Dissatisfaction
Let's then move on to dissatisfaction. What we are looking for here is any dissatisfaction with the current state. Dissatisfaction is normally nothing to strive for, but in terms of Gleicher's formula, having some dissatisfaction with the current state is in fact a good thing.
It is good, because it can help overcome resistance to change— but clearly dissatisfaction is only helpful to the extent it will be addressed by the change.For project Deal Performance you take down the following key dissatisfaction:
• Legal management is dissatisfied with not knowing who supports which deals.
• Legal management and sales management are not happy about deal velocity in the priority market.
• Finance are unhappy with the fragmented storage of executed contracts.
We will revisit these observations below, when pulling it all together and testing the formula.
4.3