What does this mean for those who whould show the way? Since different people attach different values to given solutions, no standard answers can efficiently and effectively apply to the breadths of the associated people, processes, and situations. Therefore, (functional) leadership, rather than management, would serve as the most appropriate form of directing, to address the challenges and opportunities associated with people locked into value-based ways of doing business. Steps to take include:
- Identify how they came to value their solutions, focusing on what specifically motivates them regarding those solutions
- Identify what would serve as stronger motivators (usually unique to the specific persons)
- Use as many of their senses as possible to make them feel the happiness (reward power) associated with changing and the pain (coercive power) of not changing -- on personal levels.
Note that reasoning and cursory threats, by themselves, usually won't work to change the entrenched values of the affected people (followers). In these cases, leaders have to affect followerrs on emotional levels. After all, these followers have proven and have subsequently taken ownership of their solutions. If leaders only provide words, a high likelyhood exists that the followers will also only provide words... while they continue doing business as usual, only out of sight, as necessary.