The 'Select Your Character' Influence Model
by Evan LaPointe • Founder at CORE Sciences
A four-time founder (including Satellite, acquired by Adobe) turned neuroscience educator. He runs CORE Sciences to teach companies how to bridge the gap between 'what science knows' and 'what business does' to improve decision-making and team dynamics.
🎙️ Episode Context
Evan LaPointe bridges the gap between neuroscience and product management, arguing that most business dysfunction arises because we ignore how human brains actually operate. He breaks down the brain's safety, reward, and purpose systems, and introduces frameworks for navigating personality differences (specifically Openness vs. Conscientiousness) in strategy work. The episode offers deep dives into fixing broken professional relationships, structuring meetings to avoid waste, and choosing specific 'characters' to influence stakeholders effectively.
Problem It Solves
Helps PMs influence stakeholders who are resistant to change by moving beyond a 'one-size-fits-all' communication style.
Framework Overview
Gamifies influence by asking you to intentionally select a 'Character' and a 'Speed' for your influence campaign, rather than relying on default behaviors.
🧠 Framework Structure
Choose Your Character - Are you the '...
Buy Permission - Explicitly ask for p...
Choose Your Speed - select based on u...
- Slow: Let them find out the hard...
- Moderate: The 'Challenger' appro...
When to Use
When managing up to executives or trying to persuade a stubborn cross-functional partner to change direction.
Common Mistakes
defaulting to the 'Slow' method (waiting for them to realize they are wrong) when the business needs 'Fast' influence, or trying to use 'Fast' influence without a high-trust relationship.
Real World Example
Using the 'Challenger Sale' technique (Moderate Speed) by teaching a colleague a new piece of data regarding user behavior, then letting them 'live with it' for 30 days until they can't unsee the problem.
It's almost like you're playing Elden Ring... The starting point is to choose your character. 'Hey, I'm the devil's advocate approach' or 'I'm the break it and see if it still stands'... your personality kind of has a natural fit.
— Evan LaPointe