The document presents a strategy for managing change by mapping stakeholders to positions on a football pitch based on their support. It recommends starting by understanding each stakeholder, delivering quick wins to move supporters higher, using influential supporters to affect others, aligning rewards, and eventually delivering big wins to shift most stakeholders to the top position, representing successful change. It advises against starting with hardcore detractors and suggests options for dealing with the few who remain at the end. The overall strategy is to "play the percentages" and focus on gaining momentum through supporters before confronting detractors.

1. The Change
Management
Playbook
Keith Chisholm 2014

2. Keith Chisholm 2014
Its all about the people, the ‘players’
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3. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
and where they are on the pitch...
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4. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Start of the game: No one top right = NO HOPE
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5. Promoter
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End of the game: No one top left = LOST
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6. Promoter
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End of the game: All at the top = WIN!
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7. Promoter
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So where to start...
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8. Promoter
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Strategy: Play the Percentages
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Effort - High
Likelihood - Low
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9. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Talk: Understand why all players are where they are
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10. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Plan: QUICK wins & BIG long term wins to meet need
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11. Promoter
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Deliver quick wins for right mid, moving them up
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12. Promoter
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Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Overtly support the top to build ground swell...
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13. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
align reward and recognition...
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14. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
...and neutrals will start to move
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15. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Get top right to move left up (they are influential)
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16. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Momentum will move some of the others
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17. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
By now big wins start landing and move players up
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18. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
What’s left?
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19. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
The department / division that doesn’t want to play
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20. Promoter
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Option 1: Overcome team's specific objections...
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21. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
...and the manager will follow
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22. Promoter
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Option 2: Overcome managers specific objections...
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23. Promoter
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...and the team will follow
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24. Promoter
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InfluentialNo Influence So-So Keith Chisholm 2014
Option 3: Accept it, let them continue, (80-20 rule)
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25. Promoter
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Option 4: Block off all options but to comply
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26. Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Option 5: Exit the field of play and replace
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27. Keith Chisholm 2014
In other words when you get to the final hard core
detractors you can:
1. Work with them to change
2. Accept it (80-20 rule)
3. Force the change
4. Replace
But don’t start here first, you project will never
get momentum

28. Keith Chisholm 2014
It’s the corporate equivalent of walking into a
casino and putting all your money on one number
Odds of success are low
and if you blow it you're out the game...

29. Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
Strategy: Play the Percentages
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Effort - High
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30. Keith Chisholm 2014
Strategy: Play the Percentages
1. Understand why all players are where they are
2. Plan quick wins & big long term wins to meet players need
3. Deliver quick wins
4. Be overtly supportive
5. Align reward and recognition
6. Use promoters influencers to influence
7. Deliver big wins
8. Decide what to do with the rest when it comes to it
p.s. learn and practice the tactics to deliver the above

31. Promoter
Neutral
Detractor
InfluentialNo Influence So-So Keith Chisholm 2014
End of the game: All at the top = WIN!
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