EIS simulationCihan Sarikaynak – Karim Tounsi – Mohammed Marrachki – Ayoub Elhariri – Cassandre Batin

Summary• I- Our strategy

• II- Our results

• III- How we proceeded

• IV- What we have learnt• To do• Not to do

Our strategy

• Collect information on the company

• Identify the top managers

• Collect information about the most influent employees and the links between them

• Identify the key employees to approach the CEO

• Choose the best ways to fit in the company and inform the employees about the project

• Convince the employees and the CEO to try and then use the new solution

• Expect that they will convince their own team

Our resultsNumber of

persons

Awareness 2

Interest 8

Test 4

Adopters 10

Days : 120 days Decisions : 57

Awarness Interest test adopters0

2

4

6

8

10

How we proceeded

• First hour :

We only took few decisions :

• Gather datas about the CEO and the 5 top managers (G. Glenn, H.Ross, F. Scotti, D. Pierce, E. Stone) personal profiles initiatives.

• Underline relationship between them coffee break & networks initiatives in order to identify who was the best person able to convince the CEO

How we proceeded• Second hour :We took more decisions, some of them were successful, others failed.We analysed the results of the different actions in order to know how we had to proceed to make the number of adopters increase. We granted a great importance to the level of interest of our interlocutors about our solution (awareness, trying…) to take the right decisions.

Examples of success Examples of failures- Memorandum : It had a good effect

on the top managers- Internal magazine : A lot of people

on the company took an interest in our article

- External speaker : He managed to support our actions

- Electronic mail : people actually never read it

- Face to face meeting with the CEO : she refused to talk with us twice in a row

- Questionnaire : we got no answers as people didn’t really care

What we have learntTo do Not to do

Strategy - Get information about people (everyone in the company) and their relations before going further

- Forget to consider the time that each decision takes and how it impacts on the deadline

Tactics -Get the support of key people

- Deal only with top management

Team - Make quick decisions - Appoint a team to manage the level of progress

- Don’t try to make full analyses as we don’t really have the time to (it means letting Karim & Cihan debate)