What does it mean that coalition building for change?

Systemic change requires allies at multiple levels of the organization. No individual — regardless of position or authority — can change a system alone, because systems are maintained by the collective behavior of everyone who operates within them. A coalition for change is a group of people across organizational levels and functions who share a commitment to the change and are willing to invest their influence, expertise, and effort in making it happen. Building this coalition is not a political tactic — it is a structural necessity, because the change must be supported by people in the positions where the system is actually operated.

Example: A retail bank, Commonwealth, needed to shift from product-centric operations (organized around savings, loans, credit cards) to customer-centric operations (organized around customer segments). The CEO could mandate the change, but mandates do not move systems — coalitions do. The change leader built a coalition in three layers. Layer one: three branch managers who had independently experimented with customer-centric approaches and had data showing improved cross-selling and retention. They provided evidence that the change was not theoretical — it had been tested and worked. Layer two: the head of customer analytics and the head of technology, who together could redesign the data systems needed to support customer-centric operations. They provided capability — the coalition could not just advocate for the change but build the infrastructure it required. Layer three: two regional directors and the chief risk officer, who provided organizational authority — the power to allocate resources, adjust metrics, and override resistance from product-line leaders who would lose authority under the new model. The coalition collectively spanned branch operations, technology, analytics, risk, and regional leadership — enough of the system that their coordinated action could shift it.

Try this: For a system change you want to implement, build a coalition map. Identify the three layers of coalition you need: (1) Evidence providers — people who have data, experience, or pilot results that demonstrate the change works. Without evidence, the coalition is advocating for theory. (2) Capability providers — people who can build, implement, or operate the systems required by the change. Without capability, the coalition can advocate but cannot deliver. (3) Authority providers — people who can allocate resources, adjust incentives, and authorize the change. Without authority, the coalition can demonstrate and build but cannot deploy at scale. For each layer, identify at least two potential coalition members. Approach one person this week — starting with whoever you have the strongest relationship with.