The Three Questions to ask of any change
Edwina Pike
Transform your business → Irrational Change → Leadership → Emerging Trends → Innovator → Behaviouralist → Chief Behaviour Officer → AI → Work (and lead) smarter, not harder
Imagine a world where you can diagnose the likelihood of a change being successful in minutes. This is what the three questions to ask of any change gives you.
The power of the questions come from the self-awareness they cause in the stakeholders, sponsors and the team. They change the conversation to focus on the benefits, risk and to raise awareness of the change strategies for success.
The questions are the start of the conversation and give you the opportunity to enquire further.
The Three Questions
Does anyone need to think, act or do something differently for this [change] to be successful?
Why: This question establishes whether behavioural change is required to get to the outcomes. If it is, then the human factor cannot be ignored.
How it works: It causes the answerer to think through the implications of the change, rather than the product that is being created.
So What: Changes reliant on a behavioural change need a change strategy.
How much of your benefits depend on people thinking, acting or doing something differently?
Why: Having established that behavioural change is required, this question shifts the focus to the benefits and connects the two.
How it works: Framing the change in the context of the benefit statements makes the impact of the change feel real. The ‘how much’ requires the answerer to consider the source of the benefits and to quantify them.
Once that number has been verbalised, it becomes firm in the answerers mind. 80% of $10m is $8m. The scale and importance of the behavioural change has been established.
So What: A change that has a high impact on the benefits should have a high impact change strategy with outcomes that are monitored and managed closely.
Will anyone get fired for not thinking, acting or feeling differently?
Why: If there are no consequences the likelihood of the change taking place is reduced significantly especially in an environment where there are competing priorities.
How it works: The question is deliberately provocative, to disrupt the enthusiasm and excitement that exists within the design team.
This question prompts stakeholders and sponsors to consider the importance of the change to the organisation in the context of other priorities. It raises awareness of the influence structure within the organisation as they think through who would apply the consequences.
So What: Changes without consequences are optional and depend on the willingness of your targets to do something differently of their own choice.
Without consequences it will take longer to influence and persuade targets, adding to the costs and effort and making it harder to guarantee the penetration of the change through the organisation and with that, the delivery of the benefits.
In Pictures
This flow chart walks through the questions and the insight they give.
The Three Question Tool
If you like more structure, the three question tool walks you through the questions, collecting the data that will drive the insights, before plotting onto a matrix which suggests which of FOUR change strategies are most likely to have success (more on the strategies in an upcoming article):
INFLUENCE and PERSUADE: Think like an entrepreneur; Adoption, influencer penetration and distribution
STRONG LEADER: Leadership will make the difference, define, coach and measure
DAY TO DAY LEADER: Monitor to ensure that the leaders conviction remains
NONE: The natural leadership is enough, or if you are brave, question whether to stop
Change the conversation about change with our useful tools and get in the habit of working smarter, not harder. Focus your efforts on what works at The Change Wizard.