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by ProsciThe research tells us that projects with excellent change management are 79% more likely to meet or exceed project objectives. But many companies are still wondering what change management is and is not and what “excellent change management” looks like. A recent interview by MindBrew with Scott McAllister of Prosci and Suraj Mohandas of Zilliant helps clear things up.
Listen to the interview on the MindBrew blog and get answers to the following questions:
When asked, “What does change management really mean?”
“As Zilliant built our change management practice, led by some of the research that Prosci has done, I would say that the Change Triangle is something that we have learned to adopt…Especially in the kind of solutions we’re delivering in the prescriptive sales technology domain, it’s very important for the people to understand what is it that we are trying to do and why is it that these are being deployed in their companies.” -Suraj
When asked, “Do companies make a mistake in underestimating the power of the status quo?”
“That would be a resounding yes. I think companies grossly underestimate the size of the effort... And Scott mentioned the ADKAR Model, which we have learned to adopt, and really believe in. It’s a great structure to drive change management. And the last R, which is really about reinforcement, I think most companies not only fall flat on the communication piece up front but also forget that this is not something that is done once and is over with. It’s something that you have to revisit at a very periodic clip.” -Suraj
When asked, “What are common myths or misconceptions around change management?”
“The only thing that’s been constant in two decades of research is that effective sponsorship is the number one driver or determining factor for success. And interestingly, 58% of senior leaders don’t have a full understanding of what it means to be an effective sponsor. It’s interesting, it’s one of the only places in the ADKAR Model that you’ll see the ability is there but the knowledge is not. So if we can back-sell a clear expectation of the behaviors we want to see from them, we’re able to really make some meaningful progress in terms of creating some leverage for success.” – Scott
Scott McAllister oversees business growth at Prosci, including new account acquisition, engagement planning, executive education and account management functions. Prior to joining the Prosci team, Scott spent more than a decade in management consulting, partnering with clients to implement strategy, operational excellence and innovation initiatives. Scott holds a B.S. in Business Administration and a B. A. in Communication Studies with a focus on organizational and interpersonal communications from the University of North Carolina at Chapel Hill. In addition, Scott is a certified Kirton Adaption Innovation (KAI) and Prosci change management facilitator.
Suraj leads the global Customer Success group, ensuring that Zilliant customers get the greatest long-term benefit from Zilliant’s solutions and innovations, while maintaining high customer satisfaction and retention. Prior to joining Zilliant, Suraj worked at Insight Enterprises in the Profitability department responsible for company-wide pricing strategies and margin enhancement initiatives. He holds a bachelor's degree in Mechanical Engineering from Madras University, a Master of Science and Ph.D. in Industrial Engineering and Marketing from Arizona State University, and is a Certified Six-Sigma Black Belt.
Zilliant provides prescriptive selling and pricing applications that help businesses overcome decision complexity to drive P&L growth. With more than a decade of experience, Zilliant has perfected the simple and scientific formula for front-line selling, driving measurable financial results and sustainable change.
Learn more about the phases of change and the importance of an individual approach to change management in our free eBook on the Prosci ADKAR Model:
Founded in 1994, Prosci is a global leader in change management. We enable organizations around the world to achieve change outcomes and grow change capability through change management solutions based on holistic, research-based, easy-to-use tools, methodologies and services.
