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  • Selling Change Management: From Concept to Sale

Selling Change Management: From Concept to Sale

  • 01/10/2022
  • 12:00 PM - 1:00 PM
  • Online (Link Sent in Confirmation Email)

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Selling Change Management: From Concept to Sale

We have all be in situations where we had to “sell” Change Management, whether it was for an actual sale of services, or to win over executives that may not have seen the value in Change Management. In this session, Paul O’Keeffe, a retired Talent & Organization Managing Director from Accenture will guide you through his 24 years’ experience in selling large Change Management projects. We will discuss how to balance out the logic and the emotional sides of the sales process and how best to position you, your ideas, and your change process to win the sale.

Learning Objectives

  1. Identify ways to create the right story for the situation and the audience
  2. Discuss how to present the tangible outcomes of your proposed work
  3. Explain ways that bring Change Management to life
  4. Show how using a factor-based estimate helps explain the work effort
Paul O'Keeffe


Presenter

Passionate about change management, Paul O'Keeffe is a recently retired Managing Director with Accenture, where he spent 24 years selling and delivering over $100M of Change Management work. He led Accenture's Change Management practice for Products clients. Paul's clients included a number of major US Manufacturers, including Harley-Davidson, Caterpillar and Case New Holland. Paul is now happily retired and still wants to share his Change Management experiences.


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