How to Change Things When

Change is Hard

SWITCH

Change

• Think about a current challenge

• Record:– Information or data you are gathering– How you are analyzing the situation– Your motivation for change– Your feelings or emotions about the change– Tension between thinking and feeling about the change

CLINIC ICOST PER DATA-POINT

CLINIC IIREPUTATION

CLINIC IIIINNOVATION

In order to effect change you must appeal to the motivation of the elephant and capitalize on the direction of the rider.

Quotables:

“For individuals’ behavior to

change, you’ve got to influence not only their

environment but their hearts and

minds.”

THE RIGHT SIDE OF THE BRAIN

•Emotion•Art•Music•Creativity• Intuition• “Heart”

THE ELEPHANT

THE LEFT SIDE OF THE BRAIN: Logic, Language, Science, Math, “Mind”

THE RIDER

Three Surprises About Change

Surprise #1:

“What looks like a people problem is

often a situation problem.”

People with larger buckets ate 54% more popcorn than those

with medium size buckets.

Surprise #2:

“What looks like laziness

maybe exhaustion.”

Three Surprises About Change

People who had just exercised restraint were less

persevering in problem-solving.

They gave up in less than half the time with fewer than half the attempts of those with similar ability who had not been

tempted before the test.

Where are we going?

It’s not up to me, I am just doing my job.

Hoo boy! I sure hope the big guy knows where we

are goingI guess we

should have stayed on the path

Surprise #3:

“What looks like resistance is often lack of

clarity.”

Three Surprises About Change

The campaign for 1% milk successfully changed

purchasing habits in the USA and improved health.

Direct the Rider– Find the bright spots– Script the critical moves– Point to the destination

Motivate the Elephant– Find the feeling– Shrink the change– Grow your people

Shape the path– Tweak the environment– Build habits– Rally the herd

Framework