The Greatest Inventor You’ve Never Heard of

Meet the Invisible Man of Innovation

The Greatest Inventor You've Never Heard of

GUEST POST from John Bessant

There’s a famous test, originally developed by psychologist J.P. Guilford, to give an idea of how ‘creative’ a person is. Ask them to think of as many uses as possible for an everyday object – a brick, a glass, a shoe, etc. The idea is that the more ideas you come up with (fluency) plus the number of different categories of idea (flexibility) gives an indication of your ability to think creatively.

If we tried the test with the simple safety pin it would certainly trigger some of the usual suspects – a nappy (diaper) pin, a clothes fastener, a medical device or an item of jewellery. Not so frequent a visitor to many peoples’ lists might be ‘a weightlifting aid’ – yet arguably that has been its most glorious moment so far. For one very good reason.

A $15 debt isn’t a big deal, even if it is incurred in 1849; its value would be around $600 in today’s money. An annoyance but not likely to bring on imminent bankruptcy if it remained unpaid. But for Walter Hunt there was a principle involved (he was, by all accounts a very moral man) and also the practical consideration that his relationship with his creditor (one J. R. Chapin) mattered. Chapin had helped him with a number of other projects as a draughtsman, providing the technical drawings needed for his patent applications. So Walter duly worried about how to repay the debt.

A period of hand wringing and fiddling which lasted about three hours, during some of which he picked up a piece of wire to keep his hands busy. And came up with the basic and still powerful principle behind the mechanism of the safety pin. Most pins up to that point were either simple and sharp with a point at the end or loops which came undone easily. These hadn’t changed much since the days when Roman legionaries pinned their cloaks with a fibula, a kind of simple brooch clasp pin.

By coiling the wire on itself he created a simple spring mechanism and by providing a catch at one end he was able to make the safe closure mechanism which we have come to know and love.

Quite a lot of us, in fact; estimates put the number of safety pins produced and sold per year around the world at around one billion, with specialised machines capable of turning out millions per day.

Walter Hunt was not a fool; he recognized that this idea could have value. And he was not inexperienced; he already had a healthy track record of successful innovation behind him and knew how to work the patent system. So he duly filed and was awarded patent number US6281A; he then offered this (and the accompanying rights it conferred) to the W R Grace company who snapped it up (excuse the pun), paying Hunt $400, enough to enable him to settle his debt and have some spare capital. And to lift a small but annoying weight from his shoulders…

It turned out to be a good deal for them; on an initial outlay of $15,000 in today’s money they secured profits running into millions over the next years.

Safety Pins

Image: U.S. Patent Office, public domain via Wikimedia

This kind of thing was second nature to him; he had a gift for seeing and solving problems in a practical way. By 1849 he’d already built a legacy of (mostly) useful items which he had (mostly) patented and had a growing reputation as an inventor. Though not necessarily an innovator – as in someone who can create value from their ideas. Hunt seems to have had a second ‘gift’; in addition to being a visionary inventor he seems to have been cursed with the inability to profit from his inventions.

The man who was labelled a ‘Yankee mechanical genius’ was born in 1796 in Lewis County, New York to a Quaker family. The eldest of thirteen children he was lucky to receive an education and went on to earn a master’s degree in masonry at the age of twenty-one. Although a practical skill much needed in a rural farming community masonry also involves a way of thinking which is much more than simply piling stones on top of each other. Arguably his understanding of interdependence and systems derived in part from this early experience – and enabled him to approach widely differing problems with a sense of their underlying similarities.

Yet if you look back at his track record of inventions he rapidly emerges as a serious contender for being the greatest inventor you’ve never heard of.

For example:

The repeater rifle, in 1848 – up there as a symbol of ‘how the West was won’ in a thousand cowboy movies and the undoubted making of the Winchester Repeating Arms Company with their Winchester rifle. Hunt not only developed the original idea for a ‘volition repeating rifle’ but also the ammunition it might use (his ‘rocket ball’) which was revolutionary in putting the powder charge in the bullet’s base. His designs weren’t very workable and he sold the patents; these changed hands a number of times in the growing armaments industry before being bought by Messrs Smith and Wesson who used them as the basis for a new company. The biggest investor in the new Volcanic Repeating Arms Company was one Oliver Winchester….

Think fountain pens and writing implements and the transition from goose quills to refillable devices and you may well think of the companies which made their name with the innovation. But whilst companies like Parker Pen created the market the foundations were laid by, amongst others, Walter Hunt who predated their work by decades. In 1847, he patented a fountain pen (U.S. Patent 4,927) combining inkstand and pen into one unit, “convenient for the pocket.”

Knife sharpening ? Nail making? Rope making? Castors to help move furniture around? Disposable paper collars? A coal burning stive which would radiate heat in all directions? A saw for cutting down trees? A flexible spring attachment for belts and braces? An attachment for boats to cut through ice? An inkstand? A non-explosive safety lamp? Bottle stoppers? Hunt turned his hand and imagination to hundreds of challenges across an almost impossibly wide spectrum. Leonardo da Vinci would have been proud of him, not least in his ability to draw together ideas and inspirations from many different fields.

His first patented invention was for an improved flax spinning machine in 1826. He worked as a farmer in a region dominated by textile milling and most of his family and friends were in the business of spinning wool and cotton. Faced with rising costs and falling product prices the local mill owner, Willis Hoskins, wanted to reduce wages; Hunt persuaded him to hold off and offered instead to develop a more efficient flax spinning machine. He patented this on June 22, 1826 and its contribution to improving productivity saved the jobs.

His motivation was often underpinned by a social concern. Another early invention (1827) was for a coach alarm system. Visiting New York to try and raise funds for developing the falx spinning machine further he witnessed an accident where a horse-drawn carriage ran over a child. The driver, his hands fully occupied with the reins of the team, had been unable to sound a warning horn in time. Hunt was shaken by this and the fact that this was not a rare occurrence; he began thinking of ways to help prevent these accidents. He came up with the idea of a metal gong with a hammer that could be operated by foot; his “Coach Alarm” was patented on July 30, 1827. Facing an uphill struggle he sold the rights to the stagecoach operators Kipp and Brown; the invention became a standard feature on streetcars across the United States, saving countless lives.

Late in life, Hunt addressed the laundry problem. In 1854 a crisp white collar was a mark of status, but keeping linen white required constant starching and ironing. Hunt invented the ‘paper shirt collar’ (U.S. Patent 11,376) which offered the advantage of looking like linen but being disposable after use.

Some of his ideas were, shall we say, a little fanciful though the prototypes proved their point. Inspired by the way flies negotiated ceilings his ‘antipodean apparatus’ was designed to help circus performers (and anyone else mad enough) to walk upside down. Although this one wasn’t patented it was still in use by performers a hundred years later!

antipodean apparatus

Altogether he was responsible for hundreds of patents and about two dozen of Hunt’s inventions are still used in the form in which he created them over one hundred years ago.

Including, of course, the really big one that got away – the sewing machine. The mid 19th century saw a flurry of inventive activity around trying to enable it, eventually converging on a dominant design which combined different elements for feeding, sewing with a lockstitch, holding the fabric, powering the feed, etc. Isaac Singer walked away with the prize in 1851 after a long and bitter battle with Elias Howe whose patent he liberally borrowed from and which predated his machine by several years.

What’s not always mentioned is that Howe’s idea wasn’t original; he’d based his 1846 machine on something he’d seen more than a decade before. In fact this ‘prior art’ was what Singer tried to use in his defence only to have the judge throw it out because the original idea, though clearly the core design for a working sewing machine, had never actually been patented.

The man who’d let this incredible opportunity slip through his fingers? Our very own Walter Hunt.

Sewing Machine

Image: National Museum of American History, public domain

In 1830, Barthelemy Thimonnier in France had patented a machine that used a hooked needle to make a chain stitch, but it was slow and fragile. Hunt’s experiments in the early 1830s led him to a new approach; he realized that a machine didn’t need to mimic a manual seamstress and in particular it didn’t need to pass the needle all the way through. Instead he designed a curved needle with the eye at the point; the needle would pierce the cloth, carrying a loop of thread with it and then a shuttle would pass a second thread through the loop formed by the needle. When the needle retracted, the two threads would lock together – lockstitch.

He kept it in the family, employing one of his many brothers, Adoniram, to improve on his wooden prototype by making a machine out of iron. It worked well, sewing straight seams with a durability and uniformity that manual sewing could not touch. By 1834 – twelve years before Elias Howe – Hunt had a working machine that could have made him one of the richest men in the world. But he held back from patenting it.

Not for want of experience or vision; he’d seen the possibilities which is why he’d been working on the idea. But his vision was partly shaped by his strong-willed and socially conscious daughter who saw it not as a labour-saving device but as a labour killer, threatening the livelihoods of women who worked as seamstresses to establish themselves and find a measure of financial independence. She persuaded Hunt to hold back from registering his patent though he had the working design ready a full twenty years before Singer’s successful entry.

Instead he allowed his invention to ‘slumber’, existing but not being patented or commercialised. He sold the rights to the prototype to George Arrowsmith, but Arrowsmith, the lack of a patent, also failed to commercialize it.

In the infamous ‘Sewing Machine Wars’ of the early 1850s the two big antagonists were Howe and Singer; as part of his campaign Singer discovered Hunt’s ideas and pressed him to search for any evidence of the earlier machine which might help invalidate Howe’s lockstitch-based patent. Eventually they found the rusty remnants of the 1834 machine and Hunt rebuilt it to working status, enabling Singer to argue that Howe was not the first inventor.

In 1854, Patent Commissioner Charles Mason issued a ruling that became a cornerstone of patent law; he acknowledged that Hunt had indeed invented the machine first. However, he ruled against Hunt based on the doctrine of laches (abandonment), writing that “…. When the first inventor allows his discovery to slumber for eighteen years, with no probability of its ever being brought into useful activity, and when its only resurrected to supplant and strangle an invention which has been given to the public… all reasonable presumption should be in favour of the inventor who has been the means of conferring the real benefit upon the world”.

The ruling forced Singer and other sewing machine manufacturers to settle their differences and operate a patent pool with each paying relevant royalties to the others for use of particular intellectual property. Hunt received a small payment from Singer for his testimony, but he missed out on the royalties that built the fortunes which came to Singer and Howe.

He was granted a patent for another improvement to the sewing machine dealing with feeding of material into the machine without jamming it. Singer eventually agreed in 1858 to pay Hunt $50,000 for this design – but Hunt didn’t live long enough to collect his due.

He died on June 8, 1859 of pneumonia in his workshop in New York City. His grave in Green-Wood Cemetery is marked by a modest granite shaft, a stark contrast to the massive monuments of other ‘Gilded Age’ entrepreneurs.

Although Hunt died without a fortune to his name he was no fool. His name might be missing from the pantheon of great inventors who changed the world through steel and steam – creating the products and the markets which defined a new industrial age. Yet anyone who could twist a piece of wire into a global success in three hours in order to settle a debt deserves a closer look.

His life reveals a complex man of high principles – a ‘benevolent Quaker’ – and possessed of an internal motivation owing much more to a fascination with solving problems and puzzles than the inspiration of a possible fortune. Someone who found joy in the quest rather than the goal, the ultimate ideas man.

An obituary published in the New York Tribune on June 13th, 1859 captured a little of this restless spirit. “For more than forty years, he has been known as an experiment in the arts. Whether in mechanical movements, chemistry, electricity or metallic compositions, he was always at home: and, probably in all, he has tried more experiments than any other inventor.”

Sometimes the quest is more exciting than the destination, sometimes the act of creating something new is its own reward.


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All images generated by Google Nanobanana or Substack AI unless otherwise indicated

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Temporal Agency – How Innovators Stop Time from Bullying Them

LAST UPDATED: February 2, 2026 at 4:12 PM

Temporal Agency - How Innovators Stop Time from Bullying Them

GUEST POST from Art Inteligencia

We live in an age where time feels like a relentless tyrant. Deadlines loom, inboxes overflow, and the constant hum of connectivity creates an illusion of urgency that often masks a deeper problem: our lack of agency over our most precious resource. We’ve been conditioned to believe that speeding up is the only solution, when in reality, the answer lies in a more profound re-engineering of our relationship with time itself.

This isn’t about magical thinking or finding shortcuts; it’s about deeply understanding the mechanisms of time perception, leveraging neuroscience, and consciously crafting environments that enable us to reclaim temporal agency. It’s about moving from being victims of the clock to becoming its conductors.

Innovation rarely fails because of insufficient intelligence or ambition. It fails because time is weaponized against the very thinking it requires. Urgency crowds out curiosity. Speed displaces sense-making. Motion replaces meaning.

The result is a paradox: organizations move faster while understanding less.

“The real superpower isn’t bending time. It’s designing conditions where time stops bullying us.”

— Braden Kelley

Time as an Environmental Problem

Most discussions about time focus on individual discipline. This framing is incomplete. Time pressure is largely environmental.

Every unnecessary meeting, notification, and premature deadline fragments attention. Each fragment shrinks perceived time. Over time, this creates a persistent sense of acceleration, even when output stagnates.

Innovators do not need to work harder. They need environments that allow thinking to breathe.

Designing Conditions That Stretch Time

Stretching time means increasing the quality of attention per moment.

Innovative organizations intentionally design for:

  • Subjective time expansion through focused engagement
  • Reliable flow states by aligning challenge and capability
  • Lower perceived urgency through clearer prioritization
  • Greater present-moment bandwidth by reducing cognitive clutter

These conditions transform how time is felt, even when clocks remain unchanged.

Case Study 1: A Product Team Slows Down to Speed Up

A digital product team consistently missed deadlines despite aggressive schedules. Workdays were filled with context switching.

Leadership eliminated status meetings and replaced them with a shared visual dashboard updated asynchronously. Teams gained uninterrupted blocks of time.

Perceived time pressure dropped immediately. Delivery speed improved within one quarter, and employee burnout declined.

Flow as Infrastructure

Flow is often treated as a personal peak experience. In reality, it can be operationalized.

Organizations that enable flow:

  • Limit work-in-progress
  • Clarify decision rights
  • Align incentives with learning, not visibility

Flow-friendly systems create temporal elasticity—time feels abundant because it is used coherently.

Case Study 2: A Research Organization Redesigns Urgency

A research organization found that “urgent” requests dominated scientist schedules.

Leaders introduced explicit urgency criteria and delayed non-critical decisions by default. Scientists regained long stretches of uninterrupted inquiry.

Breakthrough insights increased, not because more time was added, but because time was no longer under constant assault.

From Time Management to Time Relationship

Time management asks individuals to cope. Temporal agency asks leaders to design.

When innovators command their relationship with time, they:

  • Think more clearly
  • Learn more quickly
  • Create more meaningfully

Time does not need to be conquered. It needs to be respected.

When time stops bullying us, innovation finally gets the space it deserves.


The Myth of Speed and the Reality of Felt Time

Our objective measurement of time – seconds, minutes, hours – is immutable. But our subjective experience of time is incredibly fluid. Think of those moments when an hour flies by in a blur of deep work, or when five minutes waiting for a delayed flight feels like an eternity. This discrepancy is our greatest lever for change. Innovators and creatives, especially, must learn to manipulate this subjective experience, not to work longer, but to work smarter, deeper, and more meaningfully.

Altering Subjective Experience of Time

This isn’t about wishing time away or making it go faster. It’s about enriching the present moment to reduce the *felt* pressure of time. When we are deeply engaged, focused, and present, the anxiety associated with time pressure dissipates. This requires conscious effort to minimize distractions and cultivate environments conducive to concentration.

Entering Flow More Reliably

The concept of “flow state,” popularized by Mihaly Csikszentmihalyi, is the ultimate expression of temporal agency. In flow, time ceases to exist, and our productivity skyrockets. To enter flow more reliably, we need to design for it: clear goals, immediate feedback, and a balance between challenge and skill. It’s about creating rituals that signal to our brains: “It’s time to deeply engage.”

Reducing Felt Time Pressure

A significant portion of our “time crisis” is psychological. The constant fear of missing out (FOMO), the pressure of endless notifications, and the expectation of immediate responses create a chronic state of urgency. Reclaiming agency means consciously unplugging, setting boundaries, and understanding that not all demands are created equal. Prioritization isn’t just about what to do, but what not to do, and when.

Increasing Present-Moment Bandwidth

In our hyper-connected world, our attention is constantly fragmented. We’re often performing tasks while thinking about the next five things. This multitasking illusion significantly degrades our present-moment bandwidth. Practicing mindfulness, single-tasking, and deep work techniques expands our capacity to engage fully with the task at hand, making each unit of objective time more potent and less stressful.


Practical Ways to Reclaim Temporal Agency

1. The “Temporal Audit”

Before you can optimize, you must understand. Conduct a rigorous audit of how you spend your time, not just objectively, but also subjectively. Where does time drag? Where does it fly? What activities genuinely recharge you versus those that drain your energy and create more pressure?

2. Deep Work Blocks

Inspired by Cal Newport, schedule dedicated, uninterrupted blocks for your most cognitively demanding tasks. Turn off notifications, close irrelevant tabs, and commit to single-tasking. These aren’t just work blocks; they are flow-creation blocks.

3. Strategic Procrastination (with a twist)

Not all tasks require immediate attention. Consciously defer non-urgent tasks to specific “batching” periods. This reduces the mental load of constantly switching contexts and allows for deeper focus on critical items. The “twist” is that this is a conscious decision, not an avoidance tactic.

4. The “No Meeting Wednesday” (or similar)

Create specific days or half-days entirely free of meetings. This provides an oasis for deep work, strategic thinking, and creative exploration without the constant interruptions that fragment our schedules and minds.

5. Digital Detox Rituals

Implement daily, weekly, or even monthly periods of disengagement from digital devices. This isn’t just about reducing screen time; it’s about allowing your mind to wander, to connect disparate ideas, and to replenish its creative reserves without the constant demand for attention.


Case Studies in Temporal Mastery

Case Study 3: The Biotech Founder’s “Un-Schedule”

A biotech startup founder was overwhelmed by the demands of fundraising, product development, and team management. Instead of trying to pack more into her day, she adopted an “un-schedule” approach. She scheduled only 3-4 hours of high-value, deep work each day, with the rest of her time dedicated to reactive tasks, strategic thinking, or even intentional white space. By consciously limiting her scheduled workload, she created mental breathing room, leading to more breakthroughs and less burnout. Her team also reported feeling less pressured, as her clarity translated into more focused direction. The result was a 25% reduction in project timelines due to improved focus and decision-making.

Case Study 4: The Creative Agency’s “Momentum Days”

A boutique creative agency struggled with project delays and artist burnout due to constant client revisions and internal meetings. They implemented “Momentum Days” twice a week where all internal meetings were banned, and external client communication was batched into specific windows. These days were dedicated solely to creative execution. By protecting this uninterrupted time, the agency saw a dramatic improvement in output quality, a 15% increase in client satisfaction due to faster turnaround, and a noticeable boost in team morale and creative satisfaction.

Reclaiming temporal agency isn’t about finding more hours in the day; it’s about making the hours you have more meaningful, more productive, and less stressful. It’s an act of conscious design, a rebellion against the tyranny of the clock. By understanding and manipulating our subjective experience of time, by fostering flow, and by implementing disciplined practices, we can cease being bullied by time and start truly commanding our relationship with it, unlocking unprecedented levels of innovation and well-being.


Frequently Asked Questions

What does Braden Kelley mean by “temporal agency”?

Temporal agency refers to our ability to influence our subjective experience of time and control how we allocate our attention, rather than feeling constantly dictated by the clock or external pressures. It’s about commanding our relationship with time.

How can innovators enter flow state more easily?

To enter flow more reliably, innovators should design their environment with clear goals, immediate feedback loops, and tasks that strike a balance between challenge and their current skill level. Minimizing distractions and creating dedicated “deep work” rituals are key.

What is the “Temporal Audit”?

A “Temporal Audit” involves rigorously tracking and analyzing how one spends time, both objectively (what tasks are performed) and subjectively (how one feels about that time), to identify patterns of engagement, disengagement, and areas where time pressure is most acute.

Disclaimer: This article speculates on the potential future applications of cutting-edge scientific research. While based on current scientific understanding, the practical realization of these concepts may vary in timeline and feasibility and are subject to ongoing research and development.

Image credits: ChatGPT

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Three Myths That Kill Change and Transformation

Three Myths That Kill Change and Transformation

GUEST POST from Greg Satell

In 1975, more than 80% of US corporate assets were tangible assets, things like factories, equipment and real estate. When leaders in an organization made decisions about change, they tended to involve tangible, strategic assets, such as building a new factory, entering a new market or launching a new line of products.

So when the modern practice of change management arose in the 1980s, that’s what it was designed to address. Managers began to recognize the need to communicate changes to the rank and file, so that they could better understand it and contribute to its success. An entire cottage industry of consultants arose to fill that need.

But now that situation has flipped and more than 80% of corporate assets are intangible. When we talk about change today we are usually talking about changes in people themselves, in how they think and how they act. Clearly, that’s a very different type of thing and we need to approach change differently. Unfortunately, too many people are mired in the past.

Myth #1: If People Understand Change, They Will Embrace It

Leaders like to be seen at the cutting edge and, to be effective, they need to believe in themselves. That’s what makes transformational initiatives so attractive. They’re much more fun than the more mundane aspects of managing an enterprise, like improving operations or cutting costs. Change gives leaders a chance to dream.

That’s what the practice of change management was designed to support. Someone high up in an organization would get an idea to, say, launch a new product line for a new market and the consultants would be brought in to help communicate the idea so that everyone could understand just how brilliant the idea was.

Of course, even if employees thought the idea was stupid there wasn’t much they could do about it. If a CEO wants to launch a new product line, invest in new factories and equipment and hire new people, there’s nothing the rank and file can do about it. Leadership has full control over tangible, strategic assets.

But today, when the vast majority of corporate assets are intangible, transformation initiatives involve changes in how people think and what they do, which leadership does not control. People have the power to resist and you can be sure they will. That’s why change fails, not because people don’t understand it, but because they don’t like it and actively sabotage it.

The truth is that humans form attachments to other people, ideas and things. When they feel those attachments are threatened, they will often lash out. That’s why when you ask people to change how they think or what they do, you will invariably offend some people’s identity, dignity and sense of self and they will act out in ways that are dishonest, underhanded and deceptive. That doesn’t make them bad people—we all do it—it just makes them human.

Myth #2: You Have To Convince The Skeptics

There is something baffling about human nature. Whenever we have an idea we are passionately about we feel intense desire to convince skeptics. Our inner marketers want to identify specific objections and then devise airtight arguments to counter them. We envision ourselves being dazzlingly persuasive and making our case.

Change management consultants encourage this type of thinking. They advise us to “provide simple, clear choices and consequences” and “show the benefits in a real and tangible way.” They also suggest that we have “open and honest conversations” and “even make a personal appeal” in order to “convert the strongest dissenters.”

This may make sense if the objections are rational, but often they are not. In fact, the most visceral dissent almost invariably has more to do with how people see themselves. That’s why change so often offends people’s dignity, because their identity is so often wrapped up in what they think and what they do. You can’t ask people to stop being who they think they are.

The good news is that you don’t have to. Consider the scientific evidence:

  • Sociologist Everett Rogers‘ “S-curve” research estimated that it takes only 10%-20% of a system to adopt an innovation for rapid acceptance by the majority to follow.
  • Professor Erica Chenoweth’s analysis of over 300 political revolutions in the past century finds that it only took 3.5% of active participation in a society to succeed, and many campaigns prevailed with less.
  • Recent research by sociologist Damon Centola at the University of Pennsylvania suggests that the tipping point for change is getting 25% of people in an organization on board.

There’s no need to waste time trying to convince people who hate your idea and want to undermine it in any way they can. Any engagement is very unlikely to be successful and very likely to frustrate and exhaust you. You are much better off focusing your energies on empowering those who are enthusiastic about change to succeed, so that they can bring in others who can bring in others still. That’s how you build traction.

Myth #3: Things Will Get Easier After A “Quick & Easy” Win

Change management pioneer John Kotter, who first started writing books about organizational transformation in the 1970s, has long advised to establish short-term wins. He stressed that these must be unambiguously successful, visible throughout the organization and clearly related to the change effort.

The concept is problematic for a number of reasons. First, and this isn’t really Kotter’s fault, but the idea of a “short-term win” is often understood to be a “quick and easy win,” which can backfire. If a change isn’t meaningful and relevant, then touting it can make a leader seem out of touch, discrediting the transformation effort.

More problematic is the idea that we should be shooting for projects that are unambiguously successful. That level of success is exceedingly rare. If we are going to wait for perfect projects, we may be waiting a long time. What we want to do is start with a Keystone Change and then learn from whatever successes and failures we encounter on the way.

Perhaps most dangerous of all is the notion that early projects should be visible to large numbers of people. Remember, if a change is significant and has the potential for impact, there will always be people who want to undermine it in ways that are dishonest, underhanded and deceptive. Why would we want to broadcast early efforts so they can knock them down?

The truth is that things don’t get easier after initial successes. They often get harder because those who oppose change now see it is really possible. That’s why you need to build a plan to anticipate resistance and Survive Victory from the start.

Change for the World We Live In

In the early 20th century, the great sociologist Max Weber noted that the sweeping industrialization taking place would lead to a change in organization. As cottage industries were replaced by large enterprises, leadership would have to become less traditional and charismatic and more organized and rational.

He also foresaw that jobs would need to be broken down into small, specific tasks and be governed by a system of hierarchy, authority and responsibility. This would require a more formal mode of organization—a bureaucracy—in which roles and responsibilities were clearly defined. Weber’s model reigned for a full century.

Over the past few decades we’ve undergone a similar shift from bureaucratic hierarchies to connected ecosystems and that affects how we need to approach transformation. The changes we need to implement today have less to do with decisions made about strategic, tangible assets and more to do with how people think and act. That presents a very different set of challenges and we need to adapt.

What we can’t do is pretend that the world is the same as it was 30 or 40 years ago and continue with practices that are so obviously failing. Just as Weber dispelled myths about infallible leaders a century ago, we need to break free of outdated concepts that have led to unacceptably poor results.

It’s time to leave myths behind and take a more clear-eyed approach to leading change.

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

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Why a Customer Experience Audit is Non-Negotiable in 2026

An Analysis of ROI, Retention, and Brand Resilience

Why a Customer Experience Audit is Non-Negotiable in 2026

LAST UPDATED: February 7, 2026 at 8:20PM

by Braden Kelley and Art Inteligencia

In the current business landscape, the traditional boundaries of competition have dissolved. Pricing is transparent, product features are rapidly emulated, and global logistics have leveled the playing field for distribution. What remains as the final, most defensible frontier is Customer Experience (CX). However, many organizations operate on assumptions rather than evidence, relying on outdated journey maps that don’t account for the rise of generative AI, omnichannel complexity, and the heightened emotional expectations of the modern consumer.

A Customer Experience Audit is not merely a “health check”; it is a rigorous diagnostic process designed to uncover the “silent killers” of conversion and loyalty. It bridges the gap between how a company thinks it is performing and how the customer actually feels at every touchpoint. By systematically evaluating the friction, flow, and emotional resonance of the brand journey, organizations can transform from being reactive service providers to proactive experience leaders. Below, we explore the ten most compelling reasons to initiate this audit, backed by the latest industry data.


Top 10 Reasons to Conduct a CX Audit

1. Identify and Eliminate Friction Points

An audit maps the real-world customer journey to find where users drop off. Small changes to these “micro-moments” can yield massive returns.

  • The Statistic: Simplifying a complex sign-up form can increase successful registrations by 20% (Reform).
  • The Insight: 53% of consumers say being kept on hold alone is reason enough to stop doing business with a brand (Webex/Futurum Group).

2. Improve Customer Retention and Reduce Churn

Acquiring a new customer is significantly more expensive than keeping an existing one. Audits identify the specific negative experiences that drive customers to competitors.

  • The Statistic: Resolving CX issues can reduce churn by 85% (Esteban Kolsky).
  • The Insight: 60% of customers will leave a brand after just one or two negative experiences (Zoom, 2025).

3. Maximize Revenue and Upsell Opportunities

Satisfied customers aren’t just loyal; they are less price-sensitive and more open to higher-value offers.

  • The Statistic: Companies that excel at CX see an average 80% increase in revenue (Zippia/Zendesk).
  • The Insight: 61% of customers will spend at least 5% more with a brand they know provides a good experience (Emplifi).

4. Optimize the Onboarding Experience

The first post-purchase interaction sets the tone for the entire relationship. Audits ensure your onboarding isn’t frustrating or confusing.

  • The Statistic: Effective onboarding makes customers 92% more likely to renew their subscriptions (TSIA/OnRamp).
  • The Insight: Interactive and engaging onboarding content can boost early product usage by 55% (Wyzowl).

5. Validate AI and Automation Strategy

Many companies layer AI over broken processes. An audit ensures your bots are actually helping rather than “getting stuck in loops.”

  • The Statistic: AI adoption can increase the number of issues resolved per hour by 15% (Quarterly Journal of Economics, 2025).
  • The Insight: 80% of customers expect bots to escalate to a human when needed, but only 38% say this actually happens (Zoom, 2025).

6. Align Internal Silos

Audits reveal when different departments (Sales, Marketing, Support) are providing conflicting information, which destroys customer trust.

  • The Statistic: 90% of customers expect consistent interactions across all channels (SDL/Renascence).
  • The Insight: 54% of organizations cite “fragmented or siloed data” as their biggest barrier to leveraging customer insights (Zendesk).

7. Benchmark Against Competitors

In 2026, CX is the primary differentiator as products and pricing become easier to replicate.

  • The Statistic: 89% of businesses are expected to compete primarily on CX this year (Gartner/OnRamp).
  • The Insight: Customer-centric brands are 60% more profitable than those that do not focus on CX (Deloitte).

8. Personalize with Purpose

Generic “Dear [Name]” emails no longer count as personalization. Audits help you use data to anticipate needs and determine the most authentic places to personalize customer interactions and experiences.

  • The Statistic: Brands with mature personalization are 71% more likely to report high customer loyalty (Deloitte).
  • The Insight: 80% of consumers are more likely to purchase from a brand that offers tailored experiences (Epsilon).

9. Enhance Employee Satisfaction

When customers are frustrated, frontline employees bear the brunt of that anger. Fixing the CX reduces agent burnout.

  • The Statistic: 62% of respondents identified a defined relationship between Ex and Cx, stating that the impact was “large” or “significant” and measurable. (Workstep).
  • The Insight: Companies with strong CX leadership are 2x more likely to have engaged employees (Temkin Group).

10. Turn Feedback into Action

Most companies collect feedback, but few act on it. An audit creates a structured roadmap for implementation.

  • The Statistic: Acting on customer feedback can lead to a 25% reduction in churn (Forrester/Renascence).
  • The Insight: 77% of customers view a brand more favorably if they proactively invite and act on feedback (Microsoft).

Summary Table of Audit Benefits

Benefit Impact Metric Source
Revenue Growth 80% increase Zippia/Zendesk
Retention 25-30% improvement Martin Newman
Profitability 60% higher than peers Deloitte
Operational Efficiency 10-15% cost savings Martin Newman

Conclusion: From Insight to Transformation

A Customer Experience Audit is the bridge between organizational intention and customer reality. In an era defined by rapid technological shifts and declining brand loyalty, the ability to see your business through the eyes of the consumer is your greatest competitive advantage. The statistics provided throughout this analysis make a clear case: companies that invest in understanding and optimizing their journey are not just surviving—they are significantly outperforming their peers in revenue, retention, and employee engagement.

However, an audit is only as valuable as the actions that follow (for more see Customer Experience Audit 101). The true power of this process lies in its ability to align internal silos, validate high-stakes investments in AI, and foster a culture of continuous improvement. As we move further into 2026, the question for leadership is no longer whether you can afford to conduct a CX audit, but whether you can afford to continue operating without the clarity one provides. By prioritizing the human-centered elements of your business, you secure not just a transaction, but a long-term piece of your customer’s future.

Customer Experience Audit ROI Flipbook
Download the ‘Top 10 Reasons to Conduct a CX Audit’ flipbook PDF

Looking for someone to conduct an independent customer, partner or employee experience audit? Braden Kelley specializes in conducting these kinds of audits, mapping the relevant journeys and benchmarking your performance against select competitors.

Book Your Experience Audit Today


Image credits: ChatGPT

Content Authenticity Statement: The topic area, key elements to focus on, etc. were decisions made by Braden Kelley, with a little help from Google Gemini to clean up the article and add citations.

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How Engineered Living Therapeutics Are Redefining Healthcare

The Living Cure

LAST UPDATED: January 29, 2026 at 5:38 PM

How Engineered Living Therapeutics Are Redefining Healthcare

GUEST POST from Art Inteligencia

For centuries, medicine has been about chemistry — pills and potions designed to intervene in biological processes. But what if the medicine itself could think? What if it could adapt? What if it was alive? This isn’t science fiction; it’s the audacious promise of Engineered Living Therapeutics (ELTs), and it represents a paradigm shift in human-centered healthcare that will redefine our relationship with illness.

As a thought leader in human-centered change and innovation, I’ve seen countless industries disrupted by radical new approaches. Biotechnology is no exception. ELTs are not merely advanced drugs; they are biological systems, often engineered microbes or cells, programmed to perform specific therapeutic functions within the body. This is innovation at its most profound: leveraging the inherent intelligence and adaptability of life itself to heal.

Beyond the Pill: The Intelligence of Living Medicine

Traditional pharmaceuticals often act as blunt instruments, targeting specific pathways with limited specificity and potential side effects. ELTs, by contrast, offer a level of precision and dynamic response previously unimaginable. Imagine a therapy that can detect disease markers, produce therapeutic compounds only when needed, or even self-regulate its activity based on the body’s changing state. This intelligent adaptability is what makes ELTs a truly human-centered approach to healing, tailoring treatment to the unique, fluctuating biology of each individual.

“The future of medicine isn’t just about what we put into the body; it’s about what we awaken within it. Engineered Living Therapeutics aren’t just treatments; they’re collaborations with our own biology.”

— Braden Kelley

Case Study I: Reprogramming the Gut for Metabolic Health

A burgeoning area for ELTs lies within the human microbiome. Consider the challenge of chronic metabolic diseases like Type 2 Diabetes. Current treatments often manage symptoms without addressing underlying dysregulation. One biotech startup engineered a strain of probiotic bacteria to reside in the gut. This engineered bacterium was programmed to sense elevated glucose levels and, in response, produce and deliver an insulin-sensitizing peptide directly within the intestinal lumen.

This targeted, localized intervention offered a novel way to manage blood sugar, reducing the systemic side effects associated with orally administered drugs. The innovation here wasn’t just a new molecule, but a living delivery system that dynamically responded to the body’s needs, representing a truly personalized and responsive therapy.

Case Study II: Targeted Oncology with “Smart” Cells

Cancer treatment remains one of medicine’s most formidable challenges. While CAR T-cell therapy has revolutionized certain hematological cancers, ELTs are pushing the boundaries further. Imagine immune cells engineered not only to identify cancer cells but also to produce potent anti-cancer molecules directly at the tumor site, or even to activate other immune cells to join the fight.

One research initiative is exploring tumor-infiltrating lymphocytes (TILs) engineered to express specific receptors that bind to unique tumor antigens and simultaneously secrete localized immunomodulators. This approach aims to overcome the immunosuppressive microenvironment of solid tumors, a significant hurdle for many current immunotherapies. This represents a leap towards truly precision oncology, where the body’s own defenders are given a sophisticated, living upgrade.

Leading the Charge: Companies and Startups in the ELT Space

The ELT landscape is rapidly evolving, attracting significant investment and groundbreaking research. Established pharmaceutical giants like Novartis and Gilead Sciences (through Kite Pharma) are already active in the approved CAR T-cell therapy space, which serves as a foundational ELT. However, a vibrant ecosystem of innovative startups is pushing the frontier. Companies like Seres Therapeutics are leading with microbiome-based ELTs for infectious diseases. Synlogic is developing engineered bacteria for metabolic disorders and cancer. Ginkgo Bioworks, while not a therapeutic company itself, is a critical enabler, providing the foundational synthetic biology platform for engineering organisms. Additionally, numerous academic spin-offs and smaller biotechs are emerging, focusing on niche applications, advanced gene editing techniques within living cells, and novel delivery mechanisms, signaling a diverse and competitive future for ELTs.

Designing Trust in Living Systems

ELTs raise questions about control, persistence, and governance. Human-centered change demands proactive transparency, ethical foresight, and adaptive regulation.

The future of ELTs will be shaped as much by trust as by technology.

The Human-Centered Future of Living Therapies

Healthcare innovation has long been constrained by an assumption that treatment must be static to be safe. Engineered Living Therapeutics (ELTs) challenge that assumption by embracing biology’s native strength: adaptability.

ELTs are living systems intentionally designed to operate inside the human body. They sense, decide, and respond. In doing so, they force leaders, regulators, and innovators to rethink what medicine is and how it should behave.

“True healthcare innovation begins when we stop trying to control biology and start designing with it.”

— Braden Kelley

The journey with ELTs is just beginning. As with any transformative technology, there are ethical considerations, regulatory hurdles, and manufacturing complexities to navigate. However, the potential for these living medicines to offer durable, highly targeted, and adaptive treatments for a vast array of diseases — from cancer and autoimmune disorders to infectious diseases and chronic conditions — is immense. By placing the human at the center of this innovation, ensuring patient safety, accessibility, and shared understanding, we can unlock a future where our biology becomes an ally in healing, not just a battlefield.


Frequently Asked Questions

What are Engineered Living Therapeutics (ELTs)?ELTs are biological systems, typically engineered microbes (like bacteria) or human cells, programmed to perform specific therapeutic functions within the body to treat diseases.

How do ELTs differ from traditional drugs?Unlike static chemical drugs, ELTs are dynamic and can sense the body’s environment, adapt their function, and produce therapeutic effects precisely where and when needed, offering a more intelligent and targeted approach.

What types of diseases can ELTs potentially treat?ELTs show promise across a wide range of conditions, including cancer, autoimmune disorders, metabolic diseases (like diabetes), infectious diseases, and gastrointestinal disorders.

Disclaimer: This article speculates on the potential future applications of cutting-edge scientific research. While based on current scientific understanding, the practical realization of these concepts may vary in timeline and feasibility and are subject to ongoing research and development.

Image credits: Google Gemini

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Five Key Design Questions

Five Key Design Questions

GUEST POST from Mike Shipulski

1. What do they want?

Some get there with jobs-to-be-done, some use Customer Needs, some swear by ethnographic research and some like to understand why before what. But in all cases, it starts with the customer. Whichever mechanism you use, the objective is clear – to understand what they need. Because if you don’t know what they need, you can’t give it to them. And once you get your arms around their needs, you’re ready to translate them into a set of functional requirements, that once satisfied, will give them what they need.

2. What does it do?

A complete set of functional requirements is difficult to create, so don’t start with a complete set. Use your new knowledge of the top customer needs to define and prioritize the top functional requirements (think three to five). Once tightly formalized, these requirements will guide the more detailed work that follows. The functional requirements are mapped to elements of the design, or design parameters, that will bring the functions to life. But before that, ask yourself if a check-in with some potential customers is warranted. Sometimes it is, but at these early stages it’s may best to wait until you have something tangible to show customers.

3. What does it look like?

The design parameters define the physical elements of the design that ultimately create the functionality customers will buy. The design parameters define shape of the physical elements, the materials they’re made from and the interaction of the elements. It’s best if one design parameter controls a single functional requirement so the functions can be dialed in independently. At this early concept phase, a sketch or CAD model can be created and reviewed with customers. You may learn you’re off track or you may learn you’re way off track, but either way, you’ll learn how the design must change. But before that, take a little time to think through how the product will be made.

4. How to make it?

The process variables define the elements of the manufacturing process that make the right shapes from the right materials. Sometimes the elements of the design (design parameters) fit the process variables nicely, but often the design parameters must be changed or rearranged to fit the process. Postpone this mapping at your peril! Once you show a customer a concept, some design parameters are locked down, and if those elements of the design don’t fit the process you’ll be stuck with high costs and defects.

5. How to sell it?

The goodness of the design must be translated into language that fits the customer. Create a single page sales tool that describes their needs and how the new functionality satisfies them. And include a digital image of the concept and add it to the one-pager. Show document to the customer and listen. The customer feedback will cause you to revisit the functional requirements, design parameters and process variables. And that’s how it’s supposed to go.

Though I described this process in a linear way, nothing about this process is linear. Because the domains are mapped to each other, changes in one domain ripple through the others. Change a material and the functionality changes and so do the process variables needed to make it. Change the process and the shapes must change which, in turn, change the functionality.

But changes to the customer needs are far more problematic, if not cataclysmic. Change the customer needs and all the domains change. All of them. And the domains don’t change subtly, they get flipped on their heads. A change to a customer need is an avalanche that sweeps away much of the work that’s been done to date. With a change to a customer need, new functions must be created from scratch and old design elements must culled. And no one knows what the what the new shapes will be or how to make them.

You can’t hold off on the design work until all the customer needs are locked down. You’ve got to start with partial knowledge. But, you can check in regularly with customers and show them early designs. And you can even show them concept sketches.

And when they give you feedback, listen.

Image credit: Pixabay

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Samsung is Turning Customer Service into a Competitive Advantage

Samsung is Turning Customer Service into a Competitive Advantage

GUEST POST from Shep Hyken

In the 1980s, Jan Carlzon was tasked with turning around Scandinavian Airlines, which had been losing money, and making it profitable. He achieved this by getting everyone to buy into a concept he called “The Moment of Truth.” The definition of this phrase was so straightforward that all Scandinavian Airlines employees could understand it and act accordingly. He defined The Moment of Truth as any time a customer (passenger) came into contact with the company, they had the opportunity to form an impression. All employees were tasked with managing these moments and creating positive impressions. That concept is every bit as valid today as it was over 40 years ago.

This idea is the same, and probably more so, for customer support, the “department” that handles complaints and problems. However, I’d like to paraphrase Carlzon’s timeless wisdom: Any time a customer comes into contact with the company’s customer support department, it is an opportunity to create loyalty.

When you create loyalty through a positive customer experience (CX), especially with customer support, several things happen. First, customers come back. Second, they spend more. Third, they trust the company more. And fourth, they become your best advertising in the form of word of mouth.

Mark Williams, the head of customer care at Samsung Electronics America, has been tasked with turning customer support into a loyalty machine. In a recent interview, he shared several important and powerful points that apply to any business:

Customer Service/Support Shouldn’t Be Just About Fixing Problems

A customer may reach out to the company about a problem, and when they finally finish with the interaction, they have a sense of confidence in the company. Every interaction, even when it starts with a complaint or problem, is an opportunity to turn the customer into a loyal customer and brand ambassador.

Customer Service can be Proactive, Not Just Reactive

This is a powerful concept: proactive customer service. Using technology, a company can anticipate problems. Technology is now being integrated into items to help identify problems, often before customers are even aware of them. For example, Samsung’s “smart appliances” can alert customers that the refrigerator is getting warm and help schedule a repair before all the food in the refrigerator and freezer spoils. Williams says, “Get to customers quicker and solve their problems before they even know they have a problem.”

AI Should Not Replace Humans

The more I talk to CX leaders, the more I hear that companies are not reducing their customer support teams because of AI. If anything, they recognize that AI is a tool that helps people, not replaces them. Williams says, “AI is not a replacement. It is an enhancement to make the experience better and let our agents focus on the customers so they can solve problems quicker and more accurately.” Furthermore, when AI is used internally to assist employees, it delivers the right information in a timely manner and empowers them to create a better customer experience. For complicated issues, AI supports the agent while they resolve customer issues and work on rebuilding the customer’s trust in the brand.

The Three S’s of an Amazing Customer Experience

Williams shared his three core principles for delivering an experience that creates loyalty:

  1. Speed: Reduce the time it takes to resolve a customer’s issue. The sooner, the better. Williams is proud that Samsung’s repair network for consumer electronics covers 99% of the U.S. Eight out of 10 Americans (81%) are within 30 minutes of getting their products serviced. That’s actually convenience combined with speed, a powerful combination.
  2. Simplicity: Make it easy for customers to do business with you. Remove confusing policies and anything else that is inconvenient for the customer. Listen to your front-line employees who are actively listening to your customers to get ideas on how to create a simpler and more convenient experience.
  3. Service: Design experiences that put your customers first. When you put yourself in your customers’ shoes, you’ll find opportunities to improve customer service and the overall customer experience. Service includes friendly employees who are knowledgeable and deliver an experience that builds confidence and trust, even when things go wrong, because customers know they can count on you.

Final Words

For those in leadership who still view customer support as a cost center, think again. The people on the front line, along with the people designing digital self-service — an AI-fueled experience — are the extension of your sales and marketing departments. Loyalty can be built by turning around a customer with a complaint. In short, customer service can be an income-generating department. Reliable products are a given, but it’s the way a company handles a customer during a contentious or disappointing moment that makes them say, “I’ll be back!”

This article was originally published on Forbes.com.

Image credits: Pexels

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Win Your Way to an AI Job

Anduril’s AI Grand Prix: Racing for the Future of Work

LAST UPDATED: January 28, 2026 at 2:27 PM

Anduril's AI Grand Prix: Racing for the Future of Work

GUEST POST from Art Inteligencia

The traditional job interview is an antiquated artifact, a relic of a bygone industrial era. It often measures conformity, articulateness, and cultural fit more than actual capability or innovative potential. As we navigate the complexities of AI, automation, and rapid technological shifts, organizations are beginning to realize that to find truly exceptional talent, they need to look beyond resumes and carefully crafted answers. This is where companies like Anduril are not just iterating but innovating the very hiring process itself.

Anduril, a defense technology company known for its focus on AI-driven systems, recently announced its AI Grand Prix — a drone racing contest where the ultimate prize isn’t just glory, but a job offer. This isn’t merely a marketing gimmick; it’s a profound statement about their belief in demonstrated skill over credentialism, and a powerful strategy for identifying talent that can truly push the boundaries of autonomous systems. It epitomizes the shift from abstract evaluation to purposeful, real-world application, emphasizing hands-on capability over theoretical knowledge.

“The future of hiring isn’t about asking people what they can do; it’s about giving them a challenge and watching them show you.”

— Braden Kelley

Why Challenge-Based Hiring is the New Frontier

This approach addresses several critical pain points in traditional hiring:

  • Uncovering Latent Talent: Many brilliant minds don’t fit the mold of elite university degrees or polished corporate careers. Challenge-based hiring can surface individuals with raw, untapped potential who might otherwise be overlooked.
  • Assessing Practical Skills: In fields like AI, robotics, and advanced engineering, theoretical knowledge is insufficient. The ability to problem-solve under pressure, adapt to dynamic environments, and debug complex systems is paramount.
  • Cultural Alignment Through Action: Observing how candidates collaborate, manage stress, and iterate on solutions in a competitive yet supportive environment reveals more about their true cultural fit than any behavioral interview.
  • Building a Diverse Pipeline: By opening up contests to a wider audience, companies can bypass traditional biases inherent in resume screening, leading to a more diverse and innovative workforce.

Beyond Anduril: Other Pioneers of Performance-Based Hiring

Anduril isn’t alone in recognizing the power of real-world challenges to identify top talent. Several other forward-thinking organizations have adopted similar, albeit varied, approaches:

Google’s Code Jam and Hash Code

For years, Google has leveraged competitive programming contests like Code Jam and Hash Code to scout for software engineering talent globally. These contests present participants with complex algorithmic problems that test their coding speed, efficiency, and problem-solving abilities. While not always directly leading to a job offer for every participant, top performers are often fast-tracked through the interview process. This allows Google to identify engineers who can perform under pressure and think creatively, rather than just those who can ace a whiteboard interview. It’s a prime example of turning abstract coding prowess into a tangible demonstration of value.

Kaggle Competitions for Data Scientists

Kaggle, now a Google subsidiary, revolutionized how data scientists prove their worth. Through its platform, companies post real-world data science problems—from predicting housing prices to identifying medical conditions from images—and offer prize money, and often, connections to jobs, to the teams that develop the best models. This creates a meritocracy where the quality of one’s predictive model speaks louder than any resume. Many leading data scientists have launched their careers or been recruited directly from their performance in Kaggle competitions. It transforms theoretical data knowledge into demonstrable insights that directly impact business outcomes.

The Human Element in the Machine Age

What makes these initiatives truly human-centered? It’s the recognition that while AI and automation are transforming tasks, the human capacity for ingenuity, adaptation, and critical thinking remains irreplaceable. These contests aren’t about finding people who can simply operate machines; they’re about finding individuals who can teach the machines, design the next generation of algorithms, and solve problems that don’t yet exist. They foster an environment of continuous learning and application, perfectly aligning with the “purposeful learning” philosophy.

The Anduril AI Grand Prix, much like Google’s and Kaggle’s initiatives, de-risks the hiring process by creating a performance crucible. It’s a pragmatic, meritocratic, and ultimately more effective way to build the teams that will define the next era of technological advancement. As leaders, our challenge is to move beyond conventional wisdom and embrace these innovative models, ensuring we’re not just ready for the future of work, but actively shaping it.

Anduril Fury


Frequently Asked Questions

What is challenge-based hiring?

Challenge-based hiring is a recruitment strategy where candidates demonstrate their skills and problem-solving abilities by completing a real-world task, project, or competition, rather than relying solely on resumes and interviews.

What are the benefits of this approach for companies?

Companies can uncover hidden talent, assess practical skills, observe cultural fit in action, and build a more diverse talent pipeline by focusing on demonstrable performance.

How does this approach benefit candidates?

Candidates get a fair chance to showcase their true abilities regardless of traditional credentials, gain valuable experience, and often get direct access to influential companies and potential job offers based purely on merit.

To learn more about transforming your organization’s talent acquisition strategy, reach out to explore how human-centered innovation can reshape your hiring practices.

Image credits: Wikimedia Commons, Google Gemini

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Tackle Your Toughest Challenge This Year

Tackle Your Toughest Challenge This Year

GUEST POST from Geoffrey A. Moore

This is the first in what I hope to be an extended series of blogs focused on a single topic: What is the toughest challenge your company faces today, and what would it take to overcome it? I’ve reached out to my network, so I have a few good ones to start with, but needless to say, I would be very interested to learn what you are up against in your enterprise. In the meantime, here is my first shot on goal:

“I think we had stopped innovating for a long time. Customers were disappointed. But over the past few years, we have made massive improvements to our products. In fact, many who use the products feel like they are best in class. Our big challenge is getting the market to recognize that we are not the company we were a decade ago. This tends to be very easy to accomplish in small pockets but is a huge challenge at scale.”

There is a whole cohort of global enterprises that are facing this conundrum, including the iconic enterprise tech companies that rode the client-server/Internet wave to become the great growth stocks of the 1990s, who then became overshadowed by the massive mobile/cloud wave that has driven consumer tech successes in this century, and who are now institutional, single-digit-growth anchor holdings in today’s value investors’ portfolios. What would it take to free their future from the pull of the past?

The answer comes in two parts. First, they have to participate in a wave of disruptive innovation that is inside the tornado, with AI and ML being likely current candidates. They don’t have to be the first mover or even the category leader, but they do have to gain a substantial share of some piece of the pie, enough for the world to see they are a real player and that their growth prospects have therefore materially changed. This is something that can — indeed must — be powered by internal forces, management committing to the risk, engineering committing to the task, go-to-market committing to the sales, and everyone competing like crazy to get enough share to be taken seriously.

This is a big deal in itself, but not as the quote above makes clear, the toughest challenge. Instead, it creates the toughest challenge, which is how to get the world to acknowledge and buy into the good work that has been done and that is continuing to be done. Specifically, the challenge is how to change the narrative.

Narratives are how we make sense of the world. They are the stories we tell about ourselves, our friends, our enemies, the products we use, the causes we participate in — you name it, if we have any stake in it, we tell stories about it. These stories circulate, and after a while, they become institutionalized as received wisdom or established reputation or brand image. As with “your father’s Oldsmobile,” everybody knows that so-and-so is such-and-such, without anyone giving it much thought. These narratives become signposts along the road of life. We expect them to stay the same. And that, of course, is what makes them so hard to change.

To change the narrative you need a forcing function. This has to be external to your enterprise, something that causes the world to reorient itself, and in so doing, to realize that its old signposts may no longer serve. In tech, we have been blessed with a plethora of forcing functions, something Joseph Schumpeter taught us to call “waves of creative destruction.” Such waves radically alter the allocation of budgets, and in so doing, they run roughshod over the old highways along with any of their signposts. To change your narrative, you have to position your enterprise in their path.

Satya Nadella’s “Cloud first, Mobile first” is a good example. Cloud threatened to creatively destroy Microsoft’s back office franchise, and mobile threatened to do the same to its PC operating system monopoly. Both were forcing functions. Now, it turns out that mobile did not work out for them, but cloud surely did. The point is, Satya’s tagline redefined Microsoft’s position, putting it in line for a whole new generation of investment. AMD is doing the same thing with AI chips, following Nvidia’s lead, just as Microsoft was following Amazon Web Services. Iconic companies do not have to lead the next wave. Nobody expects that, although Apple astoundingly did so not once, not twice, but three times within a space of little more than a decade. But because iconic enterprises have global footprints, because they are well positioned to capitalize on the new wave of change, they get the benefit of the doubt once they have demonstrated they can deliver products or services that make the grade.

That phrase “Satya’s tagline” leads me to my last point. You would think that changing the corporate narrative should be the function of corporate marketing, but it never is. First of all, it is unpopular, and marketing teams, aligned as they are with sales teams, are reluctant to do anything that would offend. Second, marketing does not have the clout. It wasn’t the tagline that anchored Microsoft’s change. It was the CEO himself, with the backing of the board.

And buried therein lies the third challenge — changing the narrative is deeply unpopular with value investors, particularly when it entails internal investments that impact earnings per share. It is not easy for a board of directors, who are continually reminded they are there to represent the interests of the shareholders, and the CEO, who is highly compensated to manage for shareholder value, to take a step back and do what they believe is the right thing for the long term.

Beneath a change in any corporate narrative, therefore, there is an underlying meta-narrative about the role of enterprise in relation to all its stakeholders. This includes its customers, partners, employees, and communities, as well as its investors. In that context, customers are family — they have skin in your game and are likely to stick with you through thick and thin. Investors, by contrast, do not. Your company is a financial instrument in their portfolio, and should it cease to perform the financial role they have in mind for it, they have no reason to hold onto it. You still need to take their interests seriously — they are your financial foundation — but they are not your reason for being. Customers are. So should you undertake to change your narrative, focus on why your customers need you to do so. They are your North Star.

That’s what I think. What do you think?

Image Credit: Pixabay

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What to Do When Your Plans Are Already Obsolete

HINT: It has something to do with strategy execution

What to Do When Your Plans Are Already Obsolete

GUEST POST from Robyn Bolton

We are three full weeks into the new year and I am curious, how is the strategy and operating plan you spent all Q3 and Q4 working on progressing? You nailed it, right? Everything is just as you expected and things are moving forward just as you planned.

I didn’t think so.

So, like many others, you feel tempted to double down on what worked before or  chase every opportunity with the hope that it will “future-proof” your business.

Stop.

Remember the Cheshire Cat, “If you don’t know where you’re going, any road will get you there.”

You DO know where you’re going because your goals didn’t change. You still need to grow revenue and cut costs with fewer resources than last year.

The map changed.  So you need to find a new road.

You’re not going to find it by looking at old playbooks or by following every path available.

You will find it by following these three steps (and don’t require months or millions to complete).

Return to First Principles

When old maps fail and new roads are uncertain, the most successful leaders return to first principles, the fundamental, irreducible truths of a subject:

  1. Organizations are systems
  2. Systems seek equilibrium and resist change when elements are misaligned
  3. People in the system do what the system allows, models, and rewards

Returning to these principles is the root of success because it forces you to pause and ask the right questions before (re)acting.

Ask Questions to Find the Root Cause

Based on the first principles, think of your organization as a lock. All the tumblers need to align to unlock the organization’s potential to get to where you need to go.  When the tumblers don’t align, you stay stuck in the dying status quo.

Every organization has three tumblers – Architecture (how you’re organized), Behavior (what leaders actually do), and Culture (what gets rewarded) – that must align to develop and execute a strategy in an environment of uncertainty and constant change.

But ensuring that you’ve aligned all three tumblers, and not just one or two, requires asking questions to get to the root cause of the challenges.

Is your leadership team struggling to align on a decision because they don’t have enough data or can’t agree on what it means? The Behavior and Culture tumblers are misaligned with the structure and incentives of Architecture

Are people resisting the new AI tools you rolled out?  Architectural incentives and metrics, and leadership communications and behaviors are preventing buy-in.

Struggling to squeeze growth out of a stagnant business?  Structures and systems combined with organization culture are reinforcing safety and a fixed mindset rather than encouraging curiosity and learning.

Align the Tumblers

When you diagnose the root causes you find the misaligned tumbler. And, in the process of bringing it into alignment, it will likely pull the others in, too.

By role modeling leadership behaviors that encourage transparent communication (no hiding behind buzzwords), quantifying confidence, and smart risk taking, you’ll also influence culture and may reveal a needed change in Architecture.

Modifying the metrics and rewards in Architecture and making sure that your communications and behavior encourage buy-in to new AI tools, will start to establish an AI-friendly culture.

Overhauling Architecture to encourage and reward actions that expand that stagnant business into new markets or brings new solutions to your existing customers, will build new leadership Behaviors will drive culture change.

Get to your Goals

It’s a VUCA/BANI world AND It’s only going to accelerate. That means that the strategy you developed last quarter and the operational plans you set last month will be obsolete by the end of the week.

But the strategy and the plan were never the goal. They were the road you planned based on the map you had.  When the map changes, the road does, too. But you can still get to the goal if you’re willing to fiddle with a lock.

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