How do we help our clients change?


Change is hard! Why? What is Change Management and Change Leadership? Is there a difference?

People tend to change when change is easier than staying the same. We are all creatures of habit so when working as a consultant how do we get our clients to change thinking, process,  technology and potentially their culture?


In my opinion, and what I found in my career, change will happen when people fully realize the value proposition of the change. If you’re working with a client who does not understand the potential value, they will not change.  What we must do as consultants, is to help them realize the value. One way to do this is to set up a proof of concept, or a pilot so that they can see the technology and how it will improve their work, make the company stronger, and also give them more job satisfaction.  Most of us are visual learners and most of our clients do not grasp technology concepts.  Showing a proof of concept or pilot will drastically improve your success.

What is Change Management and Change Leadership? Change Management is the process of change and Change Leadership involves people making change happen.  I see Change Leadership as the catalyst that inputs change recommendations into Change Management. For more information on Change Management and Change Leadership, John Kotter, the father of Change Management, published an excellent article in Forbes. (Forbes, July 12, 2011)

Do you have a story regarding implementing a change?

NOTE: John Kotter is the chief innovation officer at Kotter International, a firm that helps leaders accelerate strategy implementation in their organizations. He is also the Konosuke Matsushita Professor of Leadership, Emeritus ESC +0%, at Harvard Business School. (Forbes, July 12, 2011)



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