Managing the Forces of Business Change

When a company finds it is falling behind in its Global Markets due to antiquated business processes and technologies it looks to specialty companies to help them weather the storm.

Common practices such as the “Circle of Change” displayed here are common strategies but they lack the concrete understanding of the true nature of the business problems.

The challenge that a Technology Solution Provider often encounters is the lack of understanding of the entire business challenge of the “Corporate Forces” at work:

1. A Business Transformation

2. Fiscal Responsibility

3. A Technology Renaissance 

It is all too easy for a provider to sink into their “Comfort Zone of Excellence” and concentrate mainly on their established core competencies.

When a Solution Provider has a relationship with a Client that is based on Technology and has not earned the respect of their Client as an expert in the elements of the Client’s “Business Vertical” it is very difficult to change that perception.

The concept of “Enterprise Architecture” attempts to remedy that perception through established ontologies such as the Zachman Framework as Enterprise architecture ontology.

The challenge most companies have when presented these concepts is that the ideas fall on deaf ears.

The Client cannot relate to the sophisticated concepts as they struggling with very real problems they are facing.

The Client Hears Surgical Procedures

… When They are Bleeding on the Ground

The company understands the following:

1. It needs to change or lose market share

2. Change will cost millions

3. Change will take time

4. Change will seriously impact the companies daily activities

5. Change will meet with strong resistance by most employees

6. Change will require new business processes

7. Change in Technologies presents unknown risks

The Client needs to feel that a real understanding of ALL of the ramifications of the Business Transformation are understood from the corporate change perspective

A Holistic understanding of the Client’s
concerns needs to be addressed
before any ideas for solutions are presented

The Three Primary Areas of Understanding

A clear understanding and the communication of your understanding to your Client of these three “Corporate Forces of Change” must be the prerequisite before any discussion of solutions.

Any discussion of any proposed technologies before “Business Trust Equity” has been earned will result in marginal success if not outright failure.

A holistic understanding of the concerns of the Client, outside of the solutions that will be offered by the Solution Provider, is vital in gaining a “Relationship of Trust” between you and your Client.

The Discussions Must be About the Impact

… Of the Changing Business Landscape

… Not Discussions About Solutions to the Changing Business Landscape

In Conclusion 

A commitment to change by a company is a serious and very risky proposition.

Fear is a major motivator in the decision and a major factor in its implementation.

The post: Organizational Process Debt describes the “Grieving Process” associated with major company change.

The article goes on to describe an eight step transformation process to manage the impact of change to a company’s environment.

The forces of corporate change must be understood and managed.

The major problem that most “IT Companies” lack proper prioritization of the impact on their potential Client’s human environment.

The failure to gain “Human Trust Equity”
with the Client from the very first day
of communication will foster a subconscious
reaction of reduced confidence in anything offered

Wisdom Pearl # 110 – Technology Culture Change

Legacy Technologies were created by Legacy Technologists

… When Recommending “Fixes” to the Legacy Environment

…… Be Hypersensitive for the “Not Invented Here Syndrome“