When People Say No

Often, in a large complex IT implementation, change management is a must to seal the project success story. It could mean more man power or changes on standard of procedure or an additional extra job. Unfortunately, since it hits people comfort zone, you may end up with resistance.

Solving issue that requires cross function contribution is an art of management. We cannot say "Hey, this is what big boss wants, so you ought to do it." If that's the way, you may get nothing but a lips service. A more elegant approach is to listen to them, see from their point of view and try to understand them. Of course sometimes their concerns are reasonable, sometimes they are not. Just don't get emotional when you think their request is not logic. They just do not understand yet that a system is not a magic wand.

Sometimes things go harder and require more intensive negotiation. Explain the obstacle in a way that they'll understand. If there's a dead end and a change management remains mandatory then it is time to escalate it. Obviously, you need back up this time.

Basically, people will follow you if they believe they get something in return, so what you need to do is simply help them see their benefit because they just have not see it yet.