Prosci's webinar "Change Management Value Proposition" - delivered live on Wednesday, Nov 11 11:00 AM EST and Thursday, Nov 12 4:00 PM EST. Register at www.prosci.com/webinars
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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
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solutions@prosci.com
Prosci
®
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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.
…………………………………….............................................................
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Our Resources:
• Published products and tools
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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
…………………………………….............................................................
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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
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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.
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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
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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.
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Focus on results/outcomes
My Playbook
Copyright Prosci 2015. All rights reserved.
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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
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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
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.
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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