Harry Nimon - push training

[david_a_davis@bankone.com]

You told us how wonderful you and your team did in meeting the objectives set.

You outlined all the features and compared them to other similar options.

All I heard so far was I and my team... I didn't hear a 'you' and 'your
problems', I
didn't hear how other organizations were included in the development and had
input
so their specific view was heard and responded to.

After all of this you are surprised that no one is begging to use it?

Perhaps part of the reason is how you phrased your last sentence:
     "Any advice is appreciated on how to push this."

When was the last time that someone 'pushed' you? Did you appreciate it? Did you
welcome them with open arms and say "do it again, I enjoyed that!".

A simple but difficult route to having someone change what they are doing is to
build up trust such that the people you are talking to feel that you have their
best interest at heart - not your program with its features...  Then you can
have
a dialogue to find out what their concerns and current problems are. If your
solution
fits, then you can have a hearing. And, if you see that their situation does not
fit your solution, to leave them alone. They will respect you and the next time
you
will be given time for another hearing.

A middle road would be to find a small group that is willing to 'prototype' and
try out your program. Get them enthused and willing to talk about its benefits
and
then you can pick another group.

A common approach would be to get the buy-in of someone high enough up in the
organization to impose your program on the groups and 'push' them to use it. You
won't be liked, you won't be trusted and the next time to ask for buy in-you
won't
get it, but your program with all its features will be the standard. It would be
best to tie useage with performance reports and do inspections for usage if you
are
going to expect this to work.

I'm not sure this helps but it may give you a little insight into your
prospective
client's views.

Dave Davis