(music)
- Dan Roam draws for a living.
He's not an artist.
He's a management consultant who uses visual thinking
to make complicated ideas simple.
And that simplicity facilitates effective communication,
problem solving and innovation.
His books such as Back of the Napkin
and Draw to Win explain how anyone can use visual thinking.
(funky music)
- When we talk about visual thinking,
I mean something very specific.
I mean intentionally taking advantage of our visual system,
so our eyes, our optic nerve,
our mind's eye, our visual neocortex.
This incredible mechanism that we have in our heads
to help us visually see the world,
intentionally taking advantage of that
in order to see things in the world
that would've been invisible if we were just talking.
And then by virtually being able to see them,
taking kind of the underlying shapes of these ideas
and just drawing out simple little pictures
that clarify what's already in our own mind.
And then the beauty of it is,
I've created this picture of my idea
and now I have a picture that I can show you,
effectively guaranteeing that you're going
to see the same thing as I am
because we're looking at the same picture.
It's powerful, it's miraculous.
It's really cool.
- So in your first book, The Back of the Napkin
you talk about how simple pictures
can help us solve complex problems.
How does visual thinking help problem solving?
- Well, Lisa, if you think about problems.
You know, life is complicated.
Especially if you're in the business world.
Every time we look at a new challenge,
it looks very, very complex.
It's like this kind of conceptual plate of spaghetti.
So what visual thinking helps us do
is break down what appears to be
an overwhelmingly complex initial situation
and then tear it down into its underlying visual elements.
What are the pieces that actually make up this problem?
And since we're using our visual mind
and we're trying to break this complexity
down into these pictures, we can actually see it.
And you know, people often talk about
the simplicity that's on the other side of complexity.
I have found no better way to get to that simplicity
than simply to draw things out.
So let's say that this circle represents
our brain, our visual engine.
And we're going to divide it up into six slices
because it turns out that the way
vision actually works is dividing the world up
into six different types of information.
And one of those is going to be, who and what.
Another one of those is going to be, how much.
Another one of those is going to be, where.
Another one is going to be, when does it happen.
Does this not sound familiar?
This is kind of the six W's all over again.
Another one is how.
And then we'll end up with why
and what our visual engine does
is it looks at something.
You know we look at it.
And then it says okay, I'm looking for
the people and the things.
And then I'm going to look for how many of them there are.
And then I'm going to look for their location
and then their sequence and then
the flow of how they work
and then I'm going to come up with a solution at the end.
So all we do to be good visual thinkers
is just to draw our pictures around this circle.
So we talk about who we're going to draw,
some little stick figures.
We talk about what we're going to draw,
like some little icons or something.
And then we go into how much, okay?
So now we're going to draw ourselves a little chart
that quantifies our numbers.
Then we're going to say okay so where are they?
And we're going to draw a little map right here
that says, well some of the characters are over here
and some are over here and there's
a great distance between them.
And that might be a problem.
And then we'll say okay, when do they work?
What's the sequence in which they're taking place?
Well, we have our first thing here
and our next thing here and our next thing over here.
And then we're going to say okay, well how
does this all work?
Well, these things interact like this
which causes this to happen.
Maybe they go over here, maybe they come back here.
And then our last picture is what's the big a-ha?
What do I now know that's going to make me really happy?
When I talk about drawing,
when I talk about visual thinking,
I'm not talking about this as an artistic process.
We're talking about this as a thinking process.
So here's what happens, often when
we're talking about a problem.
We use our words actually, unintentionally
in many cases, to actually sort of obfuscate
what the real problem is.
You can't do that with pictures anymore.
When you draw out, and it doesn't matter
how artistically beautiful they are.
In fact often, the uglier, the simpler, the goofier
your pictures are, the more power they convey
because they get to the essence of the idea.
And when you draw those things out,
everybody looks at it and says,
I'm seeing the same thing.
You can't really lie anymore,
you can't hide the truth anymore.
It comes out.
And that's what is so powerful about this.
- Can you give us an example of a particularly
complex problem that you helped clarify in pictures?
- I have a story that is just one of my favorites.
So, you will remember not so many years ago
we started to talk about healthcare reform.
We just started.
And this is a conversation that obviously
is going to go on for a long, long time.
But what I found really kind of upsetting
about the whole conversation
about healthcare reform years ago,
was depending on which news service you listened to,
some people were saying, oh this is horrible,
this is terrible.
And other people were saying,
oh healthcare reform is the greatest thing.
And I thought, well wait a minute.
If they're both reading from the same law,
how is it possible that you get such
wildly, different interpretations?
And I thought, well let's put these pictures to work.
So myself and some colleagues, who actually
do know about the healthcare system
in the United States and about the law,
we locked ourselves in a room for 3 days
and we drew a series of 46 little pictures
trying to explain the Affordable Care Act.
Its underlying idea, its genesis,
what did it actually mean,
what was the outcome etcetera.
And we were successful.
And it took us this series of pictures
which we could then look at
and say, oh now I get it.
So I took those pictures
and I put them in a PowerPoint
and I uploaded it to LinkedIn.
This is a few years ago now.
Slideshare.
And an amazing thing happened
because within a couple of weeks,
hundreds of thousands of people had downloaded this.
And then the Huffington Post picked up on it
and they said, oh look someone's trying to explain
healthcare with these drawings on the back of a napkin.
What's very funny, is that the Huffington Post
actually put it in their comedy section
which I found kind of ironic
because I actually meant it seriously.
But then it goes crazy because now we're getting
millions of views and downloads and comments.
So I'm sitting in my office in San Francisco
thinking I'm so cool, I drew pictures
that help explain healthcare and then I got
a call from a producer in Fox News in New York
who said to me, hey Dan, since you're clearly
one of America's leading thinkers on healthcare reform
would you come on air on Fox News
and explain to our viewers with your pictures
what healthcare reform is all about?
And I'm thinking, Fox News, you bet, I'm there!
Because who needs to know better
than some of your viewers.
So they put me on, they flew me out to New York
and it was incredible.
So 5:30 pm Eastern Standard time,
we got on the Fox business channel
and they gave me, it was crazy.
7 minutes of live time on television
to go through the first set of pictures.
And it was really cool.
And as I was flying home, I was thinking
look at the power of pictures.
Look at me, this is so awesome.
The guy who drew the pictures gets on television
and all of this and then I go back to my office
and the next day I get another call.
And this time the voice on the phone says,
Dan, this is the White House Office of Communications.
We would like to invite you in to show us
how did you do that?
And so I, twice had an opportunity to go to the White House
Office of Communications and give the folks there
some examples and tools that they might use
to be able to more visually explain
some complex issues around economics,
or healthcare reform etcetera.
And it was so cool.
And I think, to this day, it's really
one of my favorite stories because
to be fair, am I really one of America's
leading experts on healthcare reform?
Not so much, I mean, I've learnt a lot along the way.
But who's the guy who's being asked to go on television?
Who's the guy who's being asked to come
to the White House and explain this?
The person who drew the picture
and I think there's no better example than that.
- So if I hear you right, if you're able to draw
the picture that other people can understand,
it will allow you to have a lot more influence.
- The battle today is the battle for attention.
We're all so overwhelmed.
Whether it's online or whether we're in the meeting room,
or whether we're making a pitch.
The battle is for attention.
There are few things you can do
in a meeting room environment,
that give you more authority today
than being the person who goes up to the whiteboard
or the flip chart.
To be the person who takes the pen in hand
and says, wait a minute.
We know we've got this challenge,
let me draw out what the elements of it are.
Magic is going to happen.
You will find that the people in the room,
you've got their attention now.
And you talk about influence.
Not to overstate it, but there's actually almost this
kind of, I guess you could call it cognitive ownership.
If I am the person who has the pen in my hand
and I'm drawing, I own your attention.
Pretty much until the moment that I stop.
So if, subtext here, I've rehearsed my drawing
in anticipation of likely questions
and I can keep that drawing going for a while
and actually get to a point,
I really own the room.
Okay, so two guys are sitting at a bar in Texas
back in 1967, Herb and Rollin
and they're got this little cocktail napkin.
And the two of them are talking about
the realities of Texas.
It's a big state and they're business guys.
And you want to travel from Dallas
over here to Houston, over here to San Antonio
and they draw this triangle just connecting
those three major cities of Texas.
And guess what?
That's the original business plan
of Southwest Airlines run by Rollin King
and Herb Kelleher on the back
of the cocktail napkin, 1967.
And the worlds most successful airline is born
off of that little picture.
And I come from a consulting background,
professional services.
And we used to have this little axiom
that seemed to hold, that myself
or someone on my team would go to every
business pitch that we did and our goal
would be, at some point during the meeting
go up to the front of the room,
take the pen and say if I understand correctly
what this project is really about,
it looks something like this and we would do this.
Every time we did that, we would win the engagement.
We were captivating people's visual mind
and they would say, well if they can do that in the room,
imagine what they can do when we actually start
to solve the problem. It's cool.
- So it sounds like this is also
a really important leadership skill.
I went to business school many years ago.
I spent a lot of time studying numbers, spreadsheets.
I did not spend any time learning
how to draw out my ideas.
Why do you think this is not being taught more?
- When we were children, we drew all of the time.
We pretty much had that beaten out of us
by the time we were in second grade
because someone said, that's a terrible drawing.
Dogs don't look anything like that, I hate that.
That's ugly, you're a terrible drawer,
at which point we never drew again.
Or someone would say, you're so good at that.
You should go into art.
No one ever says you're so good at that drawing,
you should go into business.
So, we get off path.
So if you think about people like Steve Jobs,
if you think about people like Charles Schwab,
if you think about people like Mark Benioff of Salesforce.
Or Angela Ahrendts of Burberry, or
all of these people who are great business leaders.
If you just look below what they did they drew all the time.
Now that's not made public.
So, then on the other side.
If you think about authors,
the best-selling authors of all time.
J.K Rowling, drew everything but somehow
we get to this idea that the visual side
isn't serious and so we kind of purge
it out of our thinking and it's an enormous mistake.
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