Decision Makers [Guest Article]
Leading Change Insight No. 2 - Understand Your Decision Makers' Current Mindset
"Understand Your Decision Makers' Current Mindset" - By Melissa Dutmers
Now that you have read, 'Leading Change Insight No. 1: Know Where You Are Starting', and you have identified who has authority to (1) make the decision stick and (2) you have a read on their emotional intensity, we'll now get into understanding deeply your decision owners' current state of mind regarding the change you wish to initiate. In this article I will cover the questions to consider to understand the decision owners' current mindset before formulating your change proposal. At this point, you are not even thinking about talking with those that will make the decision to approve or reject your proposal - you are simply gathering information to help you effectively position your change proposal to decision makers so they will be able to 'hear' your message and be open to your change proposal. Five Questions to Understand Your Decision Makers' Current State - Is the change aligned with strategic objectives?
If the answer to this question is 'yes' - bonus for you. Write down how the change is already aligned with the strategic objectives - you can use this information in your change proposal to show support for already established common ground. If the answer to this question is 'no', your change proposal will be more challenging but not impossible. Read on. If the answer is 'I don't know' - find out what the strategic objectives are in your organization. - Is the change tied to their personal objectives?
What's in it for me? Find out what results they are accountable for in the coming year. If you can show a clear link between your proposed change and their personal objectives, you will be able to use this information to influence their decision. - Why should this change take priority over other projects?
Scan the projects in your organization and honestly assess why this change project should take priority (or resources) from other projects already under way. Organizations only have so many resources and you need to be able to answer why this change should take priority over other projects. - Why is this change important now?
Timing is everything. You may have identified an important change, but is this change important now? Organizations have a threshold for change. If the amount of change exceeds that threshold, people will get frustrated and overwhelmed. If the timing isn't right, when would it be? - What challenges or risks are they facing today that would be mitigated or remedied if the change was made?
If you can show how the change would mitigate risk or remove a challenge that they are facing today, you have yourself a nugget.
Look deeply at your decision makers' current state. The more you understand the advantages of your change proposal from the decision makers' perspective, the better chance your proposed change will be approved. To receive a FREE report on the top 10 skills required to be a powerful change leader, contact Melissa (see details below). Copyright 2009 RiverFork Consulting. All Rights Reserved.
Melissa Dutmers is the founder and principle change guide of RiverFork Consulting. Melissa teaches individuals and organizations how to steer change. To rent Melissa's brain:
Call: 1 (970) 402-1934
Email: mdutmers@riverforkconsulting.com
Visit Web: http://www.riverforkconsulting.com
When you reach a fork in the river, choose wisely... Article Source: http://EzineArticles.com/?expert=Melissa_Dutmers
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