![Page 1: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/1.jpg)
METRICS ON THE MONEYTHE ART AND SCIENCE OF CHANGE MEASUREMENT
cc: Nanagyei - https://www.flickr.com/photos/32876353@N04
COLLEEN CAMPBELL, NATIONAL ORGANIZATIONAL CHANGE MANAGEMENT PRACTICE LEADER, CENTRIC CONSULTING
![Page 2: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/2.jpg)
QUICK POLL:
DO YOU MEASURE CHANGE IN YOUR ORGANIZATION?
1. No change success measurements
2. Some basic change metrics – training surveys or basis
project stats
3. Standardized change and project success metrics
including ongoing measurement in place
4. Enterprise approach to measuring project, program and
enterprise change success
cc: wwarby - https://www.flickr.com/photos/26782864@N00
![Page 3: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/3.jpg)
WHY STRATEGIC TRANSFORMATION INITIATIVES
FALL SHORT OF RESULTS
1. Change Fatigue
2. Change Leadership and Execution Skills
3. Lack of Employee Engagement
cc: Johannes Ortner - https://www.flickr.com/photos/34936566@N02
Source: PWC – Culture’s Role in Enabling
Organizational Change
Change Metrics can help identify and address these challenges early.
![Page 4: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/4.jpg)
METRIC SUCCESS: A SIMPLE PROCESS
1. Engage leaders in understanding, appreciating and
committing to measuring change progress
2. Create and prioritize metrics and the timing of collection and
reporting
3. Finally, communicate results powerfully through a scorecard
and ongoing communications
cc: Emily Barney - https://www.flickr.com/photos/60162443@N00
![Page 5: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/5.jpg)
WHY MEASURING THE CHANGE IS COOL
• Creates clearly defined and aligned picture of success that everyone can understand
• Identifies challenges early-on
• Provides the opportunity to adjust your strategy along the way with incoming feedback
• Gathers proof that your strategy is working which builds engagement, provides helpful project updates and makes your sponsor and project team look great!
cc: Horia Varlan - https://www.flickr.com/photos/10361931@N06
![Page 6: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/6.jpg)
- No clear project or executive metrics- Lack of accountability from senior leadership
- Trying to measure everything- Not measure the ‘right’ metrics
THE BAD
cc: Reportergimmi - https://www.flickr.com/photos/55544800@N00
![Page 7: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/7.jpg)
OKMOVING PAST THE TYPICAL CHANGE BASICS
- One-Time Project or Change Metrics
- Smiley Training Sheets
- Training Stats
- Number of Communicationscc: circulating - https://www.flickr.com/photos/26835318@N00
![Page 8: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/8.jpg)
MOST EXCELLENT
- Metrics Established Early with Ongoing Measurement
- Clear Value, Adoption, Utilization and Proficiency metrics
- Metrics Shared Appropriately in Communications/Scorecards
cc: Juliana Coutinho - https://www.flickr.com/photos/10217810@N05
![Page 9: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/9.jpg)
QUICK POLL:
What are the Biggest Obstacles to Measuring Change Success
1. Leadership or project team’s knowledge of how to
measure change success
2. Unable to clearly articulate project measurements due to
unclear project vision
3. Leadership and/or project team’s fear of accountability
4. No or limited change resources to create measurement
vehicles
5. If you have others…put them in the chat space
cc: wwarby - https://www.flickr.com/photos/26782864@N00
![Page 10: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/10.jpg)
SPONSOR AND PROJECT TEAM ENGAGEMENT
• Get all the key sponsors engaged early
• Consider how to approach all key stakeholders
and especially likely resistors
• Engage team in use of metrics
through scorecards and communications
cc: laverrue - https://www.flickr.com/photos/23912576@N05
![Page 11: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/11.jpg)
THE METRICS DISCUSSION
1. Invite key decision makers to the meeting. Educate them on the purpose, process and payoff.
2. Create metrics that are outcome driven. Bring possible examples for their effort. Assuming this will take a while.
3. Prioritize the metrics to collect, the frequency to measure and how to report out through scorecards and communications.
cc: hjl - https://www.flickr.com/photos/92605333@N00
![Page 12: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/12.jpg)
WHAT CHANGE OUTCOMES TO MEASURE
• Value
• Speed of Adoption
• Ultimate Utilization
• Proficiency
cc: avrene - https://www.flickr.com/photos/23212428@N00
![Page 13: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/13.jpg)
VALUE OUTCOMEIs the project achieving the expected
value?
cc: epSos.de - https://www.flickr.com/photos/36495803@N05
![Page 14: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/14.jpg)
EXAMPLES OF VALUE OUTCOME METRICS
cc: Horia Varlan - https://www.flickr.com/photos/10361931@N06
What It Measures
• Whether the initiative/project achieves intended business outcomes
• Benefit Realization
• Specific Amount
• Timing
Examples (Date and Amount)
• 1.8 million website visits within first month
• Reduce order to cash process time 15 days by Nov 2016
• Reduce department operational costs $1.5 million by Dec. 2015
• Increase pricing profitability margins 5% by Aug 2015
![Page 15: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/15.jpg)
SPEED OF ADOPTION OUTCOME
How fast are we moving? Is everyone
on board?
cc: Nick-K (Nikos Koutoulas) - https://www.flickr.com/photos/33284937@N04
![Page 16: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/16.jpg)
EXAMPLES OF SPEED OF ADOPTION METRICS
cc: Horia Varlan - https://www.flickr.com/photos/10361931@N06
What It Measures
•How quickly is the change being embraced
• Is communications and training working to get impact groups on board quickly
Examples (Date and Amount)
•80% of branches are compliant with new standards within 5 weeks
•75% of partners are certified in the new partner program within 3 month of launch
![Page 17: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/17.jpg)
ULTIMATE UTILIZATION OUTCOME
Are they using the new approach?
cc: Holtsman - https://www.flickr.com/photos/27551984@N08
![Page 18: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/18.jpg)
EXAMPLES OF UTILIZATION OUTCOME METRICS
cc: Horia Varlan - https://www.flickr.com/photos/10361931@N06
What It Measures
•Are they using the tool, process, structure, etc.
Examples (Date and Amount)
•Distributors now order 75% online in our new tool
•HR is now using the new recruiting process with all new recruits and the old system is no longer in use
![Page 19: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/19.jpg)
PROFICIENCY OUTCOME
Does everyone fully
understand what they need to do to be effective?
cc: highersights - https://www.flickr.com/photos/65339210@N02
![Page 20: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/20.jpg)
EXAMPLES OF PROFICIENCY OUTCOME METRICS
cc: Horia Varlan - https://www.flickr.com/photos/10361931@N06
What It Measures
• Are impacted groups using the tool, process, etc. as well as expected…i.e., all features utilized as expected
• How well are they performing overall because of the change
Examples (Date and Amount)
• The call center assesses and routes 90% of “high priority” calls to the HP specialists
• The finance team now pulls reports from the CRM tool on 1st of each month and adds projections to the scorecard.
![Page 21: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/21.jpg)
WHEN TO MEASUREStart Early
Agree on When to Measure
Movement on the Adoption Curve
Measure with surveys, focus groups, reports, etc.
cc: zoutedrop - https://www.flickr.com/photos/24028533@N03
![Page 22: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/22.jpg)
cc: JD Hancock - https://www.flickr.com/photos/83346641@N00
HOW TO MEASURESurveys (Past and Present)
Focus Groups
Leader Alignment Changes
System Usage
System Audit (Review Quality)
Change Network Feedback
Financial Number (Increase in sales, etc.)
![Page 23: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/23.jpg)
KNOW WHEN TO COMMUNICATE
cc: Kris Krug - https://www.flickr.com/photos/49503002894@N01
What Story do you need to be telling?
Who Needs the Communication – Leadership,
Employees, Customers, Vendors
Simple Clear Comprehensive Comm Approach,
Not Fancy
![Page 24: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/24.jpg)
Using metrics in your communications to educate and build support for your effort or to
adjust your strategy prior to go-live. These can be leader, all impacted groups, customer or
project team communications.
Examples of Using Change Metrics in Your CommunicationsCOMMITMENT
TIME
AWARENESS UNDERSTANDING ADOPTION OWNERSHIPAWARENESS UNDERSTANDING ADOPTION OWNERSHIP
24
How many leaders are on
board now?
How well impacted
groups (employees, clients, etc.)
understand and want the change
How successful were we in
reaching our goals
How many users are using
the tool/process and how well
are they doing?
How prepared is leadership
and our support teams?
Training stats and gauge on
readiness before go-live
![Page 25: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/25.jpg)
25
Pricing Program Goals – Communicating to Leaders Example
50% reduction in Turn Around Time on sales orders by Dec.
20xx
75% decrease Special Pricing Agreements volume by
March 20xx
Pricing operational cost at $7
million by Dec. 20xx
20% increase in margin by
increasing pricing floor or
right pricing
Goal Progress: Two week progressNext Steps: Needs and what to expect
Green = on track, Yellow = goals may not be met, areas of concern, Red = not likely to achieve goals, need to create plan of action to address
SMART Goals:Specific (key impact TAT)Measurable (amount reduction)Actionable (What we are doing)Realistic (yes, doable)Time based (Dec. 20xx)
![Page 26: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/26.jpg)
YES YOU CANSo push yourself outside to your
boundaries and grow! You are more
valuable to your team as a change leader.cc: Philo Nordlund - https://www.flickr.com/photos/22839942@N00
![Page 27: Metrics on the Money: The Art & Science of Change Measurement](https://reader033.vdocument.in/reader033/viewer/2022052117/58f2624b1a28ab5c788b457b/html5/thumbnails/27.jpg)
Colleen CampbellNational Organizational Change Management Practice [email protected]
THANK YOU!
QUICK POLL:
Was This Useful?
Using a scale from 1-4. Was this useful?
1=Waste of My Time to 4=Absolutely!
Please send any additional feedback or questions to Colleen.