Category Archives: Change

Five Key Skills for Chief Transformation Officers

Five Key Skills for Chief Transformation Officers

GUEST POST from Art Inteligencia

As digital transformation continues to become more commonplace in the modern business landscape, the role of the Chief Transformation Officer (CTO) has become increasingly important. A CTO is responsible for leading and managing large-scale, enterprise-wide transformation initiatives that typically involve multiple stakeholders, departments, and processes.

Given the complexity of their role, CTOs must possess a blend of technical and leadership skills in order to be successful. Here are five key skills that every CTO should have:

1. Strategic Thinking

The CTO needs to be able to identify and prioritize potential areas of transformation in order to develop a comprehensive and effective transformation plan. This requires a deep understanding of the organization and its goals, as well as the ability to think strategically and plan ahead.

2. Change Planning, Leadership and Management

The CTO must be able to effectively lead and manage the transformation process, which includes developing and implementing a plan, managing stakeholders, and ensuring that the transformation is successful. This requires a deep understanding of change planning, leadership, and management principles and processes. Ideally, they should be a certified Human-Centered Change professional, skilled at leveraging the Change Planning Toolkit™.

3. Cross-Functional Communication

The CTO must have excellent communication skills in order to effectively communicate the transformation plan and objectives to stakeholders across functional siloes, as well as to ensure that everyone is on the same page throughout the process. The Change Planning Canvas™ is a great tool for getting everyone literally all on the same page for change, and is introduced in Braden Kelley’s best-selling book Charting Change.

4. Technical Expertise

The CTO must possess a strong understanding of the technical and operational aspects of the organization in order to develop effective transformation plans and strategies. This may involve a deep understanding of data, analytics, and enterprise systems.

5. Relationship Building

The CTO needs to be able to build relationships with stakeholders across the organization in order to ensure that everyone is on board with the transformation plan and objectives. This requires the ability to understand different perspectives and build consensus among stakeholders.

These five skills are essential for any CTO to be successful in their role. With the right skillset and a strategic approach, a CTO can lead their organization to success and ensure a successful transformation.

To read more about Chief Transformation Officers, see my other article here:

Extra Extra: Futurology is not fortune telling. Futurists use a scientific approach to create their deliverables, but a methodology and tools like those in FutureHacking™ can empower anyone to engage in futurology themselves.

Image credit: Pexels

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How Transformational Leaders Learn to Conquer Failure

How Transformational Leaders Learn to Conquer Failure

GUEST POST from Greg Satell

When we think of great leaders their great successes usually come to mind. We picture Washington crossing the Delaware or Gandhi leading massive throngs or Steve Jobs standing triumphantly on stage. It is moments of triumph such as these that make indelible marks on history’s consciousness.

While researching my book, Cascades, however, what struck me most is how often successful change movements began with failure. It seems that those later, more triumphant moments can blind us to the struggles that come before. That can give us a mistaken view of what it takes to drive transformational change.

To be clear, these early and sometimes tragic failures are not simply the result of bad luck. Rather they happen because most new leaders are not ready to lead and make novice mistakes. The difference, I have found, between truly transformational leaders and those that fail isn’t so much innate talent or even ambition, but their ability to learn along the way.

A Himalayan Miscalculation

Today, we remember Mohandas Gandhi as the “Mahatma,” an iconic figure, superlatively wise and saintly in demeanor. His greatest triumph, the Salt March, remains an enduring symbol of the power of nonviolent activism, which has inspired generations to work constructively toward positive change in the world.

What many overlook, however, is that ten years before that historic event Gandhi embarked on a similar effort that would fail so tragically he would come to regard it as his Himalayan miscalculation. It was, in fact, what he learned from the earlier failure that helped make the Salt March such a remarkable success.

In 1919, he called for a nationwide series of strikes and boycotts to protest against unjust laws, called the Rowlatt Acts, passed by the British Raj. These protests were successful at first, but soon spun wildly out of control and eventually led to the massacre at Amritsar, in which British soldiers left hundreds dead and more than a thousand wounded.

Most people would have simply concluded that the British were far too cruel and brutal to be dealt with peacefully. Yet Gandhi realized that he had not sufficiently indoctrinated the protestors in his philosophy of Satyagraha. So he spent the next decade creating a dedicated cadre of devoted and disciplined followers.

When the opportunity arose again in 1930 Gandhi would not call for nationwide protests, but set out on the Salt March with 70 or 80 of his closest disciples. Their nonviolent discipline inspired the nation and the world. That’s what led to Gandhi’s ultimate victory, Indian independence, in 1947.

Learning To Overthrow a Dictator

If you looked at Serbia in 1999, you probably wouldn’t have noticed anything amiss. The country was ruled, as it had been for a decade, by Slobodan Milošević, whose power was nearly absolute. There was no meaningful political opposition or even an active protest movement. Milošević, it seemed, would be ruler for life.

Yet just a year later he was voted out of power. When he tried to steal the election, massive protests broke out and, when he lost the support of the military and security services, he was forced to concede. Two years later, he was tried at The Hague for crimes against humanity and found guilty. He would die in his prison cell in 2006.

However, the success of these protests was the product of earlier failures. There were student protests in 1992 that, much like the “Occupy” protests later in the US, quickly dissipated with little to show for the effort. Later the Zajedno (together) opposition coalition had some initial success, but then fell apart into disunity.

In 1998, veterans of both protests met in a coffee shop. They reflected on past failures and were determined not to repeat the same mistakes. Instead of looking for immediate results, they would use what they learned about organizing protests to build a massive networked organization, called Otpor, that would transcend political factions.

They had learned that if they could mobilize the public that they could beat Milošević at the polls and that, just like in 1996, he would deny the results. However, this time they would be prepared. Instead of disorganized protests, the regime faced an organization of 70,000 trained activists who inspired the nation and brought down a dictator.

A Wunderkind’s Fall from Grace

There is probably no business leader in history more iconic than Steve Jobs. We remember him not only for the incredible products he created, but the mastery with which he marketed them. Apple’s product launches became vastly more than mere business events, but almost cultural celebrations of expanding the limits of possibility.

What most people fail to realize about Steve Jobs, however, is how much he changed over the course of his career. Getting fired from Apple, the company he founded, was an excruciatingly traumatic experience. It forced him to come to terms with some of the more destructive parts of his personality.

While the Macintosh is rightfully seen today as a pathbreaking product, most people forget that, initially at least, it wasn’t profitable. After leaving Apple he started NeXT Computer which, although hailed for its design, also flopped. Along the way he bought Pixar, which struggled for years before finally becoming successful.

When Jobs returned to Apple in 1997 he was a very different leader, more open to taking in the ideas of others. Although he became enamored with iMovie, his team convinced him that digital music was a better bet and the iPod became the new Apple’s first big hit. Later, even though he was dead set against allowing outside developers to create software for the iPhone, he eventually relented and created the App store.

Before You Can Change the World, You First Must Change Yourself

We tend to look back at transformational leaders and see greatness in them from the start. The truth is that lots of people have elements of greatness in them, but never amount to much. It is the ability to overcome our tragic flaws that makes the difference between outsized achievement and mediocrity.

When Gandhi began his career as a lawyer he was so shy that he couldn’t speak up in court. Before the founders of Otpor became leaders of a massive movement, they were just kids who wanted to party and listen to rock and roll. Steve Jobs was always talented, was so difficult to deal with even his allies on Apple’s board knew he needed to go.

Most people never overcome their flaws. Instead, they make accommodations with them. It would have been easy for Gandhi to blame the British for his “Himalayan Miscalculation,” just as it would have been easy for the Otpor founders to blame Milošević for their struggles and for Jobs to continue to swing at windmills, but they didn’t. Instead, they found the capacity to change.

We all have our talents, but innate ability will only take you so far. In the final analysis, what makes transformational leaders different is their ability to transform themselves to suit the needs of their mission.

— Article courtesy of the Digital Tonto blog
— Image credit: Pixabay

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Your Personal Change Playbook

A Step-by-Step Guide to Adapting

Your Personal Change Playbook - A Step-by-Step Guide to Adapting

GUEST POST from Art Inteligencia

As a thought leader focused on human-centered change, I often guide organizations through massive transformations—shifting cultures, adopting new technologies, or entering new markets. But every large-scale change, at its root, is a collection of thousands of individual, personal transformations. The biggest bottleneck in corporate innovation isn’t a lack of money or technology; it’s the human inability to adapt effectively.

The pace of modern life — the constant evolution of work, technology, and social structures—demands that we become master adapters. If we don’t actively manage our own journey through change, we default to resistance, anxiety, and stagnation. This article is your personal Change Playbook—a structured, step-by-step guide to help you navigate, process, and ultimately thrive amidst continuous disruption. It’s about applying the same principles of strategic change management we use for billion-dollar companies to the most complex system of all: you. Our goal is to replace change fatigue with adaptive resilience.

Phase 1: Awareness and Acknowledgment (The “Why”)

The first and most crucial step is to move past denial and build situational awareness around the change. This is the diagnostic phase, focused on emotional and cognitive clarity.

  • Step 1: Define the Disruption: Clearly articulate what is changing. Is it a skill (e.g., GenAI replacing a task), a role (a reorganization), or an environment (moving cities)? Be specific; vague anxiety is a resource drain.
  • Step 2: Identify the Loss: Every change, even a positive one, involves a loss: loss of routine, loss of status, loss of a comfortable skill set. Acknowledge this loss and the resulting grief cycle (denial, frustration, sadness). Skipping this step traps you in resistance and depletes psychological capital.
  • Step 3: Articulate Your Personal “WIIFM”: WIIFM stands for “What’s In It For Me?” Executives need a business case; you need a personal one. What specific, beneficial future state does this change unlock for you? A new career path, better work-life balance, or a challenging new skill? This creates the personal motivation for action.

“Change resistance is often un-managed fear. To overcome it we must acknowledge and quantify what we stand to lose AND gain.” — Braden Kelley


Phase 2: Experimentation and Iteration (The “How”)

Once you’ve accepted the reality of the change, you must shift from processing emotions to taking small, deliberate actions. Think of this phase as running short Agile Sprints on your life.

  • Step 4: Micro-Commitments: Break the change down into the smallest possible tasks. If you need to learn Python, your first task isn’t “Become a Coder.” It’s “Complete the first 3 lessons of the online course” or “Write one 5-line function.” This builds early wins and momentum, reducing the activation energy required for the next step.
  • Step 5: Embrace the “Ugly Prototype”: Accept that you will be inefficient and awkward in the new state. A novice guitarist doesn’t sound like a master; a new skill will feel slow and frustrating. The goal is rapid, imperfect prototyping of the new behavior, not perfection. This reduces the paralyzing fear of failure and accelerates the learning curve.
  • Step 6: Build Your Support Coalition: No change happens in isolation. Identify three types of people: a Mentor (who has done the change), a Buddy (who is doing the change with you), and a Champion (your accountability partner). This creates your personal change ecosystem and strengthens your social support net.

Case Study 1: The Mid-Career Pivot of “Sarah”

The Challenge:

Sarah, a 48-year-old marketing director, learned her company was shifting their entire strategy from traditional advertising to data-driven digital platforms. Her core expertise (creative storytelling and media buying) was suddenly becoming obsolete. She felt immense fear and a threat to her professional identity.

The Personal Change Playbook in Action:

Sarah applied Phase 1 by first defining the loss: “I am losing my status as the ‘go-to’ expert.” Her WIIFM was to lead the new digital transformation team and remain relevant for the next decade. In Phase 2, she started with a micro-commitment: spending 30 minutes every morning before work to complete an online certification in Google Analytics and a data visualization tool. She didn’t announce her grand plan; she focused on the next small task. By focusing on doing the change, she gradually built confidence and tangible skills.

The Result:

Within six months, Sarah became the most vocal and skilled advocate for the new strategy. She didn’t become a programmer, but she became fluent in the language of data, allowing her to lead and manage the younger data science teams effectively. Her willingness to be a beginner accelerated her into a new, expanded leadership role, proving that intentional adaptation is a powerful career shield.


Phase 3: Integration and Mastery (The “What’s Next”)

The final phase is about locking in the new behaviors and preparing for the inevitable next change by establishing a Personal Feedback Loop.

  • Step 7: Codify the New Normal: Make the new habit non-negotiable. If the change was switching to a new workflow software, delete the old one. If it was a new exercise routine, book it in your calendar as a meeting you can’t miss. Ritualize the behavior until it requires minimal conscious effort and becomes part of your identity.
  • Step 8: Reflect and Document (The Personal Retrospective): The most underutilized tool for change is a journal. Write down what you learned about yourself during the process. What triggered resistance? What enabled quick progress? This creates an adaptability blueprint for your future changes, turning every transformation into a learning opportunity.
  • Step 9: Anticipate the Next Shift: Use your newly developed foresight muscle to look ahead. Based on what you see in your industry, what is the next skill, tool, or mindset you will need to start prototyping? The goal is to make pre-emptive change your default state, ensuring you are always one step ahead of obsolescence.

Case Study 2: Overcoming Remote Work Burnout “Mark”

The Challenge:

Mark, a software engineer, shifted to permanent remote work. While initially happy, he quickly succumbed to work-life boundary collapse. He was always “on,” leading to severe burnout, reduced creativity, and a strained relationship with his family. The change was his environment.

The Personal Change Playbook in Action:

Mark’s loss was “structured time and separation.” His WIIFM was “sustainable productivity and restored family life.” His Micro-Commitment (Step 4) wasn’t complicated; it was physical. He implemented a non-negotiable 30-minute commute ritual (Step 7): a brisk walk around the neighborhood before 9 AM and again at 5 PM. During this time, he mentally “commuted,” listening to podcasts on the way in and calling his wife on the way out. He also physically moved his work laptop into a specific home office and never used it anywhere else (Codifying the New Normal).

The Result:

The ritualized transition created the mental and physical boundary the office had provided. His productivity recovered, and his burnout receded. He documented (Step 8) that his greatest enabler was the physical separation of work and rest, proving that sometimes, the most sophisticated solution to a digital problem is a simple human ritual.

Ultimately, change is not an event you endure; it is a skill you cultivate. By approaching your personal transformations with the same rigor, empathy, and strategic thinking that we apply to organizational change, you stop being a victim of disruption and start becoming a master of your own adaptation. Start today. Your playbook is waiting.

Extra Extra: Futurology is not fortune telling. Futurists use a scientific approach to create their deliverables, but a methodology and tools like those in FutureHacking™ can empower anyone to engage in futurology themselves.

Image credit: 1 of 950+ FREE quote slides for your presentations at http://misterinnovation.com

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Nominations Closed – Top 40 Innovation Bloggers of 2022

Nominations Closed for the Top 40 Innovation Bloggers of 2022Human-Centered Change and Innovation loves making innovation insights accessible for the greater good, because we truly believe that the better our organizations get at delivering value to their stakeholders the less waste of natural resources and human resources there will be.

As a result, we are eternally grateful to all of you out there who take the time to create and share great innovation articles, presentations, white papers, and videos with Braden Kelley and the Human-Centered Change and Innovation team. As a small thank you to those of you who follow along, we like to make a list of the Top 40 Innovation Bloggers available each year!

Our lists from the ten previous years have been tremendously popular, including:

Top 40 Innovation Bloggers of 2015
Top 40 Innovation Bloggers of 2016
Top 40 Innovation Bloggers of 2017
Top 40 Innovation Bloggers of 2018
Top 40 Innovation Bloggers of 2019
Top 40 Innovation Bloggers of 2020
Top 40 Innovation Bloggers of 2021

Do you just have someone that you like to read that writes about innovation, or some of the important adjacencies – trends, consumer psychology, change, leadership, strategy, behavioral economics, collaboration, or design thinking?

Human-Centered Change and Innovation is now looking for the Top 40 Innovation Bloggers of 2022.

The deadline for submitting nominations is December 24, 2022 at midnight GMT.

You can submit a nomination either of these two ways:

  1. Sending us the name of the blogger and the url of their blog by @reply on twitter to @innovate
  2. Sending the name of the blogger and the url of their blog and your e-mail address using our contact form

(Note: HUGE bonus points for being a contributing author)

So, think about who you like to read and let us know by midnight GMT on December 24, 2022.

We will then compile a voting list of all the nominations, and publish it on December 25, 2022.

Voting will then be open from December 25, 2022 – January 1, 2023 via comments and twitter @replies to @innovate.

The ranking will be done by me with influence from votes and nominations. The quality and quantity of contributions by an author to this web site will be a contributing factor.

Contact me with writing samples if you’d like to publish your articles on our platform!

The official Top 40 Innovation Bloggers of 2022 will then be announced on here in early January 2023.

We’re curious to see who you think is worth reading!

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Building the Business Case for Human-Centered Change

Prove It

Building the Business Case for Human-Centered Change

GUEST POST from Chateau G Pato

As a thought leader in human-centered change and innovation, I spend my life advocating for the things that cannot be easily measured: empathy, psychological safety, and customer delight. These concepts are the bedrock of sustainable growth, yet when we walk into the C-suite, we often face the same skeptical glare and the two most powerful words in corporate budgeting: “Prove It.

In today’s environment of rapid technological disruption, relying on faith and anecdote to justify human-centered investment is not just ineffective; it’s a competitive liability. Agile, customer-obsessed competitors are already translating human insights into exponential growth. To overcome resistance and secure the budget for innovation, we must translate human value into shareholder value. We must stop speaking the language of feelings and start speaking the language of finance. The strongest business case doesn’t just promise a better workplace; it quantifies the dollar cost of the status quo and the concrete returns of a human-first approach. This is about fiduciary imperative, not philanthropy.

The Cost of Inhumanity: Quantifying the Status Quo

Before presenting the benefits of change, the first step in building a compelling business case is to establish the current financial drain caused by inhuman, legacy systems and cultures. You must find the hidden taxes of the status quo:

  • Employee Friction Tax: Calculate the cost of replacing talent (high turnover due to burnout or bad processes), time wasted navigating complex internal systems, and lost productivity from low engagement. This is the dollar value of wasted human capital.
  • Customer Churn Tax: Calculate the lifetime value (LTV) lost when customers abandon a product due to poor user experience, excessive friction, or ineffective support. This tax represents the erosion of your future revenue base.
  • Rework and Failure Tax: Quantify the cost of failed projects, products built on faulty assumptions (due to lack of user empathy), and expensive technical debt incurred by non-agile, siloed teams. This is the direct cost of innovation risk.

By framing the discussion around these quantifiable losses, you shift the executive conversation from, “Should we spend money on this soft stuff?” to, “How quickly can we stop losing this money?

“The most powerful business case doesn’t sell the future; it sells the urgent necessity of escaping a financially painful present.” — Multiple Potential Authors


Case Study 1: Transforming Legacy IT Systems at a Global Bank

The Challenge:

A major global bank needed to overhaul its decades-old internal IT infrastructure. The initial proposal was a purely technical, multi-year, multi-million dollar project focused on migrating servers—a classic IT modernization effort that often meets with fierce budget scrutiny. It lacked a compelling, human-centered justification, and was viewed purely as a cost.

The Human-Centered Business Case:

Instead of focusing on server specifications, the new proposal quantified the Employee Friction Tax. The team spent two weeks interviewing high-value traders and back-office staff, finding that the slow, arcane IT systems required employees to spend an average of two hours per day manually reconciling data and waiting for systems to load. They calculated the cost of that lost labor—hundreds of thousands of hours annually—and then tied it to specific, high-risk operational errors caused by the frustration and complexity. The final proposal showed that by investing in a user-friendly, responsive new system, the bank would not just save money on maintenance, but would increase the productive capacity of its highest-paid employees by nearly 25%.

The Result:

The project was approved immediately. It was no longer an IT cost; it was a productivity and risk mitigation investment with a clear, measurable ROI tied to human efficiency. The focus shifted from infrastructure to Employee Experience (EX), which became the project’s success metric.


The Metrics Bridge: Translating Feelings into Finance

The secret to building the business case is creating a Metrics Bridge between the intangible human state and the tangible financial outcome. This is where the ROI is forged:

  1. Intangible: Psychological SafetyBridge: Employee Submission Rate of High-Risk Ideas → Financial Outcome: New Product Pipeline Value.
  2. Intangible: User Empathy/DelightBridge: Reduced Support Ticket Volume & Higher NPS → Financial Outcome: Lower Cost-to-Serve & Increased Customer Lifetime Value (LTV).
  3. Intangible: Clarity of PurposeBridge: Project Rework Hours & Time-to-Market → Financial Outcome: Faster Revenue Realization & Lower R&D Expense.

Case Study 2: Investing in Deep Customer Empathy (Fidelity Investments)

The Challenge:

Fidelity Investments sought to improve the experience for its customers navigating complex life events, specifically the process of settling an estate. The current digital process was logical but emotionally brutal, forcing grieving customers to repeat information multiple times and navigate dense legal jargon. The traditional business case focused on reducing call center volume, a valid but transactional metric.

The Human-Centered Business Case:

Fidelity’s internal innovation team adopted a human-centered design approach, spending time with customers during the bereavement process. They realized the problem wasn’t efficiency; it was emotional burden. The new business case was built around reducing the Customer Churn Tax and maximizing Trust Lifetime Value. They proposed investing in a radically simplified, empathetic digital pathway. The quantitative anchor became the Net Promoter Score (NPS) and, critically, the retention rate of high-value generational assets (the children of the deceased often take their inherited assets to new, more modern firms). They argued that reducing a moment of profound customer pain would create profound and lasting brand loyalty that translated directly into millions in future assets under management (AUM).

The Result:

The innovation, which included a new “empathy-first” platform, drastically reduced the time required to complete the process and improved customer satisfaction scores dramatically. Crucially, the program became the new gold standard for showing how an intangible benefit (empathy) generates a tangible, multi-generational financial return (retained AUM and referrals), proving that EX is directly connected to the bottom line.


The Fiduciary Imperative

Ultimately, the challenge of securing investment for human-centered change is a challenge of communication and perspective. You must treat every human-centered initiative as a financial strategy designed to mitigate risk and unlock latent value. By quantifying the financial pain of ignoring human needs and projecting the clear, measurable financial reward of prioritizing them, we shift from asking for permission to presenting a fiduciary imperative. The time for whispering about “culture” is over. We must now shout the truth: Caring for your people and your customers is the most profitable and strategically urgent decision your company can make.

Extra Extra: Because innovation is all about change, Braden Kelley’s human-centered change methodology and tools are the best way to plan and execute the changes necessary to support your innovation and transformation efforts — all while literally getting everyone all on the same page for change. Find out more about the methodology and tools, including the book Charting Change by following the link. Be sure and download the TEN FREE TOOLS while you’re here.

Image credit: Pixabay

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Overcoming Resistance: The Persuasive Power of a Well-Told Story

Overcoming Resistance: The Persuasive Power of a Well-Told Story

GUEST POST from Art Inteligencia

As a thought leader focused on human-centered change and innovation, I’ve seen countless brilliant strategies—digital transformations, market pivots, organizational redesigns—fail not because of technical flaws, but because they ran headlong into the brick wall of human resistance. We, as change agents, often make a critical error: we speak in the cold, logical language of spreadsheets and PowerPoint decks, yet we expect people to respond with the emotional commitment required for true change. That gap, the gulf between data and devotion, can only be bridged by one thing: a powerful, well-told story.

Resistance to change isn’t malicious; it’s human. It’s born from fear of the unknown, loss of status, or the exhaustion of yet another corporate mandate. Facts and figures may convince the brain, but only a story can rewire the heart. Stories bypass the critical, analytical side of the brain that’s waiting to find fault, and instead engage the empathetic, imaginative centers. When you tell a story, you don’t just present a future state; you invite your audience to live in it—to experience the journey, feel the challenge, and ultimately claim ownership over the success. A compelling narrative acts as an organizational immune booster, inoculating the workforce against the cynicism and “this too shall pass” attitude that kills innovation from within.

The Three Essential Elements of the Change Story

A compelling narrative designed to drive change must contain three core, human-centered elements, regardless of whether you’re using a keynote speech or a short internal video:

  • 1. The Crisis and the Call (Why Now?): Define the stakes. What is the burning platform—the threat or the monumental opportunity—that mandates change? This must be personal, illustrating what failure or success means for the audience, not just the balance sheet.
  • 2. The Journey and the Hero (What’s the Path?): Establish the vision of the future, but focus on the process. Crucially, the hero of the story must be the audience. The leader is merely the guide or mentor. This element shifts the audience from passive listeners to active participants, increasing their willingness to take the risks necessary for innovation.
  • 3. The Triumphant Future (What’s the Reward?): Paint a vivid picture of the world after the change. The reward must be meaningful to the individual: less friction, more time with family, a more meaningful job, or restored customer trust. It cannot simply be a higher stock price.

“People don’t resist change; they resist being changed. A great story allows them to choose their role in the transformation.” — Peter Senge and Braden Kelley


Case Study 1: Transforming Customer Service at Zappos

The Challenge:

In the early 2000s, Zappos made a massive, non-intuitive strategic bet: they would differentiate their online shoe company not through price or selection, but through obsessive customer service. This meant turning their call centers, often seen as cost centers in retail, into premium experience hubs. Internal employees and investors faced resistance: why invest in expensive 24/7, US-based call centers and offer free, 365-day returns? The data (initial costs) looked terrifying.

The Power of the Story:

CEO Tony Hsieh didn’t lead with cost projections; he led with the story of the “Wow” experience. He told tales of employees who were empowered to spend eight hours on a single customer call, or who sent flowers to customers whose feet had been injured. The story wasn’t about the transaction; it was about building a movement defined by happiness—for employees and customers alike. The narrative centered on the employee as the hero, capable of delivering magical moments. This story made the astronomical cost of service acceptable because it redefined service as the core, non-replicable brand innovation. The resistance dissolved as employees rallied around a story that gave their work meaning far beyond simply answering a phone.

The Innovation Impact:

The story became the operational principle. The emotional commitment it generated led to legendary word-of-mouth marketing, turning customer service into the greatest driver of revenue and allowing Zappos to command a premium price. The company’s sale to Amazon for $1.2 billion validated that the emotional story of the “Wow” was the most valuable asset.


Case Study 2: NASA and the Moonshot

The Challenge:

In 1961, when President John F. Kennedy announced the goal of landing a man on the Moon and returning him safely to Earth before the end of the decade, the scientific, technical, and logistical obstacles were almost insurmountable. NASA engineers faced skepticism, limited technology, and a public wary of the massive, unprecedented expenditure. The raw data said: “Impossible.”

The Power of the Story:

The story was the Moonshot itself. It wasn’t framed as a complex series of engineering tasks, but as an epic quest—a simple, audacious narrative that transcended budgets and deadlines. Kennedy’s challenge provided the clear Crisis and the Call (a race against geopolitical rivals) and the Triumphant Future (a bold step for mankind). The story made every engineer, technician, and administrative assistant—down to the janitor—feel like an essential hero on a grand, world-changing journey. When Kennedy asked a janitor at the space center what his job was, the man famously replied, “I’m helping put a man on the moon.” The story had successfully redefined his job description and purpose.

The Innovation Impact:

The compelling narrative drove innovation at a furious, impossible pace. It created a culture of extreme dedication, risk-taking, and cross-functional collaboration. The power of the story overcame the technical resistance and institutional inertia, directly impacting key innovation metrics like speed of execution and employee-driven solutions necessary to solve problems that had no known technical solution at the time.


The Leader’s Mandate: From Analyst to Author

If you are a leader charged with driving significant change, you must recognize that your job is not merely to delegate tasks; it is to craft the narrative. Stop trying to force change with directives and start creating stories that make the desired future irresistible. This narrative isn’t just a speech; it should be woven into every communication, from town halls to interactive digital campaigns.

Embrace the role of the author. Define the villain (the status quo, the market threat, the friction), outline the plot (the transformation journey), and most importantly, position your people as the central characters—the ones who will achieve the extraordinary. This human-centered approach is the single most effective way to overcome resistance and ensure that your innovation initiatives succeed, translating emotional buy-in into faster adoption and greater employee ownership. To change a culture, you must first change the conversation.

Extra Extra: Futurology is not fortune telling. Futurists use a scientific approach to create their deliverables, but a methodology and tools like those in FutureHacking™ can empower anyone to engage in futurology themselves.

Image credit: Pexels

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We Must Prepare for Future Crises Like We Prepare for War

We Must Prepare for Future Crises Like We Prepare for War

GUEST POST from Greg Satell

In a 2015 TED talk, Bill Gates warned that “if anything kills ten million people in the next few decades, it’s most likely to be a highly infectious virus rather than a war. Not missiles, but microbes.” He went on to point out that we have invested enormous amounts of money in nuclear deterrents, but relatively little to battle epidemics.

It’s an apt point. In the US, we enthusiastically spend nearly $700 billion on our military, but cut corners on nearly everything else. Major breakthroughs, such as GPS satellites, the Internet and transistors, are merely offshoots of budgets intended to help us fight wars more effectively. At the same time, politicians gleefully propose budget cuts to the NIH.

A crisis, in one sense, is like anything else. It eventually ends and, when it does, we hope to be wiser for it. No one knows how long this epidemic will last or what the impact will be, but one thing is for sure — it will not be our last crisis. We should treat this as a new Sputnik moment and prepare for the next crisis with the same vigor with which we prepare for war.

Getting Artificial Intelligence Under Control

In the Terminator series, an automated defense system called Skynet becomes “self aware” and launches a nuclear attack to end humanity. Machines called “cyborgs” are created to hunt down the survivors that remain. Clearly it is an apocalyptic vision. Not completely out of the realm of possibility, but very unlikely.

The dangers of artificial intelligence, however, are very real, although not nearly so dramatic. Four years ago, in 2016, I published an article in Harvard Business Review outlining the ethical issues we need to address, ranging from long standing thought experiments like the trolley problem to issues surrounding accountability for automated decisions.

Unlike the Terminator scenario, these issues are clear and present. Consider the problem of data bias. Increasingly, algorithms determine what college we attend, if we get hired for a job and even who goes to prison and for how long. Unlike human decisions, these mathematical models are rarely questioned, but affect materially people’s lives.

The truth is that we need our algorithms to be explainable, auditable and transparent. Just because the possibility of our machines turning on us is fairly remote, doesn’t mean we don’t need too address more subtle, but all to real, dangers. We should build our systems to serve humanity, not the other way around.

The Slow-Moving Climate Crisis

Climate change is an issue that seems distant and political. To most people, basic needs like driving to work, heating their homes and doing basic household chores are much more top of mind than the abstract dangers of a warming planet. Yet the perils of climate change are, in fact, very clear and present.

Consider that the National Oceanic and Atmospheric Administration has found that, since 1980, there have been at least 258 weather and climate disasters where overall damages reached or exceeded $1 billion and that the total cost of these events has been more than $1.7 trillion. That’s an enormous amount of money.

Yet it pales in comparison to what we can expect in the future. A 2018 climate assessment published by the US government warned that we can expect climate change to “increasingly affect our trade and economy, including import and export prices and U.S. businesses with overseas operations and supply chains,” and had similar concerns with regard to our health, safety and quality of life.

There have been, of course, some efforts to slow the increase of carbon in our atmosphere that causes climate change such as the Paris Climate Agreement. However, these efforts are merely down payments to stem the crisis and, in any case, few countries are actually meeting their Paris targets. The US pulled out of the accord entirely.

The Debt Time Bomb

The US national debt today stands at about 23.5 trillion dollars or roughly 110% of GDP. That’s a very large, but not catastrophic number. The deficit in 2020 was expected to be roughly $1 trillion, or about four percent of GDP, but with the impact of the Coronavirus, we can expect it to be at least two to three times that now.

Considering that the economy of the United States grows at about two percent a year on average, any deficit above that level is unsustainable. Clearly, we are far beyond that now and, with baby boomers beginning to retire in massive numbers, Medicare spending is set to explode. At some point, these bills will have to be paid.

Yet focusing solely on financial debt misses a big part of the picture. Not only have we been overspending and under-taxing, we’ve also been massively under investing. Consider that the American Society of Civil Engineers has estimated that we need to spend $4.5 trillion to repair our broken infrastructure. Add that infrastructure debt to our financial and environmental debt it likely adds up to $30-$40 trillion, or roughly 150%-200% of GDP.

Much like the dangers of artificial intelligence and the climate crisis, not to mention the other inevitable crises like the new pandemics that are sure to come, we will eventually have to pay our debts. The only question is how long we want to allow the interest to pile up.

The Visceral Abstract

Some years ago, I wrote about a concept I called the visceral abstract. We often fail to realize how obscure concepts affect our daily lives. The strange theories of quantum mechanics, for example, make modern electronics possible. Einstein’s relativity helps calibrate our GPS satellites. Darwin’s natural selection helps us understand diseases like the Coronavirus.

In much the same way, we find it easy to ignore dangers that don’t seem clear and present. Terminator machines hunting us down in the streets is terrifying, but the very real dangers of data bias in our artificial intelligence systems is easy to dismiss. We worry how to pay the mortgage next month, but the other debts mounting fade into the background.

The news isn’t all bad, of course. Clearly, the Internet has made it far easier to cope with social distancing. Technologies such as gene sequencing and supercomputing simulations make it more likely that we will find a cure or a vaccine. We have the capacity for both petty foolishness and extreme brilliance.

The future is not inevitable. It is what we make it. We can choose, as we have in the past, to invest in our ability to withstand crises and mitigate their effects, or we can choose to sit idly by and give ourselves up to the whims of fate. We pay the price either way. How we pay it is up to us.

— Article courtesy of the Digital Tonto blog
— Image credit: Pixabay

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Top 10 Human-Centered Change & Innovation Articles of November 2022

Top 10 Human-Centered Change & Innovation Articles of November 2022Drum roll please…

At the beginning of each month, we will profile the ten articles from the previous month that generated the most traffic to Human-Centered Change & Innovation. Did your favorite make the cut?

But enough delay, here are November’s ten most popular innovation posts:

  1. Human-Centered Design and Innovation — by Braden Kelley
  2. Four Ways to Overcome Resistance to Change — by Greg Satell
  3. What to Do When You Don’t Know What to Do — by Mike Shipulski
  4. 5 Simple Steps for Launching Game-Changing New Products — by Teresa Spangler
  5. Why Small Teams Kick Ass — by Mike Shipulski
  6. Crabby Innovation Opportunity — by Braden Kelley
  7. Music Can Make You a More Effective Leader — by Shep Hyken
  8. Lobsters and the Wisdom of Ignoring Your Customers — by Robyn Bolton
  9. Asking the Wrong Questions Gets You the Wrong Answers — by Greg Satell
  10. Brewing a Better Customer Experience — by Braden Kelley

BONUS – Here are five more strong articles published in October that continue to resonate with people:

If you’re not familiar with Human-Centered Change & Innovation, we publish 4-7 new articles every week built around innovation and transformation insights from our roster of contributing authors and ad hoc submissions from community members. Get the articles right in your Facebook, Twitter or Linkedin feeds too!

Have something to contribute?

Human-Centered Change & Innovation is open to contributions from any and all innovation and transformation professionals out there (practitioners, professors, researchers, consultants, authors, etc.) who have valuable human-centered change and innovation insights to share with everyone for the greater good. If you’d like to contribute, please contact me.

P.S. Here are our Top 40 Innovation Bloggers lists from the last two years:

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Innovate for Good – Breaking Paradoxes

GUEST POST from Teresa Spangler

At the time of my writing this, the world is in the midst of unprecedented triple crises. The COVID-19 pandemic is wreaking havoc on healthcare and on the personal lives of people globally. The economic impacts of this pandemic are crippling nations, small towns, and people all over the world. And to top it off we are experiencing incredible social unrest – protests for Black Lives Matter are taking shape all around the world, with the goal of peaceful protests for change – but they’ve been hijacked by anarchists of varied profiles… individual crusaders, terrorists acting solo, antagonists of the left and the right wings… so many different factions creating chaos. All of this to say, change is happening at paces unimaginable, and ‘INNOVATION for Good’ – of all types, centered on human, economic, and environmental impacts – is a dire necessity.

The world faces many great challenges. For example, the World Economic Forum reports that “by 2050, global food systems will need to sustainably and nutritiously feed more than 9 billion people while providing economic opportunities in both rural and urban communities. Yet our food systems are falling far short of these goals. A systemic transformation is needed at an unprecedented speed and scale.”

Speed and scale, these days, are the operative words prioritized in innovation investments. When and how are the big questions that investors and stakeholders primarily ask? Of course, these are important questions. Breaking the cycle of ‘profit first’ is not an easy shift for capitalist societies. Social Entrepreneurism, Social Innovation Organizations, and Non-Governmental Organizations are charting courses toward innovating in new and socially impactful ways, but they need the support, collaborative partnership, and help from investors and from the public and private sectors. The world of business has been groomed for years to drive everything fast, faster, and fastest – fail-fast, rapid prototype, accelerated stage gates, hire-slow-fire-fast, rapid returns… and so on. Measured return on investments drives innovation decision-making from new cure-all drugs to the closet full of patents that sit in the coffers of giant industry leaders never making it out into the commercial world, even though these may be game-changing, lifesaving, humanity-improving innovations.

This chapter looks at examples of how to shift from ‘profit first’ to ‘ethics and innovation for good and safety first’. If you build it safely, ethically, and build it to serve humanity, improve the environment, and support socially good causes, the profits will come. But investors and stakeholders need to understand the WHYs – why safety, ethics, and serving are so important. How are we innovators sharing these three critical priorities in the stories we build to gain buy-in on new ideas? So often, safety and ethics are afterthoughts. Responsible Innovation: Ethics and Risks of New Technologies, Joost Groot Kormelink, TU Delft Open, 2019 note:

“If we do not critically and systematically assess our technologies in terms of the values they support and embody, people with perhaps less noble intentions may insert their views on sustainability, safety and security, health and well-being, privacy and accountability.”

Also in the textbook, Responsible Innovation: Ethics and Risks of New Technologies, it sites are case study examples of how conflicting values can open up new opportunities to innovate responsible. As a learning method, the case study opens up our minds to the point of view or moral foundations as an opportunity:Moral dilemmas can help stimulate creativity and innovation, and innovative design may help us to overcome problems of moral overload.”

In the case study excerpt below: “Smart meters and conflicting values as an opportunity to innovate.” The case study points to an example of smart meter design.

The smart meter 3.0, which is what we are ideally looking for, is designed to accommodate both of the functional requirements in order to make energy use more efficient, while also protecting personal data. It gives us privacy and sustainability. In this respect, innovation in smart metering is exactly this: the reconciliation of a range of values, or moral requirements, in one smart design, some of which were actually in conflict before. Similarly, if we would like to benefit from RFID technology (enabling to automatically identify and track tags attached to objects) in retail, but fear situations in which we might be tracked throughout the shopping mall, it has been suggested we can have it both ways. A so-called ‘clipped chip’ in the form of a price tag with clear indentations would allow customers to tear off a piece of the label, thereby shortening the antenna in the label so as to limit the range in which the label can transmit data.

Clarity of Values-Based Purpose

In the case above, there is clear purpose-driven innovation. Study after study has shown clarity of purpose is key to engaging people in new ideas.

A Kin&Co survey conducted by Populus points out that “Not embedding purpose properly also alienates customers, because in this age of transparency employee problems leak out online, and into the press. Over a third of employees surveyed (34%) said they’d consider writing a negative review online.” One example cited is of “… the Etsy employee who started a petition against the company’s leaders for not living their purpose and values, which was signed by thousands of employees and then went viral.” From: Why purpose matters and four steps companies can take to get it right”, Rosie Warin, 14 February 2018, Ethical Corporation Magazine, Reuters Events – Sustainable Business, the conclusion was thus that …

 Having a purpose and not living it will actually hurt your business more than not having one at all! Why Purpose Matters

There is a hunger for more transparency, having our work be meaningful, and knowledge that ethics and privacy are forethoughts, not afterthoughts. It’s good for business, and certainly will drive better profits in the long run.

Breaking the ‘Fast Profit’ Addiction and Adapting Innovation for Social Benefits – Seeking Purpose

Without tradition, art is a flock of sheep without a shepherd. Without innovation, it is a corpse.  Winston Churchill

What if we asked the BIG ‘What if?’ What if we were more focused on the benefits of our innovations to humans, the environment, and society – making these priorities over profits first? Can it be proven that if you build it, the profits will come?

The United Nations: Sustainable Development Goals (SDGs)

The chapter Foundations of Moral Innovation (Chapter 3 – page 57) mentioned the ‘triple bottom line’ that socially conscious companies focus on serving – People / Planet / Profit… the social, environmental, and financial aspects of an organization’s impact. In 2015 the United Nations cast a vision (and put actions to their words) to build a better world for all people by 2030. Engaging a world of collaborators is key to the success of these 17 Development Goals (noted below).

The 17 Sustainable Development Goals (SDGs) are one of the world’s best plan to build a better world for people and our planet by 2030. Adopted by all United Nations Member States in 2015, the SDGs are a call for action by all countries – poor, rich and middle-income – to promote prosperity while protecting the environment. They recognize that ending poverty must go hand-in-hand with strategies that build economic growth and address a range of social needs including education, health, equality, and job opportunities, while tackling climate change and working to preserve our ocean and forests. See Transforming A World: A 2030 Agenda.

The Division for Sustainable Development Goals (DSDG) within the United Nations Department of Economic and Social Affairs (UNDESA) provides substantive support and capacity-building for these SDGs and their related thematic issues.

To say the least, as we read these 17 audaciously massive and impactful goals, the goals feel incredibly lofty; the actions to innovate solutions for three of the goals, much less 17 of them, feels nearly unachievable (in our fast prototyping, rapid release, ROI-focused, capitalistic mind-sets) and CFOs around the world sense that acting on these in any way may weigh heavily on profits. Yet many companies are collaborating to drive solutions to these goals. The United Nations built a values-based and purpose-driven platform to participate in solving these world challenges. They provide guidelines, research, information on other collaborators, tools, data, and so much support to help those that choose to participate. And participating they are! Noted from a press release in July 2019: “28 companies with combined market cap of $1.3 trillion step up to new level of climate ambition. Ahead of the UN Climate Action Summit, companies commit to set 1.5°C climate targets aligned with a net-zero future, challenging Governments to match their ambition”.

Here are a few of the participating companies from this release: AstraZeneca, Banka BioLoo, BT, Dalmia Cement Ltd., Eco-Steel Africa Ltd., Enel, Hewlett Packard Enterprise, Iberdrola, KLP, Levi Strauss & Co., Royal DSM, SAP, Signify, Singtel, Telefonica, Telia, Unilever, Vodafone Group PLC, and Zurich Insurance, amongst others. The release goes on to note that this collectively represents over one million employees from 17 sectors and more than 16 countries.

It seems that the United Nations has created an intensely collaborative framework that offers a moral ground to innovate. It’s just one example, and as complex as these goals are, the framework is simple… build a mission-driven platform, engage thought-leaders around the world, set up metrics and measures for success, provide as much data as possible, offer support when and where needed, and provide as many tools as possible to encourage collaboration amongst them.

ESG – A Moral Compass

Social investors are a group growing in popularity and size. These investors focus their investments and their portfolios on corporations around the world with metric-driven processes to ensure they are building sustainable and responsible companies – a practice known as environmental, social and corporate governance, or ESG.

An example of such an organization is Philips Corporation, which has made a commitment to ESG and thus to ethics over profits. In the article, “Good business: Why placing ethics over profits pays off”, they share “When companies work ethically, they will naturally outpace competition. Why? Simply because customers, as we’ve discovered, will see them as a trusted partner, not only for what they do, but how it is delivered. Commitment from management is a key factor to effectively deal with these situations.”

In Stanford Social Innovation Review, authors Chris Fabian and Robert Fabricant write, “An ethical framework – ‘a way of structuring your deliberation about ethical questions’ – can help to bridge disparate worlds and discourses and help them work well together.” Their article further notes that, “Ethical questions might include: ‘Is this platform / product actually providing a social good?’ or ‘Am I harming / including the user in the creation of this new solution?’ or even ‘Do I have a right to be taking claim of this space at all?’”11 Such a strong ethical framework can help innovators to plan for ‘value-based collaborations’. Establishing such a framework within your innovation practice also provides a process whereby collaborators can monitor the work, and consistently ensure that ethics are intact. Moreover, planning for positive outcomes and managing to an ethical framework gives customers, buyers, stakeholders, users, and investors some comfort that the ‘net new disruptive innovations’ will be safe for all, which will result in strong profits and longevity in due time.

Very importantly, this article also points out that while ethics may involve subjectivity, nevertheless “an ethical framework can bridge the worlds of startup technology companies and international development to strengthen cross-sector innovation in the social sector.”

Fabian and Fabricant outline a 4-model framework in this article:

  • Innovation is humanistic: solving big problems through human ingenuity, imagination, and entrepreneurialism that can come from anywhere.
  • Innovation is non-hierarchical: drawing ideas from many different sources and incubating small, agile teams to test and iterate on them with user feedback.
  • Innovation is participatory: designing with (not for) real people.
  • Innovation is sustainable: building skills even if most individual endeavors will ultimately fail in their societal goals.

“Critical to the world’s innovation effort is harvesting the Human Imagination!”  Patrick Reasonover – writer and producer of They Say It Can’t Be Done

Incorporating any of the above four models provides the basis for forethought and planning. There may be additional considerations accompanying the above framework to drive even better outcomes yet – especially for those with big audacious visions of disruptive innovation. But often there are unexpected barriers. So how can one plan for the unexpected? There is a documentary film that explores some of these barriers, and four companies working to overcome them.

They Say It Can’t Be Done, written and produced by Patrick Reasonover, is an excellent documentary exploring how innovation can solve some of the world’s largest problems. The film tracks four companies on the cutting edge of technological solutions that could promote animal welfare, solve hunger, eliminate organ wait lists, and reduce atmospheric carbon. The film explores often unexpected challenges and barriers that are potentially keeping these companies from realizing success. They each share steps and strategies on how to break through the ‘concrete walls’.

The compelling theme from these companies is innovation for good – innovation with a moral foundation to improve humanity. One of the first questions typically asked by stakeholders is “When will these companies or their new innovations become profitable?” Here’s the BIG ‘What if’ question.  What if we changed this question to, “What will it take to make this successful, and how can we help you get there faster?”  These are fairly typical questions. But what about roadblocks potentially challenging even the most knowledgeable and experienced teams and proven technologies? I recently spoke with Patrick Reasonover about his mission and the documentary. Reasonover shares, “Faced with similar challenges to the companies in the documentary, I felt if more people understood barriers, the world would see more successful outcomes that could save people, improve human conditions, and the environment.”  Reasonover went on to share four themes that would greatly help disruptors in their innovation practices. These four themes are summarized as follows:

  1. One of the most important points he made in our discussion was to engage regulators and government agencies – collaborating with them very early on in the process and all along your path. Help them to understand; listen and take in their input.
  2. Institute what Reasonover calls an ‘Ambassador of Imagination’. We need more imagination in the world and in our own world. It’s too easy to get boxed into an innovation framework and forget to take the blinders off in order to think and create big things!
  3. Optimism is sorely needed in the world and especially for innovators. Getting new things out the door is daunting. Infuse your efforts with doses of optimism grounded in reality.
  4. CELEBRATE… hitting milestones should be celebrated along the way. It’s a long road, and all too often we get push back from doubters, investors wanting faster outcomes, governing approval agencies, and so on. Celebrate and move forward!

These four practices create a culture that encourages and celebrates imagination, innovation, success, and all the collaborators helping you get there. And involving agencies early on in the process helps them to understand that you are taking safety and ethics seriously. Take for example 3D-printed organs for those needing transplants. There is so much at stake. Stepping through the approval process to prove it out on less risky organs – for example, 3D printed ears – helps to chart the course for other organs as the technologies and the discovery of new methods continues to develop.

The article “On The Road To 3-D Printed Organs” in TheScientist reports, “There are a number of companies who are attempting to do things like 3-D print ears, and researchers have already reported transplanting 3-D printed ears onto children who had birth defects that left their ears underdeveloped, notes Robby Bowles, a bioengineer at the University of Utah. The ear transplants are, he says, ‘kind of the first proof of concept of 3-D printing for medicine.”

Ethics First

All in all, there is much evidence pointing to success, longevity, scale, and profits when building a framework that places ethics, safety, values, and purpose as planned practices in any innovation effort.

These practices do not have to slow the process of innovation in the least. On the contrary… they will often speed up the effort, as in the example of engaging regulators as collaborators early on in your efforts. Engaging imagination and optimism are sorely needed, and keeps teams engaged and enthused. And.. leveraging one of Stanford’s four models could save a great deal of pain by monitoring outcomes all along your development stage gates. It all just makes good and safe business sense!

*Article is an excerpt contribution (chapter 6): The Other Side of Growth: Innovator’s Responsibilities in an Emerging World

Image credit: Pixabay

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Leading Your Way Through Crisis

Leading Your Way Through Crisis

GUEST POST from Greg Satell

There’s a passage in Ernest Hemingway’s 1925 novel, The Sun Also Rises, in which a character is asked how he went bankrupt. “Two ways,” he answers. “Gradually, then suddenly.” The quote has since become emblematic of how a crisis takes shape. First with small signs you hardly notice and then with shocking impact.

That’s certainly how it felt to me in November, 2008, when I was leading a media company in Kyiv. By that time, the financial crisis was going full throttle, although things had been relatively calm in our market. Ukraine had been growing briskly in recent years and, while we expected a slowdown, we didn’t expect a crash.

Those illusions were soon shattered. Ad sales in Ukraine would eventually fall by a catastrophic 85%, while overall GDP would be down 14%. It was, to say the least, the worst business crisis I had ever encountered. In many ways, our business never really recovered, but the lessons I learned while managing through it will last a lifetime.

Build Trust Through Candor and Transparency

Our October revenues had come through fairly strong, so we were reasonably confident in our ability to weather the crisis. That all changed in November though, when ad sales, our primary source of revenue, dropped precipitously. By mid-November it had become clear that we were going to have to take drastic measures.

One of the first things that happens in a crisis is that the rumor mill goes into high gear. As if the real news isn’t bad enough, unimaginably crazy stories start getting passed around. To make matters worse, the facts were moving so fast that I didn’t have a clear picture of what the reality actually was, so couldn’t offer much in the way of consolation.

Yet what I could do was offer clarity and transparency. I called my senior team into an emergency meeting and told them, “This is bad. Really bad. And to be honest I’m not sure where we stand right now. One thing that I can assure you all of though is this: Like everything else, eventually this crisis will end and, when it does, you are going to want to look back at how you acted and you are going to want to be proud.”

A good number of those in the room that day have since told me how much that meeting meant to them. I wasn’t able to offer much in substance, or even any condolence for that matter. What I was able to do was establish a standard of candor and transparency which made trust possible. That became an essential asset moving forward.

Create An Imperfect Plan

Creating an atmosphere of transparency and trust is essential, but you also have to move quickly to action. In our case, that meant restructuring the entire company over the next 36 hours in order to bring our costs somewhat back in line with revenues. We weren’t even close to having a plan for the long-term, this was about survival.

We still, however, wanted to limit the damage. Although we were eliminating some businesses entirely, we recognized that some of our best talent worked in those businesses. So to lay people off indiscriminately would be a mistake. We wanted to keep our top performers and place them where they could have the most impact.

Over the next day and a half, we had a seemingly never-ending and excruciating series of meetings in which we decided who would stay and who would go, where we could increase efficiency by combining functions and leveraging our scale. Our goal was to do more than just survive, but to position ourselves to be more competitive in the future.

The plan we created in that short period of time was by no means perfect. I had to make decisions based on poor information in a very compressed time frame. Certainly mistakes were made. But within 36 hours we had a plan to move forward and a committed team that, in many ways, welcomed the distraction of focusing on the task in front of them.

Look for Dead Sea Markets

In their 2005 book, W. Chan Kim and Renée Mauborgne popularized the notion of a Blue Ocean Strategy, which focuses on new markets, rather than fighting it out in a “red ocean” filled with rabid competition. As MIT Professor David Robertson has described, however, sometimes markets are neither a red or blue ocean, but more like a dead sea, which kills off existing life but provides a new ecosystem in which different organisms can thrive.

He gave the example of LEGO’s Discovery Centers, which has capitalized on the abrupt shift in the economics of mall space. A typical location is set up in an empty department store and features miniature versions of some of the same attractions that can be found at the Toy giant’s amusement parks. The strategy leverages the fact that many mall owners are in dire need to fill the space.

We found something similar during the Ukraine economic collapse of 2009. Because the country was a major outsourcing center for web developers, demand for those with technical talent actually increased. Many of our weaker competitors were unable to retain their staff, which gave us an opportunity to launch several niche digital brands even while we were cutting back in other parts of our business.

Every crisis changes economic relationships and throws pricing out of whack. In some cases that turns cheap commodities, such as Lysol and hand sanitizer amid a Coronavirus pandemic, into highly demanded products. In other cases, however, it makes both assets and market share surprisingly affordable. That can create great opportunities.

Prepare for the Next Crisis

By the fall of 2009, our company was financially stable and things were returning to some form of normalcy. We had a strong management team, a portfolio of leading products and our survival was no longer seriously in question. However, I was exhausted and decided to leave to pursue other opportunities.

The founder, who had started the company almost 15 years before, was as exhausted as me and was ready to sell the company. Given our highly political sensitive portfolio of news brands, I urged him to seek a deal with a multinational firm. However, for various reasons, he decided to go with a local group led by Petro Poroshenko and Boris Lozhkin.

In my book Cascades, I describe what happens next. Due to the hard-hitting coverage of our news journalists, the company came under pressure from the oppressive Yanukovych regime. In 2013, the new owners were forced to sell the company to an ally of the Ukrainian President. A few months later, the Euromaidan protests broke out and Yanukovych was unanimously impeached. Later, Poroshenko was elected President and named Lozhkin as his Chief of Staff.

I still keep in touch with a core group of my former colleagues. Many have started families or new businesses. Quite a few have moved to different countries. Yet we all share the bond of working through the crucible of crisis together, some pride in what we achieved and the satisfaction that, when it was called for, we gave it our honest best.

— Article courtesy of the Digital Tonto blog
— Image credit: Pixabay

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