- “The results of our effort fell far short of expectations and we're not sure why.”
- “There's too much guesswork behind a lot of our decisions.”
- “It's hard for us to see what's shaping a market and so we're not sure what we should do next.”
- “We don't know how an idea is going to received until after it's out the door and the money is spent.”
A process that reduces the guesswork about how an idea, product or initiative will be received by those important to its success.
Assessments that show how people are likely to respond to an effort—and that reduce the unknowns in product development, sales efforts and long term planning.
Mechanisms that produce the behavior necessary for a plan or initiative to be a success.
We apply the practices of behavior change to the challenges of organizations. These practices can be used in forecasting, product development and sales, the development of programs or business plans—and to see what’s shaping a market or a social issue.
Increase success rates of plans and efforts
Decrease guesswork when developing initiatives
Reduce number of wrong turns and “below expectation” efforts
Uncover the barriers to a behavior and come up with mechanisms to reduce those barriers
Let’s say you own a gym.
Every year there is a sharp increase of new members as people try to stick to their New Year’s resolution.
But every year by March or April about 80% of these new members stop coming to the gym and eventually cancel their membership.
The problem isn’t that these new members didn’t like the gym or its services. It’s whatever caused the lapse in their exercise habits.
But what can the gym do to help people to develop lasting exercise habits?
What can farmers markets do to change people’s shopping—and cooking—habits so that people rely on them more than the grocery store?
Can a tech company see how likely it is that their idea will catch on in the market before incurring all the costs associated with launching the idea?
What can a nonprofit do to get more people to adopt a beneficial behavior (saving more, ceasing to use plastic grocery bags, opting for a zero energy house)?
CAUSES, MARKETS, EFFORTS, PRODUCTS
Seeing a cause, a market, a program, an effort or a product through the lens of behavior can present the organization with opportunities and options it didn’t see before.
A slight shift in behavior can have a large effect on a cause, market or organization. It is a way to increase the value and impact of an organization’s efforts.
For instance, when we studied what was shaping the market for zero energy homes, we discovered that the demand for those homes was being held back by the habit among buyers to focus far more on the price of the home than on what the owner would pay each month for it.
We found a behavior with a large effect on the market and this allows us to do something about it.
When taking behavior into account companies can see what behaviors are shaping the market and what new opportunities exist in the market. Nonprofits can find new ways to assist the populations central to your organization and influence the issues of importance to them.
Using models developed from over 40 years of behavioral research, our process finds what is behind the existing behavior and what is required to produce the desired behavior.
It uncovers otherwise hidden levers to elicit this change and reduces the number of unknowns in planning an initiative.