Stage 5.4.3  Demonstrations 


Sometimes it is possible to put on live demonstrations of the innovation for potential adopters, or to take potential adopters to other settings where the innovation is already installed. This approach can be effective for building interest and for pre-trial evaluation but, as a technique, it should be handled carefully.

Two conditions that must apply before a demonstration is advisable. First, the setting and the conditions must appear to be natural and similar to those prevailing in the client system. Second, the change agent must know that the demonstration will work and will clearly illustrate the positive features of the innovation. A demonstration that fails through clumsy execution can be a disaster for a change project.