👆🏾In Person Event: A Mixer on Generative Ai Change Management
7 Key Tactics
Why it matters: Organizations thrive when midlevel managers can identify and advocate for necessary changes. These managers have direct contact with customers, suppliers, and colleagues, giving them unique insights.
1. Tailor Your Pitch-What to do: Align your message with decision-makers' goals, values, and knowledge.- Example: A sales manager restructured the sales org by showing how it would double revenue in four years.
2. Frame the Issue- What to do: Link your idea to a strategic goal to make it relevant and urgent.- Example: A CIO framed a real estate database subscription as essential for audit requirements.
3. Manage Emotions- What to do: Channel passion positively and be mindful of decision-makers' emotions.- Example: An engineering manager acknowledged past decisions to avoid defensiveness.
3. Manage Emotions- What to do: Channel passion positively and be mindful of decision-makers' emotions.- Example: An engineering manager acknowledged past decisions to avoid defensiveness.
5. Involve Others- What to do: Build a coalition for faster buy-in and stronger support.- Example: An engineering manager included a trusted expert to support his pitch.
6. Adhere to Norms- What to do: Follow formal or informal norms of your organization for maximum impact.- Example: Successful sellers used formal presentations after informal testing of ideas.
7. Suggest Solutions- What to do: Always propose a solution with your pitch.- Example: Managers who suggested specific solutions were more successful in getting buy-in.
The Bottom Line: Issue selling is a continuous process requiring patience and strategy. Effective midlevel managers can use these tactics to draw attention and drive meaningful change within their organizations.
