Your customer is making a big investment...
...and you want their commitment in your technology to deliver results
Not sure how you can do that? You've read the scare stories about failed transformations and you definitely don't want to be associated with one of them. It's especially tricky as the technology provider because it's so often the case that your solution or plan or team will get the blame for anything that goes wrong. Even if your client has a solid change management workstream and team in place, is that enough? Research and our experience says it's not.
People don't fear change but they do often fear the uncertainty that comes with change, especially when it's linked to events that traditionally make big impact on jobs, roles & responsibilities and the skills that a business needs. Take AI for example - lots of business benefits expected, opportunities for some....but is it good for everyone? Possibly not. Hence the fear of uncertainty.
But as the technology partner what can you do? First, don't wait until you've sold them the project before you mention change. Second, don't just mention that they need to consider the process and people side of the project too....you won't be the first tech vendor to bring this up but you could be the first to actually offer a practical solution!
You could help them to equip their people with belief in themselves so they thrive through change: tooled up with the confidence, belief, and agency to get into action in the right way that drives the right outcomes.
So...NOW is a great time to discuss with your customer how to start developing individual resourcefulness and change ready teams because this will make the planned change much more likely to succeed and deliver the anticipated results.
Not sure how you can do that? Set up a call with us to see how we can help you to help your customers make the change a success.
