Why Top-Down Change Often Fails
In the journey of organizational transformation, many leaders assume that change starts with authority. But in reality, it’s not the highest-ranking titles that spark momentum—it’s the people others trust, listen to, and follow every day.
McKinsey introduced the “7% Rule”, revealing a powerful insight: if you activate just 7% of your internal influencers, those trusted voices can ignite change across the entire organization. These individuals are not always on the org chart’s top line—but they are the heartbeat of informal influence.
5 Steps Playbook
Here’s a five-step playbook to help HR teams, transformation leaders, and change agents unlock the true power of the 7%.
Step 1: Identify Your Internal Influencers Early
The true catalysts of change are often found near the watercooler, not the boardroom. These are the go-to colleagues, the ones everyone asks for advice or brings into group chats to settle questions. They may not have formal power, but they hold enormous trust.
Observe team dynamics, conduct informal interviews. Looking for people who are respected, trusted, and regularly consulted—those are your 7%.
