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Writer's picturePam Stoik

Change is Innovation, Innovation is Change

So how do you get people to "buy in?" It's a dance. And one that takes a lot more than working through a project plan.


When you're managing change, understanding what drives those people who have the potential to champion your change is key. 


The Bradford-Cohen model of Influencing Without Authority," notes that people are motivated by different ‘currencies,' or what they value most. 


1. Assume all parties are allies 2. Clarify goals and objectives. 3. Diagnose world of other person 4. Identify relevant currencies 5. Dealing with relationships 6. Influence through give and take
The Bradford-Cohen Model of Influencing Without Authority Source: https://www.praxisframework.org/en/library/cohen-and-bradford

Is it expertise? Efficiency? Or maybe they crave visibility in the organization? 

For some it could be the new responsibilities or the chance for networking.

Your goal when you're trying to drive change is to build allies by tapping in to people's underlying motivations. 

Sneaky huh? 😉 


The people at Prosci call it "desire" or the "D" in ADKAR.


Remember, it’s not just about the goal—it’s about the people who will help you get there! So, what do your change champions need? 




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