Chapter 24Target the Willing
You’ve put a pin in the Irrational for now, and you want to start converting people. Who do you start with? Well, start with the easiest to convert, that’s who.
You might think it was the other way—convert the hardest, and then the rest will fall in line. But in practice that doesn’t work. It’s too easy to claim that no one else is doing it, so why should I, in these situations.
However, as we will see in Chapter 25, Harness the Converted, the converted can be powerful allies in this effort. The more converted you have, the better off you are. So, this is about quantity and not quality. It doesn’t matter that Bob is a better programmer than Ed and Steve combined; you’re better off focusing on Ed and Steve if ...
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