For leaders, change is a perpetual companion, sometimes arising from circumstances and sometimes by plan. When driven by strategy, change always involves a bargain.
If the bargain you’re offering is not generating an adequate reaction, then there are 2 remedies.
Your bargain involves an “if-then” proposition.
“If you follow this methodology, then you’ll accelerate that production line.”
“If you take these steps, then your profitability will be more sustainable.”
“If you operate like this, then your sales will grow faster.”
When you’re not generating sufficient response to your “if-then” proposal, consider these two scenarios:
- There’s not enough “if.” Perhaps the target audience doesn’t want what you’re proposing as much as you need them to want it. Perhaps they don’t care enough, and just don’t want to tackle the change you’re promoting.
- There’s not enough “then.” The more likely scenario is that they need the ‘if,’ but don’t believe you can deliver the “then.” Just because you claim you’re going to deliver, doesn’t mean you have the credibility to compel their engagement in making the change.
When the response to your proposal is less than required, consider adding more ‘if’ but definitely add more ‘then.’
How well is your change initiative progressing?
What’s limiting its progress?
