The Microsoft story and Kamal Kar’s story have power for similar reasons. First, the leader knows what truth he wants to share. Guthrie’s truth: Our customers can’t use our product. Kar’s: These villagers are making themselves sick. Second, the realization strikes fast. It takes minutes or hours, not weeks or months. Tripping happens quickly. Finally, people in the audience discover the truth for themselves. In turn, that discovery makes the need for action obvious. Guthrie doesn’t share his findings from his customer meetings; he creates a situation where they can replicate his discovery. It
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