One of the biggest challenges I face when working with my clients is getting them to think differently about things. Whether it's a wholesale change of systems (e.g., a new AMS) or a change in how data is processed within an existing system, thinking about things differently is difficult.

Part of the challenge is that "different" is a neutral term; different is neither better nor worse. It's just not doing what you normally would do. Change for change's sake has no value.

So if we want people to think or do differently, we have to communicate the value in making that change. How will doing things differently make their lives better? What value does the change bring to them and their organization?

Everyone says "change is hard" and "no one likes to change." But the reality is things change every day and we quickly adapt because we implicitly or explicitly see the value in adapting.

And that's how we get people to think do differently. Help them see the value.