Smuggle radical change inside familiar requests
You dream of transforming your whole department to be paperless, but when you pitch “Let's ditch printing forever,” your boss shuts you down. Instead, you ask for a small favor: “Could we test a digital approval tool for travel requests?” Your boss agrees—after all, it saves time and won’t rock the boat. A few weeks later you show how much paper (and money) you saved. Now comes the moment of truth. You explain, “What if we expanded this tool for all internal forms?” Because you proved value with a mild request first, skeptics nod and sign off on the bigger shift. This Trojan horse tactic works because people don’t feel forced to leap. Instead, they step right in—and find the radical vision waiting for them.
Next time you face resistance to a big idea, break it down into a request people already welcome. Secure that small win, then use it as proof that change can succeed. You’ll find that when the horse is inside the gate, radical transformations follow more easily—so give it a try in your next meeting.
What You'll Achieve
You’ll learn to win small commitments that pave the way for larger innovations, reducing resistance and building momentum.
Frame big ideas as small steps
Identify your ultimate goal
Pinpoint the radical change you want—new technology, policy shift, or personal habit. Write down the big vision in one sentence.
Find your Trojan horse
Discover a request or activity the audience already values. If you need budget for R&D, start by asking for a simple data-sharing pilot that solves a known pain point.
Pitch the horse first
Lead with the familiar ask in your next conversation or email. For example, “Can we trial a weekly update from the dev team so we catch bugs faster?”
Reveal the hidden vision
Once you secure the small win, explain how it serves your broader goal. People who tried the pilot trust you, so they’re more likely to support the bigger change.
Reflection Questions
- What small change could you propose that aligns with your audience’s current priorities?
- How will you measure its success to justify a bigger ask?
- Who might be your unlikely ally once they see the pilot’s results?
Personalization Tips
- Need to work remotely full-time? First ask to trial a flexible schedule one day a week.
- Want to launch a new product line? Begin by hosting a small focus group for existing customers.
- Hoping to implement a recycling program? Start by requesting extra bins in your department.
Originals: How Non-Conformists Move the World
Ready to Take Action?
Get the Mentorist app and turn insights like these into daily habits.