Are You Matching People?

When people have a certain gain, they like to play it safe and protect it. So i find that a lot of managers are pretty happy with the status quo. And so trying to sell them on the benefits of a new practice, or of walking away from an old fad, their leg will know, i kind of like things the way they are. Whereas if you can hilate the costs of of sticking with thestatus quo and say, look, here is, here's why this is a horrible idea, then they either get really excited about changing, or they get extremely defensive.