How to Influence Change
One of toughest challenges we face is influencing change in a client’s organization. Most change initiatives take longer than planned, bust the original budget, and fail to achieve the desired results. This month in Management Consulting News, our guest, Al Switzler, tells us about a better way to influence change.
Switzler, co-author of the bestselling books Crucial Conversations and Crucial Confrontations, helped change how we communicate at work and at home. In the new book, Influencer: The Power to Change Anything, Switzler and his fellow authors offer a research-based model for influencing personal and organizational change.
Read our interview with Al Switzler.
In his column, “Flying Solo,” Alan Weiss emphasizes the importance of telling a client what you’ll do, rather than focusing on how you will do it.
We’re also featuring articles on the must-haves for every e-newsletter, the secrets of large firm selling, and whether or not to bet that your airplane will land on time.
Read this month’s issue of Management Consulting News.
I agree with Alan Weiss.
The client doesn't want the "how."
They want the benefit of the future end result.
Always future on the end rather than the process.
Patrick
Posted by: Patrick McEvoy | February 14, 2008 at 05:45 AM
Clients care more about the outcome than the process. Sometimes the outcome is the ONLY thing they care about. Good post!
Posted by: Shama Hyder | February 08, 2008 at 07:05 AM