Suppose that you have been hired as new director of a new company program. To launch the program, you are planning to make a presentation to your local branch of the company. However, in preparing for that presentation, you have identified several serious challenges:
• Your marketing team demands that you follow a different client-processing procedure than you have used successfully in the past.
• The company’s home office dictates a policy that does not fit the local organizational culture and operation.
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• You are new to the organization and wonder how receptive existing employees will be to your ideas.
• You are not sure how to prove that your innovations will benefit the company in terms of increasing time, profits, and morale. How can you build credibility in the eyes of your boss, your clients, and your coworkers? How will their image of you affect their willingness to receive and act on your message?
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