Hot Spots How Innovation happens in groups.

Hot Spots

How Innovation happens in groups

2000

2006

Gore was trying to innovate!

2000 US Presidential election

“I will fight for change”

“I will continue the status quo.”

Get their attention

Elicit desire

Reinforcewith

reasons

Effective presentation to spark innovation

The Secret Language of Leadership

In the first 90 seconds, Gore mentioned eleven separate government programs.

MODERATELY EFFECTIVEThe real thingA surpriseAn extraordinary offerThe story of an opportunity for the audience.A springboard storyA jokeAn image

GENERALLY INEFFECTIVEHow the conclusions were reachedThe story of who your company isFacts, data, analyses.

20 COMMUNICATION DEVICES TO GET ATTENTION

GENERALLY EFFECTIVEThe story of the audience’s problemsThe story of how you handled adversityA warningA challengeA questionA metaphorHave the audience do something unexpected.Share something of valueAdmission of responsibilityA relevant musical performance

Get their attention

Elicit desire

Reinforcewith

reasons



Story to spark action

True

Truth Positive

DetailPurpose

OutcomeActionPositi

veMinimalist

Springboard story

How to stimulate desire

A story that communicates a complex idea and spark action.

“I want to compliment the governor on his response to those fires and floods in Texas. I accompanied James Lee Witt down to Texas when those fires broke out. And FEMA has been a major flagship project of our reinventing government efforts. And I agree it works extremely well now.”

Gore 2000 Story #1: Texas fires


True

Truth Positive

DetailPurpose

OutcomeActionPositi

veMinimalist

Springboard story

1.Springboard storytelling

Storytelling that can communicate a complex idea and spark action.

Gore 2000 Story #2: Caley

A fifteen-year-old girl named Caley, who is in Sarasota High School. Her science class was supposed to be for twenty-four students. She’s the thirty-sixth student in that classroom. They sent me a picture of her in the classroom. They can’t squeeze another desk in for her, so she has to stand during class.

I want the federal government, consistent with local control and new accountability, to make improvement of our schools the number one priority so Caley will have a desk and can sit down in a classroom where she can learn.”


True

Truth Positive

DetailPurpose

OutcomeActionPositi

veMinimalist

Springboard story

1.Springboard storytelling

Storytelling that can communicate a complex idea and spark action.

Gore 2000 Story #3: Winifred Skinner

“There is a woman named Winifred Skinner here tonight from Iowa. I mentioned her earlier. She’s seventy-nine years old. She has Social Security. She gets a small pension, but in order to pay for her prescription drug benefits, she has to go out seven days a week several hours a day picking up cans. She came all the way from Iowa in a Winnebago with her poodle in order attend the debate here tonight. I want to tell her, I’ll fight for a prescription drug benefit for all seniors and fight for the people of this country for a prosperity that benefits all.”

How Gore’s Story Was ParodiedMy opponent wants to cut taxes for the richest 1 percent of Americans. I, on the other hand, want to put the richest 1 percent in an ironclad lockbox so they can’t hurt old people like Roberta Frampinhamper, who is here tonight. Mrs. Frampinhamper has been selling her internal organs, one by one, to pay for gas so that she can travel to these debates and personify problems for me. Also, her poodle has arthritis.

Gore 2000 Story #3: Winifred Skinner

Get their attention

Elicit desire

Reinforcewith

reasons



Abstract ProgramsData Sources Medicare Current Beneficiary Survey (MCBS) - The MCBS is an on-going, multipurpose survey of a

nationally representative sample of aged and disabled people with Medicare. MCBS is sponsored by the Centers for Medicare & Medicaid Services (CMS). It is the only comprehensive source of information on the health status, health care use and expenditures, health insurance coverage, and socioeconomic and demographic characteristics of the entire spectrum of people with Medicare. Data from MCBS enables CMS to ascertain all types of health insurance coverage and relate coverage to beneficiary spending for copayments, deductibles, and non-covered services.

Medicare Claims Data - A claim (sometimes called a bill) is a request for Medicare payment for services and benefits received by a Medicare beneficiary.

Medicare Advantage health plan data from the Adjusted Community Rate Proposals including the Plan Benefit Packages (ACRP/PBP) - The Medicare Advantage organizations submit data to the Centers for Medicare & Medicaid Services once a year. The data describes the benefits they intend to offer to people with Medicare, as well as the associated costs. Once Medicare approves the proposal, the benefits can't decrease and the costs can't go up throughout the calendar year.

Quality and Beneficiary Satisfaction Data - This includes information on things like the percentage of plan members with Diabetes and the overall rating of health care received. The quality data is compiled from the Health Plan Employer Data and Information Set (HEDIS®) and the beneficiary satisfaction information comes from the Medicare Consumer Assessment of Health Plans Study (CAHPS®).

Managed Care Disenrollment Information - This includes information on the percentage of members who chose to leave their Medicare Managed Care Plans and the reasons they chose to leave. The reasons data comes from the Medicare CAHPS Disenrollment Reasons Survey.

Medigap Plan and Premium Data - CMS gets some Medigap plan data directly from those insurance companies that voluntarily give their data to us. If we don't get data from an individual insurance company, we get basic information about the company and their Medigap plans from the State Department of Insurance. We use the most recent data available to us in our out-of-pocket cost calculations and in our display of premium ranges for each plan type in each state.

Helpful Contacts Data - CMS keeps a database of important contact information that is useful to people with Medicare. The contact information is checked at least once every three months.

Whatthe ….?

“Look, this is a man who has great numbers. He talks about numbers. I’m beginning to think not only did he invent the Internet, but maybe he also invented the calculator.”

Bush told very simple

stories

2000 US Presidential election

“I will fight for change”

2000 was the wrong year to run as a change candidate.

How do you spark

sustained innovation?

Innovation only

happens in groups

Innovation only

happens in groupsRandall collins:

the sociology of Philosophies

The myth of the lone genius

Rapid, sustained innovation happens in “hot spots”

Rapid, sustained innovation happens in “hot spots”

Why Some Teams, Workplaces and Organizations Buzz with Energy – and Others Don’t

What is a hot spot?

•A team •A workgroup•A school•A community•A network •A family•A marriage•A political party

• Everyone is pulling together, • Everyone is energized and enthusiastic, • Everyone helps each other • Everyone willing to go the extra mile “What’s in it for us?”• “One for all and all for one”• The group achieves things that go way beyond what anyone expected.

the opposite of a hot spot


• Everyone is not pulling together, • Everyone is not energized and enthusiastic, • Everyone is not helping each other • Everyone is not willing to go the extra mile “What’s in it for me?”• The group may well achieve a lot• BUT it’s not much fun.

It often resembles a basket of crabs.

Exercise: Think of a time when you were in a hot spot


• Everyone was pulling together, • Everyone was energized and enthusiastic, • Everyone helped each other • Everyone was willing to go the extra mile “What was in it for us?”• “One for all and all for one”• The group achieved things that went way beyond what anyone expected.

Exercise: Find a partner and tell them the story of your hot spot•A team •A workgroup•A school•A community•A network •A family•A marriage•A political party

-How did the hot spot come into existence?

- How did it feel being in the hot spot?

- Would you like to recreate that experience?

How do you create and

sustain a hot spot?

You create a hot spot by - selection- mentoring - incentives

Management tools will never create the

passion and excitement of hot

spots

You can’t create a hot

spot.It’s a matter

of luck. Or chemistry.

How do you create and sustain enthusiasm for change?

How do you create and sustain enthusiasm for change?

Only in america!

Only through

storytelling!

TOOLS THAT GENERALLY WORK

1. A springboard story

2. Actual live experience

3. Externalization with a new story

4. A metaphor

5. The story of who we are

6. A common memory story

7. A positive challenge





4. A metaphor




HOW DO YOU INSPIRE PEOPLE TO WANT TO CHANGE?

Last night’s workshop





4. A metaphor








4. A metaphor




HOW DO YOU INSPIRE PEOPLE TO WANT TO CHANGE?

“Others” don’t fit into the story of

who we are going to be

“Others” are not like us. “Others” have a very different story

The story of who I/we have been

The story of who we are

The story of who we are going to

be

How do you create & sustain a movement?How do you create & sustain a movement?

Hypothesis #1

Teams and communities are the same as marriages and families.

“All happy families are alike. Every unhappy family is unhappy in its own way.”

Tolstoi: Anna Karenina

Hypothesis #2

It’s tough for someone like me to make

a believable speech on such an occasion

The Athenian state has been built on democracy,

openness, debate, rationality

We in our conduct will honor those who have given their lives for these values.

Pericles Funeral OrationThucydides:

The Peloponnesian Wars: Book 2

The story of who I have

been

The story of

who we are

The story of who we are going to be

I am someone who is hungry for honor and don’t want more troops to fight…

Everyone here is like me: any who don’t can leave

right now.

Years later, we will look back on this day of glory, St

Crispian’s day, when we fought …


been

The story of

who we are


Henry VShakespeare: Henry V

Act IV, scene iii

Fourscore & seven years ago, our fathers brought

forth …

Now we are engaged in a great civil war, testing whether that nation, or

any nation…

This nation shall have a new birth of freedom —and that

government of the people, by the people, for the people …


been

The story of

who we are


Abraham LincolnGettysburg Address, 1863


been

The story of

who we are


I am a very competitive kind of person: I like

winning

GE is a company that has

a tradition of winning…

GE is going to be#1 or #2

in every sector

Jack Welch

CEO, GE


been

The story of

who we are


Kelleher settled a lawsuit by challenging the

plaintiff to a wrestling match …

This is a company dedicated to making air

travel safe, affordable and fun …

Want to get away?You are now free to move

about the country …

Herb KelleherCEO, Southwest Airlines


been

The story of

who we are


My life and candidacy have been filled with

adversity

We are tired of our problems not getting

solved because of “politics as usual”

We will join together and solve these problems with a

new kind of politics. …

Barack ObamaPresidential candidate

The Dark Cousin:

Define “us”

in opposition to

“Them”


been

The story of

who we are


We are under attack!

Those who attack us are

evil

Only I will be able

to save you.

“Scare ‘em”Republican Presidential campaigns 2002 and 2004

The Clinton “3 am commercial “

Let’s create a hot spot!


Think of a group that you would like to turn into a hot spot…

Exercise

Get clear on the goal

Intuit the

story of the

group

Craft the story of

who we are



What is the goal of this group?

- Is the goal of the group worthwhile? - Can it be reformulated so that it is worthwhile?



Exercise

Get clear on the noblegoal

Intuit the

story of the

group

Craft the story of

who we are



Getting to the level of the unique individual

Think about a group member who doesn’t share the goal.

Tell their story as coherently as possible: why don’t they share your enthusiasm for the goal?

It will end: “That’s why they don’t share the goal”

Let’s create a hot spot!Exercise

Get into groups of three:•First, tell the story of the person who doesn’t share the goal in the third person. It ends: “That’s why they don’t share the goal.”

•Then tell the same story in the first person. It ends: “And that’s why I don’t share the goal.”

• Then tell the same story in the second person. It ends: “And that’s why you don’t share the goal.”



The story of who we are now


be



Exercise D: Composing the story of who you have been 1. Think of a time when you faced adversity that is related in some way to your goal. The relation may be one of :

- causation (“because of my experience, I am driven to pursue that goal”)- analogy (“the adversity that I faced is similar to the adversity we all face”)- common problem (“the adversity I faced is caused by a problem we all face”)- likeness: (“I am a winner… we can all be winners”)

2. Give the date and the place.3. Show how you felt about the situation.4. Show how large were the obstacles.5. Show how you overcame the obstacles.6. Is your story aligned with the goal?7. Can you make your story flow in some way towards “the story of who

we are”?





be


Exercise E: Composing “the story of who we are”

1. Tell brief stories or vignettes of activities, attitudes or values of the audience that are compatible with attaining your goal.

e.g. Pericles: We are a people that believes in democracy. e. g. Kelleher: We are a company dedicated to air travel that is safe, affordable and fune.g. Obama: We are all tired of these problems not getting solved in Washington DC

2. In telling these vignettes, show how people feel about the situation.3. Show how widely and strongly the activities, attitudes or values are shared.4. In telling these vignettes, make sure there is a the link to “the story of who you

have been”.5. In telling these vignettes, show how they link in some way to “the story of who

we are going to be”.





be


Exercise F: Composing “the story of who we are going to be”

1. Paint a word picture of what the world will be like when your goal is achieved.

2.In painting this picture, show how people will feel about the situation at having achieved the goal.

3.In painting this picture, show how we will have got from here to there.

4.In painting this picture, show why the attainment of this goal is necessary and/or inevitable.

5.In painting this picture, point to the links to:a.“The story of who you have been”b.“The story of who we are”


Combine the three stories together




be


My next bookHow do you

reverse engineer hot spots?

How do you create and sustain these

highly energized and innovative social

groups?


Help me write the book…

Do you know of a hot spot that is worth writing about?

Work with me on turning a “dead spot” into a hot spot.?

Let me know about it!

What we’ve covered today

Madelyn Blair: Obstacles to innovationDorothy Leonard: How stories help or hurt

innovationLinda Coffman: Digital stories in P&GClaudia L’Amoreaux: Second Life & innovationSteve Denning: Hot spots of innovation

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Hot Spots How Innovation happens in groups.

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