In “The View From Dave’s Barstool,” Principal and Managing Director, Dave Paule, discusses…well…whatever happens to be on his mind.

Why the barstool? Barstools can certainly be social. They’re frequently the center point of great conversation. There is no pretension, no corner office or head-of-table amongst a row of barstools. So, every month, Dave invites you to pull up a barstool and explore a topic he’s found particularly important (or amusing) recently. Because some leadership lessons show up in boardrooms. Others show up at the bar.

Dave’s Thoughts This Month:
Facts Inform. Stories Decide. (or…Why data rarely changes minds—but narratives do.)

For years, I have watched smart people present compelling data to an audience that simply wasn’t buying it. The numbers were right. The analysis was sound. The conclusions followed logically. And yet nothing changed.

The problem wasn’t the data. It was the assumption that data alone would change minds.

We like to believe we’re rational creatures who gather evidence, evaluate alternatives, and reach conclusions. Sometimes we are. But more often, we interpret new information through what we already believe, what we’ve experienced, and what we fear losing. Facts inform our thinking. Stories help us decide what those facts mean.

Consider the difference between telling a donor that a nonprofit served 5,000 people last year and telling the story of someone whose life changed because the organization was there when it mattered. The statistic establishes scale. The story gives the statistic meaning. Neither replaces the other. The numbers establish credibility; the narrative makes the case for why anyone should care.

The same principle applies to leadership. You can show employees a spreadsheet demonstrating that a restructuring will improve efficiency. Or you can explain the problem the organization faces, why the current approach isn’t working, and how the change will create a better future. Or when you’re recruiting, a list of benefits and competitive salaries may get someone’s attention. A credible account of what employees accomplish, how they grow, and why their work matters can help them imagine a future with you. The data supports the decision. The story helps people understand it.

The leadership lesson is simple: If you want to change a decision, don’t just present the evidence. Explain what the evidence means.

That doesn’t mean manipulating people with a compelling anecdote or substituting emotion for analysis. Stories can mislead, too. A vivid example doesn’t establish a general truth, and an inspiring narrative doesn’t excuse bad results. Leaders need both sound evidence and an honest account of what that evidence tells us. But if you want people to act, you must give them more than information. You must help them see why it matters, where they fit, and what becomes possible if they move forward.

The next time you’re preparing a presentation, a fundraising appeal, or a difficult conversation with your team, ask yourself two questions: What do people need to know? And what do they need to understand? Those are different questions. Answer both.

The takeaway: Don’t abandon the numbers. Give people a reason to care about them.

The November Cocktail: The Sidecar

The Sidecar is an elegant classic: cognac, orange liqueur, and fresh lemon juice, balanced and served in a glass with a sugared rim. Its appeal depends on the relationship between the ingredients, but presentation completes the experience.

Ingredients:

  • 2 oz cognac
  • ¾ oz Cointreau or another quality orange liqueur
  • ¾ oz fresh lemon juice
  • Sugar for the rim
  • Lemon twist, optional

Instructions: 

  1. Moisten the rim of a chilled coupe with lemon and dip it lightly in sugar.
  2. Shake the cognac, orange liqueur, and lemon juice with ice until thoroughly chilled.
  3. Strain into the glass and garnish with a lemon twist.

The cognac provides the foundation, the orange liqueur adds complexity, and the lemon brings everything into balance. Each ingredient matters, but the experience comes from how they work together.

A fitting metaphor for leadership communication: Facts provide the substance, stories create the connection, and presentation helps the message land.