(1) KEY SESSION DATAmyLF============================================================myLFEIS Simulation License:        76762 / LOCAL VERSION / PCmyLFTimestamp:                 4/21/21    2:41 PMmyLFReal Time Elapsed:         0 hours 23 minutes 44 secondsmyLFSimulation Time Elapsed:   117 daysmyLFNumber of Initiatives:     75myLFNumber of Attitude Points: 260 (out of max. 243)myLFNumber of Adopters:        22 (out of max. 22)myLFScore:                     5.3myLFmyLFmyLF(2) TEAM / STRATEGY & REFLECTION POINTSmyLF============================================================myLFTeam 1myLF---- o ---- o ---- o ---- o ----myLFimyLF---- o ---- o ---- o ---- o ----myLF>>>> DOsmyLFmyLFmyLFmyLF>>>> DONTsmyLFmyLFmyLFmyLFmyLFmyLFmyLFKEN RETAINS THAT: (32 observations/data points)myLF================myLF4/21/21 2:18 PM is when you took your first DecisionmyLF4/21/21 2:41 PM is when you took your last DecisionmyLFmyLF117    is the total number of DAYS you used in your intervention (from 120 Days available)myLF1,0    is the longest time you needed to take a Decision (in minutes)myLF   7   is the day when you took that decisionmyLF   FACE-TO-FACE MEETING was the Initiative you took just before this "longest decision time"myLF   PERSONAL PROFILE is the Initiative you finally implementedmyLF7      is the shortest time you needed to take a Decision (in seconds)myLF   47  is the day when you took that decisionmyLF   FACE-TO-FACE MEETING was the Initiative you took just before this "shortest decision time"myLF   FACE-TO-FACE MEETING is the Initiative you finally implementedmyLFmyLF21     is the number of Days you needed to secure a First AdoptermyLF   Frank Scotti is the first Manager you persuadedmyLF114    is the number of Days you needed to secure the full support of the CEOmyLF   36  is the total number of Days during which the CEO was not fully interestedmyLF22     is the total number of Managers you succeeded in persuadingmyLF18     is the number of Days you waited before getting information on Internal Informal NetworksmyLF76     is the number of Days you waited before getting information on External Informal Networks myLF48     is the number of Days you waited before getting information on Internal Formal NetworksmyLF24     is the number of Managers you got information aboutmyLF4      is the number of Days you waited before having a successful meeting with the CEOmyLF1      is the number of times you interacted successfully with the CEOmyLF44     is the total number of times you interacted successfully with the ManagersmyLFmyLF75     is the total number of DECISIONS you tookmyLF0      is the number of times you decided to implement "risky" initiativesmyLF   DIRECTORS MEETING is the Initiative which made you gain most PAPs in one shotmyLF13     is the number of Decisions that were not effective in helping you gaining PAPsmyLF4      is the number of Initiatives that you did not use at allmyLF260    is the total number of Positive Attitude Points (PAPs) you were finally able to securemyLFmyLFConsider that this Simulation is parametrized at the highest difficulty degree.myLFOnly a few Teams succeed well the first time(s) they try to accomplish the Mission. myLFTherefore:myLFmyLFCONGRATULATIONS for a 'TOP of the TOP', Really Excellent run!!myLF... and also for succeeding to persuade the CEO!myLFmyLF(3) ADOPTION STAGESmyLF============================================================myLFINFO IGNORED     AWARE       INTERESTED  TRYING/APPR. ADOPTEDmyLFY                                                    Ann FinkelbaummyLFY                            Bart BellmyLFY                            Cynthia JonesmyLFY                                                    Donald PiercemyLFY                                                    Ernest StonemyLFY                                                    Frank ScottimyLFY                                                    George GlennmyLFY                                                    Hillary RossmyLFY                                                    Ivan SkullmyLFY                                                    Jean BonnainmyLFY                                                    Ken LeemyLFY                                                    Linda DuboismyLFY                                                    Mel SchmidtmyLFY                                                    Nick MeyermyLFY                                                    Omar SchalmyLFY                                                    Pam KahnmyLFY                                                    Quentin RyanmyLFY                                                    Rob BossmyLFY                                                    Silvia LinnmyLFY                                                    Tina FeinmyLFY                                                    Urs DoddmyLFY                                                    Victoria StrongmyLFY                                                    Wilma LongmyLFY                                                    Xavier RasmyLFmyLFmyLF(4) HISTORY SUMMARYmyLF============================================================myLFmyLFEVENT   (  0)                                    0pmyLF# 1 (  1-  2) PERSONAL PROFILE                 info         myLF# 2 (  3-  3) FACE-TO-FACE MEETING (Jones)       2p                     myLF# 3 (  4-  4) FACE-TO-FACE MEETING (Finkelbaum)  1p                          myLF# 4 (  5-  5) FACE-TO-FACE MEETING (Scotti)      2p                      myLFEVENT   (  5)                                    8pmyLF# 5 (  6-  6) FACE-TO-FACE MEETING (Stone)       3p                     myLF# 6 (  7-  8) PERSONAL PROFILE                 info         myLF# 7 (  9-  9) FACE-TO-FACE MEETING (Dodd)        2p                    myLF# 8 ( 10- 10) FACE-TO-FACE MEETING (Ryan)        0p                    myLF# 9 ( 11- 11) FACE-TO-FACE MEETING (Scotti)      3p                      myLF#10 ( 12- 12) FACE-TO-FACE MEETING (Ryan)        2p                    myLF#11 ( 13- 14) PERSONAL PROFILE                 info         myLF#12 ( 15- 15) FACE-TO-FACE MEETING (Dodd)        2p                    myLF#13 ( 16- 16) FACE-TO-FACE MEETING (Scotti)      1p                      myLF#14 ( 17- 17) FACE-TO-FACE MEETING (Stone)       4p                     myLF#15 ( 18- 20) COFFEE GROUPS                    info      myLF#16 ( 21- 21) FACE-TO-FACE MEETING (Ryan)        3p                    myLF#17 ( 22- 22) FACE-TO-FACE MEETING (Dodd)        3p                    myLF#18 ( 23- 25) INTERNAL MAGAZINE                  8p          myLF#19 ( 26- 26) FACE-TO-FACE MEETING (Ryan)        0p                    myLF#20 ( 27- 27) FACE-TO-FACE MEETING (Stone)       3p                     myLF#21 ( 28- 28) FACE-TO-FACE MEETING (Ryan)        2p                    myLF#22 ( 29- 30) PERSONAL PROFILE                 info         myLF#23 ( 31- 31) FACE-TO-FACE MEETING (Schmidt)     2p                       myLF#24 ( 32- 32) FACE-TO-FACE MEETING (Lee)         2p                   myLF#25 ( 33- 33) FACE-TO-FACE MEETING (Bonnain)     1p                       myLF#26 ( 34- 34) MEMORANDUM                         3p   myLF#27 ( 35- 36) PERSONAL PROFILE                 info         myLF#28 ( 37- 41) WORKSHOP (Ryan)                   11p         myLF#29 ( 42- 42) FACE-TO-FACE MEETING (Dodd)        1p                    myLF#30 ( 43- 43) FACE-TO-FACE MEETING (Fein)       14p                     myLF#31 ( 44- 44) FACE-TO-FACE MEETING (Linn)       14p                     myLF#32 ( 45- 45) FACE-TO-FACE MEETING (Skull)       4p                     myLF#33 ( 46- 46) FACE-TO-FACE MEETING (Strong)      1p                      myLF#34 ( 47- 47) FACE-TO-FACE MEETING (Long)        2p                    myLF#35 ( 48- 48) TASK FORCES                      info    myLF#36 ( 49- 49) FACE-TO-FACE MEETING (Stone)       1p                     myLF#37 ( 50- 50) FACE-TO-FACE MEETING (Boss)        2p                    myLF#38 ( 51- 51) FACE-TO-FACE MEETING (Schal)       2p                     myLF#39 ( 52- 52) FACE-TO-FACE MEETING (Lee)         2p                   myLF#40 ( 53- 53) FACE-TO-FACE MEETING (Bonnain)     1p                       myLF#41 ( 54- 54) FACE-TO-FACE MEETING (Ras)         0p                   myLF#42 ( 55- 56) SEEK ADVICE (Bell)                 1p           myLF#43 ( 57- 59) DIRECTORS MEETING                 36p           myLF#44 ( 60- 60) FACE-TO-FACE MEETING (Kahn)        1p                    myLF#45 ( 61- 61) FACE-TO-FACE MEETING (Schal)       1p                     myLF#46 ( 62- 62) FACE-TO-FACE MEETING (Strong)      1p                      myLF#47 ( 63- 63) FACE-TO-FACE MEETING (Long)        1p                    myLF#48 ( 64- 68) MANAGEMENT TRAINING                5p            myLFEVENT   ( 68)                                    7pmyLF#49 ( 69- 69) FACE-TO-FACE MEETING (Linn)       13p                     myLF#50 ( 70- 70) FACE-TO-FACE MEETING (Stone)       1p                     myLFEVENT   ( 70)                                    4pmyLF#51 ( 71- 71) FACE-TO-FACE MEETING (Schmidt)     3p                       myLF#52 ( 72- 73) QUESTIONNAIRE                      2p      myLF#53 ( 74- 74) FACE-TO-FACE MEETING (Meyer)       0p                     myLF#54 ( 75- 75) FACE-TO-FACE MEETING (Skull)       0p                     myLF#55 ( 76- 80) NETWORKS                         info myLF#56 ( 81- 81) FACE-TO-FACE MEETING (Ross)        0p                    myLF#57 ( 82- 86) MANAGEMENT TRAINING                1p            myLF#58 ( 87- 87) FACE-TO-FACE MEETING (Dodd)        1p                    myLF#59 ( 88- 88) FACE-TO-FACE MEETING (Boss)        3p                    myLF#60 ( 89- 89) FACE-TO-FACE MEETING (Linn)        0p                    myLF#61 ( 90- 94) STAFF DISCUSSION                   0p         myLF#62 ( 95- 97) DIRECTORS MEETING                  6p          myLF#63 ( 98-102) MANAGEMENT TRAINING                8p            myLF#64 (103-103) PILOT TEST (Ross)                  0p          myLF#65 (104-104) FACE-TO-FACE MEETING (Lee)         2p                   myLF#66 (105-105) FACE-TO-FACE MEETING (Skull)      16p                      myLF#67 (106-106) FACE-TO-FACE MEETING (Lee)         2p                   myLF#68 (107-107) FACE-TO-FACE MEETING (Linn)        0p                    myLF#69 (108-110) INTERNAL MAGAZINE                  0p          myLF#70 (111-111) FACE-TO-FACE MEETING (Ras)         2p                   myLF#71 (112-112) FACE-TO-FACE MEETING (Skull)       0p                     myLF#72 (113-113) FACE-TO-FACE MEETING (Meyer)       0p                     myLF#73 (114-114) FACE-TO-FACE MEETING (Linn)        8p                    myLF#74 (115-116) QUESTIONNAIRE                     12p       myLF#75 (117-117) FACE-TO-FACE MEETING (Skull)       2p                     myLFmyLF(5) DETAILED HISTORYmyLF============================================================myLF========myLFEVENT   (day 0)myLF========myLF-------myLFOUTCOME:myLF-------myLFThe HQ just sent an email with some more information about Ann Finkelbaum which should be useful to you. myLFmyLFThis additional information concerning the CEO has been directly inserted in Ann's Personal Profile.myLFmyLFYou can access it directly by clicking on the small icon next to her name.myLFmyLFBy the way, Unexpected Events may occur anytime and interrupt you. You might have to select again the Initiative you were planning to implement.myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 1  (days 1-2)myLF========myLF--------myLFTACTIC  :PERSONAL PROFILE (Bell) (Jones) (Pierce) (Stone) (Scotti)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 2  (day 3 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Jones)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThe Personal Assistant can now see how your issues fit into the company's strategic priorities. It will now be easier to link this to the CEO's agenda in the future.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 3  (day 4 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Finkelbaum)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFUnfortunately, the CEO has not had very good experiences with 'change agents' from outside the company. It is thus going to be difficult to convince her.  myLFmyLFFinkelbaum is well known to be a bit "old school".  She has worked very hard to get to the top and continues to believe that much of this technology push is all hype.  She stated that just because it worked elsewhere, doesn't mean it will work at Teleswitches.  myLFmyLFHowever, she has been known to accept a proposal when it has stood the review of her key managers and they recommend it.  She admits that technology can increase effectiveness and efficiency, but it is not a substitute for an engaged leadership and workforce.  Besides, her company has been very successful in the past, and why change a good thing? myLFmyLFShe concluded the meeting by stating that she has been told by the corporation CEO to allow you access for implementing the EIS, so she will comply and will spread the word throughout Teleswitches that you are here.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 4  (day 5 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Scotti)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFFrank Scotti always wants to give new ideas a try, and shows no hesitation in agreeing to do so with the EIS.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFEVENT   (day 5)myLF========myLF-------myLFOUTCOME:myLF-------myLFGood! You have succeeded very fast in getting Frank Scotti interested in the EIS project! As a consequence of your good work, Frank Scotti just sent out a strong memo to the managers and to the other directors!myLFmyLFThis had a good impact on the directors and on the managers of Frank Scotti's department!myLFmyLFCongratulations for a good start!myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 5  (day 6 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Stone)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFErnest Stone gives you undivided attention today and intuitively sees the value of what you are discussing. You even start discussing the best way to implement it, and Ernest Stone volunteers to discuss your ideas with others.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 6  (days 7-8)myLF========myLF--------myLFTACTIC  :PERSONAL PROFILE (Glenn) (Ross) (Ryan) (Dodd) (Dubois)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 7  (day 9 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou had been perceived as pursuing a hidden agenda, but now that you have openly explained your plans, Urs Dodd is willing to lend a hand and provide administrative support when needed.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 8  (day 10 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou picked a bad time to get together, although Quentin Ryan is well worth talking to. Quentin Ryan is moving house this week, earlier than planned. Serious talk will have to wait until Quentin Ryan is back in the office. Another wasted day!myLFmyLFThis initiative was not very effective in terms of your objective, at least for now ... myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 9  (day 11 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Scotti)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFFrank Scotti asks "what took you so long to seek my help? I've been wanting to see some changes like this for quite a while! I'm tired of 19th century technology for a 21st century company...".myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 10  (day 12 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmmyLF--------myLFOUTCOME:myLF-------myLFPeople in the company really respect Quentin Ryan, so you've made a wise choice. It's good that you were well prepared.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 11  (days 13-14)myLF========myLF--------myLFTACTIC  :PERSONAL PROFILE (Skull) (Bonnain) (Lee) (Schmidt) (Ras)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 12  (day 15 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou develop in your conversation a constructive approach because both of you realize how important it is to improve the performance and productivity of the company.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 13  (day 16 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Scotti)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFGood progress! Frank Scotti doesn't seem to have many doubts that this system is something Teleswitches really needs. It will just take some time, given that not everybody has the same positive attitude as Frank Scotti.myLFmyLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 14  (day 17 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Stone)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou've found a friendly and useful supporter here, excited enough to share great views about EIS with others at the bar.myLFmyLFmyLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 15  (days 18-20)myLF========myLF--------myLFTACTIC  :COFFEE GROUPSmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 0myLF--------myLFmyLF========myLFDECISION 16  (day 21 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYour discussion is a fruitful one. Quentin Ryan appreciates your taking the time to talk it through and is quite willing to tell others about it.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 17  (day 22 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFIt's a lot clearer now what good this system will do for the company. You have been quite well organized in your thinking. Urs Dodd will be helpful in the future.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 18  (days 23-25)myLF========myLF--------myLFTACTIC  :INTERNAL MAGAZINEmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFGood idea! The CEO appreciated your initiatives and seems to start understanding that the EIS project could potentially bring good publicity to the company and reinforce links within the EuroComm group. She even mentioned it to all the Directors.myLFmyLFGood move. Support is growing.myLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 19  (day 26 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou picked a bad time to get together, although Quentin Ryan is well worth talking to. Quentin Ryan is moving house this week, earlier than planned. Serious talk will have to wait until Quentin Ryan is back in the office. Another wasted day!myLFmyLFThis initiative was not very effective in terms of your objective, at least for now ... myLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 20  (day 27 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Stone)myLF--------myLF---------myLFRATIONALE:myLF---------myLFjmyLF--------myLFOUTCOME:myLF-------myLFYour discussion is a fruitful one. Ernest Stone appreciates your taking the time to talk it through and is quite willing to tell others about it.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 21  (day 28 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFQuentin Ryan gives you undivided attention today and intuitively sees the value of what you are discussing. You even start discussing the best way to implement it, and Quentin Ryan volunteers to discuss your ideas with others.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 22  (days 29-30)myLF========myLF--------myLFTACTIC  :PERSONAL PROFILE (Fein) (Schal) (Kahn) (Boss) (Linn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 23  (day 31 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Schmidt)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFMel Schmidt begins the meeting by telling you what the advantages are of EIS ! You are pleasantly surprised to see this support and interest.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 24  (day 32 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Lee)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFA good starting point, because you found a lot of common ground. Ken Lee is now more willing to go the next step, as long as the pros are seen to outweigh the cons.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 25  (day 33 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Bonnain)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFJean Bonnain sees now some of the benefits. In addition, you could clearly see how  Jean Bonnain's attitude really depends a lot on what Ernest Stone, Linda Dubois and Quentin Ryan think about the EIS.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 26  (day 34 )myLF========myLF--------myLFTACTIC  :MEMORANDUM (Ras) (Finkelbaum) (Stone) (Ryan) (Glenn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYou put together a well-presented summary of your ideas, with insights and expert opinion not widely known to people.myLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 27  (days 35-36)myLF========myLF--------myLFTACTIC  :PERSONAL PROFILE (Meyer) (Strong) (Long)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 28  (days 37-41)myLF========myLF--------myLFTACTIC  :WORKSHOP (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFMany of the top management team now see the EIS as a necessity for doing business and move closer to the trial phase. Quentin Ryan's social contacts also have a positive reaction.myLFmyLFGreat. Excellent progress.myLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 29  (day 42 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFUrs Dodd really welcomes the support you are ready to provide to those willing to try out the system, and will keep up a positive attitude in spite of the difficulty of getting used to a totally new way of distributing information, managing the reporting process and introducing lots of innovation in such a short time period. A useful meeting.myLFmyLFmyLFmyLF--------myLFADOPTERS: 1myLF--------myLFmyLF========myLFDECISION 30  (day 43 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Fein)myLF--------myLF---------myLFRATIONALE:myLF---------myLFnmyLF--------myLFOUTCOME:myLF-------myLFExcellent! Many of the company's customers have been moving to this new system. Tina Fein had been wondering when it would finally be implemented in the company itself and commits to using the EIS immediately.myLFmyLFExceptional!!!myLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 31  (day 44 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Linn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFA little goodwill goes a long way. Having organized this meeting, Silvia Linn was fortunately willing to say some good things on your behalf. Otherwise, you would have had more opposition on your hands.myLFmyLFWow !!!myLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 32  (day 45 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Skull)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFGood news and bad news. Your ideas were not really very persuasive to Ivan Skull, but your positive attitude and professionalism were well received.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 33  (day 46 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Strong)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFWith a mixture of curiosity and skepticism, Victoria Strong reacts by saying, "I still don't know whether we need this or can afford it, but I'd be happy to go ahead. I do want to take into account the view of others in my department".myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 34  (day 47 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Long)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFWilma Long has already seen 're-engineering' projects, 'total quality management' projects, and many others unsuccessfully implemented. Your idea will thus require a lot of buy-in from others (for example Ann Finkelbaum, Ernest Stone, Linda Dubois or Quentin Ryan) to convince this manager that this is worth supporting.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 35  (day 48 )myLF========myLF--------myLFTACTIC  :TASK FORCESmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 36  (day 49 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Stone)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFErnest Stone is starting to really like some of the features of the EIS and has already started to redesign some of the processes in the department to reflect and take full advantage of these new features. myLFmyLFThe support you could provide was really appreciated. Ernest Stone might become soon one of the strongest EIS advocates at Teleswitches (but will other managers really listen?)myLFmyLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 37  (day 50 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Boss)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFGood! Your meeting with Rob Boss run pretty well! myLFmyLFNow it is very clear to Rob Boss that using the EIS will improve the professionalism of the company and offer a more modern work environment. Meeting has definitely increased enthusiasm for the project. Keep also in mind, that Rob Boss is another one of those people who are very sensitive to the attitude of other managers and particularly to how many colleagues have already adopted.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 38  (day 51 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Schal)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFGood! Your meeting with Omar Schal run pretty well! myLFmyLFNow it is very clear to Omar Schal that using the EIS will improve the professionalism of the company and offer a more modern work environment. Meeting has definitely increased enthusiasm for the project. Keep also in mind, that Omar Schal is another one of those people who are very sensitive to the attitude of other managers and particularly to how many colleagues have already adopted.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 39  (day 52 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Lee)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFA good starting point, because you found a lot of common ground. Ken Lee is now more willing to go the next step, as long as the pros are seen to outweigh the cons.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 40  (day 53 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Bonnain)myLF--------myLF---------myLFRATIONALE:myLF---------myLFnmyLF--------myLFOUTCOME:myLF-------myLFJean Bonnain sees now some of the benefits. In addition, you could clearly see how  Jean Bonnain's attitude really depends a lot on what Ernest Stone, Linda Dubois and Quentin Ryan think about the EIS.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 41  (day 54 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ras)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThis meeting got you nowhere. Xavier Ras saw no use at all for the EIS, and even seemed to resent needing to take the time to tell you so. Your persuasive arguments seemed to hit a brick wall.myLFmyLFIt was difficult to reply to remarks such as "Come on! How can you make us believe that people can increase their performance just because of a new information and reporting system!"  myLFmyLFFrom a point of view of getting more support, this doesn't seem to be the most successful approach.myLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 42  (days 55-56)myLF========myLF--------myLFTACTIC  :SEEK ADVICE (Bell)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFBy getting exposure to the EIS project, Bart Bell starts to see its potential benefits.myLFmyLFThe attitude of the CEO nevertheless has a clear influence on Bart Bell's willingness to move forward on this.myLFmyLFmyLF--------myLFADOPTERS: 2myLF--------myLFmyLF========myLFDECISION 43  (days 57-59)myLF========myLF--------myLFTACTIC  :DIRECTORS MEETINGmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThis was a really well run session that helped to create and maintain momentum amongst those who have gone beyond just being aware.myLFmyLFWow !!!myLF--------myLFADOPTERS: 3myLF--------myLFmyLF========myLFDECISION 44  (day 60 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Kahn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLF"Finally are you showing up. I am testing your EIS system, but it is so different from our current system, and so difficult to use!"  It was really good to meet Pam Kahn now. By the end of the meeting, most of the issues were clarified and Pam Kahn was happy to hear that many others in the company were in a similar situation and were willing to try the system too.myLFmyLFmyLFmyLF--------myLFADOPTERS: 3myLF--------myLFmyLF========myLFDECISION 45  (day 61 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Schal)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFHelping people to proceed through the evaluation phase is succeeding pretty well here too. Omar Schal was one of those having initial difficulties with the new system and the underlying processes. It is understandable. myLFmyLFOmar Schal is considered one of the "informal experts" when it comes to find the right information at Teleswitches, and do not underestimate the fact that the transparency introduced by the EIS might change this considerably! The meeting reassured Omar Schal. Good move.myLFmyLFmyLFmyLF--------myLFADOPTERS: 3myLF--------myLFmyLF========myLFDECISION 46  (day 62 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Strong)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFWith a mixture of curiosity and skepticism, Victoria Strong reacts by saying, "I still don't know whether we need this or can afford it, but I'd be happy to go ahead. I do want to take into account the view of others in my department".myLFmyLFmyLF--------myLFADOPTERS: 3myLF--------myLFmyLF========myLFDECISION 47  (day 63 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Long)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFWilma Long now understands much better the new EIS-supported processes and their implications on systematic data collection company-wide. This is a precondition for effective information distribution and reporting. The most important point raised during the meeting was the fact that the EIS doesn't seem to reflect well enough the activities of working groups of managers within Teleswitches. myLFmyLFThis type of arguments seems to still discourage people like Wilma Long from becoming more excited about the transition to the new system. You realized that meeting them and helping them understand that the system is more flexible than they think, is key at this stage of the project.myLFmyLFmyLFmyLF--------myLFADOPTERS: 3myLF--------myLFmyLF========myLFDECISION 48  (days 64-68)myLF========myLF--------myLFTACTIC  :MANAGEMENT TRAINING (Stone) (Glenn) (Schal) (Kahn) (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThe participants learned about how EIS was being used in another subsidiary and became more confident about its applicability to them. It was a pretty successful way of injecting more interest in the project.myLFmyLFmyLF--------myLFADOPTERS: 5myLF--------myLFmyLF========myLFEVENT   (day 68)myLF========myLF-------myLFOUTCOME:myLF-------myLFConvincing the Director of Human Resources was a very good move! George Glenn is happy with the EIS! He has finally recognized that it will provide a tool to change and improve management style and efficiency at Teleswitches, and is willing to help you.myLFmyLFHis own article on EIS published in the company's internal magazine raised lots of awareness and interest!myLF--------myLFADOPTERS: 5myLF--------myLFmyLF========myLFDECISION 49  (day 69 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Linn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThis was smart of you. Silvia Linn was waiting to see if you'd take the time to meet personally. Silvia Linn would have become a big obstacle if you hadn't done so.myLFmyLFWow !!!myLF--------myLFADOPTERS: 7myLF--------myLFmyLF========myLFDECISION 50  (day 70 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Stone)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmjmyLF--------myLFOUTCOME:myLF-------myLFErnest Stone really welcomes the support you are ready to provide to those willing to try out the system, and will keep up a positive attitude in spite of the difficulty of getting used to a totally new way of distributing information, managing the reporting process and introducing lots of innovation in such a short time period. A useful meeting.myLFmyLFmyLFmyLF--------myLFADOPTERS: 8myLF--------myLFmyLF========myLFEVENT   (day 70)myLF========myLF-------myLFOUTCOME:myLF-------myLFGood! The Director of Customer Relations is now on your side! Ernest Stone now fully understands the value of an EIS for his department! Accurate, up-to-date information! This was exactly what he was looking for.myLFmyLFThe excitement of their boss spreads to all the managers in the Customer Relations Department and the CEO is extremely happy with this new development!myLF--------myLFADOPTERS: 9myLF--------myLFmyLF========myLFDECISION 51  (day 71 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Schmidt)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFMel Schmidt asks "what took you so long to seek my help? I've been wanting to see some changes like this for quite a while! I'm tired of 19th century technology for a 21st century company...".myLFmyLFmyLF--------myLFADOPTERS: 9myLF--------myLFmyLF========myLFDECISION 52  (days 72-73)myLF========myLF--------myLFTACTIC  :QUESTIONNAIREmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFIt makes sense to get others' views on EIS, especially if there is some underlying interest as well as real issues that the project could help addressing.myLFmyLFmyLF--------myLFADOPTERS: 10myLF--------myLFmyLF========myLFDECISION 53  (day 74 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Meyer)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFNick Meyer doesn't jump at new ideas and prefers to stay with what is familiar. You found Nick Meyer very polite and now more informed, but progress seems to depend on the CEO's attitude.myLFmyLFFor the time being, this last initiative has not been particularly successful. At least in the short term ...myLF--------myLFADOPTERS: 10myLF--------myLFmyLF========myLFDECISION 54  (day 75 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Skull)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFIvan Skull can't get excited about a new system that will be so disruptive and costly. Nevertheless, if others in the department want to hear about it or try it, Ivan Skull will not fight it.myLFmyLFYou remember clearly statements like "I doubt that people in other departments at Teleswitches will have the time and the capability to move so fast to a totally new way of operating!"myLFmyLFFrom a point of view of getting more support, this doesn't seem to be the most successful approach.myLF--------myLFADOPTERS: 10myLF--------myLFmyLF========myLFDECISION 55  (days 76-80)myLF========myLF--------myLFTACTIC  :NETWORKSmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRequested information delivered to you.myLF--------myLFADOPTERS: 10myLF--------myLFmyLF========myLFDECISION 56  (day 81 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Ross)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThe more other colleagues appreciate the system, the more Hillary Ross's resistance boils down to complaints about lack of support and the fact that the EIS doesn't include some of the key features that the current Teleswitches systems have. myLFmyLFRemember that Hillary Ross was a member of the team which helped designing them some years ago!myLFmyLFmyLFThis initiative was not very effective in terms of your objective, at least for now ... myLF--------myLFADOPTERS: 10myLF--------myLFmyLF========myLFDECISION 57  (days 82-86)myLF========myLF--------myLFTACTIC  :MANAGEMENT TRAINING (Finkelbaum) (Pierce) (Scotti) (Ross) (Strong)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThose who participated in the training programme found the articles, lectures and case studies quite convincing about the general value of EIS as a management tool. Nevertheless, not everybody succeeded in concentrating well enough on the subject, and remained skeptical about its value for Teleswitches and the costs involved in the transition to a new way of managing information and reporting.myLFmyLFmyLF--------myLFADOPTERS: 11myLF--------myLFmyLF========myLFDECISION 58  (day 87 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Dodd)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFA good meeting, and a real help for Urs Dodd, who was still not 100% sure of the fit of EIS and was starting to worry about how much autonomy Teleswitches would lose after adopting this corporate-wide system. myLFmyLFYour argument that local, company-specific systems could still be built and maintained to complement the EIS hit on an important point. In fact, Urs Dodd belongs to those who like to actively participate into the evolution of the organization's processes and systems.myLFmyLFmyLFmyLF--------myLFADOPTERS: 12myLF--------myLFmyLF========myLFDECISION 59  (day 88 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Boss)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFRob Boss sees now some of the benefits. In addition, you could clearly see how  Rob Boss's attitude really depends a lot on what Ernest Stone, Linda Dubois and Quentin Ryan think about the EIS.myLFmyLFmyLF--------myLFADOPTERS: 12myLF--------myLFmyLF========myLFDECISION 60  (day 89 )myLF========myLF--------myLFTACTIC  :FACE-TO-FACE MEETING (Linn)myLF--------myLF---------myLFRATIONALE:myLF---------myLFjmyLF--------myLFOUTCOME:myLF-------myLFYou haven't made much of a sale here. Silvia Linn is listening politely, but even if adopted by others, the new system wouldn't appear to affect the daily routine very much.myLFmyLFIt became very clear through statements like "Our managers are happy and proud of our company's results, and these great results are also a consequence of the high-quality systems and processes we have been able to put in place over the last years! Changing now wouldn't make a lot of sense!"  myLFmyLFThis initiative was not very effective in terms of your objective, at least for now ... myLF--------myLFADOPTERS: 12myLF--------myLFmyLF========myLFDECISION 61  (days 90-94)myLF========myLF--------myLFTACTIC  :STAFF DISCUSSIONmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFYour presentation was dazzling. The high-tech graphics and exciting demonstration is a welcome change of pace from the usual dry presentations. You sparked quite a bit of interest among those who needed it. Unfortunately not a lot of impact on those who are already assessing and testing the system.myLFmyLFFrom a point of view of getting more support, this doesn't seem to be the most successful approach.myLF--------myLFADOPTERS: 12myLF--------myLFmyLF========myLFDECISION 62  (days 95-97)myLF========myLF--------myLFTACTIC  :DIRECTORS MEETINGmyLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThe room is filled with people, and no one wants to leave at the announced close of the session, when Ann Finkelbaum happens to come in and share her views on EIS.myLFmyLFmyLF--------myLFADOPTERS: 12myLF--------myLFmyLF========myLFDECISION 63  (days 98-102)myLF========myLF--------myLFTACTIC  :MANAGEMENT TRAINING (Meyer) (Bonnain) (Lee) (Boss) (Ryan)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFThe participants learned about how EIS was being used in another subsidiary and became more confident about its applicability to them. It was a pretty successful way of injecting more interest in the project.myLFmyLFGreat. Excellent progress.myLF--------myLFADOPTERS: 13myLF--------myLFmyLF========myLFDECISION 64  (day 103 )myLF========myLF--------myLFTACTIC  :PILOT TEST (Ross)myLF--------myLF---------myLFRATIONALE:myLF---------myLFmyLF--------myLFOUTCOME:myLF-------myLFHillary Ross finds the EIS interesting but says that you would be better off trying a pilot in another department with a more obvious need.myLFmyLFFrom a point of view of getting more support, this doesn't seem to be the most successful approach.myLF--------myLFADOPTERS: 13myLF--------myLFmyLFmyLFmyLF