CITI - partners in change » Project management

Improving clients capability in marketing

Paul Ashton — Thu, 14 Feb 2013 16:39:31 +0000

The exposure of our higher education institutions to a more competitive marketplace led a client to focus on improving its capability in marketing. The faculties were enthused by the potential influx of students, but this initial commitment tended to fade in the face of more immediate and pressing matters. Recognition that the faculties did not have a common view of the proposed changes prompted the adoption of a more sophisticated, targeted communications approach, and waning enthusiasm was rekindled.

We have helped many organisations identify and deal with the ‘people’ challenges of change

Paul Ashton — Tue, 12 Feb 2013 13:17:15 +0000

A newly appointed director of wealth management in a bank was handed an unmanageable portfolio of work. He attempted to gain agreement from the management team on which projects to drop and confirm which were most important. This proved to be impossible because of conflicting agendas and very differing views as to what was ‘important’. CITI worked with the management team to clarify and gain agreement on the prioritisation criteria whist ensuring all involved had a common understanding about what was being done and why. This allowed for a significant ‘cleansing’ of the portfolio and acceptance of where scarce resource needed to be deployed.

Some observations on the Stafford Hospital report

Thomas Docker — Thu, 07 Feb 2013 16:55:12 +0000

At a time when Danny Boyle’s opening ceremony has led to much overseas interest in the National Health Service (NHS) model, the report from the inquiry chaired by Robert Francis QC on Stafford Hospital has many hard-hitting findings and recommendations (access to full report).

One of the factors identified in the report that contributed to the poor level of care in Stafford Hospital was the constant upheaval the NHS is in.

The CIPD/simplyhealth 2011 absence management survey (get report from CIPD) gives the average number of days absence for public services as 9.1 days per year. Although this is a half-day reduction on the previous year, it is significantly higher than the private sector. A particular challenge identified in the public sector is the sheer amount of major change and restructuring, and it is suggested this could be the root cause for the relatively high level of absence.

In analysing the report, the BBC make the following three observations, that are worth highlighting (BBC insight):

The inquiry report said Stafford was “not an event of such rarity or improbability that it would be safe to assume that it has not been and will not be repeated”.
To move forward, the report called for a “fundamental change” in culture whereby patients were put first.
This would require a commitment from all those working and connected to the health service to make sure they put this at the heart of everything they do.

This poses many real challenges for the various trusts in the NHS, which is where most of the changes need to be made, as the recommendation is that any necessary changes are done within the existing NHS structure. Should the change be driven bottom-up, from the perspective of the individual patient, who typically wants a local service, within a general, national framework? If so, what would be the implications on change management skills within the local trusts? Also, the need for successful delivery through projects and programmes is fundamental, given the number of reported unsuccessful change implementations in the public sector.

How will the NHS cope, given that successfully changing a culture is arguably the biggest change challenge. But is there just one culture to change?

Our stakeholders have potentially conflicting perspectives and priorities regarding the change – what should we do?

Paul Ashton — Mon, 04 Feb 2013 09:13:04 +0000

Individuals have their own motivations and agendas. This is not the result of malevolence or deliberate troublemaking – it’s just the way things are. In order for change to happen and stick, individuals need to be effectively supported in understanding the need for the change and how it will impact them, so that they can internalise the change and be committed to it. Identifying an individual’s perceptions of what is in their favour, their WIIFMs (“What’s in it for me?”), and what is against them, their WAMIs (“What’s against my interests?”) is extremely valuable, but not always easy to do, and helps to identify where potential resistance and conflicts may surface.
If it’s not wanted, the change will not be successful. Failing to understand and address the political and cultural environment is a common reason for change not succeeding in the way it should. Consistent and continuous engagement and clear communications are essential, as are allowing individuals to voice their concerns.

Things to consider

Is there a clear, shared change vision?
Have all the stakeholders, those impacted by the change, been consulted and actively engaged?
Have personal agendas been taken into account?
Don’t stifle healthy conflict, as this often identifies valid concerns as well as showing commitment.
Discourage unhealthy conflict through agreeing and publicising acceptable change behaviours.
Manage resistance to the change; don’t resist it.