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This document provides guidance on how to create change by directing the rational decision maker (the Rider), motivating the emotional decision maker (the Elephant), and shaping the environment. It recommends directing the Rider by following what works, scripting critical behaviors, and pointing to the destination. It suggests motivating the Elephant by finding feelings in issues, shrinking changes, and growing people. Finally, it advises shaping the path by tweaking the environment, building habits, and rallying others.

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subashree
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421 views1 page

Switch Framework PDF

This document provides guidance on how to create change by directing the rational decision maker (the Rider), motivating the emotional decision maker (the Elephant), and shaping the environment. It recommends directing the Rider by following what works, scripting critical behaviors, and pointing to the destination. It suggests motivating the Elephant by finding feelings in issues, shrinking changes, and growing people. Finally, it advises shaping the path by tweaking the environment, building habits, and rallying others.

Uploaded by

subashree
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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H O W TO M A K E A S W I T C H

For things to change, somebody somewhere has to start acting


differently. Maybe it’s you, maybe it’s your team.
Picture that person (or people).

Each has an emotional Elephant side and a rational Rider side.


You’ve got to reach both. And you’ve also got to clear the way
for them to succeed. In short, you must do three things:

DIRECT the Rider

FOLLOW THE BRIGHT SPOTS. Investigate what’s working and clone it. [Jerry
Sternin in Vietnam, solutions-focused therapy]
SCRIPT THE CRITICAL MOVES. Don’t think big picture, think in terms of specific
behaviors. [1% milk, four rules at the Brazilian railroad]
POINT TO THE DESTINATION. Change is easier when you know where you’re
going and why it’s worth it. [“You’ll be third graders soon,” “No dry holes” at BP]

M O T I VAT E the Elephant

FIND THE FEELING. Knowing something isn’t enough to cause change. Make
people feel something. [Piling gloves on the table, the chemotherapy video game,
Robyn Waters’s demos at Target]
SHRINK THE CHANGE. Break down the change until it no longer spooks the Ele-
phant. [The 5-Minute Room Rescue, procurement reform]
GROW YOUR PEOPLE. Cultivate a sense of identity and instill the growth mind-
set. [Brasilata’s “inventors,” junior-high math kids’ turnaround]

SHAPE the Path

TWEAK THE ENVIRONMENT. When the situation changes, the behavior


changes. So change the situation. [Throwing out the phone system at Rackspace,
1-Click ordering, simplifying the online time sheet]
BUILD HABITS. When behavior is habitual, it’s “free”—it doesn’t tax the Rider.
Look for ways to encourage habits. [Setting “action triggers,” eating two bowls of
soup while dieting, using checklists]
RALLY THE HERD. Behavior is contagious. Help it spread. [“Fataki” in Tanzania,
“free spaces” in hospitals, seeding the tip jar]

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