Stakeholder engagement and change readiness in discovery
Key Takeaway
Executives alone are not enough. Secure middle managers' buy-in before you engage end users. Then align every stakeholder group on one program vision written in business terms, with KPIs linked to executive KPIs, and circulate it to all of them for feedback.
Discovery is where a consultant learns what the customer does today, who has a stake in the change, and how ready those people are to adopt something new. Engaging the right stakeholders early keeps requirements on target. Aligning them on one vision in business terms makes it more likely that people actually use the finished solution.
Research the customer before you meet
Before the first meeting, research three areas of the customer:
- Their industry
- Their business: goals, values, initiatives, strategies, and obstacles
- Their people, including the decision makers
Map the decision makers you already know, such as the CIO. Then find any others, and plan how to connect with all of them. For each decision maker, note their role, key priorities, and challenges.