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This is a typical conversation with new clients after they have implemented change and did not see the desired results: “I don’t understand, we purchased the latest ERP system, we got everything in place within the set timeframe and spent a ton of money. Yet, we are not seeing results!“.

There are several reasons why the results are not there, but after an initial assessment after the client decides to take me on board invariably shows that the main issue was not taking into consideration the people side of change.



Most companies, regardless the size and importance in the market, start by looking at their business  objectives and how the new ERP system or the new trendy marketing theory can be applied. They look at the costs of the initiative (mainly the price of the system or the licence), they decide to invest in a day training to get the employees up to speed and then expect to see immediate results. Ehm, it is not so simple!

It is not enough to get the latest ERP or implement the new trend if the employees are not on board. Change is successfully released only if individuals in the organization change the way they work and adopt the new solution. Implementing SAP or Oracle in itself is not a panacea. It is part of the solution, but it is not the solution.


What and organisation has to do (this is not optional, it is mandatory) is:

  1. Engage the end users by explaining first of all why the change is required.
  2. Making sure that the employees are on board: just because an organization has explained why the change is required it does not mean that the employees agree with the new course of action (think about a merger that would lead to a reduction of the workforce. Do you really think that the employee that is going to loose his/her job will be immediately on board)
  3. Provide proper training and give the employee adequate time to learn the new way.
  4. Reinforce the change to make sure that it is going to stick


You can see that by skipping the people side of change altogether is a recipe for failure when it comes to change management.


When I work with my clients we always make sure that project management and change management are fully aligned and that the employees side of change (which is basically the end users behaviours) are well taken care of.


It is useless to have a brand new system or solution if no one is going to use it. Shiny brand new is not the solution, getting the employees to adopt new behaviours and use the new swanky tool is.

If you want to learn more on how Isabella Brusati Consulting can help you successfully manage change in your organisation contact us at isabella@isabellabrusati.com


Join the conversation!

Question: how do you make sure that the end users are going to adopt new behaviour required by change being implemented in your organization?






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