As you begin building a coalition, the first objective is to create awareness. You must educate the senior team so that they understand and support your efforts. The most attention getter is to prove the dollar value of the opportunity. Here, you must create a strong storyboard to paint what the future may look like. [...]
Once you understand the current situation, you are ready to begin addressing the issues of driving and managing change in the organization. The first step is to realize where the influence centers are. If you have a sponsor, it is important to know where your sponsor stands in relation to each center. Look at this [...]
When looking to engage senior management, there are a number of initial considerations. These include: What is the role of pricing in the organization? How important is pricing to the organization? How is pricing incorporated as part of the culture? Is pricing centralized or decentralized? If centralized, where does the pricing group report [...]
Why is this important? Senior management support is frequently cited among the top five critical success factors for implementation success in many studies: Providing resources Ensuring organizational alignment Approving changes to processes and strategies Providing stability during transitional periods Establishing prioritization among competing alternatives Senior management can help or hinder based on their attitudes, prejudices, [...]
