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Once we have the use cases and stories developed. Maybe create short engaging videos (like JPs) to deliver to Sales to better explain and tell the story.

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Example of change mgmt in an organization not being managed on the project level. We are better than a paragraph in a monthly bulletin!!

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Along with this, clear, concise, and timely communication is CRUCIAL.

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Along with this, clear, concise, and timely communication is CRUCIAL.

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Examples of clients who presented the objection "oh, we already have our own Change Management, we don't need that" and who did take up Bluewolf's offering. The case studies can show the value we added, even though the client thought they didn't need support.

Ravi

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What stories do we have within Bluewolf over the years of internal 'HR Changes' - we usually complain that our internal CM is not up to the level of our team. I'll think of some examples JL (Not sharing the stories with the client but for our own purposes of identifying gaps)

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List of questions / matrix for CA to use to probe when they hear 'we have CM/Comms/Training

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List of questions / matrix for CA to use to probe when they hear 'we have CM/Comms/Training

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BW Sales: Great Mr. Customer! Who will be the CM POC for this project? How does your CM team usually support your projects? May we have examples when the project kicks off?
Call the clients bluff!

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Tell a story to illustrate the difference between HR based and CM and project based CM.  

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Tell a story to illustrate the difference between HR based and CM and project based CM.  

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**Need some help here!

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On a technology project, it is assumed that people will change because the system is changing and it impacts their jobs. Most companies don't put forth the effort to understand the change since everyone will eventually conform.

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True business transformation will occur when the change is relevant at all levels - i've seen traditional HR just focus on more tactical needs of the end user = not experience but just more "need to know" info. -MB

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True business transformation will occur when the change is relevant at all levels - i've seen traditional HR just focus on more tactical needs of the end user = not experience but just more "need to know" info. -MB

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Very rarely do HR CM practices get close to the end user experience through job shadowing/rep rides/side-by-sides (A MUST)

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Very rarely do HR CM practices get close to the end user experience through job shadowing/rep rides/side-by-sides (A MUST)

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BW Sales Asks: How is the clients CM team going to track adoption and user acceptance? How do they usually monitor adoption?

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CM in an HR setting may be associated with established policies/procedures. CM on a technology project is tied to the workflows and established metrics for each area in which the technology is being implemented.

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CM in an HR setting may be associated with established policies/procedures. CM on a technology project is tied to the workflows and established metrics for each area in which the technology is being implemented.

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Provide list of probing questions / matrix.  Example: for comms, do you have someone at the project level who is tasked with writing and coordinating comms with corporate comms/marketing?

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Provide list of probing questions / matrix.  Example: for comms, do you have someone at the project level who is tasked with writing and coordinating comms with corporate comms/marketing?

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A list of questions that prompt the sales-person to explore the objection further "are you sure?" type questions. Examples:
1. Tell me more about your Change Management team, and how they'd be involved in the Salesforce implementation?
2. How do we get a discussion started within your organization that posits "What support can Bluewolf provide us to really maximize adoption of Salesforce?"

Ravi

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Traditional HR-oriented CM contemplates only top-dowm, outward communication, and "training" or "education" resources. Not resisteance, barriers, WIIFMs, user-driven approaches etc. that are the other pillars of a real CM methodology.

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HR CM sometimes is too Communication-Focused. A well thought-out strategy will include much more than just communication

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HR CM sometimes is too Communication-Focused. A well thought-out strategy will include much more than just communication

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There are different tracks -- usually things to deal with right now AND long term (unlike CBU/EBU - you're dealing with usually one change at a time) - MB

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There are different tracks -- usually things to deal with right now AND long term (unlike CBU/EBU - you're dealing with usually one change at a time) - MB

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Involvement/ Integration with Development is Key

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Involvement/ Integration with Development is Key

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In an agile technology project, there are way more unknowns - need to manage ambiguity in potentially unclear incremental enhancements - MB

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In an agile technology project, there are way more unknowns - need to manage ambiguity in potentially unclear incremental enhancements - MB