We needed to do a massive shift of resources, systems, and processes to make the new system work. Building an organizational plan was easy. It took three years of hard work to implement the plan, and implement it well.

We got there in stages because, while you can force anything down the throat of an organization, if people don’t buy into the logic, the change won’t stick.

This kind of wrenching cultural change doesn’t happen by executive fiat. As I found, I couldn’t flip a switch and alter behaviors. It was, by any measure, the hardest part of IBM’s transformation, and at times I thought it couldn’t be done.

Some executives were beginning to exhibit the sort of personal leadership and commitment to change that I sought.

I needed, though, to provide support and encouragement for these risk takers. They were still surrounded by a lot of Bolsheviks who longed for the old system.

As Lou Gerstner says, “Changing the attitude and behavior of hundreds of thousands of people is very, very hard to accomplish. You can’t simply give a couple of speeches or write a new credo for the company and declare that the new culture has taken hold. You can’t mandate it, can’t engineer it.

“What you can do is create the conditions for transformation. You can provide incentives. You can define the marketplace realities and goals. But at some point you have to trust. In fact, in the end, management doesn’t change culture. Management invites the workforce itself to change the culture.