One of the most fundamental rules about software rollouts and change management in general is that before people follow the activities they are asked to do they want to know ‘What Is In It For Me?’ (WIIFM). Addressing this is such a fundamental requirement for software rollouts but still it’s not always fulfilled correctly.

Communicating WIIFM is essential because usually people are very busy with their daily tasks so to get them engaged in a new software rollout they will be interested in why they should do it and what will they gain from it. If they do not understand and do not desire the potential benefit they could receive from doing the activity then likely they will focus their efforts on other tasks for which they understand and desire WIIFM.

To communicate WIIFM effectively it is essential to communicate it by different types of stakeholder groups because people in general are interested in exactly what way they will personally benefit and in this way you will be able to answer this straight to the point. Also you will keep your message concise so you will use their time efficiently by providing them only with information that is relevant for them.

Once you have explained the WIIFM it is a good time to ask for the action that the target audience need to take in order to gain the relevant benefits. Then if they see that the WIIFM provides valuable benefits they will very likely follow your request.

To succeed you should communicate WIIFM continuously and consistently from the start and right until the end of the rollout.

To your software rollout success!

Illustration for this blog is designed by Konstantin Burcev. Source: My book: ‘How to Be a Software Rollout Rock Star’