The most frequent question we hear is “How do I get Buy-in for BPM?” Malcolm Gladwell, in his book “The Tipping Point”, explores 4 concepts for achieving the magic moment when an idea or trend starts to spread. Those concepts “The Messenger, the Context, the Stickiness of the message, and a Focused Effort” can readily be applied to Selling BPM. We hope the following tips will help you apply these concepts in selling BPM within your organization whether it is your first or 10th BPM initiative. Find the right Messenger (We typically refer to the Messenger as your BPM Champion)
Finding the right messenger is critical if you do not have the power or authority to be the messenger yourself. The Messenger does not have to be the CEO but it does need to be a person in a position of power who also has social power, in other words, an influencer. In every organization, there are a few people on the senior management team who are recognized for getting things done. Both peers and employees across the organization listen to and respect these individuals even though they may not report to them. These are the best candidates for Messengers. Determining who to approach depends on the role they have within the organization. The best candidates are those who are directly involved with operational areas and have challenges or issues that BPM can help solve. Once you have identified the possible candidate, the following 3 concepts apply to convincing the candidate to become the Messenger or BPM Champion as well as selling BPM across the organization.
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Past Articles and Case Studies
A Bank’s SCO
This Customer Service story is used to highlight the key pitfalls organizations are faced with when implementing new services and process changes. Although the story relates to banking, the pitfalls are common to most organizations.
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BPM or Requirements Analysis – Where to Start?
This presentation, given at the October 2007 Toronto BPM Chapter meeting, explores the value of BPM, the challenges in getting started and provides some tools for analyzing potential benefits. It also identifies the differences between the role of a Process Analysts and a Business Requirements Analyst.
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BPT Group Press Release
This Press release announces the accreditation of BPT Group BPM training by the Exeter University Centre for Strategic Processes and Operations.
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Silver Bullet or Service Failure
Technology is often viewed as the Silver Bullet that will solve all of an organization's woe but the successes are few. Will the BPM Suites suffer the same fate? This article attempts to identify some of the reasons technology initiatives fail and things to consider to avoid those pitfalls.
BPM Requirements anaylsis where to start
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