We often think of change – especially organisational change – as something to be implemented and managed. Change is what happens in the organisational machinery, and in the context within which the organisation operates. Viewed this way, the people that shape or are affected by changes are called stakeholders. Stakeholders are important because they have…
Why Agility Is Important We all know that business in the 21st century is different from what it was in the 20th century. In the 20th century, competitive advantage was based on economies of scale, hierarchy, and control. In the 21st century, competitive advantage is based on a more entrepreneurial mindset. The key to sustained…
Marketing and Sales: The Secret of Stuck This is the third article in a 3-part series on marketing and sales. In the first article, we considered marketing and sales as engaging in the first two steps of the change process. In the second article, we considered the importance of good communications to help prospects make…
This is the second article in a 3-part series on marketing and sales, taken from the perspective of change and change readiness. In the first article, we considered that the two steps of the marketing and sales process and the goals of each step. In this article, we examine how to use communication to move…
Marketing & Sales: The Secret of the Steps This is the first article in a 3-part series on marketing and sales form a change perspective. If you’re in the early stages of building a business, chances are you have some marketing and/or sales challenges. Even if you’re employed by someone else, I bet you are…
Think of the term ‘change management’. What framework is implicitly related to that term? Obviously, it’s the management framework. Accordingly, change management is one type of management. ‘Management’ is the broad framework and ‘change management’ is a subset of that framework. But when we talk of management or change management, what we mean is a…
In 2010, McKinsey reported the findings of a huge study involving more than 315,000 respondents. They found that 75% of organisations were experiencing change and that 70% of change initiatives were regarded as unsuccessful. Hundreds of other studies corroborate the 70% failure rate statistic. This statistic is often cited in the change management community as…
