Change can be an exciting and exhilarating experience. Change can lead to innovation and renewal in many areas. Better utilization of technology, more efficient process flow, and enhanced individual and team productivity are all potential benefits of change.

Far too often though, organizations fail to achieve these benefits. In fact, it's not uncommon for only 20% of major change efforts to ever achieve their intended business results. Whether it is a systems implementation, a process redesign or any other organizational transformation initiative, that means that up to 80% of these change projects fail to achieve their intended business results. For this reason, Plus Delta has developed the Positive Change^sm approach not only to ensure project success but also to achieve extraordinary outcomes.

The Positive Change^sm approach is based on the work of today's leading change and consulting scholars as well as decades of applied consulting experience. The approach synthesizes this information into a robust and comprehensive methodology in order to create a substantial return on investment. A distinct goal of the Positive Change^sm approach is to produce self-sustaining clients by developing long-term capabilities inherent throughout the project. Thus, our clients continue to achieve successful results long after the consulting engagement has ended. Finally, this approach strives to increase our client's sense of gratification during the change process by involving key stakeholder groups in the process and by achieving multiple successes along the way. Therefore, our clients speak encouragingly about the change and remain committed throughout the entire consulting engagement.

Unlike most consulting approaches, Positive Change^sm focuses on both the tactical and personal sides of the consulting engagement. In order to ensure success on the tactical side of the consulting engagement, we use a five-phase consulting model that focuses on the employee and organization simultaneously and utilizes a strategic approach to communication.

The five phases include:

1.		Initiation - Confirm project objectives and define the Positive Change sm strategy for the engagement
2.		Assessment - Analyze the organizational business challenges and identify potential solutions
3.		Design - Develop specific solutions to improve performance and create the final transition plan
4.		Implementation - Execute learning and transition strategies to enable a more efficient organization
5.		Evaluation - Monitor ongoing performance and identify opportunities for continuous improvement

The hallmark of the Positive Change^sm approach is its emphasis on both the organization and employee. Change often has a ripple effect throughout the organization (i.e., a change in one department affects another). Positive Change^sm recognizes the interdependence that exists within an organization and strategically evaluates the intended and unintended consequences of every action. Thus, our clients attain improvements in multiple areas within the organization.

In addition, Positive Change^sm recognizes that organizations are only capable of change when employees decide to change. Therefore, this approach works closely with key stakeholders and emphasizes employee involvement. An employee-focused approach entails meeting with key stakeholders, project champions, team members, and affected employees. During these meetings, Plus Delta discusses previous experiences with change, obtains feedback from employees about the change project, and most importantly, creates solutions that match the client's reality. Thus, open communication plays a significant role in the success of a change initiative.

While the specific activities that one undertakes during the consulting engagement represent the tactical side, the activities that help build the client relationship represent the personal side. Numerous consulting and change management models fail to realize the importance of the client relationship. The Positive Change^sm approach, however, recognizes that this relationship is the foundation for a successful consulting engagement. The partnership and trust that grows from a healthy client and consultant relationship permeates throughout the project. This relationship, which is grounded in helping our clients succeed, creates an environment where they freely discuss their current situation and desired end states without hesitation. Such an open discussion increases the likelihood that our clients will achieve their desired results.

A successful client relationship goes beyond effectively managing the client engagement and delivering high quality results. It also includes:

		Understanding the business need and helping our clients identify an effective solution
		Immediately adding value and alleviating client "pain"
		Honoring commitments and follow through on all tasks within an agreed upon time frame
		Creating a collaborative environment for mutual problem solving and decision-making
		Listening to our clients' needs and asking for input and feedback throughout the engagement
		Supporting our clients by publicly promoting their value-add to others in the organization

Every consulting engagement entails developing some type of relationship with the client. The Positive Changesm approach consciously acknowledges this fact and strives to create a successful client and consultant relationship.

Can Plus Delta help you improve performance? To learn how you can be more productive and deliver smooth and successful change projects, please call Plus Delta at (866) PLS-DLTA or send us an email at info@plusdelta.net. You can also view our Positive Change Course Overview on our Custom Learning page.

Note: This feature was originally published and distributed in Plus Delta Consulting’s e-newsletter in June 2005.