Ever since I read "Made to Stick" by the Heath Brothers I’ve been a keen collector of success stories about my programme.
As the programme manager I have to report on the progress of my team. Risks, Issues, Budget, Milestones, Financial Benefits, Reach, etc, etc. Lots of numbers and facts. Terribly significant and rather dull.
So, to spice things up, I also report on success stories.
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People don’t resist organizational change! – People resist being changed!
My current programme is using new, bespoke software to drive organisational change. So I need people to change what they’re doing. A lot of people. As a first step I need them to adopt our new software. So I am always looking for ways to push the software roll out. In an earlier post I described one approach we use for encouraging adoption: Foot in the Door Technique. In this post I look at two other methods – which we call "Side bets" and "Sweeties".
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A fundamental military axiom is to reinforce success.
Reinforcing success is a strategic concept used in many areas of decision making and management. Originally a military doctrine, the term is also used in theories related to parenting, business and other fields. It is essentially a selection criterion, or a prioritizing principle. A course of action is selected from various options on the basis of previous results of similar actions. The basic idea is: if it works, keep doing it; if it doesn’t, don’t invest more in something that’s failing.
Wikipedia: Reinforcing Success
I believe businesses should apply this principle to projects, products and product features. So not surprisingly I apply this as a guiding principle in my own work as an agile programme manager.
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My four year old daughter is an master social psychologist, or just a natural manipulator. Here’s an example:
Daughter: Can I go over to Lilia’s house to play?
Dad: Sure
… some time latter …
Daughter: Can I stay for a sleep over?
Dad: Um, I guess so.
My daughter doesn’t know it but she is using what social psychologists call the "foot-in-the-door" technique (Brehm & Kassin, 1993). The same technique is applicable when rolling out new software.
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