Comprehend – Prepare – Act – Adjust
Another cycle of change phases I was glad to learn of. Via Professor of Policing and Criminology at Bath Spa Uni, Allyson MacVean.
Her words produced a larger wordset; understand/comprehend – prepare – action – maintenance/adjustment. Yet the themes are pretty clear. As she discussed how the general public take on board global coronavirus lockdown compliance;
“… a fundamental of human psychology in these very strange and unique times;
people have to understand and comprehend what’s going on,
they then have to prepare for it,
action then follows and
then there’s the maintenance of this way of living, new way to adjust our lives,
this does take a period of time to understand what’s really going on and how to manage and respond and behave now.”
I’ve long been a fan of the classic ‘denial-resistance-exploration-commitment’ 4 phases of change.
It helps hugely in plotting where individual buyers stand in relation to that which you propose.
It should be an exercise applied to almost any bid.
Especially in a detailed forecast review where among other positions, you need to determine not only who is for and who is against you, but their current level of stance.
These phases have a sibling in a much cited grief framework.
The original Kubler-Ross model dealt with five stages of grief: Denial, Anger, Bargaining, Depression and Acceptance.
Adapted as a change management process, these five steps are cut down to the aforementioned quartet.
Whichever you prefer, here’s an essential tool to gauge your prospect’s receptivity to your bid and make plans accordingly.