3.1. Make the Intangible Tangible

“People are easily distracted. We’re wired to focus our attention on tangible things that we can see and touch to the point that we overlook the importance of intangible experiences and feelings. But when you’re creating a new product, regardless of whether it’s made of atoms or electrons, for businesses or consumers, the actual thing you’re building is only one tiny part of a vast, intangible, overlooked user journey that starts long before a customer ever gets their hands on your product and ends long after.

So don’t just make a prototype of your product and think you’re done. Prototype as much of

the full customer experience as possible. Make the intangible tangible so you can’t overlook the less showy but incredibly important parts of the journey. You should be able to map out and visualize exactly how a customer discovers, considers, installs, uses, fixes, and even returns your product. It all matters.

As for what you shouldn’t delegate, consider the unique value you’re able to add when it comes to the organization’s top priorities. Some of that flows from your personal strengths. For example, I’m a good writer, so over the years I’ve used that skill to help our team document and share its values—from authoring career guidelines and interview playbooks to putting out internal notes on lessons we’ve learned in building products. One of my colleagues is an amazing operator, so he’s responsible for running our design team’s most complex processes, such as recruiting. My manager Chris is one of the most inspiring speakers I know, so he’s the first person to greet new employees at orientation and tell them about Facebook’s mission and values.

If you say something is important to you and you’d like the rest of your team to care about it, be the first person to live that value. Otherwise, don’t be surprised when nobody else does either.

That transformation has enhanced many aspects of our lives, but too many companies have left the human behind. They’ve been so focused on products, they’ve forgotten about people. And while it may be impossible to quantify in financial terms the impact of making someone feel good, don’t think for a second that it doesn’t matter. In fact, it matters more.

Maybe people don’t notice every single individual detail, but in aggregate, they’re powerful. In any great business, most of the details you closely attend to are ones that only a tiny, tiny percentage of people will notice. But if I could institute a system that demanded that the entire team think carefully about even the most rudimentary of tasks, I was creating a world in which intention was the standard, and our guests could feel it.