Published by mathilde Post-sales mode 79 0 Mathilde Henry
Everyone shows up for the final pre-sales meeting. Almost nobody shows up for month nine. Why executive attention, not adoption, is the scarcest asset in post-sales, and why it should be negotiated like a commercial term. Number one. In every edition of Prosci's change management benchmarking research since 1998, across nearly three decades of studies, the same factor tops the list of contributors to success: active and visible executive sponsorship. Projects with an extremely effectiv...
