When Persuasion Fails: The “Trust by Proof” Sprint for Digital and Culture Change
READ TIME - 4 MINUTES
“Can we have a quick check before the steering committee?” said Narelle, flipping through her notes. “We’ve explained the benefits, shared the roadmap, and even ran a demo. Our external partner still doesn’t buy it. Feels like we’ve tried everything. They're impossible!"
“Yep! I’ve thrown every deck at them,” replied Yusuf. “For the system rollout, they want to see it work with their data. And for the new operating model, they want guarantees service won’t slip.”
Narelle sighed. “Fark… okay. Less convincing, more proving. Let’s design tests they define - and we’ll run.”
If you’ve been throwing decks, demos, and meetings at difficult, sceptical stakeholders and still getting nowhere, you’re not alone.
We’ve all been there… and we’ve learnt that when trust is thin, more persuasion often makes things worse - every message gets heard through a risk lens.
We’ve found that what people actually want is proof, in their world, on their terms.
That’s where a short, focused “Trust by Proof Sprint” helps: you move from “please believe us, we mean you no harm!!!” to “let’s test it together.”
This technique will help you FINALLY move past all the endless debates and their constant “We’ve heard it all before” eye-rolls.
And the payoff?
Less heat, faster progress, and shared confidence, without needing everyone to be best mates first.
How to run a Trust by Proof sprint
1. Start with their biggest worry
Ask one clear question: “If this went wrong in your world, what would be the most likely reason, and how would you know?” Then write it down in their words.
Now you’re solving the right problem.
2. Co-design the smallest test possible
Together, pick a tiny slice that hits that worry head-on: one team, one location, one workflow.
Use their data, their devices, their timings.
Agree on what “pass” and “fail” look like before you start, no spin, no surprises.
3. Run it calmly, with a plan
Share a short run sheet so everyone knows what happens when. Keep comms sparse and factual.
Nominate a trusted observer on their side so they can literally watch it work (or not).
4. Share results like lab notes, not a sales pitch
One page. Plain language. “Here’s what we tested, here’s what happened, here’s the evidence, here’s how it stacked up against the criteria.”
If it failed, show what you’ll change and propose the next micro-test.
Pro tip: If you can, bring in a neutral verifier (assurance, internal audit, or a mutually trusted SME). A small “observed as run as described” note from a trusted outsider does a big job in lowering the temperature.
Here are some practical examples of how this could look for your change initiative:
Digital rollout (system/process)
Their worry: “MFA will lock out frontline staff during peak periods.”
Micro-test: 10 staff at a busy site, real devices/network, 2-hour window.
Pass/Fail: 95% login success ≤45 seconds; zero escalations >5 minutes.
Evidence: Timestamps, screen recordings, helpdesk logs; observer sign-off.
Organisational redesign (operating model)
Their worry: “The new structure will slow decisions and confuse accountability.”
Micro-test: One decision type (customer complaint escalation) run via the proposed roles/cadence for 2 weeks in a pilot team.
Pass/Fail: Cycle time ≤ baseline; RACI ambiguity flags ≤2/week; stakeholder satisfaction ≥4/5.
Evidence: Decision log, RACI issue count, pulse survey, PMO assurance note.
Culture/behaviour change
Their worry: “Leaders won’t role-model; nothing will change on the ground.”
Micro-test: Three leadership rituals for 2 weeks (skip-level 15s, recognition moments, stop/start reviews) observed and logged; two teams report experience.
Pass/Fail: 90% ritual completion; 20% increase in “I see leaders model the new behaviours” in a pulse; two concrete examples shared in a town hall.
Evidence: Ritual tracker, pulse results, anonymised examples, HRBP verification.
When persuasion stalls, prove what matters, on their terms.
Trust by Proof Sprints work for tech, structural, and culture change alike because evidence travels where belief won’t.
Give it a try and see how you go.
That’s it for this week.
Next Tuesday, we’ll unpack Approvals Purgatory: how to unstick simple changes with a two‑click approvals path, named backups, and a visible “fast lane” rule.
Don’t miss it!
See you then,
Team EVER
PS: Someone pass this on to you?
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