The Lost ARC / Unit 12 ARC 286 worked example, 60 to 90 seconds
Behavioral Targeting
The idea
The book's own approach to culture change is behavioural targeting: pick a small number of specific, observable behaviours and concentrate all leadership energy on changing them.
In practice
Step one: diagnose the gap, naming three to five specific behaviours rather than abstract values, such as "people raise concerns in meetings rather than in the hallway afterward." Step two: model first, doing the behaviour yourself, publicly and repeatedly, before asking anyone else to. Step three: reinforce visibly, naming the behaviour when someone adopts it: "Thank you for raising that concern in the meeting." Step four: sustain through setbacks, re-modelling and reframing rather than escalating to enforcement.
Where people slip
The book's warning: change enforced through punishment produces compliance, not internalisation, and compliance without internalisation reverts the moment enforcement relaxes.
Your place on the trail
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