Managing Change - Our proven approach:

Meaningful marketing programs often bring the necessity for change throughout your organization. Though each client situation is unique, when change is significant, the following approach ensures the best environment for success in marketing design and implementation:

Senior Sponsorship		We start at the top.	Each significant issue must be driven by the senior leadership of the organization or receive significant senior support - and be positioned in the company’s strategic context. Senior sponsorship tips the balance from resistance to involvement.
Diagnosis		We assess the current state. Markets – Prospects – Customers - Competition – Strategies - Staff We rely on facts.	Many problems look alike on the surface and sometimes symptoms are misleading.  Using interviews, observations, questionnaires, focus groups and other methods, we determine how all parties define the issues to help our clients avoid jumping to premature conclusions, and often ill-conceived solutions or programs.
Integration		We recommend integrated solutions.	We present recommendations and plans which integrate all activities needed – organization positioning, management actions, leadership development, team building, strategic business directions, client and internal communications change management, training, measures and rewards.
Partnership		We partner with internal resources.	By utilizing the skills and expertise of internal staff members, we assure fit with an organization’s culture, buy-in, and follow through to create lasting change.
Transfer of Skills		We teach key players to lead change.	Leaders need to have “skin” in the game since they, not our consultants are accountable.  We deliver services and skill development support and require leaders to run the company and do the work of changing it.
Reinforcement		We identify the actions required to reinforce the right behaviors.	We plan for long term reinforcement of the behaviors and actions required to sustain performance.  Rewards and incentives must be present in a systematic fashion to assure all the time and money invested in making change yields desired results.
At the heart of all we do is the core and basic belief that every change is difficult and will not happen unless individuals embrace it - because they have a fundamental understanding of what the change means to them, first as individuals, then as members of their work group, and lastly as part of the organization. For an excellent article on the necessity to sell change throughout the organization using the techniques proved successful in consumer marketing, read this article by Dr. Michael Hammer. Click here. The article is also featured in our "Update" marketing newsletter, at the "Links" section. Beyond the capabilities of most marketing firms, we have the resources to help with change management, so you can achieve meaningful, lasting results.  Return to previous screen