---
id: "quote-pull-vs-push"
type: "quote"
source_timestamps: ["§ How the Company Gained Buy-In"]
tags: ["change-management"]
related: ["concept-pull-vs-push-adoption", "framework-pernod-ricard-buy-in"]
speaker: "Edward McFowland III"
speakers: ["Edward McFowland III"]
quote: "That was really the genius—you can get employees pulling instead of management pushing: 'I want this, I need this,' versus 'You have to take this.'"
sources: ["adoption"]
sourceVaultSlug: "hbr-seg-adoption"
originDay: 9
articleStem: "hbr-edu-41-french-spirits-employee-buy-in"
sourceUrl: "https://hbr.org/2025/12/how-a-french-spirits-company-created-employee-buy-in-for-ai"
sourceTitle: "How a French Spirits Company Created Employee Buy-In for AI"
---
# Pulling Instead of Pushing

> "That was really the genius—you can get employees pulling instead of management pushing: 'I want this, I need this,' versus 'You have to take this.'"
> — [[entity-edward-mcfowland-iii]]

McFowland describes the ultimate goal of effective change management in digital transformation: inverting the dynamic so employees demand the tool rather than resisting a mandate. See [[concept-pull-vs-push-adoption]] and the four pillars that produce it ([[framework-pernod-ricard-buy-in]]).