Here are the key points I would cover in response: - Explain that change management is the systematic approach for preparing and supporting individuals as they are impacted by organizational change, with the goal of driving adoption and usage of the change. - Walk through the core phases and activities of a change management process - analyzing the impact of change, developing a change strategy and plan, engaging and preparing stakeholders at all levels, piloting the change, implementing at scale while monitoring and supporting adoption. - Emphasize that change management is not just communications, but a structured process for addressing the people side of change at all stages of a project to increase the likelihood of successful adoption and business benefits realization. - Offer to work with the

1. Copyright Prosci 2015. All rights reserved.
webinar@prosci.com
Prosci Change Management Webinar
Presenting the Value of
Change Management
in Context
1

2. Copyright Prosci 2015. All rights reserved.
Prosci by the #s:
8
16
80%
3400+
30,000+
70,000+
Longitudinal studies
Years of research
Fortune 100 companies
Research participants
Certified practitioners
Community members
Contact Prosci:
Telephone: +1-970-203-9332
Email: webinar@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
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2

3. Copyright Prosci 2015. All rights reserved.
Agenda
3
What is the
ROI/value
of change
management?
What portion of
project results and
outcomes depends
on employees
adopting and using
the change?
What is the project
trying to achieve?
How people
dependent are the
benefits?
Analyze
Act

4. Copyright Prosci 2015. All rights reserved.
How Are Others Justifying
Change Management?
4
To senior leaders To project teams
• Benefit realization and
financial outcomes
• Project impact
• Risk management
• Increase project
results and outcomes
• Focus on adoption
and usage
• Minimize risks
Prosci 2014 Benchmarking Data
Copyright © Prosci Inc. All rights reserved.
Had to justify
change management
65%60%

5. Copyright Prosci 2015. All rights reserved.
BLUF: Bottom Line Up Front
• Directly connect CM
impact to project results,
benefits and objectives
• No longer “resource
for CM” – becomes
“resource for X% of
project results”
5
Project ROI
CM
ROI
Project ROI
People
Dependent
(CMROI)
or
Adoption
contribution
Installation
contribution
100%
50%
36%

6. Copyright Prosci 2015. All rights reserved.
The Gap
A great idea
A perfectly
optimized
process
An effectively
managed
project
Results and
outcomes
Benefit
realization
Sustained
ROI
EMPLOYEE
ADOPTION
AND USAGE
OF THE
SOLUTION
6

7. Copyright Prosci 2015. All rights reserved.
“Knowing what to do with a toon is easy.
It's getting them to do it that's hard.“
Ender to Bean in Ender’s Game, Orson Scott Card
7

8. Copyright Prosci 2015. All rights reserved.
TransitionCurrent Future
Results and Outcomes Depend on
Employee Adoption and Usage
WithchangemanagementWithout
=
X project
benefits
created
Current FutureTransition
Adoption
and usage
gets bumpy
Adoption
and usage
takes longer
Adoption
and usage
incomplete
Adoption
and usage
not as expected
<X
8

9. Copyright Prosci 2015. All rights reserved.
How Much Depends on
Adoption and Usage?
TransitionCurrent Future
Current FutureTransition
Expected benefits
Consequences
of poor adoption
and usage
is the ROI of change management
9

10. Copyright Prosci 2015. All rights reserved.
How Much Depends on
Adoption and Usage?
%
of expected project
benefits depend on
adoption and usage
is the ROI of change management
10

11. Copyright Prosci 2015. All rights reserved.
CMROI Calculator Snapshot
• Cloud-based
• Quantify contribution
of adoption and usage
• Tool flow follows
CMROI logic flow
• Multiple calculations,
Multiple projects
11
CMROI Calculator
$25 USD/mo.
Full access, no
obligation 14 day trial
Free Trial
Find in Available Resources
Scroll below description to
activate your trial
TRIAL AVAILABLE

12. Copyright Prosci 2015. All rights reserved.12
Prosci CMROI Calculator - Getting Started
Log into the Portal. Activate CMROI
Calculator free trial. Click “Get Started.”
Add a Project (with name) or select an
existing project from a different app.
Click “Add a Calculation” then give your
calculation a Name (you can do
multiple calculations on a project)
Select type of calculation:
Multiple Benefit or Single Benefit

13. Copyright Prosci 2015. All rights reserved.
Agenda
13
What is the
ROI/value
of change
management?
What portion of
project results and
outcomes depends
on employees
adopting and using
the change?
What is the project
trying to achieve?
How people
dependent are the
benefits?
Analyze
Act

14. Copyright Prosci 2015. All rights reserved.
What is the project trying to achieve?
0
500
Future
Organizational
Benefits
Project
Objectives
Revenue
Costs
Profits
Efficiencies
Compliance
Safety
Process Excellence
Customer Satisfaction
Specific metrics and
measurements for improvement
How work will be different
after the change
14

15. Copyright Prosci 2015. All rights reserved.
What is the project trying to achieve?
IDENTIFY BENEFITS AND OBJECTIVES
Project
Objectives
1. Meaningful use incentives
2. One patient, one chart
3. Billing and claim error reduction
4. Physician communication
5. Modernization of platform
Organizational
Benefits
1. Patient throughput and experience
2. Lower cost, higher revenue
3. Risk and fine reduction
4. Clinical best practices
5. Patient empowerment
Example: EHR in ACME Health
15

16. Copyright Prosci 2015. All rights reserved.
What is the project trying to achieve?
RELATIVE CONTRIBUTION
Project
Objectives
1. Meaningful use incentives 4
2. One patient, one chart 6
3. Billing and claim error reduction 6
4. Physician communication 5
5. Modernization of platform 3
Organizational
Benefits
1. Patient throughput and experience 9
2. Lower cost, higher revenue 6
3. Risk and fine reduction 7
4. Clinical best practices 3
5. Patient empowerment 8
16
Example: EHR in ACME Health

17. Copyright Prosci 2015. All rights reserved.
Screenshot
17
Prosci CMROI Calculator Snapshot – What is the project trying to achieve?

18. Copyright Prosci 2015. All rights reserved.
Agenda
18
What is the
ROI/value
of change
management?
What portion of
project results and
outcomes depends
on employees
adopting and using
the change?
What is the project
trying to achieve?
How people
dependent are the
benefits?
Analyze
Act

19. Copyright Prosci 2015. All rights reserved.
Translate the Conceptual to
Calculations and Graphs
19
Project ROI
People
Dependent
(CMROI)
Two questions:
1.How much of the benefit/objective
depends on adoption and usage
(all-high-medium-low-none)?
2.What percent of the benefit/
objective do we get if NO ONE
CHANGES HOW THEY DO THEIR
JOBS (adoption and usage = 0)?
64%

20. Copyright Prosci 2015. All rights reserved.
Future
Adoption
contribution
How Much Depends on
Adoption and Usage?
Net Project Benefit
Dependent on
adoption and
usage
Not dependent
on adoption
and usage
Installation
contribution
ROI =
Expected Project Benefit – Project Cost
Project Cost
Net Project Benefit
Project Cost
=
20

21. Copyright Prosci 2015. All rights reserved.
1. Benefit #1
2. Benefit #2
3. Benefit #3
4. Objective A
5. Objective B
6. Objective C
1. Benefit #1
People dependent:
Low
2. Benefit #2
People dependent:
Medium
3. Benefit #3
People dependent:
High
4. Objective A
People dependent:
All
5. Objective B
People dependent:
None
6. Objective C
People dependent:
High
1. Benefit #1
People dependent:
Low
If NO ONE adopts,
we get: 65%
2. Benefit #2
People dependent:
Medium
If NO ONE adopts,
we get: 40%
3. Benefit #3
People dependent:
High
If NO ONE adopts,
we get: 10%
4. Objective A
People dependent:
All
If NO ONE adopts,
we get: 0%
5. Objective B
People dependent:
None
If NO ONE adopts,
we get: 100%
6. Objective C
People dependent:
High
If NO ONE adopts,
we get: 5%
How much depends on adoption and usage?
21

22. Copyright Prosci 2015. All rights reserved.
How people dependent are the benefits?
QUALITATIVE: all, high, medium, low, none
Project
Objectives
1. Meaningful use incentives 4 High
2. One patient, one chart 6 High
3. Billing and claim error reduction 6 High
4. Physician communication 5 High
5. Modernization of platform 3 Low
Organizational
Benefits
1. Patient throughput and experience 9 All
2. Lower cost, higher revenue 6 Low
3. Risk and fine reduction 7 High
4. Clinical best practices 3 All
5. Patient empowerment 8 Low
22
Example: EHR in ACME Health

23. Copyright Prosci 2015. All rights reserved.
How people dependent are the benefits?
QUANTITATIVE: if adoption and usage = 0
Project
Objectives
1. Meaningful use incentives 4 High 35%
2. One patient, one chart 6 High 25%
3. Billing and claim error reduction 6 High 35%
4. Physician communication 5 High 10%
5. Modernization of platform 3 Low 90%
Organizational
Benefits
1. Patient throughput and experience 9 All 0%
2. Lower cost, higher revenue 6 Low 75%
3. Risk and fine reduction 7 High 35%
4. Clinical best practices 3 All 0%
5. Patient empowerment 8 Low 65%
23
Example: EHR in ACME Health

24. Copyright Prosci 2015. All rights reserved.24
Prosci CMROI Calculator Snapshot – How people dependent are the benefits?

25. Copyright Prosci 2015. All rights reserved.
Agenda
25
What is the
ROI/value
of change
management?
What portion of
project results and
outcomes depends
on employees
adopting and using
the change?
What is the project
trying to achieve?
How people
dependent are the
benefits?
Analyze
Act

26. Copyright Prosci 2015. All rights reserved.
Example: EHR in ACME Health
Results
Project
Objectives
1. Meaningful use incentives 4 High 35%
2. One patient, one chart 6 High 25%
3. Billing and claim error reduction 6 High 35%
4. Physician communication 5 High 10%
5. Modernization of platform 3 Low 90%
Organizational
Benefits
1. Patient throughput and experience 9 All 0%
2. Lower cost, higher revenue 6 Low 75%
3. Risk and fine reduction 7 High 35%
4. Clinical best practices 3 All 0%
5. Patient empowerment 8 Low 65%
64%
Of what you expect
from this effort
depends on employee
adoption and usage
Adoption
contribution
Installation
contribution
100%
50%
36%
26

27. Copyright Prosci 2015. All rights reserved.
Translating to Linear Relationship
27
Adoption
contribution
Installation
contribution
100%
50%
36%
Benefits
captured
Adoption and Usage
100%
50%
0%
0% 100%50%
36%
64%
36%

28. Copyright Prosci 2015. All rights reserved.
Adding “with no CM” Scenario
28
Adoption and usage will not be “0” even
without any change management
Expect LOWER A&U
with no CM if:
Expect HIGHER A&U
even with no CM if:
People are at saturation People have capacity
Attempting to "do over" a failed change First pass at an exciting initiative
Replacing a beloved system Replacing a system people bemoan
A large departure from
what people know
Not that much of a departure
from what people know
The culture is resistant to change The culture is adoptive of change

29. Copyright Prosci 2015. All rights reserved.
Adding “with no CM” Scenario
29
Adoption
contribution
Installation
contribution
100%
50%
36%
Take your best guess
(based on factors)
at what adoption and
usage would be
even with no CM
Adoption
contribution
Installation
contribution
100%
50%
36%
Even with
no CM
51%
13%
36%
With an adoption
and usage of 20%
(with no CM),
an additional 13% of
benefits are captured

30. Copyright Prosci 2015. All rights reserved.
Installation
contribution
Adoption
contribution
100%
50%
36%
Even with
no CM
51%
13%
36%
Translating to Linear Relationship
30
Benefits
captured
Adoption and Usage
100%
50%
0%
0% 100%50%
36%
20%
With no CM,
an adoption and usage
of 20% yields 49% of
expected benefits
With CM, we can
improve adoption and
usage and capture much
of the additional 51%
of benefits on the table

31. Copyright Prosci 2015. All rights reserved.
Screenshot
31
Prosci CMROI Calculator Snapshot – Results and scenario analysis

32. Copyright Prosci 2015. All rights reserved.
What can we really achieve by
catalyzing adoption and usage?
That is change management!
32
51%
Installation
contribution
Adoption
contribution
100%
50%
36%
Even with
no CM
51%
13%
36%

33. Copyright Prosci 2015. All rights reserved.
Agenda
33
What is the
ROI/value
of change
management?
What portion of
project results and
outcomes depends
on employees
adopting and using
the change?
What is the project
trying to achieve?
How people
dependent are the
benefits?
Analyze
Act

34. Copyright Prosci 2015. All rights reserved.
Engage the Team in the
Calculation
• Who better to provide the
answers to “what are we trying
to achieve?” and “how people
dependent are the benefits?”
– Commitment and engagement
– Proof is in the pudding
34
Prosci CMROI Calculator
and a projector enables
co-creation of calculation

35. Copyright Prosci 2015. All rights reserved.
Be Ready to Answer
Their Next Questions
What is “adoption
and usage” for my
change?
Okay, so how do we
increase adoption
and usage?
35

36. Copyright Prosci 2015. All rights reserved.
What Is “Adoption and Usage”
for My Change?
• Your segue to position change management
and start identifying impacted groups.
• Meaningful conversation with the project team:
• Who has to adopt and use the change?
• What does adoption and usage mean?
• How will we know if they have adopted and are using?
Great question!
36

37. Copyright Prosci 2015. All rights reserved.
Who Has To Adopt and Use
the Change?
• Impacted groups you identify are addressed
in Prosci’s methodology in many ways:
Five Tenets Tenet 2 “… requires individual change.”
ADKAR They are the ones going through ADKAR
Phase 1
Impact Index group data
Who is on the sponsor diagram?
Phase 2
Audiences for communications plans
Influences managers to engage in coaching
Phase 3 Foundation for feedback and audit of compliance
37

38. Copyright Prosci 2015. All rights reserved.
What Does Adoption and Usage
Mean and How Will We Measure It?
Who has to adopt
and use the
change?
What does adoption
and usage mean?
How will we
know?
Identify the specific
individuals or groups that
have to do their jobs a new
way when this change is
implemented.
List 3 to 5 specific changes for
each group (process, tools,
system, behavior, reporting
relationships, performance
measurement, etc.).
Identify how you will measure
or determine if each change
has taken place (i.e. that
adoption and usage has
occurred).
1.
2.
3.
4.
5.
38

39. Copyright Prosci 2015. All rights reserved.
Okay, So How Do We Increase
Adoption and Usage?
Your segue to talk about change management as the
solution for driving the adoption and usage
needed so that project benefits are realized.
Great question!
Prosci’s Five Tenets of Change Management:
Tenet 4: Change management is an enabling
framework for managing the people side of change.
Tenet 5: We apply change management to realize
the benefits and desired outcomes of change.
39

40. Copyright Prosci 2015. All rights reserved.
Change Management Is the Discipline
for Driving Adoption and Usage
We apply change management to drive the adoption and usage
necessary for project benefits to be realized
Individual change
management
How does one person
make a change
successfully?
Organizational change
management
What processes and tools
can project teams use to
drive individual change?
Awareness
Desire
Knowledge
Ability
Reinforcement®
Phase 1 – Preparing for change
Strategy
Phase 2 – Managing change
Plans and deliverables
Phase 3 – Reinforcing change™
40

41. Copyright Prosci 2015. All rights reserved.
When senior leaders are active and visible
participants throughout the project…
When we communicate directly, frequently
and from preferred senders…
41
Connecting change management activities to adoption and usage
We can increase
employee adoption
and usage
When senior leaders are active and visible
participants throughout the project…
When we communicate directly, frequently
and from preferred senders…
When we apply a structured approach
and assign a dedicated resource…
When managers and supervisors support
their employees through the change process…
When employees are engaged in the
process and feel involved and valued…
When senior leaders are active and visible
participants throughout the project…
When we communicate directly, frequently
and from preferred senders…
When we apply a structured approach
and assign a dedicated resource…
When managers and supervisors support
their employees through the change process…
When employees are engaged in the
process and feel involved and valued…
When resistance is proactively identified
and effectively managed…
When we provide a compelling case and
answer: Why? Why now? What if not? …

42. Copyright Prosci 2015. All rights reserved.
CMROI – Shifting the Conversation
42
Why should we…
invest in change
management?
How much should we…
What value do we get when we…
Can’t we just send an email and not…
Because a significant portion of project benefits (X%)
depends on employee adoption and usage, and change
management helps us drive adoption and usage.

43. Copyright Prosci 2015. All rights reserved.
0
500
1000
Future
Presenting the ROI of Change Management
in Context Webinar Agenda www.change-management.com/webinars.htm
changemanagement@prosci.com
What is the ROI/value
of change management?
Nebulous
No context
What portion of project results and
outcomes depends on employees
adopting and using the change?
With context
What is the project trying to achieve?
How people dependent are the benefits?
Analyze
Act
What is the project trying to achieve? How people dependent are the benefits?
Analyze Act
Adoption
contribution
Installation
contribution
100%
50%
36%
Benefits
captured
Adoption and Usage
100%
50%
0%
0% 100%50%
36%
64%
36%
Scenario Analysis:
1. People dependency
2. With no CM
3. With great CM
Organizational
Benefits
Project
Objectives
Engage the team in co-creation
Answer “what is adoption and usage
for my change?” and “how do we
increase adoption and usage?”
Prosci’s new
CMROI Calculator
is now available:
CMROI Calculator
Full access, no
obligation 14 day trial
Free Trial
Find in Available Resources
Scroll below description to
activate your trial
Adoption contributionInstallation contribution

44. Copyright Prosci 2015. All rights reserved.
Tab 3: Analyze results and scenarios.
Enter “adoption and usage” with no
change management scenario.
Enter “adoption and usage” with
change management scenario.
Prosci Change Management
CMROI Calculator
®
Available in the Prosci Portal
Your virtual change management workbench
Free and quick to
create your account
$30 USD/mo.
Activation link
Scroll to Maturity Model Audit in Available Resources
Activate your free trial to get started.
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CMROI Calculator
$25 USD/mo
Full access, no
obligation 14 day trial
CMROI
CALCULATOR
Prosci
®
Free Trial
Get started
1) Create your Project 2) Click “Add a Calculation”
3) Give your
calculation a name
4) Select Calculation Type:
“Multiple Benefit” or
“Single Benefit” Calculation
Enter your calculation data and analyze results
Tab 1: Enter your benefits and
objectives. Click “+ Add a Benefit”
to add more rows.
Give a “relative contribution”
score for each on a 1-10 scale
Tab 2: Evaluate how dependent
each benefit/objective is on people.
Qualitative: AllNone dropdown
Quantitative: Estimate % achieved if
NO ONE adopts the change
The calculator shows the portion of project benefits that depend on adoption and usage
which are the portion of benefits you can help deliver through change management.