Humanization is the process of using data to tell a story (Narrative) about a real person’s experience or behavior. Quantifiable measures are helpful in the aggregate, but it’s often necessary to reframe the measure into actual behavior to really understand what’s actually happening. Many businesses Humanize by developing a series of personas:

In a comprehensive study titled “The MBA Myth and the Cult of the CEO,” Dan Rasmussen and Haonan Li shared their research into the effect of MBA credentials on the individual and company performance of more than 8,500 CEOs.18

Before making a change to a system, it’s important to understand that human beings are predisposed to do something rather than nothing. As we discussed, Absence Blindness leads us to value things we can see over things we can’t. This predisposition affects how we work on systems: Intervention Bias makes us likely to introduce changes that aren’t

Delusions of Grandeur The very substance of the ambitious is merely the shadow of a dream. —WILLIAM SHAKESPEARE, HAMLET

If you want to make others feel Important and safe around you, always remember to treat people with appreciation, courtesy, and respect.

If no one is willing to preorder, you know you have more work to do before you have a viable offer—by asking why they’re not willing to purchase right now, you’ll discover their major Barriers to Purchase

Self-perpetuating Systems (like businesses or organisms) can only self-perpetuate as long as they meet the Environmental conditions necessary to exist. A Selection Test is an Environmental constraint that determines which Systems continue to self-perpetuate and which ones “die.” Mammals like humans have several Selection Tests: breathing enough

People only start to expend effort if their Reference Levels are violated in some way, so if their expectations aren’t violated, they simply don’t act. Sources of information that change your Reference Levels are valuable in prompting action. One of the things that prompted me to build courses and offer consulting was the knowledge that some

Scalable systems amplify the results of small changes. Small changes to Scalable systems produce massive results.