Personalizing the Need for Change
Whenever someone tries to “sell” us something (like the need for change), each of us has the same question in mind: “What's in it for me?” It is imperative that you make an effort to know the people you hope to lead and influence (not only your own staff by the way) and individualize for each of them an answer to this question. For some people, the answer might be that changing will allow them to grow into greater opportunity and challenge. For others, changing might allow them to continue on with the organization and provide continued stability and employment. For others, change might create a platform to enhance their visibility within the organization and allow them to be recognized for their contributions. Regardless of what the motivators are, you need to find out what matters to each person and appeal to their individual interests.
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