosci. All Rights Reserved. 9
Project ROI
CM
ROI
Project ROI
People
Dependent
Project ROI
(CMROI)
or
Directly connect CM
impact to project results,
benefits and objectives
No longer “resource for CM”
– becomes “resource for
X% of project results”
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Prosci CMROI Baseline

10. © Prosci. All Rights Reserved. 10
Assumed
With poor
change management
With effective
change management
Speed of Adoption
X% ↓ ↑
Ultimate Utilization
Y% ↓ ↑
Proficiency
Z% ↓ ↑
Resulting ROI f(X,Y,Z) ↓ ↑
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability

11. © Prosci. All Rights Reserved. 11
Costs Risks
Individuals
Project
Organization
The RE costs:
REwork REdesign
REdo REscope
REtrain REtreat
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
We apply change management to
mitigate risks and reduce costs

12. © Prosci. All Rights Reserved. 12
Communications
Training
Stakeholders
Resistance
Resilience
Assessments
Templates
Return on Investment
Benefit Realization
Results
Outcomes
Objectives
Sustainment
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
In the Words You Use

13. © Prosci. All Rights Reserved. 13
6x
Increase in likelihood
of meeting objectives
with excellent change
management
48%
62%
70%
81%
0%
100%
Poor Fair Good Excellent
14%
32%
52%
71%
0%
100%
Poor Fair Good Excellent
15%
42%
76%
94%
0%
100%
Poor Fair Good Excellent
0%
100%
Poor Fair Good Excellent
Met or exceeded objectives
On schedule
On budget
Change Management Effectiveness
Foundation
Selling
Pink’s ABCs
Value Proposition
Context
Perspectives
CMROI
SUP
Costs/Risks
Language
Probability
Prosci research shows that effective
change management drives outcomes

14. Prosci Solutions
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
solutions@prosci.com