Change, Sales, Decision & Consulting Enablement

48) ADKAR

• What it is: Individual change adoption stages: Awareness, Desire, Knowledge, Ability, Reinforcement.
• Best for: Adoption planning; comms/training design.
• How to run: Diagnose stage per group → interventions per stage.
• Outputs: Adoption plan; stakeholder actions.
• Watch-outs: Assuming knowledge automatically creates ability.
• Pro tips: Separate skill-building from habit reinforcement.
• Best paired with: Kotter; 7S.
• Common misuses: Over-communicating, under-coaching; no reinforcement system.

49) Kotter’s 8-Step Change

• What it is: Org change sequence from urgency to anchoring.
• Best for: Large, multi-stakeholder transformations.
• How to run: Urgency → coalition → vision → communicate → remove obstacles → short wins → build → anchor.
• Outputs: Change roadmap; comms plan; win pipeline.
• Watch-outs: Skipping short wins and obstacle removal.
• Pro tips: Make wins visible, meaningful, attributable.
• Best paired with: ADKAR; 7S.
• Common misuses: Announcing vision once; underinvesting in coalition.

50) Change Management & Organizational Adaptability

• What it is: System to shift behaviors, incentives, structures, and culture; build resilience.
• Best for: Continuous transformation.
• How to run: Readiness → narrative → capability build → incentives/rituals → feedback loops.
• Outputs: Adaptability playbook; governance model.
• Watch-outs: Culture treated as posters.
• Pro tips: Align incentives + rituals + hiring to new behaviors.
• Best paired with: 7S; OKRs.
• Common misuses: One-time change “project”; ignoring middle management.

51) Advanced Consulting & Sales Intelligence

• What it is: Structured discovery, stakeholder mapping, and quantified value articulation for complex deals.
• Best for: Enterprise sales; consultative engagements.
• How to run: Diagnose → quantify → map decision → craft business case + mutual action plan.
• Outputs: Account plan; stakeholder map; deal strategy.
• Watch-outs: Pitching before diagnosing; single-threading.
• Pro tips: Bring a problem hypothesis and test it live.
• Best paired with: Value Prop Canvas; Decision frameworks.
• Common misuses: Feature demos too early; ignoring procurement/risk stakeholders.

52) Decision-Making & Performance Optimization

• What it is: Tools to improve decision quality/speed (OODA, RACI/RAPID, trees, premortems, decision logs).
• Best for: High-stakes choices; reducing indecision/rework.
• How to run: Clarify owner → options → criteria → probabilities → commit → review triggers.
• Outputs: Faster cycles; decision log; fewer escalations.
• Watch-outs: Consensus traps; unclear ownership.
• Pro tips: Premortem + explicit revisit conditions.
• Best paired with: OKRs; Risk Matrix.
• Common misuses: Over-analysis; no decision journal; changing criteria midstream.

53) Ecosystem / Platform Strategy

• What it is: Orchestrate multi-party value creation (incentives, governance, standards, trust).
• Best for: Marketplaces, platforms, API ecosystems.
• How to run: Map participants/value exchange → define interaction unit → governance → liquidity + trust.
• Outputs: Ecosystem map; incentive design; growth loops.
• Watch-outs: Launching without liquidity; unclear value unit.
• Pro tips: Start with a narrow wedge where both sides win fast.
• Best paired with: Network Effects; Category Design.
• Common misuses: “Platform” rebrand; ignoring moderation/trust and safety.