by The Change Compass | Change approach, Designing change
Adopting a behavioural science approach to managing behaviour change means leveraging scientific research about human behaviours and using this to better manage employee behaviour and change. A lot of the common practices in change management are not always based on scientific research. What is assumed as common change approaches may in fact not be substantiated by research and data.
A behavioural science approach to managing change recognizes that successful change initiatives require more than just new processes or training programs—they hinge on shifting employee behaviour and embedding new behaviours across the organization. By drawing on evidence-based insights, such as the transtheoretical model, change practitioners can better understand how individuals move through stages of personal growth and adopt new ways of working. This approach underscores the crucial role of leadership, with the executive team and direct reports acting as role models who demonstrate and reinforce desired behaviors. Engaging small groups and the wider workforce in the process ensures that behavioural change is not only top-down but also authentic and sustainable, addressing the way people perceive and respond to organizational change over the long term.
Moreover, involving employees in both the design and reporting of change efforts fosters ownership and helps weave multiple changes into the fabric of the organization. Performance reviews and ongoing reinforcement are essential for sustaining new behaviors and achieving better outcomes. By prioritizing human-centric design and leveraging the power of relationships—such as the nature of leadership relationships and the influence of peer networks—organizations can create an environment where behavioural change is not just a one-off initiative but a continuous process aimed at long-term success.
How to create a behavioral and cultural shift?
To create a behavioural and cultural shift, engage stakeholders through open communication, set clear objectives, and model desired behaviours. Encourage feedback and recognize progress to reinforce the change. Additionally, provide training and resources to support individuals as they adapt, ensuring a cohesive transition towards the new culture.
We talk to an industry veteran of behavioural science, Tony Salvador. Tony has 30+ years of research background behind him and a long-time ex-Inteller and Senior Fellow. At Intel, Tony travelled around the globe researching human factors and how people behave with technology.
There are many valuable takeaways for the change practitioner.
Some of these include:
- Engineering psychology and human centric design
- Analogy of pickaxe and the change approach
- Principle of aversion to loss
- People involvement and transactional change
- Determining the nature of leadership relationship with employees
- Story telling and insight into change culture
- Example of Brazilian translator and people’s stories
- Power of observation and listening
- The nature of relationships and how they determine change
- Change rationale in weaving in multiple changes
- Involving people in reporting to achieve authenticity
- Building the case and involving employees to derive case for change
by The Change Compass | Agile, Change approach
Research on aversion to loss can explain why people don’t want to change. I spoke with Senior Fellow, anthropologist and ex-Inteller Tony Salvador.
It sounds completely illogical but true ….
This plays out in various facets of how people make decisions about choices … including in a change transformations context.
This is just one of the many things I spoke with Tony Salvador about.
Change aversion is a powerful psychological concept rooted in loss aversion, where individuals tend to fear losing what they have more than they value gaining something of equal magnitude. This phenomenon plays a significant role in why many people resist new changes, whether in their personal lives or within organizations, and particularly affects how product managers, leaders, and customer-facing teams approach change initiatives. It impacts their decision-making processes heavily, especially when they perceive potential losses that could overshadow a gain of equal magnitude.
At the individual level, the degree of change aversion varies depending on personal circumstances and perceptions. Original research grounded in Prospect Theory explains that people evaluate potential changes not just by the prospective benefits but by the risks of losing familiar routines, status, or comfort. For example, individuals are often more concerned about losing $2 than they are motivated by the prospect of gaining $5, because the psychological impact of loss outweighs that of an equivalent gain. This loss aversion creates an emotional barrier that can prevent even well-intentioned changes from being embraced.
The effects of change aversion can be observed in many contexts, including business transformations and customer satisfaction. For product managers, understanding this aversion is crucial when introducing new features or product updates. Despite best intentions customers might resist changes that disrupt their habitual usage or create uncertainty – even when these changes offer clear improvements or potential benefits. This reluctance can negatively impact customer feedback and satisfaction because the change is perceived as a threat rather than an opportunity, despite significant change efforts.
One helpful point of reference for managing change aversion is recognizing that the degree of aversion is not uniform. Organizational change studies show that people feel more averse to changes imposed upon them (such as being assigned new tasks) than to changes they self-initiate (like managing their own time differently). This highlights the importance of agency in the change process. When employees or customers feel involved or have some control, their resistance diminishes.
The potential benefits of understanding and addressing change aversion are profound. Company leaders who communicate transparently about what changes mean, acknowledge possible losses, and provide support and resources can create an environment where people feel safer to engage with change. This approach can be extended to personal lives, for example, in maintaining new year’s resolutions where individuals face their own internal resistance rooted in loss aversion to giving up old habits or comforts.
Moreover, energetic speeches or inspirational messaging via emails can sometimes fail to overcome change aversion if they neglect the underlying psychological resistance. Instead, effective change management embraces empathy and addresses the emotional loss individuals perceive. This understanding is particularly vital for product managers relying on customer feedback to refine changes, as they must balance the introduction of innovation with the human tendency to resist disruption.
In summary, loss aversion explains why change feels threatening and why resistance often arises despite good intentions and clear advantages of the new change. By acknowledging the psychological concept of change aversion and its individual variability, organizations and individuals can better design, communicate, and implement changes that minimize resistance and maximize acceptance and satisfaction.
This nuanced understanding provides a valuable toolkit for navigating change in both organizational settings and personal lives, helping transform resistance into openness and enabling progress despite the natural human tendency toward aversion to loss.
Lots of golden nuggets of wisdom takeaways for change practitioners from the man who spent 30+ years working for Intel researching about people behaviour and how they operate in social and technological environments.
Stay tuned for the full recording.
Why do people oppose change?
People often oppose change due to change aversion, a psychological tendency where individuals fear losing what they already possess. This resistance is rooted in the discomfort of uncertainty and potential negative outcomes. Understanding this can help leaders implement strategies to ease transitions and foster acceptance within teams.
by The Change Compass | Agile, Change approach
Traditionally in change management, there are key ‘events’ that we pin our change strategy on when it comes to getting users to use a new system. These include town halls, leader-led team sessions, and training sessions. We anticipate that after these events that users will come onboard and that all is well. After this we can leave the user and our job is completed.
Unfortunately this is not the case.
User communication and training are only a few steps along a process where many other steps need to occur to achieve the ultimate outcome of full user adoption. We need to look holistically at the whole system and the various players that contribute to the users’ full adoption.
These include:
- User capability
- User motivation
- User capacity
- Senior manager buy-in
- Manager buy-in
- Communication and awareness
- Measurement and reinforcement
- Strategic alignment
So you can see that all of these are examples of potential levers that need to be pulled to get the outcome.
Here is an example of the initial onboarding journey for The Change Compass. What onboarding journey do you use?
DOWNLOAD THE ONBOARDING JOURNEY
by The Change Compass | Change approach, Designing change
As a first step in understand the change, change management practitioners usually classify different change impacts into people, process, technology, and customer. There is a great effort and focus placed on describing exactly what the impact of change is from a project or program perspective as a part of the change management plan. The impact analysis can include the processes changes, critical behaviours, as well as how different the new technology and new process is going to be compared to the current process.
However, adopting a user-centric view of change impact (versus a project team’s view) is critical in driving successful change.
Often what is seen as impact as felt by various job roles can be very very different from what is experienced by the end-user as a part of the current state. In order to drive towards the benefits of the change, we need to take into consideration any negative thoughts, support system, employee morale, mindset, and performance review processes for those stakeholders impacted by the change. Let’s take a few examples.
When a project is ‘rolled out’. There are can be a lot of different impacted audience factors to consider. These can include:
- Location
- Role
- Gender
- Digital fluency
- Age
- Length of service
- Team size
- Availability of support staff
- Availability of effective 2-way communication platforms
- Effective learning and development processes in place
- Functional skill sets
So depending on how these organizational change factors determine the impact of the change initiative on groups of individuals, identified specific impacts can be different. In the change impact assessment process, these should be carefully teased out and identified explicitly. Even how we express the names of the impacts should consider how the changes are perceived.
For example, is an impact ‘Team Leader briefing team members about the new process’ or ‘Weekly team meeting to discuss new process changes’? The initial wording is more focused on the new process, whereas the latter one illustrates that there can be various changes discussed in the meeting. So as a result, practitioners need to be open to the environment in which their messages will be delivered and through this better position and clarify the meaning of the change from the team’s perspective. E.g. can this change be delivered as a bundle with other process changes?
To download an example of a simple version of different change impacts on different roles click here.
In a recent example, a person is understood by the organisation to be undergoing 6 separate initiatives each with their various impacts. Each initiative has fleshed out the various project impacts and these are listed and planned explicitly. However, this is from the organisation’s perspective. In fact, what the individual is undergoing is quite different.
There are changes that the team or division is undergoing that are not always taken into consideration such as people or team changes. On top of this there are also seasonal workload impacts from the likes of end of financial year, audits or pre-holiday season workload. On top of this, there are also various Covid considerations to take into account – the mother of all changes at the moment. Lockdown and social distancing have profound impacts on individuals leading to physical and psychological health impacts.
To read more about this go to our article How to take into account mental health considerations in change delivery.
by The Change Compass | Case studies
How a Major Global Financial Services Firm Boosted Business Performance Through The Change Compass
When organisations embark on a change program, the conversation typically starts with data — data to help understand change, inform decisions, and track progress. But as illustrated by the journey of a major global financial services firm, real business value is achieved when that data becomes the catalyst for a fundamental shift in how change is managed, governed, and embedded into daily business.
Within just one year of using The Change Compass, this firm elevated its change management practice to become a critical driver of strategic decision-making, operational excellence, and business performance improvement.
Let’s explore the four areas where the greatest value was realised — and how your organisation can benefit from a similarly holistic approach.
1. Optimising performance through change portfolio management
Many organisations struggle with visibility: too often, change initiatives happen in silos, leading to undetected risks, duplicative efforts, and suboptimal resource usage. The Change Compass changed that paradigm by allowing leaders to visualise the full spectrum and complexity of ongoing and upcoming changes across the business.
Key outcomes included:
- Clear visibility of change complexity: Leaders understood not just the number of initiatives but also their interactions, overlaps, capacity required, and cumulative impacts.
- Real-time risk identification: Delivery risks became evident early, enabling proactive mitigation and adjustments.
- Strategic prioritisation and sequencing: With improved transparency, change teams could optimise the order of initiatives, manage dependencies, and ensure critical projects were staffed and resourced.
- Informed resource planning: Accurate data replaced gut feel, driving more precise allocations of people and budget.
Insight:
For many organisations, these benefits translate into fewer unexpected disruptions, smoother implementations, less “change fatigue” for staff, and higher project success rates.
2. Powering change governance with actionable insights
Historically, change teams often struggled to earn a “seat at the table” when major business decisions were made. With The Change Compass, this financial services firm embedded change management as a strategic partner, not an afterthought.
Tangible improvements included:
- Change team at decision-making forums: The change team now contributed concrete, data-driven insights alongside the PMO and executive/business leadership.
- Integrated insights across functions: Data from The Change Compass connected the dots between initiatives, allowing different teams to align efforts and avoid costly missteps.
Value delivered:
This meant better-aligned priorities, more robust business cases for investment, and consistent progress reporting to executives, instilling greater confidence at all levels of the business.
3. Pivoting the Change Practice
True change maturity is not just about delivering projects; it’s about growing the organisation’s ability to manage change as an ongoing capability. Using The Change Compass, the firm shifted from a reactive, project-by-project approach to building a strong, influential change culture.
Results included:
- Strategic partnering skills: Change leaders became trusted advisors to the business, not just project facilitators.
- Community building: A sense of shared mission and ownership emerged among those involved in change, breaking down silos and fostering peer support.
- Influence and credibility: The change function established itself as a go-to resource for insight, guidance, and innovation.
Broader benefit:
Over time, this led to more consistent adoption of new ways of working, higher engagement, and accelerated pace of transformation.
4. Developing strategic change capability
Finally, the journey was not just about fixing today’s pain points – it was about future-proofing the organisation. By centring decisions on solid data, The Change Compass helped this firm systematically level up its change maturity.
Major advances included:
- Data-driven prioritisation: Clarity on what matters most, reducing wasteful activity and focusing on business-critical shifts.
- Partnership between business and PMO: Rather than working in isolation, both functions now collaborated with a common understanding of priorities, impacts, and trade-offs.
- Foundation for continuous improvement: Ongoing education, supported by real-world analytics, equipped leaders at every level to steer change strategically.
Enduring value:
Through this approach, change management became an integral part of the business’s DNA, enabling smarter, faster responses to both market opportunities and challenges.
Why The Change Compass Delivers Real Results
The experience of this global financial services firm illustrates why The Change Compass is not just a tool – it’s a transformational enabler. Organisations using The Change Compass typically report:
- Reduced business performance disruptions
- Greater alignment between change, operations, and strategy
- Improved staff engagement and reduced change fatigue
- Faster realisation of business value from new initiatives
By illuminating the complex web of change, reducing uncertainty, and embedding data-driven insights into everyday business, The Change Compass doesn’t just help organisations “manage change” – it helps them excel through change.
Are you ready to turn change from a headache into a competitive advantage? Discover how The Change Compass can help your business unlock its full potential.
If you’d like to explore these outcomes in detail or get a tailored consultation, contact us today. Let’s accelerate your change journey together.
Download our infographic to learn more about what they did to achieve this.
