My Daily Thoughts


Selling Change

There is nothing more difficult to take in hand, more perilous to conduct, or more uncertain in its success, than to take the lead in the introduction of a new order of things.
Niccolo Machiavelli

One of the biggest challenges for a business analyst is selling change.

People don’t like change regardless of whether it is a good change or a bad change.

In order to sell the change you not only need to get your client to understand what they are getting but also what they will lose if they don’t get the change.

The negative has a bigger effect than the positive.

If the change is going to save time, focus on the extra hours a client will have to work instead of the efficiency of the solution.

If the change is going to save money, focus on what is lost if the money is freed up rather than the money saved.

Live the Adventure


Share this post

Leave a Reply

Your email address will not be published. Required fields are marked *