Presentation at the Dept of Treasury's Executive Institute on Friday, November 13th to an audience of 50 senior leaders.

1. Creating Buy-in For Your Vision
Treasury Executive Institute
Michael Margolis, President of Get Storied
Friday, November 13, 9AM-11AM
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2. BUSINESS
OF
“CHANGE”
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3. Crisis of Confidence
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4. Big Stakes Vision @ Treasury
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6. What’s at Stake for You?
Personally
Group/Division
Treasury Department
U.S. Economy
American Citizens
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7. Exercise: Share Your Story
What’s at stake for you?
Find a partner to do this exercise, in pairs
Decide on (a) teller and (b) listener
The teller has 2 min to share their story; the listener listens
Switch roles, teller has 2 min to tell their story
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8. “I had to know
and understand
my own story
before I could
listen to and help
other people with
theirs.”
- Barack Obama
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9. My Dad
‣ Born in the bush of
Zimbabwe, Africa
‣ Trained as engineer,
inventor w/ 30+ patents
‣ Hobby artist - his first
painting, a self-portrait
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10. My Mom
‣ Educator and teacher
for 30+ years
‣ Designed for children’s
museums, toys, and
playgrounds
‣ Lifelong painter and
assemblage artist
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11. This is Me
‣ Raised in Switzerland &
Los Angeles = now NYC
‣ Social entrepreneur;
co-founded 2 nonprofits
before 22 years old
‣ Reframing conversation
for last 7 years around
what stories we tell
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12. GETTING
OTHERS TO
BELIEVE
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13. The Long Walk Home...
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14. Ideas come easy.
Getting others to
believe in those ideas is
a totally different story.
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15. Visionaries.
Innovators.
Entrepreneurs.
‣How do you translate
something new and different
into mainstream acceptance?
‣How do you get others to
believe, see, and care about
the same things you do?
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16. Howard Gardner
Harvard study of greatest
leaders of 20th century
Leaders are ultimately
measured by the stories
they tell.
Its the job of leaders to
frame future options and tell
a story people can locate
themselves into.
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17. How does President
Obama use storytelling:
- in his campaign?
- in his administration?
- in his change-agenda?
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18. Agenda for Today
1. Business of “Change”
2. Getting Others to Believe
3. Perception Matters
4. Beyond Constraints
5. Coherence
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19. PERCEPTION
MATTERS
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20. AXIOM #1
People don’t buy the
product, solution, or idea
- they buy the story that’s
attached to it.
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21. WORST BEST
POP QUIZ
Enviro/Social Conscious Brands
Recent study by BBMG of 2,000 consumers asked
what brands they perceive as most environmentally
and socially responsible.
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23. You can’t control how
people feel, think, or act.
You can shape the
environment in which
people have experiences.
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24. The Business of Intangibles
intangibles
Experience
2000 Economy
products services
1980s
tangibles
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25. Brand Everything
Brands come in every shape,
form, and size imaginable:
Products, Celebrities, Politicians,
Countries, Causes, and even YOU
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26. AXIOM #3
Every story exists in
relationship to everything
else around it.
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27. Individual Team
Old Story New Story
Despite the peak experience that comes with game-
day achievement, Special Olympic athletes often
return back to lives of separation and exclusion.
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28. The Evolution of Special Olympics:
Creating a Contrast Frame
Old Story New Story
Individual achievement Social cohesion
I am special We are similar
Exclusion Inclusion
Competition Collaboration
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30. The Evolution of NASA:
Creating a Contrast Frame
Old Story New Story
failure is not an option open communications
process-driven purpose-driven
expert culture sharing knowledge
strict protocol continuous learning
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31. EXERCISE
Create your own contrast
frame describing the
conceptual shift from the
old story to the new story
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32. The Evolution of _________:
Creating a Contrast Frame
Old Story New Story
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33. BEYOND
CONSTRAINTS
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34. If you’re going to have a
story, have a BIG story, or
none at all.
- Joseph Campbell
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35. Martin Luther King didn’t say, “I want to show you a spreadsheet
with some important and alarming statistics that proves their
remains growing inequality and injustice in our society.
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36. The story has to have
expansive energy,
moving beyond
constraint/limitation and
into new possibilities.
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38. NASA
Everybody Dreams.
When NASA Education
was facing $20MM
budget cuts:
They reminded their
decision-makers of
the bigger story
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40. <
HOW to tell the story
>
HAVING a story to tell
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41. The bigger the story,
the more room under
the tent for people to
locate themselves inside.
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43. The Evolution of AARP:
Creating a Contrast Frame
Old Story New Story
Twilight Years Third-Age
Elders/Retired 60 is the new 30
Tireless Defender Resource Center
Transactional Relational
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44. COHERENCE
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45. AXIOM #11
Nobody likes a change
story, especially one they
can’t control. People
need a continuity story.
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46. The multi-million dollar renovation of Laniākea into
a Downtown Women’s Club “with a mission”
broadened the appeal and benefits of membership
Hawai’i Women’s Org
‣$5MM biz transformation of community nonprofit
‣Re-invented story, linking past/future into relevance
‣Story: what it means to be a working woman
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47. The new always has to
be anchored with
something familiar.
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48. The Evolution of YWCA of O’ahu:
Creating a Contrast Frame
Old Story New Story
Philanthropy Membership
Help Less Fortunate Working Women
Social Justice Community Leadership
Swim and Gym Downtown W Club
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49. People need to identify
and see themselves in
your story. Then it
becomes their story.
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50. Brand Story Engagement
How Constituents Locate Themselves in Your Story
1 2 3
Emotional Meaningful Pride of
capital experiences belonging
MOTIVATION PLATFORM OWNERSHIP
!!Mission !! Memorable acts !! Self-identification
!! Needs/interests !! Symbolic celebration !! Co-creation
!! Dreams/aspirations !! Social connection !! Status/recognition
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51. Which
Story
Do
You
Identify
With?
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52. Culture = Values = Behavior
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53. AXIOM #7
If you want to learn about a
culture, listen to the stories.
If you want to change a
culture, change the stories.
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54. Continue the Story...
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Email me - michael@getstoried.com for
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