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Last updated on 2024年7月16日

Your clients are resistant to change in working with your team. How can you win them over?

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Change is a constant in the business world, but it's not always welcomed with open arms. When your clients show resistance to working differently with your team, it's essential to understand that this hesitancy often stems from uncertainty or fear of the unknown. As a team facilitator, your role involves guiding clients through this transition in a way that minimizes discomfort and maximizes acceptance. The key is to employ strategies that are empathetic, strategic, and collaborative to ensure a smoother shift in working practices.

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Karim Magdy

Leadership | Business Advisory | Professional Services | Services Management | Operation Excellence | Digital…
Rodrigo Duarte

Gerente de Opera??es de TI | Automa??o e Transforma??o Digital | Líder em Inova??o e Melhoria Contínua
潘璘毅

最方便的联系方式： [email protected] 稍微有那么一点点执着的精益生产实践者

1 Uncover Concerns

To win over clients resistant to change, start by actively listening to their concerns. Engage in open dialogue to understand the root of their resistance. This approach demonstrates empathy and shows that you value their perspective. Acknowledge their apprehensions and provide reassurance by addressing the issues head-on. Transparency about the change process and its benefits can help alleviate fears and build trust, laying a solid foundation for a more cooperative relationship moving forward.

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Karim Magdy

Leadership | Business Advisory | Professional Services | Services Management | Operation Excellence | Digital Transformation | Digital Health
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Any new changes are associated with a potential resistance. It’s a human nature! 2 questions though we need to answer to overcome such an expected challenge. 1- Why? What’s the root of this resistance? 2- What’s in for the customer to accept the change? In order to answer first one, we need to meet the key stakeholders and listen carefully to them. The 5 Whys technique can help in here. Speaking about second question, the customer must see the value behind this change, how it would benefit them.What pain would be killed? What gap would be fulfilled through implementing the change? Last but not least,never implement a “ping pang “ change. Consider to pilot it.Leverage your pilot to advocate your change and let the success be your noise.

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Rodrigo Duarte

Gerente de Opera??es de TI | Automa??o e Transforma??o Digital | Líder em Inova??o e Melhoria Contínua
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Ouvir ativamente os clientes e entender suas preocupa??es é um passo essencial. Já passei por situa??es em que a resistência era resultado de experiências negativas anteriores ou falta de informa??o sobre o processo de mudan?a. Demonstrar empatia e abordar diretamente essas apreens?es pode transformar a resistência em coopera??o, estabelecendo uma base de confian?a mútua.

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潘璘毅

最方便的联系方式： [email protected] 稍微有那么一点点执着的精益生产实践者
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Actually I don't try to win them over. I am going to them, listen and observation. Then provide as much as data and evidence I can. However, I don't think this can make change. Unless the client is under crisis, I don't think it worth too much to change. Thinking, everyone knows smoking is bad. but Smoker doesn't quit even they get cancel they still smoking.

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Mercy Wangari

Research Assistant | ICT Technical Support
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Listen Actively: Schedule meetings to listen to their concerns and understand the reasons behind their resistance. This shows that you value their opinions and are willing to consider their perspective.

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2 Offer Assurance

Providing assurance is pivotal in winning over hesitant clients. Clearly articulate the support and resources that will be available to them throughout the transition. Explain how your team will be there every step of the way, offering guidance and assistance. This sense of security can be a game-changer, as it helps clients feel less overwhelmed by the changes ahead. Assure them that their success is your priority and that the changes are designed to enhance, not hinder, their business operations.

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Rodrigo Duarte

Gerente de Opera??es de TI | Automa??o e Transforma??o Digital | Líder em Inova??o e Melhoria Contínua
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Oferecer garantias e deixar claro o suporte disponível durante a transi??o é essencial. Quando os clientes sabem que ter?o orienta??o e recursos à disposi??o, eles se sentem mais seguros e menos sobrecarregados. Assegurar que o sucesso deles é uma prioridade e que as mudan?as visam melhorar suas opera??es pode ser um fator decisivo para a aceita??o. Mantenha seus KPIs dísponveis para seu cliente, realize ajustes se necessário. Recomendo fortemente a cultura de transparência e acompanhamento diários dos níveis de servi?o.

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潘璘毅

最方便的联系方式： [email protected] 稍微有那么一点点执着的精益生产实践者
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If I could, I don't provide assurance. I would like to provide crisis. As I mentioned above, assurance / benifit kind stuff is not necessary to make change. Don't tell someone I can help you but he / she doesn't help him / herself

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3 Emphasize Benefits

Highlighting the benefits of the new working arrangement can shift the focus from fear to opportunity. Emphasize how the change will improve efficiency, productivity, or profitability for their business. Use relatable examples or success stories to illustrate the positive outcomes that others have experienced. When clients can visualize the tangible advantages, they are more likely to embrace change rather than resist it.

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4 Involve Them

Involvement is a powerful tool in overcoming resistance to change. Invite your clients to contribute their ideas and feedback during the transition process. This inclusive approach makes them feel valued and gives them a sense of ownership over the changes. By being part of the solution, clients are more likely to support and commit to the new ways of working with your team.

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5 Implement Gradually

Introducing change gradually can make the transition less daunting for clients. Break down the process into manageable steps and set realistic timelines. This incremental approach allows clients to adjust at a comfortable pace and reduces the shock of a sudden overhaul. Regular check-ins during this phase can provide the necessary support and adjustments based on client feedback, ensuring a more successful implementation.

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潘璘毅

最方便的联系方式： [email protected] 稍微有那么一点点执着的精益生产实践者
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This is a tricky point. I would like to say if we are under the process of changing, change itself needs to be shift. However, planning of change needs to take long time and address full concern. Making change in quick and small steps. As soon as change is there, standandize it. Change needs to be quick. The longer change takes, the less it lasts, the few people involves

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6 Celebrate Progress

Acknowledging and celebrating progress is crucial in maintaining momentum and enthusiasm for change. Recognize milestones and improvements, no matter how small, to reinforce the positive aspects of the new working relationship. This positivity can be contagious, encouraging clients to continue embracing the changes. Celebrating progress together strengthens the partnership between your team and the client, fostering a collaborative and forward-thinking environment.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Your clients are resistant to change in working with your team. How can you win them over?

1

2

3

4

5

6

7

1 Uncover Concerns

2 Offer Assurance

3 Emphasize Benefits

4 Involve Them

5 Implement Gradually

6 Celebrate Progress

7 Here’s what else to consider

Team Facilitation

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Your clients are resistant to change in working with your team. How can you win them over?

1

2

3

4

5

6

7

1 Uncover Concerns

2 Offer Assurance

3 Emphasize Benefits

4 Involve Them

5 Implement Gradually

6 Celebrate Progress

7 Here’s what else to consider

Team Facilitation

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感谢您的反馈

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