2. The Art of Sponsor Contracting
Don Harrison
May 16, 2016 or

3. 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!

4. 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

5. 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

6. Every Sponsor Must Do 3 Thingsx
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

7. Successful Sponsor Strategy

8. All Failed Projects Can Be Traced Back to Poor Contracting!

9. 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

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

11. Preserving Sponsor Currency
TIME
ENERGY
MONEY
REPUTATION

12. 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

13. 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

14. 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

15. Sample Contracting Session

16. Questions?

17. The Art of Sponsor Contracting
Don Harrison
May 16, 2016 or