O'Reilly logo

The Financial Controller and CFO's Toolkit, 3rd Edition by David Parmenter

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 2Leading and Selling the Change

Before we venture on to the process of implementation, we need first to address selling the change within our organization. Finance teams around the world have wanted to embrace lean practices but are weary because many initiatives both inside the finance team and in other teams fail far too often.

As we will know from past experiences, this sales process is not easy and can be prone to failure. I would argue that more than half the initiatives that are declined at the concept stage were undersold. In other words, given the right approach, the initiative would have gone ahead.

If you are not prepared to learn the skills to cover the common deficiencies in a selling change process, I would argue that you are resigning yourself to providing the same service level for years to come. Selling change requires a special set of skills and we all can, and should, get better at it.

Three books have opened up the way for us to rethink change and to apply techniques that will get change ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required