Been a busy few days here in the spaceship, doing a response to two banks requests for information, one in Argentina and another in Eastern Europe. It's amazing how few banks have really understood the degree of change to their business which has been forced on them by Basel II. This makes some of the work that I have to do more of a process of education than necessarily sales. I have written about the requirements of Basel II before, and the reality of it is proving to be more or less as I had predicted.
I was talking to my wife about this process, and she said something that I thought was very insightful. She was talking about grief, (she is a psychiatrist) but I feel what she said applies to any major change. There are four stages in the change process:
Denial: there is no problem, nothing need be done.
Anger: why the hell is this happening to me?
Grief: this is terrible, the worst thing imaginable.
Acceptance: well, that's just the way it is I have to live
with it.
I cannot ever remember anything in all the training I have had that talked about getting your customers through this kind of problem. It's like having a cure for a disease that the patient doesn't believe they have.
Comments