Webinar - Selling CM

For the first time, I am going to blog about Prosci's change management webinars. Hopefully you will find this valuable and share your own thoughts. Enjoy!

Selling change management is about building support and buy-in for applying change management. Key point - when you ask someone to "do change management", you are asking them to make a change. When project teams begin applying a structured approach to managing the human side of change, they are changing how they work. When senior leaders are asked to effectively sponsor change, they are changing how they behave. When managers and supervisors coach their employees impacted by change, they are making a change.

Selling CM is fundamentally tied to Awareness and Desire in the ADKAR model. Those we are asking to apply change management need to first understand why change management is needed and the value of supporting and participating in change management.

Part of selling CM is about linking success with "people doing things differently". This link can happen on a project, organization or personal level.

On the webinar, we talked about 7 ways to make a compelling case:

1. Clearly illustrate the impact of poorly managed change in concrete terms
2. Show how not managing the people side of change creates risks to the organization
3. Demonstrate the connection between change management and achieving project objectives
4. Show the impact of change management on realizing return on investment
5. Appeal to what the person values and cares about, both as an individual and as part of the organization
6. Customize the message to the organization, its value systems, history and its culture
7. Use examples people can see and feel from the business world and from the organization’s memory

A targeted value proposition links change management to something specific your audience cares about.

Prosci is here to support your efforts in selling change management into the organization. Email changemanagement@prosci.com with any questions you might have.


What did you think about the webinar? Do you have some examples of cases you have made in your organization? What other approaches have you used to make the compelling case? Do you have value propositions for change management that have worked in the past?

Share your thoughts and visit this blog to see what others have to say!

Thanks.