Head
The conviction to change What do they hear and think? Are they convinced of the need for change, the vision, the plan? What is their analysis Heart
The desire to change What do they see, feel and want? Are they triggered by a story, by examples? What is their mindset? Buzz words? What behaviour change is driving the change? Hands
The capacity to change What do they experience? Are they capable? Do they have the necessary new organization, competen-ces, budgets, processes, products.