Symptom: Clients have difficulty bringing about the changes in their own organizations needed to implement our products.
If your products require the clients to change the way they do business to get the benefits, your sales are subject to their change management. This social and procedural change doesn't come easily. Organizations are a mix of social and technical systems, and change must be managed on all levels.
Ideally, the organization can offer services that help clients manage the people-issues of change, with facilitators who are well trained in proven organizational development methods and interpersonal skills. But even a rudimentary knowledge of organizational change can help client liaisons help their clients succeed.
