How a "C" responds to CHANGE:
- Skeptical
- Requires accurate facts
- Weighs change against established standards
- Prefers time to analyze and critique
- Seeks written procedures
Script Example:
Speaker: "We are promoting Elsa to Senior Advisor; she will be joining you on working the Acme project."
C: "What are her credentials? Do you know for a fact that she knows our procedures?"
Is the CHANGE substantiated by:
- Providing analytics?
- Calculating pros and cons?
- Offering empirical data?
- Including the "why" for the change?
Script Example:
Speaker: "Your research is comprehensive yet I suspect you didn't appreciate such a quick turnaround time; however that is now the new standard set by the Board."
C: "Correct, I typically do three verification tests before submitting my findings. I believe this change will compromise the integrity of the program."
Prep for CHANGE conversation with a "C":
- Gather and organize credible information
- Outline a clear change roadmap in advance
- Provide information prior to meeting for C's pre-meeting analysis
- Be prepared for critique of data
- Structure your communication in a logical and linear format
- Incorporate validated supporting studies
Script Example:
Speaker: "You've notified us regarding your department's space limitations as well as the need for private offices due to the nature of your work. One option we have researched is to have your group move to the new building. Would you like to tour the building first?"
C: "Yes, of course, but I will need to check my schedule to ascertain my availability over the next week."
Bonnie Burn