The Scenario
A South African logistics company is digitising its dispatch process. The Head of Operations (20 years tenure) is openly resistant — he believes the paper-based system "works fine" and fears job losses for his team. He has influence over 60% of the affected staff.
The Brief
Analyse the resistance, identify its root causes, and design an engagement strategy that addresses legitimate concerns while keeping the project on track.
Deliverables
- A resistance analysis: stated objections vs likely root causes (fear, loss of control, lack of understanding)
- An engagement strategy with at least 5 specific tactics (not generic platitudes)
- A "win-win" proposal that addresses the Head of Ops' legitimate concerns while delivering the project's objectives
- A contingency plan if engagement fails: escalation triggers and alternative approaches
Submission Guidance
Resistance is not irrational. A 20-year veteran who fears job losses has a legitimate concern. Dismissing it as "resistance to change" is lazy analysis.
Submit Your Work
Your submission is graded against the rubric on the right. If you pass, you get a public Badge URL you can share on LinkedIn. There is no draft save, so work offline first and paste your finished response here.