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The Advisor’s Corner – How Do You Sell a Major Change?

Question:

Feedback indicates my company’s current leadership training program, though inexpensive, yields little to no value. My research shows that an alternative training program has produced superior, measurable results at other organizations. How should I go about selling my manager and the organization on the need to change from our current training program to this alternative one?

StrategyDriven Response:

Decisions to make significant changes are not often made quickly. Rather, these decisions are made after receiving input from affected stakeholders and subjecting each available option to a thoughtful cost versus benefit evaluation. With this in mind, it is easy to understand why organizations often use business cases to facilitate the decision-making process.

Well constructed business cases often require significant personnel and financial resources to develop. Considering the complexity and significance of the circumstance presented, we believe your first step should be to gain authorization to expend the resources necessary to research and develop the business case for the proposed change in the leadership training program. Once developed, your well structured business case, clearly presenting the costs and benefits associated with each alternative, will help you secure the management decision you seek to revise the organization’s leadership and training program.

Final Thought…

We suggest your business case include not only the two options presented in the initial question but also any additional alternatives presented by the responsible manager or other members of the organization. Leveraging their knowledge and experience may help you identify other worthwhile alternatives that would otherwise not be considered.

The StrategyDriven website was created to provide members of our community with insights to the actions that help create the shared vision, focus, and commitment needed to improve organizational alignment and accountability for the achievement of superior results. We look forward to answering your strategic planning and tactical business execution questions. Please email your questions to [email protected].

New Model Release – Stakeholder Commitment Evaluation Model

StrategyDriven contributors are proud to announce the release of our fifth model: Stakeholder Commitment Evaluation. This model provides decision-makers with a tool to assess and re-assess the relative importance and contribution of each decision stakeholder as circumstances evolve.

Recommended Resource – The Accountable Organization


The Accountable Organization: Reclaiming Integrity, Restoring Trust
by John Marchica

About the Reference

The Accountable Organization: Reclaiming Integrity, Restoring Trust by John Marchica illustrates how executives and managers can build a corporate culture based on integrity, accountability, and trust. Mr. Marchica provides practical methods for building a principled organizational culture through planning, communication, leadership, conflict resolution, and risk taking.

Benefits of Using this Reference

Highly accountable organizations realize several strategic advantages, including the ability to attract and retain the best talent and to more readily recognize and seize upon emerging business opportunities, because of their more engaging and productive work environment. While these rewards are substantial, many executives and managers will not embark on the journey of creating an accountable organization because attaining and maintaining high levels of accountability is extremely difficult.

StrategyDriven contributors believe there exists an interrelationship between an organization’s strategic planning and tactical execution and its level of accountability. We like The Accountable Organization because it illustrates this relationship and provides methods for leveraging planning and execution to build a culture of accountability. Many of the best practice recommendations found on the StrategyDriven website elaborate on the actions recommended in The Accountable Organization; making this book a StrategyDriven recommended read.

Recommended Resource – Manager Tools

Manager Tools
by Michael Auzenne and Mark Horstman

Website Address: www.Manager-Tools.com

About the Reference

Manager Tools by Michael Auzenne and Mark Horstman is a weekly podcast that provides managers with the step-by-step tools and techniques for becoming more effective. Updated weekly, the Manager Tools podcasts provide insight to a broad range of topics including feedback, one-on-ones, coaching, and mentoring. Manager Tools was recognized as the best business podcast in 2006 and 2007 by Podcast Awards.

Benefits of Using this Reference

A great strategy is nothing more than a tome of good intentions until executed. The more accountable the organization and the more effective the execution of its processes the greater the likelihood the organization will achieve its mission objectives.

Professional executives and managers are responsible for establishing and reinforcing a culture of accountability and effectively leading execution of the organization’s processes. StrategyDriven contributors like Manager Tools podcasts because each of these approximately 30 minute discussions provides a clear, step-by-step method executives and managers can immediately implement to increase their organization’s accountability and their leadership effectiveness. We particularly encourage all of our readers to listen to the Manager Tools Basics podcast series focused on feedback, one-on-ones, coaching, delegating, and conducting meetings.

Many of the Manager Tools recommendations support the effective execution of StrategyDriven best practices; making Manager Tools podcasts a StrategyDriven recommended listen.

Final Thought…

The vast majority of Manager Tools content is FREE! We encourage all members of the StrategyDriven community to take a moment and visit the Manager Tools website and begin to benefit from Mike and Mark’s advice today.

New Model Release – Decision-Making Base Model

StrategyDriven contributors are pleased to announce the release of our fourth model, the Decision-Making Base Model. This model illustrates the concepts of uncertainty and risk associated with hurdle and window decisions. (Hurdle decisions seek outcomes above a defined threshold while window decisions seek outcomes between an upper and lower threshold.) Additionally, the model provides the foundation from which later posts and models will explore how various actions impact a decision’s uncertainty and therefore its risk and the probability of achieving desirable outcomes.