The Evolution of the Perception Formula: Why Frameworks Need Room to Grow

In June, I created the Perception Formula, a framework created to help us understand others and design how we are perceived, especially in professional settings where understanding and influencing perception can be the key to success. Since then, I've been refining its definition and explanation, writing articles weekly, and even starting a book on the topic. But like any evolving concept, sometimes you have an epiphany that changes everything—or at least tweaks it for the better.

Recently, I had such a moment. It was sparked by three experiences that reminded me that iteration isn't just acceptable; it's essential.

The Original Perception Formula

Before diving into the transformative experiences, it's important to understand the original framework:

Perception = f(Heuristics, Hormones, History)

• Heuristics: These are mental shortcuts or cognitive biases that influence how we process information and make decisions. They can color our interpretation of situations based on past experiences and ingrained beliefs.
• Hormones: Chemical messengers like dopamine, serotonin, cortisol, and oxytocin that impact our emotions and reactions. These hormones are triggered by interactions and significantly affect our perception.
• History: This was 2-fold, encompassing our personal experiences and memories with a person, company, or industry. And the individual or Ideal Customer Profiles personal culture. It's the accumulated interactions that shape how we perceive future engagements.

The formula aimed to provide a comprehensive understanding of the factors influencing perception. However, as I delved deeper, I realized that "History" was doing double duty, covering both individual experiences and broader cultural backgrounds, which made it complex to explain and apply.

Three Experiences

The Power of Iteration: Lessons from Simon Sinek

The first catalyst for my epiphany was an insightful interview with Simon Sinek about his famous "Start With Why" TED Talk. Many of us have seen that talk and marveled at its clarity and impact. What most don't know is that the talk was the result of years of refinement.

“I was actually giving the talk for about 3 years before any book or TED talk.” Simon Sinek. 

This admission was liberating. It affirmed that it's okay—even necessary—to keep adjusting and refining a concept to make it better. In a world that often glorifies instant success, we forget that behind every impactful idea is a process of relentless iteration.

I realized that if someone as influential as Simon Sinek took years to perfect his message, I could give myself permission to continue refining the Perception Formula without feeling like I was moving backward.

Iteration Is Progress: Learning from Malcolm Gladwell

The second catalyst happened while listening to Malcolm Gladwell's new book, "Revenge of the Tipping Point." In his introduction, he reflects on re-reading "The Tipping Point" 25 years later and notes all the things he would add or change. Sometimes, things come to you when they come to you. Crafting a new concept takes time, and it's rare that things are perfect in their first iteration. 

This reflection reinforced the notion that evolution is an integral part of any creative or intellectual endeavor. It's not a sign of initial failure but a testament to growth and deeper understanding.

An Epiphany at Stanford: Integrating 'Heritage'

The third catalyst came during a lecture at Stanford University by Eric Horvitz on psychology and artificial intelligence. The lecture mentioned the concept of "Theory of Mind" in AI. I had never heard of this before, but it sounded a lot like what I was working on with the Perception Formula - only with humans understanding humans better by using AI. I researched it after the talk and, as defined in the realm of artificial intelligence, refers to:

"Machines designed to understand and model the mental states of human users or other agents. Achieving this level of AI would enable machines to interpret, predict, and respond to human behavior in a more nuanced and effective manner." - ChatGPT

This concept resonated deeply with me. The Perception Formula™ aims to help us understand others and build better relationships—aligning closely with the goals of Theory of Mind. It was during this lecture that the epiphany struck: the "History" component of my formula needed refinement.

I realized that "History" was pulling double duty—encompassing both our personal experiences with something, and our cultural or organizational backgrounds. This dual role made it cumbersome and less effective. To simplify and clarify, I decided to separate these elements, introducing "Heritage" as its own component.

Introducing 'Heritage' into the Formula

The updated formula now reads:

Perception = f(Heuristics, Hormones, History, Heritage)

• History: Now streamlined to represent our personal, lived experiences with a thing—our direct interactions and memories.
• Heritage: This represents where we come from culturally—our upbringing, cultural norms, and organizational contexts that influence our perceptions independently from our direct experiences.

By adding "Heritage," we acknowledge that our cultural backgrounds and organizational environments play a significant role in shaping our perceptions. This separation makes the framework considerably simpler to understand and apply. "History" no longer has to wear two hats, and "Heritage" gets the spotlight it deserves.

Why 'Heritage' Matters: A Closer Look

To illustrate the importance of separating "Heritage" from "History," consider this example:

Two Individuals, Similar Histories, Different Heritages

• Individual A: Raised in the American Midwest, grew up with certain cultural norms, values, and communication styles prevalent in that region.
• Individual B: Raised in Mumbai, India, immersed in a different set of cultural practices, social norms, and communication methods.

Both individuals might share a similar history with a product—perhaps they both used it during their time at the same university. However, their heritage shapes how they interpret and value that experience in fundamentally different ways.

• Communication Styles: Individual A might value directness and individual achievements, while Individual B might place more emphasis on community and indirect communication.
• Perception of Authority: Cultural background influences how people perceive authority and hierarchy, affecting workplace interactions and expectations.

By separating "Heritage" from "History," we can better understand and predict how individuals will perceive and react to certain situations, messages, or products. This has profound implications not just in sales and marketing but also in leadership, team dynamics, and customer relations.

Connecting with 'Theory of Mind'

Understanding "Heritage" aligns closely with the concept of Theory of Mind in AI and psychology. Just as AI aims to model and understand human mental states to interact more effectively, incorporating "Heritage" into the Perception Formula allows us to better understand the underlying factors that influence perception.

By considering cultural and organizational backgrounds, we can tailor our approaches to be more empathetic and effective. This is particularly important in today's globalized world, where cross-cultural interactions are the norm rather than the exception.

Embracing the Journey of Evolution

Creating and refining the Perception Formula has been a journey of continuous learning and adaptation. Here are some key takeaways from this experience:

1. Iteration Enhances Clarity: Each tweak and adjustment brings more clarity, making the concept more accessible and applicable.
2. Feedback is Invaluable: Engaging with others, whether through lectures, interviews, or casual conversations, provides fresh perspectives that can lead to breakthroughs.
3. Stay Open to Epiphanies: Be receptive to new ideas and be willing to pivot when something doesn't quite fit. Flexibility is crucial.
4. Integration of Interdisciplinary Concepts: Drawing from fields like AI, psychology, and behavioral economics enriches the framework and broadens its applicability.

Your Turn: Embrace Evolution in Your Projects

I encourage all of you to embrace evolution in your own projects. Here are some steps to consider:

• Allow Yourself to Iterate: Don't be afraid to revisit and revise your work. Iteration is a natural part of the creative process.
• Seek Diverse Perspectives: Engage with a variety of sources—books, lectures, conversations—that can offer new insights.
• Reflect on Your 'Heritage': Consider how your cultural and organizational background influences your perceptions and decisions.
• Apply the Refined Framework: Whether in business, personal development, or leadership, think about how the updated Perception Formula can enhance your understanding of interactions.

Moving Forward with the Perception Formula

I'm excited to continue sharing more about the Perception Formula and how it can impact our understanding of perception in business and beyond. The addition of "Heritage" not only refines the framework but also expands its potential applications.

I'm writing weekly about the Perception Formula and its applications in business and AI. Follow along as this framework continues to grow and evolve.