Change Signal AI Won’t Fix Your Change Problem. Andrew Kilshaw
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Apr 15, 2026 Andrew Kilshaw, a change and transformation leader who’s worked at Nike, Sanofi, BlackRock and Shell, now advises at the intersection of change and AI. He explains the “thirds” coalition approach to move organizations. He explores using storytelling and ambassadors to win the middle, and treating AI as an augmenting layer that connects data, sharpens judgment, and builds practical adoption.
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The Thirds Rule For Organizational Change
- Organizations typically split into thirds: enthusiastic, opposed, and a skeptical middle that can be swayed.
- Focus energy on the middle third with stories and carrots rather than trying to convert die-hard opponents, Andrew Kilshaw observes.
Build A Coalition Not Consensus
- Form a coalition of the willing instead of trying to please everyone when leading change.
- Aim for ambassadors and a net-promoter style of advocacy to create momentum and sustain your energy, says Andrew Kilshaw.
Use Storytelling To Shift Skeptics
- Use storytelling and visible examples to win skeptics and the middle third.
- Share candid accounts of successes and firings when necessary, and elevate aspirational narratives like Nike's distance-to-potential story.