The Art of Sponsor Contracting Don Harrison May 16, 2016 www.imaworldwide.com 303-996-7777 or 800-752-9254

This is the most important tool in your toolkit! Why Do You Need to Contract? Get Sponsors to do the things you need throughout the lifecycle of the change Communicate most effectively, even when you have difficult messages to share This is the most important tool in your toolkit!

Think About Your Last Meeting with Your Sponsor What went well, what didn’t go well What commitment did you have when you left the room or ended the discussion

C A Champions Agents Sponsors Targets Individuals who believe in the change and are committed to helping drive it. Champions A Primary responsibility for tactical implementation (strategy, design, deployment, evaluation). Agents Authorize/demonstrate ownership in their chain of command: Authorize resource commitment (Authorizing Sponsor) Reinforce at the local level (Reinforcing Sponsor). S Sponsors T Behavior, expectations, skills, perceptions, and/or work processes, etc. need to change. Targets Sponsorship is the single most important factor in ensuring fast and successful implementation. 13 5 5

Every Sponsor Must Do 3 Things x Express Model Reinforce Town Halls/Decks Newsletters/Webinars Public statements Private statements Training x x Recognition Promotions Rewards Consequences Metrics Decision making Priorities Resource allocation Daily behavior

Successful Sponsor Strategy

All Failed Projects Can Be Traced Back to Poor Contracting!

The Value of Contracting Translates Change Agent needs into a clear, specific agreement that can be acted on and measured against Ensures Sponsors are clear on what is expected of them Enables Sponsors and Agents to candidly discuss what Sponsors need to express, model, and reinforce Helps drive consistency across Sponsors in what they say and do regarding the change

Contracting Guidelines Use active language Use “non-qualified” language Preserve your Sponsor’s currency

Preserving Sponsor Currency TIME ENERGY MONEY REPUTATION

CONTRACT SPONSOR AGENT WANTS/ NEEDS OFFERS WANTS OFFERS Prioritize Re-contract Express “1x” Model “2x” Reinforce “3x” Low High Resource Commitment Check for Vulnerabilities Cost + Risk CONTRACT

Written or Informal Discussion? Past history of working with Sponsor Sponsor’s level of commitment to project Perception of risk of Sponsor not following through Comfort-level in providing feedback to this Sponsor

Prepare for the Discussion Expressed What should be expressed, and to whom What does he/she need to tell direct reports Modeled What decisions do you need him to make and by when What access do you need What meetings should he/she attend Reinforced How should he/she recognize and reward efforts What can’t be tolerated How will progress be monitored How will success be celebrated

Sample Contracting Session

Questions?

The Art of Sponsor Contracting Don Harrison May 16, 2016 www.imaworldwide.com 303-996-7777 or 800-752-9254