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Change Management Theory for Proposal Managers
Rating: 4.7 out of 5(8 ratings)
24 students

Change Management Theory for Proposal Managers

How to drive transformation that sticks
Created byKathryn Bennett
Last updated 2/2022
English

What you'll learn

  • Define change management challenges
  • Apply the Transtheoretical Model for organizational change management
  • Use scripts to support change management in interpersonal conversation
  • Build internal coalitions to support change management

Course content

1 section5 lectures56m total length
  • Defining the Problem of Change Management17:20

    Introduction to the problem of change management for proposal professionals. You learn about the basics of the Transtheoretical Model of Change, how we use safety controls and principles to create a change-friendly environment, and why we pursue internal transformation instead of just externally motivated change.

  • Supporting Precontemplators and Contemplators10:49

    In this class, we learn how to support stakeholders through the "no" and "maybe" stages of change. Specific phrases and approaches are applied to each.

  • Supporting Preparation and Action9:06

    In this class, we learn how to support stakeholders through the "how" and "yes" stages of change. Specific phrases and approaches are applied to each.

  • Promoting an Environment for Maintenance6:39

    How do you maintain the change you've implemented? Scripts to support your team as they reach their goals, begin iterating, and risk falling into relapse.

  • Community Building for Sustained Change12:18

    How does community change differ from individual change? Use these tips to shift the thinking for groups of people, not just individuals.

Requirements

  • No prerequisites for taking this course, you will learn everything you need to know

Description

How many times have you tried to change a process, and your coworkers resist and complain so much that you just give up? Change is seriously hard work, but you can make it easier by using scientific models to persuade and support. Stop tearing your hair out, and develop a stronger approach with the help of these proven public health and community-building strategies. Join me as we make change easier, longer-lasting and ultimately more beneficial for your business!

In this course, you will learn conversational skills that will help your stakeholders transition from "no" to "maybe," and finally to "yes, we're doing this!"

These conversational topics will build empathy for members of your organization, accelerate your emotional intelligence, and ultimately develop your proposal team into the change agents they were meant to be. No more order-taking, no more churning at the bottom of the organizational chart. You're empowered to drive the transformations that are required to get your job done the right way!

This methodology is the proven scientific approach that has solved dozens of public health and social problems, from smoking cessation to cancer screenings, addiction recovery, and beyond. If it can work for such high-stakes change efforts, it can work for driving software adoption and having difficult conversations within your sales organization.

Who this course is for:

  • Proposal and sales professionals who are struggling with organizational change
  • Beginner proposal managers who need to learn about organizational communication
  • Salespeople who work on RFPs
  • Salespeople who are adopting new technology