LEADING CHANGE WITH PURPOSE
Q: Let’s begin with the big question… what is the single greatest issue when it comes to failure in change management projects?
In my experience, management teams underestimate the time and effort needed to fundamentally and permanently change employee behaviour to support the changes needed. Obviously simpler process changes require less effort – but if you’re looking to overhaul your company’s sales process for instance, it’s not a one-and-done exercise.
Q: What’s the reason for this underestimation?
There are a couple of factors at play here. Let’s take a scenario we often encounter at RevenuePartners. Companies are finding it increasingly difficult to differentiate in the current environment. As a result of aggressive competitors, their position of dominance is being eroded, with customers jumping ship for cheaper prices. We work with companies to improve their competitive positioning and help them differentiate themselves through
