Change Management Value Proposition

Tim Creasey
Tim CreaseyChief Innovation Officer at Prosci à Prosci
Copyright Prosci 2015. All rights reserved.
Prosci Change Management Webinar
Change Management
Value Proposition
1
Research | Methodology | Training | Advisory Services
www.prosci.com | +1-970-203-9332
solutions@prosci.com
Prosci
®
Copyright Prosci 2015. All rights reserved.
Prosci by the #s:
8
17
80%
4500+
30,000+
80,000+
Longitudinal studies
Years of research
Fortune 100 companies
Research participants
Certified practitioners
Community members
Contact Prosci:
Telephone: +1-970-203-9332
Email: solutions@prosci.com
Website: www.prosci.com
Tools or downloads referenced in this free webinar are for webinar educational
purposes; reproduction or distribution of these tools in your organization
will require additional steps on your part.
…………………………………….............................................................
Prosci’s Mission Our Principles:
• Research-based
• Holistic
• Easy-to-use
Our Resources:
• Published products and tools
• Web-based tools and applications
• Face-to-face training
• Train-the-Trainer
To help individuals and organizations build
their own change management competencies
through development and delivery of research-
based, holistic, and easy-to-use tools and
methodologies.
Prosci
®
Webinars
• Educational
• Thought provoking
• Insights into new development
• New ideas, phraseology, language, and frameworks
• Give you at least an hour per week to think about
change management
…………………………………….............................................................
2
Copyright Prosci 2015. All rights reserved.3
Originally delivered:
Oct 16, 2015
Palo Alto, CA
http://www.acmpnorcalchapter.org/the
Copyright Prosci 2015. All rights reserved.
Webinar Agenda
Foundations:
My Playbook
Value Proposition
Overview and Personas
Workshopping
Our Value
Propositions
4
Q&A
Copyright Prosci 2015. All rights reserved.
Why It Matters To You!
Leaders
Internal External
Project
Teams
You are selling
change
management
5
Copyright Prosci 2015. All rights reserved.
What Success Looks Like
Buy-in Mindshare Approach Resources
6
Copyright Prosci 2015. All rights reserved.
“Many of our clients
do not know how to
buy what we sell.”
Scott McAllister
Prosci VP of Business Development
solutions@prosci.com
7 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Daniel Pink’s New Selling
old
ABC
new
ABC
Always
Be
Closing
Attunement
Buoyancy
Clarity
8
Copyright Prosci 2015. All rights reserved.
perspectives/models/language
I’ve been using to “pitch”
change management
My Playbook
9
Copyright Prosci 2015. All rights reserved.
My Playbook
perspectives/models/language
I’ve been using to “pitch”
change management10
Copyright Prosci 2015. All rights reserved.11
Closing the gap
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Why Are We Here?
12
Requirements Results
Outputs Outcomes
Specifications Sustainment
Installation Realization
Solutions BenefitsCopyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.13
We are in the business of…
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.14
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.
Copyright Prosci 2015. All rights reserved.15
The killer question
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.
Gartner BPM Summit
Dec 12, 2014
Prosci Webinar
Feb 11, 2015
Change management is how you
capture people-dependent ROI
17
Copyright Prosci 2015. All rights reserved.18
Now, think about your portfolio of engagements:
Engagement
dependent on
adoption
and usage
invested in
adoption
and usage
Copyright Prosci 2015. All rights reserved.19
Organizations don’t change;
individuals do
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
The achievements
of an organization
are the results of
the combined
effort of each
individual.
Vince Lombardi
20 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.
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
22 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
= 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
23 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.24
Focus on results/outcomes
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Change management helps
mitigate mission critical project risks
25
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.
16%
32%
54%
72%
0%
100%
Poor Fair Good Excellent
Change Management Effectiveness
Percent who were on
or ahead of schedule
Change management correlates
directly with staying on schedule
Delays
Rework
Redo
Revisit
27
Copyright Prosci 2015. All rights reserved.
48%
63%
71%
81%
0%
100%
Poor Fair Good Excellent
Change Management Effectiveness
Percent who were on
or ahead of budget
Change management correlates
directly with staying on budget
Pay now or
pay later
28
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.30
Change the Conversation,
Context | Problems | Language | Why
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Context
Language
Start with
Why
Problems
31
Framework for Changing the
Conversation to Change the Game
Copyright Prosci 2015. All rights reserved.
Context
Language Start with Why
Problems
32
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.34
Stop talking about what you do,
Start talking about what you deliver
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.35
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
Copyright Prosci 2015. All rights reserved.36
What we
ARE selling
What we
ARE NOT selling
Communications
Training
Stakeholder Analysis
Assessments
Templates
Manipulation and Spin
Magic in a bottle
Copyright Prosci 2015. All rights reserved.37
Our value proposition
My Playbook
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Prosci Solution Value Proposition
solutions@prosci.com
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
Copyright Prosci 2015. All rights reserved.
Value
Proposition
Overview
39 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
Sponsor
Sam
PM
Patricia
Solution
Simon
41
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
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
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
Catalyzing
individual transitions
to deliver
organizational results
43
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
44
Intent
Scope
Objectives
Work streams
Milestones
Deliverables
Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
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
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
M T W R F
An email on Monday
for training on Tuesday
for “go live” on Wednesday
46 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Value Proposition
1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than
47 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
Creating
Our
Personas
48 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.
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
Copyright Prosci 2015. All rights reserved.
Workshopping our
change management
value proposition
Collaborative
Co-creation
50 Copyright Prosci 2015. All rights reserved.
Copyright Prosci 2015. All rights reserved.51
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
Copyright Prosci 2015. All rights reserved.52
Handout
Copyright Prosci 2015. All rights reserved.
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
solutions@prosci.com
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Change Management Value Proposition

  • 1. Copyright Prosci 2015. All rights reserved. Prosci Change Management Webinar Change Management Value Proposition 1 Research | Methodology | Training | Advisory Services www.prosci.com | +1-970-203-9332 solutions@prosci.com Prosci ®
  • 2. Copyright Prosci 2015. All rights reserved. Prosci by the #s: 8 17 80% 4500+ 30,000+ 80,000+ Longitudinal studies Years of research Fortune 100 companies Research participants Certified practitioners Community members Contact Prosci: Telephone: +1-970-203-9332 Email: solutions@prosci.com Website: www.prosci.com Tools or downloads referenced in this free webinar are for webinar educational purposes; reproduction or distribution of these tools in your organization will require additional steps on your part. ……………………………………............................................................. Prosci’s Mission Our Principles: • Research-based • Holistic • Easy-to-use Our Resources: • Published products and tools • Web-based tools and applications • Face-to-face training • Train-the-Trainer To help individuals and organizations build their own change management competencies through development and delivery of research- based, holistic, and easy-to-use tools and methodologies. Prosci ® Webinars • Educational • Thought provoking • Insights into new development • New ideas, phraseology, language, and frameworks • Give you at least an hour per week to think about change management ……………………………………............................................................. 2
  • 3. Copyright Prosci 2015. All rights reserved.3 Originally delivered: Oct 16, 2015 Palo Alto, CA http://www.acmpnorcalchapter.org/the
  • 4. Copyright Prosci 2015. All rights reserved. Webinar Agenda Foundations: My Playbook Value Proposition Overview and Personas Workshopping Our Value Propositions 4 Q&A
  • 5. Copyright Prosci 2015. All rights reserved. Why It Matters To You! Leaders Internal External Project Teams You are selling change management 5
  • 6. Copyright Prosci 2015. All rights reserved. What Success Looks Like Buy-in Mindshare Approach Resources 6
  • 7. Copyright Prosci 2015. All rights reserved. “Many of our clients do not know how to buy what we sell.” Scott McAllister Prosci VP of Business Development solutions@prosci.com 7 Copyright Prosci 2015. All rights reserved.
  • 8. Copyright Prosci 2015. All rights reserved. Daniel Pink’s New Selling old ABC new ABC Always Be Closing Attunement Buoyancy Clarity 8
  • 9. Copyright Prosci 2015. All rights reserved. perspectives/models/language I’ve been using to “pitch” change management My Playbook 9
  • 10. Copyright Prosci 2015. All rights reserved. My Playbook perspectives/models/language I’ve been using to “pitch” change management10
  • 11. Copyright Prosci 2015. All rights reserved.11 Closing the gap My Playbook Copyright Prosci 2015. All rights reserved.
  • 12. Copyright Prosci 2015. All rights reserved. Why Are We Here? 12 Requirements Results Outputs Outcomes Specifications Sustainment Installation Realization Solutions BenefitsCopyright Prosci 2015. All rights reserved.
  • 13. Copyright Prosci 2015. All rights reserved.13 We are in the business of… My Playbook Copyright Prosci 2015. All rights reserved.
  • 14. Copyright Prosci 2015. All rights reserved.14 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.
  • 15. Copyright Prosci 2015. All rights reserved.15 The killer question My Playbook Copyright Prosci 2015. All rights reserved.
  • 16. Copyright Prosci 2015. All rights reserved. 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
  • 17. Copyright Prosci 2015. All rights reserved. Gartner BPM Summit Dec 12, 2014 Prosci Webinar Feb 11, 2015 Change management is how you capture people-dependent ROI 17
  • 18. Copyright Prosci 2015. All rights reserved.18 Now, think about your portfolio of engagements: Engagement dependent on adoption and usage invested in adoption and usage
  • 19. Copyright Prosci 2015. All rights reserved.19 Organizations don’t change; individuals do My Playbook Copyright Prosci 2015. All rights reserved.
  • 20. Copyright Prosci 2015. All rights reserved. The achievements of an organization are the results of the combined effort of each individual. Vince Lombardi 20 Copyright Prosci 2015. All rights reserved.
  • 21. Copyright Prosci 2015. All rights reserved. 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
  • 22. Copyright Prosci 2015. All rights reserved. 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 22 Copyright Prosci 2015. All rights reserved.
  • 23. Copyright Prosci 2015. All rights reserved. = 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 23 Copyright Prosci 2015. All rights reserved.
  • 24. Copyright Prosci 2015. All rights reserved.24 Focus on results/outcomes My Playbook Copyright Prosci 2015. All rights reserved.
  • 25. Copyright Prosci 2015. All rights reserved. Change management helps mitigate mission critical project risks 25
  • 26. Copyright Prosci 2015. All rights reserved. 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
  • 27. Copyright Prosci 2015. All rights reserved. 16% 32% 54% 72% 0% 100% Poor Fair Good Excellent Change Management Effectiveness Percent who were on or ahead of schedule Change management correlates directly with staying on schedule Delays Rework Redo Revisit 27
  • 28. Copyright Prosci 2015. All rights reserved. 48% 63% 71% 81% 0% 100% Poor Fair Good Excellent Change Management Effectiveness Percent who were on or ahead of budget Change management correlates directly with staying on budget Pay now or pay later 28
  • 29. Copyright Prosci 2015. All rights reserved. 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
  • 30. Copyright Prosci 2015. All rights reserved.30 Change the Conversation, Context | Problems | Language | Why My Playbook Copyright Prosci 2015. All rights reserved.
  • 31. Copyright Prosci 2015. All rights reserved. Context Language Start with Why Problems 31 Framework for Changing the Conversation to Change the Game
  • 32. Copyright Prosci 2015. All rights reserved. Context Language Start with Why Problems 32
  • 33. Copyright Prosci 2015. All rights reserved. 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
  • 34. Copyright Prosci 2015. All rights reserved.34 Stop talking about what you do, Start talking about what you deliver My Playbook Copyright Prosci 2015. All rights reserved.
  • 35. Copyright Prosci 2015. All rights reserved.35 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
  • 36. Copyright Prosci 2015. All rights reserved.36 What we ARE selling What we ARE NOT selling Communications Training Stakeholder Analysis Assessments Templates Manipulation and Spin Magic in a bottle
  • 37. Copyright Prosci 2015. All rights reserved.37 Our value proposition My Playbook Copyright Prosci 2015. All rights reserved.
  • 38. Copyright Prosci 2015. All rights reserved. Prosci Solution Value Proposition solutions@prosci.com 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
  • 39. Copyright Prosci 2015. All rights reserved. Value Proposition Overview 39 Copyright Prosci 2015. All rights reserved.
  • 40. Copyright Prosci 2015. All rights reserved. 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
  • 41. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than Sponsor Sam PM Patricia Solution Simon 41
  • 42. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than 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
  • 43. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than Catalyzing individual transitions to deliver organizational results 43
  • 44. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than 44 Intent Scope Objectives Work streams Milestones Deliverables Copyright Prosci 2015. All rights reserved.
  • 45. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than 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
  • 46. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than M T W R F An email on Monday for training on Tuesday for “go live” on Wednesday 46 Copyright Prosci 2015. All rights reserved.
  • 47. Copyright Prosci 2015. All rights reserved. Value Proposition 1. Target “buyer” | 2. Their problem | 3. Your solution | 4. Better than 47 Copyright Prosci 2015. All rights reserved.
  • 48. Copyright Prosci 2015. All rights reserved. Creating Our Personas 48 Copyright Prosci 2015. All rights reserved.
  • 49. Copyright Prosci 2015. All rights reserved. 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
  • 50. Copyright Prosci 2015. All rights reserved. Workshopping our change management value proposition Collaborative Co-creation 50 Copyright Prosci 2015. All rights reserved.
  • 51. Copyright Prosci 2015. All rights reserved.51 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
  • 52. Copyright Prosci 2015. All rights reserved.52 Handout
  • 53. Copyright Prosci 2015. All rights reserved. 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 solutions@prosci.com 53