Effective leadership involves persuading people to make changes. Because people are hard-wired to process complex information in the form of stories rather than lists of facts, effective leaders persuade through the telling of Compelling Stories. The most effective compelling stories follow a pattern which Don Ortner describes in this presentation.

1. Once upon a time . . . a Story of Great Leadership

2. Our Brains-Hardwired for Stories FACTS without stories are not relevant

3. To understand people, you must understandtheir stories

4. To Persuade PeopleYou mustGive them a new storyBased on their old story

5. The Leader’s Greatest Asset & Greatest Challenge is

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8. Brains: Model Based Thinking Computers: Fact Based Processing

9. Model A STORY to Describe Our Environment

10. Mental Map: A Specific Type of Model Stored Here In Dorsal Stream

11. Where’s Safety?

12. Where am I relative to . . . The ball My teammates My opponents The net The boundaries

13. Dorsal Stream Plays a Role in Conceptual Space

14. Limbic System: Controls Emotions

15. Fear Q-Leadership Page 15

16. Strong Emotion Causes us to resort to our mental maps Our Models of the world EVEN WHEN THEY ARE WRONG!

17. Stories are Mental Models

18. Stories = Foundation of Culture

19. Some Key Facts Our brains work on the basis of MODELS not raw fact Our brains are hardwired to create Mental Maps of our world When emotionally stressed, the limbic system takes over – causing us to work off our mental maps and often by-passing cognition We are hardwired to process the world in the context of stories

20. SO WHAT?

21. Peter Drucker Business has only one fundamental goal: Create Customers To do this, business has only two key activities: Marketing & Innovation

22. Innovation Implementation of all significant innovation requires a project Companies which believe innovation creates a competitive advantage must develop project management capabilities To really solve a medical problem, and get to the people who need it, you cannot do it all alone. To produce a product of real value, it takes the combined, committed and organized efforts of people with a range of skills and talents.. The Medical Device R&D Handbook by Theodore R. Kucklick

23. Leadership is About Inspiring Change

24. Warren Bennis Great Leaders Manage Meaning by creating a compelling vision (story)

25. Howard Gardner

26. Project Management is about implementingChange

27. Project Management Definition The Craft of Converting Ideas To REALITY

28. Change Requires Persuasion New ideas and innovations always encounter resistance Implementing new ideas requires supporters Leonard Bernstein How Much Music Does a Conductor Make?

29. Project Manager Novice vs Expert Expert Novice

30. Persuasion Requires a New Story Not just a story – a COMPELLING Story “We” oriented Positive and respectful Relatively simple Recognizes the past and common heritage Defines a reason to change Frames a new belief based on common understanding Creates a picture of the future

31. Components of Compelling Story Situation: Where are we now and how did we get here? Gap: What is needed that we do not have? Solution: How will we fill the gap? Definition of success: What does the world look like when we are done?

32. Great LeaderGreat Story Teller Donald Phillips in Lincoln on Leadership Lincoln’s Story Telling (and story creation) foundation to his success as a leader Created New Stories which became part of the fabric of American Life

33. Gettysburg Address – Where we are & how we got here: Four score and seven years ago our fathers brought forth on this continent, a new nation, conceived in Liberty, and dedicated to the proposition that all men are created equal. Now we are engaged in a great civil war; testing whether that nation, or any nation so conceived and dedicated, can long endure. We are met on a great battle-field of that war. We have come to dedicate a portion of that field, as a final resting place for those who gave their lives that that nation might live. It is altogether fitting and proper that we should do this.

34. Gettysburg Address – The problem But, in a larger sense, we can not dedicate – we can not consecrate – we can not hallow– this ground. The brave men, living and dead, who struggled here have consecrated it, far above our poor power to add or detract. The world will little note, nor long remember what we say here, but it can never forget what they did here. It is for us, the living, rather to be dedicated here to the unfinished workwhich they who fought here have thus far so nobly advanced.

35. Gettysburg Address- The solution It is rather for us to be here dedicated to the great task remaining before us – that from these honored dead we take increased devotion to that cause for which they gave the last full measure of devotion– that we here highly resolve that these dead shall not have died in vain–

36. Gettysburg Address – The Future State That this nation, under God, shall have a new birth of freedom – and that government of the people, by the people, for the people, shall not perish from the earth.

37. Lincoln Created a New Mental Map We’re in this together It’s a great cause BUT – It’s not done yet We’ll renew the freedom given us by our fore-fathers Government of the people, by the people, for the people

38. Making the Stories Work

39. Speculative Questions  Innovation We have never _______ but What if . . . We could fly? – Wright Brothers Why not . . . Mix milk with chocolate? – Milton Hershey Wouldn’t it be great if . . . We could deliver packages around the world overnight? – Fred Smith, FedEx founder

40. It’s 1870. New York (Manhattan Island) is a major metropolis. Getting across the East River to Brooklyn and Long Island requires a ferry. Wouldn’t it be great if . . . We could build a bridge the Island?

41. Once Upon A Time . . . Start with where we are and how we got here . . .

42. Childs Play and a Toy Story Full length animations have captured the hearts of millions. Disney has always been the standard in this area. The digital revolution has only begun to impact animation, but it can open up vast level of additional precision and complexity which can enrich to the story while reducing production costs. Disney & Pixar Collaboration to produce Toy Story

43. Once upon a timeThere was a need for change . . . Describe what is Missing and what WE are going to do about it.

44. Manhattan Project 2 Leaders Team: 130,000 14 Locations $2 billion ($22 billion today) 3 years Utmost Secrecy Story Scientists can (must) play a vital effort to win the war. This weapon will win the war. J. Robert Oppenheimer and General Leslie Groves at Trinity test sight in July 1945 3 years following taking over Manhattan Project

45. Situation We have grown together such that San Francisco is now a major and successful city to be proud of. Gap This success has created a problem – our waterways are choked with ferries as people try to get into our city each day. This causes safety issues and takes considerable time. Solution Build the world’s largest suspension bridge to connect our city to the surrounding area. Make it something to be proud of like our great city. Future We will proudly speak of our iconic structure which improves efficiency and safety The Golden Gate Bridge Story

46. Simple = Powerful

47. General Dwight D. Eisenhower, June 5, 1944 “Full victory-nothing else.”

48. What is the New World Like? t

49. Where Are We? Our brains work best with stories A Project Manager Gains Project Support through a compelling story Compelling Stories have 4 Components Situation: Where are we now and how did we get here? Gap: What is needed that we do not have? Solution: How will we fill the gap? Definition of success: What does the world look like when we are done?

50. Once upon a time . . . We Created Our Future