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November 9, 2021

Selling the change - how to get sponsors and clients on-board

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Change is difficult to navigate, as you adopt new policies, practices and procedures you may find yourself in a situation where you feel like the transition is all trial and error and sometimes it can be! How you deal with these errors is the key to successfully navigating and adopting change within your organisation. Now you may already know how to get your team on-board with new changes but do you know how to get sponsors and clients to support these new changes? In this blog we will give you a few helpful tips to sell change to your clients and sponsors.

1. Preparation

Distill your change into a manageable easy to deliver pitch that outlines the key features and benefits of your proposed change. Ensure that you are knowledgeable on all aspects of your change plan and seek to answer any questions that may arise during and after your initial pitch.

2. Transparency

Involve your sponsors and clients in the process of your change at the early stages. Change is best understood with complete transparency and adequate communication throughout the change process.It is essential that you bring your sponsors and clients on-board with you during these integral changes as it will give them a greater understanding of your business and operations.

3. Communication

Maintain a continuous dialogue with your sponsors and clients ensuring that they are aware and comfortable with the progress of the change. This is crucial to make sure that change is delivered effectively and that any roadblocks are quickly addressed and resolved.

4. Ongoing Relationship Management

Be sure to develop and implement an up to date communications plan and allow for a 2 way flow of conversation with both your sponsors and clients. Ongoing relationship management ensures that change is appropriately adopted and positively reinforced. Be mindful that honest, timely and effective communication is key to maintaining relationships with both your clients and sponsors.

I hope you’ve found this blog useful, and I’d love to hear your thoughts in the comments below. What steps do you think are necessary for selling the change?

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Alongside speaking I occasionally write blog articles and guest columns in publications around the world.

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