The Impact of Mental Models
Anyone who has been involved with any change programme will have experienced situations where people may acknowledge that proposed changes may work elsewhere, but that they will not in their company, country, or with their products or customers, which is seldom due to a desire to obstruct, but is due to their established mental models, that are based on isolated experiences, or flawed assumptions.
Changing Mental Models
JustOne have developed a number of successful techniques for changing mental models, in addition to the established technique of scenario planning.
These techniques have enabled us to overcome negative mental models that were inhibiting progress.
For example, sales staff are often reluctant to reduce payment terms, for fear of upsetting or losing customers, yet we have had considerable success in changing established mental models of this kind, helping
sales staff to negotiate shorter terms, without price concessions or loss of customers. (see Case Studies section)
JustOne Consultancy provides Change Management Consultant services as part of our business support plans – please GET IN TOUCH for more information.