Image: hd-wallpaper

Image by Laurie Williams

Things do not change; we change.

Henry Thoreau

‘Witty and instructive’ Wall Street Journal

‘A fantastic book’ Wired.

‘A must read’ Forbes.

‘Any leader looking to create change in his organization need not look beyond this little book’ Business Week.

Flipkart, Amazon

Image: Iconshock

Popcorn experiment

Group I Group II

Group I Group II

Group I consumed 153 % extra popcorn than Group II

Group I Group II

People Problem

153 % more consumption

Group I Group II

People Problem

153 % more consumption

Group I Group II

Situation Problem

What is usually viewed as

People Problem, is in fact, a

Situation ProblemSituation Problem

What is usually viewed as

People Problem, is in fact, a

Situation Problem

Lesson No. 1

Image: Frits Ahlefeldt

Image: Nanda Home

Image Clocky Ad

Changing environment works,

Changing environment works, but works only Temporarily

For a lasting effect

One needs to Change

Heart and Mind

Image: Bsk77

Rider

Analytic

Rational

Planning

Elephant

Strong

Passionate

Impulsive

Rider

Analytic

Rational

Planning

Image: wikimedia

Planning

Direction

Energy

Strength

Planning

Direction

Energy

Strength

Planning

Direction

Over analysis

Indecisiveness

Energy

Strength

Planning

Direction

Instinctive

Emotional

Instant-gratification

Over analysis

Indecisiveness

Energy

Strength

Planning

Direction

Instinctive

Emotional

Instant-gratification

Perseverance

Over analysis

Indecisiveness

Reluctant elephant

Indecisiveness Rider

Reluctant elephant

Indecisiveness Rider

Achieve N

othing

Carrot or Cookie Experiment

Image: Ashley

Carrot Group Cookie Group

Carrot or Cookie Experiment

Image: Ashley

Carrot Group Cookie Group

Puzzle image: Patafisik

Carrot or Cookie Experiment

Image: Ashley

Carrot Group Cookie Group

Played puzzle for 8 minutes an average

Attempted 19 solutions

Played puzzle for 19 minutes an average

Attempted 34 solutions

Carrot or Cookie Experiment

Image: Ashley

Carrot Group Cookie Group

Played puzzle for 8 minutes an average

Attempted 19 solutions

Played puzzle for 19 minutes an average

Attempted 34 solutions

Exhausted!

Lesson 2Lesson 2

What is usually viewed as laziness What is usually viewed as laziness problemproblem

is often ais often a

Exhaustion problemExhaustion problem..

Eat healthy Case study• Two health researchers from

West Virginia• Persuade people to ‘eat

healthy’• Number of ways to eat

healthy

Image: H. Zell

Eat healthy Case study

Eat healthy Case study

1% milk campaign for 2 weeks.

Eat healthy Case study

1% milk campaign for 2 weeks.

1% milk usage 18% 41%.

Image:Flickr, quinn.anya

Lesson No. 3

What looks like resistance

is often

lack of clarity

Confused Rider makes elephant go in circles.

Unmotivated Elephant dooms all change efforts.

Motivate the Elephant

Direct the Rider

Three Surprises & Lessons• Resistance - Lack of clarity

• Laziness - Exhaustion

• People Problem - Situation

• Resistance - Lack of clarity–Direct the Rider

• Laziness - Exhaustion–Motivate the Elephant

• People Problem - Situation–Shape the Path

Three Surprises & Lessons

Direct the Rider

Case Study

Jerry Sternin

•Save the Children, a US organization

•Vietnam

•Malnutrition among children

Tackling Malnutrition

• Elevate Poverty• Improve sanitation• Provide clean water• Improve literacy

Tackling Malnutrition

• Elevate Poverty• Improve sanitation• Provide clean water• Improve literacy

True but Useless

Solution

Jerry Sternin

•Looked for the bright spots

•Facilitated adopting the behavior

Focus on the Bright Spots

What is working? How can we upscale it?

• Direction to the Rider

• Motivation & Hope for the Elephant

Amplify the Positive DevianceAmplify the Positive Deviance

Image: Laguna D

esign

Hip arthritis Case study

Hip arthritis patients slotted for Hip Surgery

1 NSAID yet not tried

2 NSAIDs yet not tried

Hip arthritis Case study

Hip arthritis patients slotted for Hip Surgery

1 NSAID yet not tried

2 NSAIDs yet not tried

43% doctors gave a trial of the drug

28% doctors gave a trial of either of drug

Free to taste Jam at a mall

10 X more tasters when there were 6 variety of jams to taste

Image:Flickr Sarah Ross

Decision Decision ParalysisParalysis

Script the Critical Moves

• Don’t give a Big Picture

• Ambiguity is enemy of Change

• Don’t assume it to be Obvious

Script the Critical Moves

• Don’t give a Big Picture– Give precise Goals

• Ambiguity is enemy of Change– Make plans crystal clear

• Don’t assume it to be Obvious– SMART goals is the cure

Motivate Motivate the the ElephantElephant

Re-Mission Case studyChildren treated for cancerPost chemotherapy compliance is crucial for remission. Skipping 20% medication, ups relapse by 200%.

Pam Omidyar had conviction that a game, which makes children feel in control, will increase the compliance.

Increased compliance by 20%, that is doubling chances of survival.

Change Process

Analyze Think Change

Change Process

Analyze Think Change

Assumption

Change Process

Analyze Think Change

See Feel Change

Assumption

Change Process

Analyze Think Change

See Feel Change

Assumption

Reality

Find the FeelingFind the Feeling

Image: wikimedia

Image: Michiel 1972

Free wash Case studyFree wash Case study

Free wash for collecting Free wash for collecting 8 stamps8 stamps

Free wash Case study

Free Car wash schemeFree Car wash scheme

8 Stamps

+ 8 Stamps

2 Head start Stamps

Free wash Case studyFree wash Case study

Free Car wash schemeFree Car wash scheme

8 Stamps 19 %

37 % + 8 Stamps

2 Head start Stamps

To keep elephant moving

Shrink the ChangeImage: DanDee Shots

Easily demoralizedEasily demoralized

Needs reassuranceNeeds reassurance

EncouragementEncouragement

Image: wikimedia

Image: Flickr Ross@Texas

St Lucia Parrot Exists only in Caribbean island of St Lucia

In 1977, only 100 were left

Estimates indicated species will to be extinct by 2000

Paul Butler, a 21 year fresh graduate, into the scene as Conservation advisor.

Instead of conventional action-plan, he focused on means to make people rally for the parrot and to get public support

St. Lucia Parrot puppet shows

1.Distributed T-shirts

2.Car stickers

3.Broadcasted songs

People embraced St. Lucia Parrot

Parrot became their National identity

Species came back from the brink

Poaching stopped completely

Now about 700-800 birds live

Grow your People

Image: P

ete’s DV

D G

alleries

Medication errors Case study

• Kaiser South San Francisco Hospital• Nurses administer 800 medications a

day• Impressive accuracy, only 1/1000

errors

Image: RishiB @ Flickr

Distraction

A Simple Solution• Wear ‘Medication Vests’, a bright

colored vest, while administering medication.

• In six months, 46% drop in medication errors.

Tweak the environmentTweak the environment

Image: Vmenkov

Tweak the environmentTweak the environment

Shape the PathShape the Path

ICU Case studyICU Case studyImage: Cosmed

Simple solution

• Dr Peter Pronovost compiled a 5-point checklist.

• Put into practice, over a period of 18 months, it saved hospital and patient an estimated $175 million

• Saved 1500 lives

Simple solution

• Dr Peter Pronovost compiled a 5-point checklist.

• Put into practice, over a period of 18 months, it saved hospital and patient an estimated $175 million

• Saved 1500 lives

A Humble Check-list

Build Habits

Image: GoalKards

Think of the last time you were in a situation where you were not totally sure how to behave.

Image: Cede Prudente

Rally the Herd

Keep the Change going

Thank You

Hope you enjoyed this presentation. You can get transcript of this presentation from surinderkumar.com.