Jun 012012

Making change is not new, it’s an ongoing need in its own right and many successful businesses rely on the desires of mankind to make change, in both personal and professional circles.  Realising the desired change on the other hand is the rarity.

Whilst this appears as a lofty statement, consider how Change Management has evolved into it’s own area of specialty.

As a proven methodology, making change stick is now much more robust and realistic, but many firms still get it wrong. Mostly, because of two fundamental matters; one being the time to manage the change and the second the skills and tools to do so.

In times of economic hardship, such as the past few years, leaders have had to not only react but embrace the need for change.

Buyers have altered the way they engage and purchase from providers, and yet many providers retain “old school” thinking and approach.  Many successful operators from the past decade or so, are now in leadership positions. Most, are arguably of the babyboomer generation and need to work harder to remain savvy with the explosion of online and digital capability.

So, if times are tough, the last thing leaders want to do is need to invest their time in acquiring more skills or models to enable them to adapt to a fast and furious consumer led market.

Amongst the need for change is the brutal reality of knowing what to change. As if making change stick wasn’t hard enough, pinpointing exactly what to change and quantifying the rationale makes it that much harder. Organisations with poor sales or revenue results are experiencing this dilemma, sometimes daily.

Leaders know of the market conditions, they hear and read about it weekly. Leaders also know that they need to innovate to survive, and that competition is always present. To overcome these hurdles, leaders could make some easy ground by applying a few tips;

  • Know what to fix, first and why
  • Know when to do what
  • Know who to engage
  • Know your change champions and their skills
  • Know the plan to change

Applying these tips, will allow you to focus on the range of complexities that stretch us on a daily basis. Knowing the root cause to poor sales results, can often uncover secondary influences. Once those blind-spots are identified, the ensuing steps become logical and can create the necessary momentum to adopt a change initiative.

For more information download our “Secrets to making Change stick”