Is it really this simple to get people to change behaviour? It appears to be so sensible and straightforward that it must be worth considering. You can convince people of the need to change by persuasion, coaching, development, influencing and leading. They may then 'see' the need and make the change. If not, can performance management and measurement apply some 'heat' to help facilitate change? Is it all about a flexible combination of seeing the light and feeling the heat which works - depending on the size of the change and the mindset of the individuals involved?