Lessons in IT Transformation: Technology Expert to Business Leader

Selling the Need for Change

No matter how obvious it may be to you, not everyone will instantly recognize and embrace the need for change. Even in organizations that are struggling, people often resist change. After all, they have worked for years in the current climate. They know the game and how to play it. You can be perceived as a threat to them. You are someone who is trying to rock the boat! You want to make their lives uncomfortable.

The other challenge you may face is that others before you may have failed at bringing successful change to the organization. When I started my current position, three people had occupied my office over the prior five years. It was a revolving door of discontent, both for the people in my seat and the clients these people were trying to support. When I came in, I tried to meet with many of the key executives and stakeholders. Some of them were very reluctant to waste any time on me. After all, I was just the latest in a long string of “flavors of the day.” If they waited long enough, I would go away, just like the rest had before me. This was also true for the staff I inherited. Why should they jump through hoops to accommodate my plans when they were more likely to be here in a year than I was?

A leader must be able to sell the need for change. Regardless of the situation, you must help people understand why the status quo is not an acceptable option and how failure to change will impact them. Note that I said impact them, not impact the organization. ...