Do You Hear Your Buyers?
Friday, 14 Nov, 2014
Do You Hear Your Buyers?

What we hear is not the objective of our communications: connecting is. As Senders, we speak as part of the communication process; as Receivers we hear as part of the communication process. But unless there is a completed cycle of Sender →  Receiver → Sender, and a connection occurs in which there is mutual understanding, […]

Why is buy-in necessary – and how to achieve it (Part 5)
Sunday, 9 Nov, 2014
Why is buy-in necessary – and how to achieve it (Part 5)

Our jobs as sellers, change agents, coaches, and managers is to motivate change. Whether it involves a purchase, a new idea, a different set of behaviors, or a team project, all successful change requires buy-in. As outsiders we are, after all, requiring a shift in the underlying status quo – the system – that we […]

What is Resistance? (Part 4)
Tuesday, 21 Oct, 2014
What is Resistance? (Part 4)

There is a universally believed concept that resistance is ubiquitous, that any change, any new idea, will engender resistance. University programs teach it, Harvard professors such as Chris Argyris have made their reputations and written books on it, consultants make their livings managing it. Yet there is absolutely no reason for there to ever be resistance.
Let’s start with the underlying issue: systems. Everyone lives in, works in, a system of people, rules, relationships, expectations, history….

CHANGE ARTICLE/PODCASTS
Tuesday, 21 Oct, 2014
CHANGE ARTICLE/PODCASTS

Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy?

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)
Tuesday, 14 Oct, 2014
The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know […]

What Is change And Why Is It So Difficult? (Part 2)
Monday, 6 Oct, 2014
What Is change And Why Is It So Difficult? (Part 2)

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information