Delivering successful change to Trade Promotional Management; - - PowerPoint PPT Presentation

Delivering successful change to Trade Promotional Management; looking from an alternative angle

Chris Edwards

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Growth

• Understanding the

right tools to unlock growth

• Increase brand

awareness

• Customer pressure

Profit

• What is the most

profitable course

• f action
• Control over

spend

• Shifts in strategy

Efficiency

• Resource

Optimisation

• Competitive

pressures

• Technological

advancements

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Design

• New Leadership with a change agenda
• Backstage work often involving the Heads of department

Technique

• Engagement events
• Repeated communication from top down

Management

• Creating change advocates
• Removing obstacles and providing tools

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• 46% of change projects are over budget or behind

schedule

• 28% are abandoned before completion
• 80% are not used in the way they were intended

6 This data is taken from Initiative Legacy Assessment database of Changefirst Limited (https://www.changefirst.com/). It is cumulative data collected since 2005 from change managers who attended accreditation workshops. It is a composite of nearly 2,500 participants from over 50 companies in over 30 countries.

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Sales Finance Supply Chain Field Sales Revenue Growth

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Base: 2,000 British adults aged 15+, Source: MORI/BMA Trust in the Professions – January 2016 https://www.ipsos-mori.com/researchpublications/researcharchive/3685/Politicians-are-still-trusted-less-than-estate-agents-journalists-and- bankers.aspx

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There are a number of key pitfalls

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Corrosive Energy

• People can actively hinder change
• People are cynical of organisational goals and
• bjectives

Comfortable Energy

• There is a relaxed atmosphere and people

prefer the status quo

How do you deliver successful change

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Be Clear

• Can everyone understand it?

Be Concise

• Can is be communicated

Be Logical

• Is the journey to success clear

Be Bold?

• Is it compelling

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Planning for visible performance improvements Recognising and rewarding employees involved Creating improvements

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Using KPIs and A Balanced Scorecard

What went right and wrong

• Does anyone review successes or just when it goes wrong?

Specific KPIS for users and employees

• Putting change at the heart of the business and culture
• Make sure this is not just sales and supply chain

Bring on more stakeholders

• Talk about progress at all opportunities

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Have Flexibility

• No two people

will react in the same way to change and training Transparency

• Be clear on

priorities and where you can win Always on

• Avoid the half

day training followed by an email with a training guide

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Feedback Vs Measurement

Feedback Measurement Context dependent One size fits all Self determined: choose what to notice Imposed: criteria established externally Information accepted from anywhere Information in fixed categories System creates meaning Meaning is pre determined Focus on adaptability Focus on stability and control Meaning evolves Meaning remains static System co adapts System adapts to measure

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• Change is challenging
• No two people react the same so be flexible in your approach
• Communication is key to delivering successful change
• Understand what communication method is right for your business
• Seek to constantly evolve and improve
• Create small wins to engage and involve everyone
• Gain real feedback and insight to win

Thank you

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