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Influencing individuals can be done by telling, selling, testing, consulting, or co-creating. Doesn’t work with large groups of people over time. That requires systematic influence based on purpose, frameworks, and incentives. Purpose drives emotion – why. Frameworks drive thinking – how. Incentives drive action – what.

At every stage of working through an inflection, every single person in your organization and ecosystem will have one question that has to be answered before they can pay attention to anything else: “What does this mean for me?” Leverage your purpose, frameworks and incentives to reinforce all of that with a broader group over time systematically.

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