on success - a collection of ideas by d price

© 2014 D Price—(ganador.com.au)

ON SUCCESS

onsuccess

dr. d price


ON SUCCESS

Believe in yourself. Really?

It would be disingenuous of me to state that I am (want to) debunk this as a myth, because I am

not going to completely go the opposite way and say that you should NOT believe in yourself.

Ƶƚ/ǁ ŽƵůĚůŝŬĞƚŽƉƵƚŝƚŝŶƚŽƉĞƌƐƉĞĐƟǀ Ğ

Self-ĚŽƵďƚŝƐĂŐŽŽĚƚŚŝŶŐZŽŐĞƌ&ĞĚĞƌĞƌĐŽŶƟŶƵĞƐƚŽƉůĂǇƚŽƵƌŶĂŵĞŶƚĂŌĞƌƚŽƵƌŶĂŵĞŶƚĂŶĚ

ĐŚĞƌŝƐŚĞƐĞǀ ĞƌǇǁ ŝŶĞǆĂĐƚůǇďĞĐĂƵƐĞŚĞŚĂƐĂůŝƩůĞŽĨĚŽƵďƚĂƐƚŽǁ ŚĞƚŚĞƌŚĞǁ ŝůůƐƵĐĐĞĞĚ /ĨŚĞ

had no doubt, he would stop playing because there was no joy in winning and no challenge to

conquer. It is exactly because there is a risk of losing that people go out and play. No sane adult

ǁ ŝůůŐŽƚŽ>ŝƩ ůĞƚŚůĞƟĐƐŵĞĞƟŶŐƐĂŶĚƌĂĐĞĂŐĂŝŶƐƚƚŚĞƚŽĚĚůĞƌƐ/Ĩŝƚǁ ĂƐŽŶůǇĂďŽƵƚƚŚĞŝŵͲ

portance of winning, that is what we could do. But winning is made desirable and special exact-

ly because it is about overcoming the fear of losing and conquering the self-doubt.

/ĨǇŽƵĮ ŶĚǇŽƵƌƐĞůĨŝŶĂƐƚĂƚĞŽĨĐŽŵƉůĞƚĞĂŶĚƵƩĞƌĐŽŶĮ ĚĞŶĐĞ;ĂŶĚǇŽƵĂƌĞďĞŝŶŐƚƌƵƚŚĨƵůͿƚŚĞŶ

you are not pushing yourself to grow. Every person needs some resistance to grow stronger,

just like we need some bacteria to build up an immune system; and self-doubt is that re-

sistance, that barrier that we need to break through. And it is or should be a constant process

.

As soon as you arrive at a state of supreme self-confidence, you should realise that you have

stagnated in your comfort zone.


ON SUCCESS


ON SUCCESS

The OBSTACLES to success

dŚĞƌĞĂƌĞŵĂŶǇŽďƐƚĂĐůĞƐƚŽĂĐŚŝĞǀ ŝŶŐƐƵĐĐĞƐƐ&ĂŝůƵƌĞŝƐƚŚĞĚĞĨĂƵůƚƉŽƐŝƟŽŶ /ƚŚŝŶŬ;^ĞǀĞƌĂů

100 million sperm, one baby. Etcetera.)

^Žǁ ŚĂƚĂƌĞƚŚĞŽďƐƚĂĐůĞƐ >ĞƚŵĞŶŽƚĐŽƵŶƚƚŚĞǁ ĂǇƐ ƚŚĞƌĞƐƟůůŵĂŶǇďůŽŐƐƚŽĐŽŵĞďƵƚ/ůů

just focus on one: CYNICISM.

Cynicism is such an easy, ‘adult’ excuse. It masquerades as word-weary experience, so it is very

ŚĂŶĚǇƚŽƉƵůůŽƵƚ ŶĚďĞĐĂƵƐĞƐƵĐĐĞƐƐŝƐŵŽƌĞĞǆĐĞƉƟŽŶĂůƚŚĂŶŝƚƐŚŽƵůĚďĞ ƚŚĞĐǇŶŝĐƐĂƌĞ

ŽŌĞŶƌŝŐŚƚ ƵƚƚŽďĞƐƵĐĐĞƐƐĨƵůǇŽƵŶĞĞĚĂŶĂůŵŽƐƚĐŚŝůĚ-like naiveté:

dŽƌĞŵĂŝŶƉŽƐŝƟǀ ĞŝŶƚŚĞĨĂĐĞĂĚǀĞƌƐŝƚǇƚŽƉĞƌƐŝƐƚĂŐĂŝŶƐƚƚŚĞŽĚĚƐ– all these things require a

suspension of ‘reality’ that’s seems very self-evident to the cynic. There are always more reasons

ƚŽŐŝǀĞƵƉƚŚĂŶƚŚĞƌĞĂƌĞƚŽŬĞĞƉŐŽŝŶŐƐŽƚŽďĞĐǇŶŝĐĂůŝƐŵŽƌĞƌĞĂůŝƐƟĐĂŶĚƉŽƐƐŝďůǇĞǀĞŶŵŽƌĞ

ƌĂƟŽŶĂů

ǇŶŝĐŝƐŵĂůƐŽƉƌŽǀ ŝĚĞƐƚŚĞƌĂƟŽŶĂůĞĂŌĞƌǇŽƵƋƵŝƚ–ŵĂŬŝŶŐŝƚƚŚĞĞĂƐǇŽƉƟŽŶ ũƵƐƟĮ ĂďůĞƵŶĚĞƌ

ƚŚĞĐŝƌĐƵŵƐƚĂŶĐĞƐŶĚďĞĐĂƵƐĞƚŚĞĐŝƌĐƵŵƐƚĂŶĐĞƐĂƌĞĂůǁ ĂǇƐƐƚĂĐŬĞĚĂŐĂŝŶƐƚƐƵĐĐĞƐƐ ƋƵŝƫ ŶŐ

seems so reasonable.

Cynicism allows you take pot shots at those struggling up hill while you sit under the tree, enjoy-

ŝŶŐƚŚĞƐŚĂĚĞŽĨƚŚĞƋƵŝƫ ŶŐƚƌĞĞƐŝĨ ǇŽƵƐĂǇǁ ĂƚĐŚŝŶŐƚŚĞƐƚƌƵŐŐůĞĂŶĚĞǀ ĞŶŝĨƐŽŵĞŽŶĞŝƐ

ƐƵĐĐĞƐƐĨƵůǇŽƵƐƟůůŚĂǀ ĞƚŚĞƉŽǁ ĞƌŽĨƐƚĂƟƐƟĐƐďĞŚŝŶĚǇŽƵ ǁ ŚĂƚĂƌĞƚŚĞŽĚĚƐĂŶǇǁ ĂǇƚŚĂƚ

you’d succeed?


ON SUCCESS

We all strive for success. Occasionally we fall victimto our own ignorance or are swayed by the ill-

informed opinions of others and lose sight of thetrue meaning of success. We forget that success hasno end game. We forget that success is not the tro-

phy in the cupboard.

Playing a game of sport is only a means to an end.It is a way of striving for those things that mattermore than victory on the sports field. Success is

what we choose to do with our lives, not other peo-ple’s ideas, not trophies and not money. Success is

more than winning; it is a way of life.


ON SUCCESS

Lesson from the Jungle

A wealthy old Gentleman decides to go on aŚƵŶƟŶŐƐĂĨĂƌŝŝŶĨƌŝĐĂƚĂŬŝŶŐŚŝƐĨĂŝƚŚĨƵůĞůĚĞƌͲ

ly Jack Russell named Killer, along for the company. One day the old Jack Russell starts chas-

ing ƌĂďďŝƚƐĂŶĚďĞĨŽƌĞůŽŶŐĚŝƐĐŽǀĞƌƐƚŚĂƚŚĞΖƐůŽƐƚ t ĂŶĚĞƌŝŶŐĂďŽƵƚ ŚĞŶŽƟĐĞƐĂůĞŽƉĂƌĚ

ŚĞĂĚŝŶŐƌĂƉŝĚůǇŝŶŚŝƐĚŝƌĞĐƟŽŶǁ ŝƚŚƚŚĞŝŶƚĞŶƟŽŶŽĨŚĂǀ ŝŶŐůƵŶĐŚ

The old Jack Russell thinks, "Oh, oh! I'm in deep doo-ĚŽŽŶŽǁ ΗE ŽƟĐŝŶŐƐŽŵĞďŽŶĞƐŽŶƚŚĞ

ŐƌŽƵŶĚĐůŽƐĞďǇŚĞŝŵŵĞĚŝĂƚĞůǇƐĞƩůĞƐĚŽǁ ŶƚŽĐŚĞǁ ŽŶƚŚĞďŽŶĞƐǁ ŝƚŚŚŝƐďĂĐŬƚŽƚŚĞĂƉͲ

proaching cat. Just as the leopard is about to leap, the old Jack Russell exclaims loudly, "Boy, that

was one delicious leopard! I wonder if there are any more around here?"

, ĞĂƌŝŶŐƚŚŝƐ ƚŚĞǇŽƵŶŐůĞŽƉĂƌĚŚĂůƚƐŚŝƐĂƩ ĂĐŬŝŶŵŝĚ-strike, a look of terror comes over him and

he slinks away into the trees. "Whew!", says the leopard, "That was close! That old Jack Russell

nearly had me!"

Meanwhile, a monkey who had been watching the whole scene from a nearby tree, figures he

ĐĂŶƉƵƚƚŚŝƐŬŶŽǁ ůĞĚŐĞƚŽŐŽŽĚƵƐĞĂŶĚƚƌĂĚĞŝƚĨŽƌƉƌŽƚĞĐƟŽŶĨƌŽŵƚŚĞůĞŽƉĂƌĚ ŽŽī ŚĞŐŽĞƐ

ďƵƚƚŚĞŽůĚ:ĂĐŬZƵƐƐĞůůƐĞĞƐŚŝŵŚĞĂĚŝŶŐĂŌĞƌƚŚĞůĞŽƉĂƌĚǁ ŝƚŚŐƌĞĂƚƐƉĞĞĚ ĂŶĚĮ ŐƵƌĞƐƚŚĂƚ

something must be up.

The monkey soon catches up with the leopard, spills the beans and strikes a deal for himself with

the leopard. The young leopard is furious at being made a fool of and says, "Here, monkey, hop

on my back and see what’s going to happen to that conniving canine!

Now, the old Jack Russell sees the leopard coming with the monkey on his back and thinks,

"What am I going to do now?", but instead of running, the dog sits down with his back to his

ĂƩ ĂĐŬĞƌƐ ƉƌĞƚĞŶĚŝŶŐŚĞŚĂƐŶΖƚƐĞĞŶƚŚĞŵǇĞƚ ĂŶĚũƵƐƚǁ ŚĞŶƚŚĞǇget close enough to hear, the

old Jack Russell says... "Where's that damn monkey? I sent him off an hour ago to bring me an-

other leopard!

Moral of this story: Don't mess with the old dogs...age and skill will always overcome youth

and treachery! BS and brilliance only come with age and experience.


ON SUCCESS

The biggest killer of success is success.

(The fear of failure grows in direct proportionto what you have got to lose.)

This Contrarian principle has a number of cor-ollaries:

Bigger is always worse (ultimately)

Innovation leads to less innovation

Growth leads to death


ON SUCCESS

Success – that elusive thing

A new (ish) book out now by Carol Dweck (Mindset: The New Psychology of Success) has now

ƉŽƐƚƵůĂƚĞĚĂŶĞǁ ƚŚĞŽƌǇĂďŽƵƚƐƵĐĐĞƐƐ ƵƌƉƌŝƐĞƐƵƌƉƌŝƐĞƚŚĞƉŽƐŝƟǀ ĞŵĞŶƚĂůĂƫ ƚƵĚĞ;ĂůĞĂƌͲ

negie + million others) is apparently not sufficient. It really depends, according to Dr. Dweck, on

whether your mindset is fixed or whether it is a growth mindset.

^ŚĞĐŽŶƚĞŶĚƐƚŚĂƚĂĮ ǆĞĚŵŝŶĚƐĞƚŝƐĂĐƚƵĂůůǇŶĞŐĂƟǀ ĞďĞĐĂƵƐĞĞǀĞŶŝĨǇŽƵďĞůŝĞǀĞǇŽƵĂƌĞƚĂůĞŶƚͲ

ed or that you are a star, that this mindset limits your growth and achievement. On the other

hand, a ‘growth’ mindset allows you to learn, grow and improve.

Dweck discovered that mastery-oriented children are very keen on learning something and they

Ğī ĞĐƟǀ ĞůǇŚĂǀ ĞůĞĂƌŶŝŶŐŐŽĂůƐ - which inspire a different chain of thoughts and behaviours than

“performance goals.”

[Private thought 1: Soon, everyone will agree with my thoughts, which were originally quite con-

trarianJ.

Wƌŝǀ ĂƚĞƚŚŽƵŐŚƚϮ D ǇŽƚŚĞƌŚĂůĨĐŽŶƐƚĂŶƚůǇĐŚŝĚĞƐŵĞƚŚĂƚǁ ŚĞŶ/ĂŵĚŝī ĞƌĞŶƚ ĂůůƚŚĞƟŵĞ/ĞŶĚ

up being predictably different, which isn’t all that different.]I generally use the term ‘process’

ŐŽĂůƐĂŶĚŽƵƚƉƵƚ ŐŽĂůƐƚŽĚŝƐƟŶŐƵŝƐŚďĞƚǁ ĞĞŶƚǇƉĞƐŽĨŐŽĂůƐKŶĞĐĂŶƉŽƐƐŝďůǇĂƌŐƵĞƚŚĂƚƉƌŽĐĞƐƐ

ŐŽĂůƐĂƌĞŶŽƚƌĞĂůůǇŐŽĂůƐ ďƵƚůĞƚ ƐƐŝĚĞĂƐŝĚĞƐĞŵĂŶƟĐƐĨŽƌƚŚĞŵŽŵĞŶƚ

ǁ ĞĐŬƐĮ ŶĚŝŶŐƐĂƌĞĂƐƉŝŶŽŶĂƩ ƌŝďƵƟŽŶƚŚĞŽƌǇŝĨǇŽƵĂƌĞƚŚĂƚǁ ĂǇŝŶĐůŝŶĞĚ /ŶƐŝŵƉůĞƚĞƌŵƐ

success and failure is determined (or least influenced) by the excuses you come up with when con-

fronted with your own success or failure. (You know how some people believe success is explained

by other people’s lucky, but their own talents?)

/ƐĂŝĚŝƚďĞĨŽƌĞďƵƚŝƚŝƐǁ ŽƌƚŚƌĞƉĞĂƟŶŐƉŽƐŝƟǀ ĞĂƫ ƚƵĚĞŽŶůǇŵĂŬĞƐŽƉƉŽƌƚƵŶŝƟĞƐŐůŽǁ ŝŶƚŚĞ

ĚĂƌŬdƌƵĞƐƵĐĐĞƐƐĐŽŵĞƐĨƌŽŵĂĐƚƵĂůůǇƚĂĐŬůŝŶŐƚŚŽƐĞŽƉƉŽƌƚƵŶŝƟĞƐŶŽƚĨƌŽŵŚĂǀ ŝŶŐĂŶǇƐƉĞĐŝĮ Đ

Ăƫ ƚƵĚĞ dŽďĞƐƵĐĐĞƐƐĨƵůǇŽƵŽŶůǇŶĞĞĚĂϱϭйƐƚƌŝŬĞƌĂƚĞ


ON SUCCESS


ON SUCCESS

That vision thing

/ĂŵŝŶƚƌŝŐƵĞĚďǇƚŚĞŶŽƟŽŶŽĨŚĂǀ ŝŶŐĂǀ ŝƐŝŽŶ /ƚƐĞĞŵƐƚŽďĞƵŶŝǀ ĞƌƐĂůůǇĂĚŵŝƌĞĚĂŶĚŽŌĞŶƚŚĞ

Į ƌƐƚ;ŝĨŶŽƚŽŶůǇͿĐƌŝƚĞƌŝŽŶŵĞŶƟŽŶĞĚǁ ŚĞŶĚŝƐĐƵƐƐŝŶŐůĞĂĚĞƌƐŚŝƉ

What is the difference between a vision and a dream? Vision and fantasy? Vision and a point of

view?

But more importantly, what is the trick in moving from NOT having a vision to having one? Like

how do you really do it? Can you ‘DO’ vision; i.e. can you acquire it, or is it something like ball

sense or the ability to carry a tune; it can be improved but not acquired?

The best I can do is to describe vision as a personal concept of some future outcome.

/ǁ ŽƵůĚƐƵŐŐĞƐƚƚŚĂƚĐůĂƌŝƚǇĂďŽƵƚƚŚĞƌĞƋƵŝƌĞĚĂĐƟŽŶƐƚŚĂƚǁ ŝůůĚĞůŝǀ ĞƌƚŚĂƚŽƵƚĐŽŵĞŶĞĞĚŶŽƚ

ďĞŝŶĐůƵĚĞĚŝŶƐƵĐŚĂĚĞĮ ŶŝƟŽŶ dƌĂŶƐůĂƟŽŶŽĨƚŚĞǀ ŝƐŝŽŶŝŶƚŽĂĐƟŽŶĂďůĞƐƚƌĂƚĞŐŝĞƐŝƐƚŚĞĚŽŵĂŝŶ

of management, and could conceivably be independent of the actual vision.

/Ĩǀ ŝƐŝŽŶĚŽĞƐŶŽƚŝŶĐůƵĚĞƚŚĞƚƌĂŶƐůĂƟŽŶ;ĂŶĚƐƵďƐĞƋƵĞŶƚĞǆĞĐƵƟŽŶͿŝŶƚŽƚŚĞĂĐƟŽŶƐ ƚŚĞŶǀ ŝͲ

sion is purely a mental construct. Vision must then be born from conscious and /or unconscious

ŵĞŶƚĂůĂĐƟǀ ŝƚǇdŽƉƵƚŝƚƐŝŵƉůǇŝƚŝƐƐŽŵĞƚŚŝŶŐƚŚĂƚƐƉƌŝŶŐƐƚŽŵŝŶĚ

/Ĩŝƚǁ ĞƌĞůĂƌŐĞůǇƚŚĞƉƌŽĚƵĐƚŽĨƚŚĞƌĂƟŽŶĂůŵŝŶĚ ƚŚĞŶĂŶǇƉĞƌƐŽŶǁ ŽƵůĚďĞĂďůĞƚŽĐƌĞĂƚĞ

ŚĂǀ ĞĂǀ ŝƐŝŽŶ ĂŶĚĂŐĂŝŶ /ĂŵŶŽƚĐĞƌƚĂŝŶƚŚĂƚĂŶǇƌĂƟŽŶĂůǀ ŝĞǁ ŽĨƚŚĞĨƵƚƵƌĞ;ƚŚĞĞǀ ĞƌǇĚĂǇŐĂƌͲ

ĚĞŶǀ ĂƌŝĞƚǇͿƌĞĂůůǇĐŽŶƐƟƚƵƚĞƐǁ ŚĂƚ/ƵŶĚĞƌƐƚĂŶĚĨƌŽŵƚŚĞƚĞƌŵǀ ŝƐŝŽŶĂƌǇ

So, a vision must also have an element of contrariness to it; and it certainly is a view of the fu-

ture that is different from where the momentum of the status quo would ordinarily take you (or

the company).

So a vision should then be defined as an ŝŶƚƵŝƟǀ ĞŵĞŶƚĂůĐŽŶƐƚƌƵĐƚŽĨĂŶƵŶƵƐƵĂůĨƵƚƵƌĞ

dŚŝƐŶĞǁ ĚĞĮ ŶŝƟŽŶǁ ŽƵůĚŝŵƉůǇƚŚĂƚǀ ŝƐŝŽŶƐƐŽŵĞŚŽǁ ĐŽŵĞĂďŽƵƚĂŶĚĂƌĞŶŽƚůŝŬĞůǇƚŽďĞ

ƐŽŵĞƚŚŝŶŐƚŚĂƚĐĂŶďĞĂĐƋƵŝƌĞĚƚŚƌŽƵŐŚƉƌĂĐƟĐĞ

As the apostle Paul advises about the speaking in tongues; it is rather useless if there is no one

around to translate it – and the same seems true of a vision.

What does all this mean back at the ranch?

Encourage mavericks and tolerate the weird – they may become leaders of the future.

ŵďƌĂĐĞŝŶƚƵŝƟŽŶ– nothing ground-breaking (except tornados) has ever come from extrap-

ŽůĂƟŶŐƚŚĞƵƐƵĂůƚƌĞŶĚ

Build some triggers into your strategic plan that mandates change, even if it is only appar-

ĞŶƚůǇĐŚĂŶŐĞĨŽƌƚŚĞƐĂŬĞŽĨĐŚĂŶŐĞ;dŚĞĂůƚĞƌŶĂƟǀ ĞŝƐĂƚƌŽƉŚǇͿ

Learn to trust your gut.

We need some leadership – go for it!


ON SUCCESS

We don't always learn best from books. We don'talways learn best by trial and error. But we do

learn like ducks.

Exposing infants and toddlers to a certain sport oraspects of a sport imprints those images on theirminds. A kid of two who watches a lot of tennis

(TV or in real life because mum and dad are play-ing) are not only more likely to pick up a racquet,

but also has the patterns of play imprinted ontheir minds.

These are the athletes who, ten years on, are theones that always seem to have an extra second todo something with a ball or seem to be more ma-ture in their competitive ability than their peers.

They are hard-pressed to describe why it is so, butit simply is imprinting.

We learn by copying what others do. If you wantto know stuff, find people who know the stuff that

you want to know.Success is in large part attributable who you

choose as your ‘imprint’. Pick carefully and wisely.


ON SUCCESS

Lessons from a dead horse.

Some years ago Chris in Dural bought a horse from a farmer for $100.

The farmer agreed to deliver the horse the next day. The next day the farmer drove up and said,

"Sorry, son, but I have some bad news...the horse died."

Chris replied, "Well, then just give me my money back."

The farmer said, "Can't do that. I went and spent it already."

Chris said, "OK, then, just bring me the dead horse."

The farmer asked, "What ya gonna do with him?"

Chris said, "I'm going to raffle him off."

The farmer said, "You can't raffle off a dead horse!"

Chris said, "Sure I can; watch me. I just won't tell anybody he's dead."

A month later, the farmer met up with Chris and asked, "What ever happened with that dead

horse?"

ŚƌŝƐƐĂŝĚ Η/ƌĂŋ ĞĚŚŝŵŽī /ƐŽůĚϱϬϬƟĐŬĞƚƐĂƚƚǁ ŽĚŽůůĂƌƐĂƉŝĞĐĞĂŶĚŵĂĚĞĂƉƌŽĮ ƚŽĨΨϵϵϴΗ

The farmer said, "Didn't anyone complain?"

Chris said, "Just the guy who won. So I gave him his two bucks back."

Chris grew up and now works for the federal government. He's the one who figured out how this

"bail-out" is going to work.

Lessons to be learned.

1. Do your math.

2. ĞĐƌĞĂƟǀ Ğ

3. ĞƉƌĂŐŵĂƟĐ

4. Not telling isn’t the same as lying.

5. Know your punters

6. Treat your complainants fairly.

7. ǀ ĞŶƚŚĞǁ ŽƌƐƚƐŝƚƵĂƟŽŶĐĂŶŚĂǀ ĞĂƉƌŽĮ ƚĂďůĞŽƵƚĐŽŵĞ

8. You can find a laugh anywhere – even in death.


ON SUCCESS

10 Laws of Success

1. Success is not about doing the right thing; it is do-ing what is required.

2. Luck plays a bigger role in the final outcome thanmost people are prepared to admit. (If you denyluck, you will miss the opportunity it brings.)

3. Some form of personal gain drives all of humanbehaviour. (WIIFM)

4. Don't bother with it if you can't measure it. (Inbusiness, not love.)

5. Eventually everyone realises that money doesnot matter.

6. It does not matter what you are good at, it mat-ters only what the customer wants.

7. Anticipated regret is more powerful than antici-pated pleasure.

8. People always overestimate the benefits and un-derestimate the risks.

9. Being right counts for nothing.10.With every person added to a group, it becomes

marginally less productive and more dysfunction-al.


ON SUCCESS

Pick Learn Do

DǇƐŽŶ;D ĂƩ ŚĞǁ ͿŝƐĂƐƉŽƌƚǇŬŝĚ ĞŝŶŐƐƵŵŵĞƌĂŶĚďĞŝŶŐƵƐƚƌĂůŝĂ ƚŚĞƐƉŽƌƟŶŐĮ ĞůĚŵƵƐƚďĞ

cricket. The summer of 09 hasn’t been too kind when it comes to the big scores, and recently it

was just a classic opportunity to impart a life lesson.

Eleven (11) may be considered young – but I thought he was old enough to understand. On this

ƉĂƌƟĐƵůĂƌĚĂǇŝƚǁ ĂƐĂďĂƩ ůĞĨŽƌƐƵƌǀ ŝǀ ĂůdŚĞƉƌĞǀ ŝŽƵƐǁ ĞĞŬ;ĚĂǇϭŽĨƚŚĞŵĂƚĐŚĂŐĂŝŶƐƚƚŚŝƐ

ƚĞĂŵͿŚŝƐƐŝĚĞǁ ĂƐƐŚŽƌƚĂĨĞǁ ƉůĂǇĞƌƐ;ŝŶĐůƵĚŝŶŐD ĂƩ ǁ ŚŽǁ ĂƐĂƚƚŚĞƚŚůĞƟĐƐĐĂƌŶŝǀ ĂůͿdŚĞǇ

ŐŽƚƌŽůůĞĚ ĂŶĚƚŚĞŽƉƉŽƐŝƟŽŶƋƵŝĐŬůǇƉƵƚŽŶĂůĞĂĚĂŶĚĚĞĐůĂƌĞĚ ŐŽŝŶŐĨŽƌĂŶŽƵƚƌŝŐŚƚǁ ŝŶ /ĨǇŽƵ

don’t follow cricket, all you need to know is this:

On this Saturday the team had try and bat the whole day. Firstly to make up the deficit, and then

ƚŽďƵŝůĚĂƐĐŽƌĞƚŚĂƚĐŽƵůĚďĞĚĞĨĞŶĚĞĚ t ĞůŽƐƚĂǁ ŝĐŬĞƚĞĂƌůǇĂŶĚƚŚĞŶD ĂƩ ǁ ĞŶƚŝŶ , Ğǁ ĂƐ

ĂƐŬĞĚ ƚŽůĚĂŶĚ<Et ƚŚĂƚƚŚĞǇŚĂĚƚŽďĂƚĨŽƌĂůŽŶŐƟŵĞ /ŬŶŽǁ ŝƚƐŽƵŶĚƐƐŝůůǇŝĨǇŽƵĂƌĞŶŽƚ

ĨĂŵŝůŝĂƌǁ ŝƚŚĐƌŝĐŬĞƚ ďƵƚƚŚĞŽďũĞĐƟǀ Ğǁ ĂƐƚŽŶŽůŽƐĞ – the score was irrelevant.

He just got a start and then started ‘slogging’ – and before long was caught out by a fine catch.

;E ŽƌŵĂůůǇĂƚƚŚŝƐĂŐĞƚŚŽƐĞĐĂƚĐŚĞƐĚŽŶ ƚƐƟĐŬƐŽŚĞǁ ĂƐƉƌŽďĂďůǇƵŶůƵĐŬǇͿ

Out for single figures. Failure.

Anyway, to make a long story short – the team went on to post a reasonable score and had to

defend only for about 90 minutes. The match had to finish at noon –ĂŶĚƚŚĞŽƉƉŽƐŝƟŽŶƐĐŽƌĞĚ

the winning run with a minute to spare.

If one batsman had stayed in for 2 more minutes– if only…

And this was the lesson that I tried to impart.

Success in life – as it is in a junior cricket match– requires these 3 steps to be followed.

Pick: Figure out what needs to be done. Figure out what you want to do. Decide in the one

thing…

>ĞĂƌŶ >ĞĂƌŶŚŽǁ ƚŽĚŽŝƚ /ĨǇŽƵŬŶŽǁ ĂůŝƩůĞůĞĂƌŶŵŽƌĞŝĨǇŽƵŬŶŽǁ ĂůŽƚ ůĞĂƌŶŵŽƌĞ>ĞĂƌŶ

how – that is the engine.

Do: Then do it. Execute what you want do and execute in the right way – the way that you

learned.

Simple: Pick – Learn-Do. PLD.


ON SUCCESS


ON SUCCESS

Give the ball a chance

t ŚĞŶ/ǁ ĂƐƐƟůůůŝǀ ŝŶŐŝŶ ŽƵƚŚĨƌŝĐĂ/ƉůĂǇĞĚŵŽƌĞŐŽůĨƚŚĂŶ/ĚŽŶŽǁ Ɛǁ ĂƐƚŚĞĐƵƐƚŽŵ ĞǀĞƌǇgolfer would have a caddie. Caddies were typically under-employed and uneducated; trying to eke

out a living on fairly meagre payments as caddies on the all-ǁ ŚŝƚĞŐŽůĨĐŽƵƌƐĞŽĨƚŚĞƟŵĞ;/Ăŵnot proud of it, but that is what it was like back then.)

I learnt one of the most important lessons of my life on such a golf course, from a gap-toothed,semi-ůŝƚĞƌĂƚĞĐŚĂƌĂĐƚĞƌǁ ŚŽǁ ĂƐŵǇĐĂĚĚŝĞŽŶƚŚĂƚƉĂƌƟĐƵůĂƌĚĂǇ;/ǁ ŝƐŚ/ƌĞŵĞŵďĞƌĞĚŚŝƐŶĂŵĞ

ŽƌĐŽƵůĚĮ ŶĚŚŝŵĂŐĂŝŶďĞĐĂƵƐĞ/ǁ ŽƵůĚůŝŬĞƐŚŽǁ ŵǇŐƌĂƟƚƵĚĞ Ϳ

, Ğǁ ĂƚĐŚĞĚ;Žďǀ ŝŽƵƐůǇŝŶĂŐŽŶǇͿĨŽƌĂǁ ŚŝůĞĂƐ/ǁ ĂƐůĞĂǀ ŝŶŐƋƵŝƚĞĂĨĞǁ ƉƵƚƐƐŚŽƌƚŽŶƚŚŝƐƉĂƌƟĐƵͲůĂƌĚĂǇKŶĞĂŌĞƌƚŚĞŽƚŚĞƌŵǇƉƵƚƐǁ ŽƵůĚƐƚŽƉƐŚŽƌƚŽĨƚŚĞŚŽůĞǀ ĞŶƚƵĂůůǇŚĞĐŽƵůĚŶŽƚĐŽŶƚĂŝŶ

himself anymore and he blurted out:“Give the ball a chance, master – give the ball a chance.”

For a moment I was on the verge of being upset about his unsolicited advice. (Remember, unlikepro caddies, none of them could actually PLAY golf and they really just carried the bags.) But then I

realised the wisdom of those words, and I couldn’t help but smile. (The rest of my four-ball burstout laughing of course.)

If you don’t hit the ball hard enough it will not go in the hole. That is the difference between suc-ĐĞƐƐĂŶĚĨĂŝůƵƌĞ ŚŽǁ ŚĂƌĚǇŽƵŚŝƚƚŚĞďĂůů, ŝƫ ŶŐŝƚŚĂƌĚŝƐŶŽƚĂŐƵĂƌĂŶƚĞĞƚŚĂƚŝƚǁ ŝůůŐŽŝŶ ďƵƚŚŝƫ ŶŐŝƚƚŽŽƐŽŌůǇŝƐĂŐƵĂƌĂŶƚĞĞƚŚĂƚŝƚt KE dŐŽŝŶ

(Was it Wayne Gretzky who said: ‘I miss 100% of the shots that I don’t take’?)

dŚŝƐƉŽŽƌƐŽƵůůŝǀ ŝŶŐŽŶƚŚĞĞĚŐĞƐŽĨĐŝǀ ŝůŝƐĂƟŽŶŚĂĚŐŝǀ ĞŶŵĞĂůŝĨĞ-lesson that I have remembered

ever since. And I thought of it again today when I made this discovery I want share with you.

Once again I had to think about whether I wanted to do something or … let it slide past. I remem-

bered my caddie and his echo reminded me to give the ball a chance.


ON SUCCESS


ON SUCCESS

Acceptance

What is the hardest thing for people to do? What is the hardest thing for you to do?Have you ever watched IDOL – the TV talent quest (or any show like that) wondered ‘why has no-one ever told them that they couldn’t sing’? But you see, people have told them that. They just

failed to accept it. Because ACCEPTANCE is the hardest thing to do.It is hard to…

accept who you are (and who you are not)

accept that there are things that you don’t control

accept that you are responsible for the things that are wrong in your life (and business)

accept forgiveness

accept that you may be wrong and accept responsibility

dŚĞƉƌĞǀ ĂůĞŶĐĞŽĨĂŶǇŶƵŵďĞƌŽĨĂĚĚŝĐƟŽŶƐ ĨƌŽŵǁ ĞŝŐŚƚ-ůŽƐƐƚŽĚƌƵŐĂĚĚŝĐƟŽŶ ŝƐƉƌŽŽĨƚŚĂƚƉĞŽͲ

ple failed the acceptance test:

They failed to accept that they have a problem

They failed to accept personal responsibilityThey failed to accept help

dŚĞŚŝŐŚĚŝǀ ŽƌĐĞƌĂƚĞƐĂƌĞƐǇŵƉƚŽŵĂƟĐŽĨ

failure to accept each other

failure to accept change

failure to accept responsibility

failure to accept differences

You may argue that failure to accept the status quo is the stuff that great achievements and amaz-ŝŶŐŝŶŶŽǀ ĂƟŽŶƐĂƌĞŵĂĚĞŽĨ dŚĞƌĞŝƐƐŽŵĞƚƌƵƚŚƚŽƚŚĂƚ ƵƚůĞƚ ƐŶŽĐŽŶĨƵƐĞĚŝƐĐŝƉůŝŶĞĂŶĚƉĞƌƐĞͲǀ ĞƌĂŶĐĞǁ ŝƚŚĚĞŶŝĂůŽĨƌĞĂůŝƚǇE ŽŵĂƩ ĞƌŚŽǁ ŵƵĐŚǇŽƵďĞůŝĞǀĞŝŶƚŚĞƐĞĐƌĞƚ ŽƌƚŚĞƉŽǁ ĞƌŽĨ

dreams’, I doubt anyone reading this can crack the 10-second barrier in the 100m sprint; so let’slearn to accept reality and move on. But what has this to do with running a (retail) business?

When you run a business, you will receive a lot of advice; from customers, staff and consultants. ƐĂĐŽŶƐƵůƚĂŶƚ/ŐĞƚƚŽƐĞĞŚŽǁ ƉĞŽƉůĞƉƌŽĐĞƐƐĂĚǀ ŝĐĞĂůůƚŚĞƟŵĞ– and what I see as the first

ƌĞĂĐƟŽŶ is how people get defensive.E ŽŵĂƩ Ğƌǁ ŚĂƚƚŚĞĐŽůĚĨĂĐƚƐĂƌĞ ƚŚĞĮ ƌƐƚƌĞĂĐƟŽŶŝƐƚŽũƵƐƟĨǇǁ ŚǇƚŚŝŶŐƐĂƌĞǁ ŚĂƚƚŚĞǇĂƌĞ ŶĚwhy it became that way. And why it is too hard to change.

When someone tells you that your service sucks, you should believe them instead of tellingthem why they are wrong and what they don’t understand about your business.

t ŚĞŶƐŽŵĞŽŶĞƐĂǇƐǇŽƵƐŚŽƵůĚŝŶǀ ĞƐƚŝŶďĞƩ ĞƌƐǇƐƚĞŵƐŵĂǇďĞǇŽƵƐŚŽƵůĚďƵǇŽŶĞŝŶƐƚĞĂĚof finding reasons why the current one is good enough.

When someone tells you that you are too expensive, you could find a way to lower prices or ĐŚĂŶŐĞƉĞƌĐĞƉƟŽŶƐƌĂƚŚĞƌƚŚĂŶĞǆƉůĂŝŶŝŶŐƚŚĂƚŝƚŝƐƚŚĞƐƵƉƉůŝĞƌƐĨĂƵůƚ

When someone says you should change the way something looks, you could change it rather thanũƵƐƟĨǇŝŶŐǁ ŚǇŝƚŚĂƐĂůǁ ĂǇƐďĞĞŶĚŽŶĞƚŚĂƚǁ ĂǇ

Does this mean that one should always accept advice in good faith? Of course not: In the first in-stance, when someone gives you unsolicited advice about something personal and about what is

possible and not possible – IGNORE it. When someone gives you advice that is based on their ex-ƉĞƌŝĞŶĐĞŽĨĂŶŝŶƚĞƌĂĐƟŽŶǁ ŝƚŚǇŽƵĂŶĚǇŽƵƌďƵƐŝŶĞƐƐ– EVALUATE it and assess it on its merits. Be

Ăǁ ĂƌĞŽĨƚŚĞƚĞŵƉƚĂƟŽŶƚŽũƵƐƟĨǇŝƚĂŶĚƚŽƌĂƟŽŶĂůŝƐĞŝƚĂǁ ĂǇD ĂŬĞĂůĞǀĞů-headed decisionabout whether there is any merit in the advice and then act on it or discard as appropriate. Whena consultant or trainer gives you advice, IMPLEMENT it; because presumably you are not stupid

ĞŶŽƵŐŚƚŽĞŵƉůŽǇĂĐŽŶƐƵůƚĂŶƚǁ ŚŽŚĂƐŶŽĞǆƉĞƌƟƐĞŝŶƚŚĂƚĂƌĞĂ

Ask any alcoholic. Ask any divorcee. Ask any bankrupt: Acceptance is the first step of a change in ĚŝƌĞĐƟŽŶ. As long as the first step isn’t a knee-ũĞƌŬƌĞĂĐƟŽŶ


ON SUCCESS

When does water boil?

It may seem like a silly question, right?

I guess you know that it is at 212°F or 99.98°C (lets’call it 100, ok – and we agree this is at sea level?)

It takes a certain amount of time and energy to getwater to boil.

How hard is it (what does it take) to get water toor 99°C or 211°F?

Very close to the same amount of effort, energyand time than it does to get it to boiling point.

BUT – if it doesn’t boil it doesn’t boil.

If it does not boil it does change. You have warmwater, not boiling water.

It won’t become steam.

It does not transform.

All that effort and energy for nothing.

It is the same for your business. It may only needanother 1 degree increase in temperature to betransformed.


ON SUCCESS

Looking for Eric

I watched a movie on DVD the other day- Looking for Eric - starring (and produced by) Eric Can-

tona.

If you are not a soccer fan, Eric Cantona is the Andre Agassi of soccer (football as they call it) and

ƚŚĞďƵůŬŽĨŚŝƐĐĂƌĞĞƌǁ ĂƐƐƉĞŶƚĂƚD ĂŶĐŚĞƐƚĞƌhŶŝƚĞĚ , Ğǁ ĂƐĂŶĂƌƟƐƚĞ– and there is no higher

compliment.

I won’t spoil the story (well worth watching– and not about football at all) but at one stage his

biggest fan (his namesake, but an ordinary postman) asks him about his greatest moment on the

ƉŝƚĐŚ , ŝƐĨĂŶƚŚĞŶƌĂƩ ůĞƐŽī ŵĂŶǇŽĨƚŚĞŐƌĞĂƚŐŽĂůƐŚĞŚĂĚƐĐŽƌĞĚ– with the accompanying

goose bump footage.

ƵƚĞǀ ĞƌǇƟŵĞƚŚĞĨĂŶĂƐŬƐŚŝŵŝĨthat was the moment, Cantona shakes head and says ‘non’.

(He is French.) Eventually, the fan (Eric the Postman) is exasperated and asks which moment it

was. Cantona responds:

It wasn’t a goal. It was a pass. Goose bump footage follows where Cantona lobs a divine pass

into the path of a team mate – who scores…

ĂŶƚŽŶĂĞǆƉůĂŝŶƐƚŚĂƚ ĂƐĂ;ŐŝŌĞĚͿƐŽĐĐĞƌƉůĂǇĞƌŝƚǁ ĂƐŚŝƐƉƌŝǀ ŝůĞŐĞƚŽ' /&dŽƉƉŽƌƚƵŶŝƟĞƐƚŽ

other players.

This reminds us that as a manager or business owner, we should also know that our job is not to

ƐĐŽƌĞŐŽĂůƐ ďƵƚƚŽŐŝǀ ĞƚŚĞŽƉƉŽƌƚƵŶŝƟĞƐƚŽƚŚĞƚĞĂŵ

^ŽĐĐĞƌŝƐŶ ƚůŝĨĞ ďƵƚŝƚŝƐƌĞǀĞĂůŝŶŐƚŚĂƚŽŶĞŽĨƚŚĞŵŽƐƚŐŝŌĞĚƉůĂǇĞƌƐŽĨŽƵƌƟŵĞƌĞĂůŝƐĞƐƚŚĂƚ

ƚŚĞƌĞŝƐŵŽƌĞũŽǇĂŶĚƐĂƟƐĨĂĐƟŽŶƚŽďĞŚĂĚby givingƚŚĞŐŝŌƐƚŚĂƚŽƵƌƚĂůĞŶƚƐĂŶĚŽƵƌŽƉƉŽƌƚƵͲ

ŶŝƟĞƐŽī ĞƌƚŚĂŶƚŚĞƌĞŝƐŝŶŐƌĂďďŝŶŐƚŚĞŚĞĂĚůŝŶĞƐŽƵƌƐĞůǀĞƐ

How do you give? How muchĚŽǇŽƵŐŝǀ Ğ KƌĚŽǇŽƵƚŚŝŶŬƚŚŝƐŝƐƚŚĞŶĂŢǀ ĞĐŚĂƩ ĞƌŽĨĂŶĞǆ-

manager who has officially lost the plot?


ON SUCCESS

Ode to the losers of the world

There is a lot to worry about.

/ĨǇŽƵŽǁ ŶĂƐĞƌǀ ŝĐĞƐƚĂƟŽŶ ǇŽƵ ĚďĞǁ ŽƌƌŝĞĚĂďŽƵƚĂůƚĞƌŶĂƟǀĞĞŶĞƌŐǇ/ĨǇŽƵŽǁ ŶĂŚĂŵďƵƌŐĞƌ

ũŽŝŶƚŽƌĂƉŝǌǌĂƐŚŽƉǇŽƵĂƌĞǁ ŽƌƌŝĞĚĂďŽƵƚŚĞĂůƚŚǇĞĂƟŶŐŚĂďŝƚƐ

/ĨǇŽƵŽǁ ŶĂƚŽďĂĐĐŽŶŝƐƚǇŽƵ Ěǁ ŽƌƌǇĂďŽƵƚŐŽǀĞƌŶŵĞŶƚƌĞŐƵůĂƟŽŶ /ĨǇŽƵƌƵŶĂƉƵďŽƌĐůƵďǇŽƵǁ ŝůůďĞǁ ŽƌƌŝĞĚĂďŽƵƚĂŶƟ-ƉŽŬŝĞƐƐĞŐŵĞŶƚĂŶĚĂŶƟ-ƐŵŽŬŝŶŐƐĞŶƟŵĞŶƚ

If you own a bookshop, shoe shop, fashion store - or almost any other type of retail outlet,you’d be worried about the internet.

But there is a way out.

ƌŶŽůĚĐŚǁ ĂƌǌĞŶĞŐŐĞƌǁ ĂƐĂǁ ŝŵƉƵŶƟůŚĞƐƚĂƌƚĞĚůŝŌŝŶŐǁ ĞŝŐŚƚƐĂŶĚD ŝĐŚĂĞůĞůůǁ ĂƐĂĚŝƐŚͲ

ǁ ĂƐŚĞƌǁ ŚĞŶŚĞǁ ĂƐǁ ŽƌŬŝŶŐŽŶƐĞůůŝŶŐŚŝƐĮ ƌƐƚW ŝůů' ĂƚĞƐǁ ĂƐĂŶĞƌĚƉƌŽŐƌĂŵŵŝŶŐƐŽŌͲǁ ĂƌĞĨŽƌƚƌĂĸ ĐůŝŐŚƚƐƵŶƟůŚĞƐŽůĚƚŚĞĮ ƌƐƚK^ůŝĐĞŶƐĞƚŽ/D ĂŶĚZĂǇ<ƌŽĐǁ ĂƐĂƚƌĂǀĞůůŝŶŐƐĂůĞƐŵĂŶƵŶƟůŚĞŽƉĞŶĞĚŚŝƐƐĞĐŽŶĚD ĐŽŶĂůĚƐ

ďƌĂŚĂŵ>ŝŶĐŽůŶƌĂŶĂŐĞŶĞƌĂůƐƚŽƌĞďĞĨŽƌĞŚĞĞǀĞŶƚƵĂůůǇĞŶƚĞƌĞĚƉŽůŝƟĐƐĂŶĚ:ŽŚŶdƌĂǀ ŽůƚĂǁ ĂƐĂǁ ĂŝƚĞƌƵŶƟůŚĞĐƌĂĐŬĞĚŚŝƐĮ ƌƐƚĂƵĚŝƟŽŶ ZŽĚ ƚĞǁ Ăƌƚǁ ĂƐĂŐƌĂǀ ĞĚŝŐŐĞƌĂŶĚ:ĞƌƌǇ ĞŝŶͲ

feld sold light bulbs by phone. Author Stephen King was a janitor when he had the idea for hisbreakthrough novel Carrie.

Who you are today and what you are doing today has absolutely no relevance to who you maybecome.

And it is true: one store can readily become a chain just as easily as a chain can become one

store. Being broke can be great training for being rich.

But these stories are not about dreams coming true.

In each andevery case, the person actually DID something. (Sold a PC, wrote a novel, audi-ƟŽŶĞĚ– or whatever.)

And that, dear friend, has always been and will always be the difference between success and ĨĂŝůƵƌĞƚŚĞĂĐƚŽĨĞǆĞĐƵƟŶŐŝƐŚŽǁ ĚƌĞĂŵƐĂƌĞŵĂĚĞƌĞĂů

Your current problems could disappear overnight, or it may take a while longer.

But the only certainty is that nothing will happen if you don’t do something about it.

What are you going to do now?


ON SUCCESS


ON SUCCESS

Lose the players, lose the match. Lose the match, lose your job.

dŚĞƟƚůĞŽĨƚŚŝƐƉŽƐƚĚĞƐĐƌŝďĞƐƚŚĞƚƌĂĚŝƟŽŶĂůĐŽĂĐŚŝŶŐůŝĨĞĐǇĐůĞD ŽƐƚƌĞĐĞŶƚůǇŝƚǁ ĂƐĂƌůƚŽŶ&ŽŽƚďĂůůůƵďĂŶĚƚŚĞǇĐŽĂĐŚƌĞƩZĂƩ ĞŶ dŚĞǇŚĂĚůŽƐƚϰŐĂŵĞƐ;ŽŶĞŵŽŶƚŚͿĂŶĚƚŚĞD ĞůďŽƵƌŶĞ

&>ƉƌĞƐƐĂƐŝƐƚŚĞŝƌǁ ŽŶƚ ƚƵƌŶĞĚƚŚŝƐŝŶƚŽŶŽƚŚŝŶŐƐŚŽƌƚŽĨĂŶĞǆŝƐƚĞŶƟĂůĐƌŝƐŝƐ

KŶĞŽĨƚŚĞĐůŝĐŚĠƐƚŚĂƚŝƐďĂŶĚŝĞĚĂďŽƵƚŝƐƚŚĞƋƵĞƐƟŽŶ

‘Did he lose his players?’

We all understand what that means. A coach can rule by [1] fear or [2] by force of personality, or[3] by sheer weight of success.

Most journeyman coaches rely somewhat on all three of those and must turn up the dial on theŽŶĞŽƌƚŚĞŽƚŚĞƌĚĞƉĞŶĚŝŶŐŽŶƚŚĞƐŝƚƵĂƟŽŶ /ĨƚŚĞǇƌĞĂĚƚŚĞƐŝƚƵĂƟŽŶǁ ĞůůƚŚĞǇŵĂǇƐƵƌǀ ŝǀ Ğϯ-7

ǇĞĂƌƐ;ĞǆƚƌĂƉŽůĂƟŶŐĨƌŽŵĂƌĂŶŐĞŽĨĂŶƐǁ ĞƌƐ/ĨŽƵŶĚŽŶ' ŽŽŐůĞͿ

Some of course last longer and some shorter– that is how you create the average.

The key indicator that the journos seem to focus on is whether the players have stopped playingfor the coach. (I am not sure whether professional players ever play for a coach the way school-aged kids would.)

ƵƚƚŚĞƉĞƌƐŝƐƚĞŶĐĞŽĨƚŚĞƉƌĞƐƐŝŶƉƌŽƉĂŐĂƟŶŐƚŚĂƚŵĞƐƐĂŐĞŵĞĂŶƐƚŚĂƚĞǀ ĞŶƚƵĂůůǇ;ƚƌƵĞŽƌŶŽƚͿpeople begin to believe and importantly, the administrators begin to act on it.

ī ĞĐƟǀ ĞůǇƚŚĞƉƌĞƐƐĐƌĞĂƚĞƐĂŵĞŶƚĂůŵŽĚĞů;ĂĨƌĂŵĞǁ ŽƌŬŽĨĂƐƐƵŵƉƟŽŶƐͿ

It is worth remembering the quip by George Box:

ƐƐĞŶƟĂůůǇĂůůŵŽĚĞůƐĂƌĞǁ ƌŽŶŐ ďƵƚƐŽŵĞĂƌĞƵƐĞĨƵů

They are wrongďĞĐĂƵƐĞƚŚĞǇĂƌĞƐŝŵƉůŝĮ ĐĂƟŽŶƐĂŶĚƚŚĞǇĐĂŶďĞuseful because we can learn fromƚŚĞŵ dŚĞũŽƵƌŶĂůŝƐƚƐĐƌĞĂƚĞĂŶĚƉĞƌƉĞƚƵĂƚĞĂŵĞŶƚĂůŵŽĚĞůŽĨǁ ŚĂƚĐŽŶƐƟƚƵƚĞƐĂƐƵĐĐĞƐƐĨƵů

coach; and that is one where ‘players play for the coach’. The corollary of that is that once thecoach ‘loses’ the players, they will lose the match. Lose enough matches and you eventually lose

ǇŽƵƌũŽď t ŚĂƚŝƐƚŚĞĐŽŶŶĞĐƟŽŶǁ ŝƚŚďƵƐŝŶĞƐƐŽĨƌĞƚĂŝů

We should examine the myths that underpin our thinking (mental models) that govern how we

think about business.

>ŝĨĞŝƐƚŽƵŐŚ ƵƐŝŶĞƐƐŝƐƚŽƵŐŚ ŶĚǁ ĞĚŽŶ ƚŵĂŬĞŝƚĂŶǇĞĂƐŝĞƌŽŶŽƵƌƐĞůǀĞƐďǇƉĞƌƐŝƐƟŶŐƚŽďĞͲůŝĞǀ ĞŝŶĐŽŵŵŽŶŵǇƚŚƐdŚŝƐƉĞƌǀĞƌƐĞƚĞŶĚĞŶĐǇŽĨŽƵƌƐŵĂŬĞƐĚĞĂůŝŶŐǁ ŝƚŚůŝĨĞĂůŝƩůĞůŝŬĞƉůĂǇŝŶŐ

the whack-a-mole game. As soon as we crush one, another seems to pop up. We do it to ourselvesƌĞĂůůǇďĞĐĂƵƐĞǁ ĞŶĞǀ ĞƌĞǆĂŵŝŶĞŽƵƌ;ŵŝƐͿďĞůŝĞĨƐǁ ŝƚŚƐƵĸ ĐŝĞŶƚƐĐƌƵƟŶǇ ŽŵĞŽĨƚŚĞĐŽŵŵŽŶ

‘beliefs’ we have are:

Myth: The customer is always right.

Truth: The customer thinks they are right.

Myth: Walk the extra mile.

Truth: You can’t afford to walk the extra mile.

Myth: Customers buy on price alone.

Truth: Your service sucks so bad that you have to resort to price alone to stay in the

game.

Myth: I have 20 years experience.

Truth z ŽƵŚĂǀ ĞϭǇĞĂƌƐĞǆƉĞƌŝĞŶĐĞϮϬƟŵĞƐŽǀ Ğƌ

These are just examples. None of them may actually apply to you– but the point is that we allhave these rusted-ŽŶĂƐƐƵŵƉƟŽŶƐƚŚĂƚĂī ĞĐƚŽƵƌĂďŝůŝƚǇƚŽƉĞƌĨŽƌŵ

The only way to win this Whack-a-mole game is not to play it.


ON SUCCESS

Hindsight is always perfect vision, but walkingbackwards doesn’t solve the problem.


ON SUCCESS

Inexorable

/ŵĂŐŝŶĞǇŽƵĂƌĞŝŶĂĚĞƐŽůĂƚĞƉůĂĐĞŽŶĂŶŶƚĂƌĐƟĐǁ ĂƐƚĞůĂŶĚ

It is eerily silent.

You are standing on the edge of a lake looking across the lake to an iceberg - huge slabs of ice

perched precariously on the edge of the lake –ũƵƐƚůŝŬĞĂĂǀ ŝĚƩĞŶďŽƌŽƵŐŚƐƉĞĐŝĂůŽŶĐůŝŵĂƚĞchange.

dŚĞŶƚŚĞƌĞŝƐĂƌƵŵďůĞƚŚĂƚŐƌŽǁ ƐůŽƵĚĞƌĂŶĚůŽƵĚĞƌĐƵůŵŝŶĂƟŶŐŝŶĂŶĞŶŽƌŵŽƵƐĐƌƵŶĐŚŽĨƚŚƵŶͲder as a large slab of ice breaks off the precipice and crashes into the lake with plumes of ice and

ǁ ĂƚĞƌƐŚŽŽƟŶŐŝŶƚŽƚŚĞƐŬǇ

Then the silence returns.

Can you imagine that scenario happening in reverse?

Of course not.

ĞĐĂƵƐĞƟŵĞŝƐĂŶĂƌƌŽǁ

Change cannot be undone.

Change is constant.

Right now we are living though change, just like every other person who came before us. And asĞǀ ĞƌǇŽƚŚĞƌƉĞƌƐŽŶǁ ŚŽǁ ŝůůĐŽŵĞĂŌĞƌƵƐ

, Žǁ ŚĂƌĚĂƌĞǁ ĞĮ ŐŚƟŶŐƚŽŬĞĞƉƚŚŝŶŐƐƚŚĞƐĂŵĞ

, Žǁ ŵƵĐŚƟŵĞĚŽǁ ĞƐƉĞŶĚƉƌŽƚĞĐƟŶŐǁ ŚĂƚǁ ĞŚĂǀ Ğ

, Žǁ ŵƵĐŚĞī ŽƌƚĚŽǁ ĞƉƵƚŝŶƚŽƉĞƌĨĞĐƟŶŐƚŚĞƚŚŝŶŐƐƚŚĂƚŵĂĚĞƵƐƐƵĐĐĞƐƐĨƵů

, Žǁ ŵƵĐŚƟŵĞĚŽǁ ĞƐƉĞŶĚǁ ŚŝŶŐĞŝŶŐĂďŽƵƚĐŚĂŶŐĞ– or lobbying the government windback the clock or to protect us from change?

How much do we rely on your past experiences to get us through?

As the ‘The Boss’ sang so famously:

“Glory days well they'll pass you by

Glory days in the wink of a young girl's eyeGlory days, glory days”

I think I can safely say that yesterday is gone and will never be again.

ŶĚƚŚĂƚŵĞĂŶƐƵŶůĞƐƐǁ ĞĂƌĞŐĞĂƌŝŶŐŽƵƌƐĞůǀ ĞƐĂŶĚŽƵƌŽƌŐĂŶŝƐĂƟŽŶƐƵƉǁ ŝƚŚŶĞǁ ƐŬŝůůƐ ŶĞǁ

strategies, new products, and new markets – consistently; then we are doomed to join the slabof ice that crashes into oblivion.

dŚĞŵŽƐƚŝŵƉŽƌƚĂŶƚƚŚŝŶŐǇŽƵĐĂŶĚŽŝƐƚŽƐǇƐƚĞŵĂƟƐĞǇŽƵƌĐĂƉĂĐŝƚǇƚŽĐŚĂŶŐĞ


ON SUCCESS

Which Wolf Are You Feeding?

There’s a Native American tale about an old manwho was telling his grandson a story about twowolves. The old man said, “There’s a fight betweentwo wolves. One is an evil wolf, filled with anger,resentment, greed, sadness, rage, envy, pride, ego,vanity, and superiority. The other is a good wolf,filled with peace, light, kindness, generosity, love,compassion, humility, benevolence, grace, hope,compassion, and faith.”

“Which of the wolves will win the fight, grandfa-ther?” asked the boy.

The old man paused, considering the boy, then said,“Whichever one you feed.”


ON SUCCESS

Most people

^ƵĐĐĞƐƐŝƐĂŶƵŵďĞƌƐŐĂŵĞ ŽĐŝĞƚǇŐĞŶĞƌĂůůǇĞǆƉƌĞƐƐĞƐĂďĞůŝĞĨŝŶƚŚĞƐĐŝĞŶƟĮ ĐŵĞƚŚŽĚĂŶĚƉƌŽͲ

fesses to rely on ‘evidence’; except when it comes to success apparently.

D ŽƐƚƉĞŽƉůĞƐĞƚƚŚĞĂůĂƌŵƚŽǁ ĂŬĞƚŚĞŵƵƉŝŶƟŵĞƚŽŐĞƚǁ ŚĞƌĞƚŚĞǇŶĞĞĚƚŽďĞ

Most people eat more than they need because they feel hungry

Most people worry about what other people think about them

Most people do the things at work that will not get them trouble

Most people do things that are expected of them

Most people work at jobs they thought they could do

Most people work for a living because they have to

Most people are afraid of looking stupid

Most people are afraid of being fired

D ŽƐƚƉĞŽƉůĞĚŽŶ ƚƚŚŝŶŬĂďŽƵƚƚŚĞĂůƚĞƌŶĂƟǀ Ğ

Most people are not successful –ďǇĂŶǇŵĞĂƐƵƌĞǇŽƵĐŚŽŽƐĞ ŝŶĐůƵĚŝŶŐŝŶƚŚĞŝƌŽǁ ŶĞƐƟŵĂͲƟŽŶŽĨƚŚĞŝƌŽǁ ŶůŝǀĞƐ

If you want to be successful and happy, then you must not be like most people.

zŽƵƐŚŽƵůĚƐĞƚƚŚĞĂůĂƌŵƚŽĂǁ ĂŬĞŝŶƟŵĞƚŽŐĞƚǁ ŚĞƌĞǇŽƵǁ ĂŶƚƚŽďĞ

You should eat enough to feed your body

You should not worry about what other people think of you

You should do the things at work that may get you trouble

You should do the unexpected

You should go for jobs that you may be able to do

You should live to work because you want to

You should be afraid of looking just like ‘most people’

You should not be afraid of being fired

zŽƵƐŚŽƵůĚƚŚŝŶŬĂďŽƵƚƚŚĞĂůƚĞƌŶĂƟǀ Ğ

Then, maybe you will be successful. Or not. But at least you have given yourself a shot.


ON SUCCESS


ON SUCCESS

Whatever you believe, it is wrong

Or at least half the world will say it is.

Except for ice cream; everyone loves that. (Even the lactose intolerant who can’t have it).

But I digress.

dŚĞĨĂĐƚŝƐƚŚĂƚĂůůƚŚĞƚŚŝŶŐƐǇŽƵďĞůŝĞǀĞĂƌĞĞŝƚŚĞƌĂŵĂƩ ĞƌŽĨŽƉŝŶŝŽŶŽƌĂŵĂƩ ĞƌŽĨĨĂĐƚ KƉŝŶͲ

ŝŽŶƐĂƌĞĂƚďĞƐƚĂϱϬ ϱϬƉƌŽƉŽƐŝƟŽŶĂŶĚŝĨƚŚĞĂƌĐŽĨƐĐŝĞŶƟĮ ĐĚĞǀĞůŽƉŵĞŶƚĐŽŶƟŶƵĞƐĂƐŝƚŚĂƐ

over centuries, most of what you hold true today will eventually be disproven.

dŚĂƚƉƵƚƐǇŽƵƌďĞůŝĞĨƐĂŶĚĞǀ ĞŶǇŽƵƌĞǆƉĞƌŝĞŶĐĞŽŶƉĂƉĞƌƚŚŝŶĨŽƵŶĚĂƟŽŶƐ

Even when we know we don’t know, we tend to kid ourselves. This piece on individual and plu-ƌĂůŝƐƟĐŝŐŶŽƌĂŶĐĞŝƐĂŐƌĞĂƚƌĞĂĚ ĂŶĚ ŚĂŶĞWĂƌƌŝƐŚĐŽŶĐůƵĚĞƐ

/ŶĨŽƌŵĂƟŽŶŝƐĐŽŵŝŶŐƚŽƵƐǁ ŝƚŚŐƌĞĂƚĞƌǀ ĞůŽĐŝƚǇĂŶĚŵĂŐŶŝƚƵĚĞ /ĚŽŶ ƚŬŶŽǁ ŵŝŐŚƚďĞ

the most powerful admission you can make in the internet era.

/ŚĂǀ ĞĂƉƌĂĐƟĐĂůƐƵŐŐĞƐƟŽŶĨŽƌǇŽƵƚŽĐŚĂůůĞŶŐĞĐŽŶǀĞŶƟŽŶ

Why don’t you play a version of that old kid’s game and make today ‘Opposite Day’?

Start by taking a different route to work going through different opening procedures (even if you

‘know’ the usual way is the most efficient.) Approach customers differently. Build different dis-

plays. Put your popular products where you normally have your unpopular products.

Who knows, you may just discover a new truth which is the opposite of your old truth.


ON SUCCESS

Five monkeys and a banana

Start with a cage containing five monkeys. Inside the cage, hang a banana on a string and place

a set of stairs under it. Before long, a monkey will go to the stairs and start to climb towards the

banana. As soon as he touches the stairs, spray all of the monkeys with cold water.

ŌĞƌĂǁ ŚŝůĞĂŶŽƚŚĞƌŵŽŶŬĞǇŵĂŬĞƐĂŶĂƩ ĞŵƉƚǁ ŝƚŚƚŚĞƐĂŵĞƌĞƐƵůƚ- all the monkeys are

ƐƉƌĂǇĞĚǁ ŝƚŚĐŽůĚǁ ĂƚĞƌWƌĞƩǇƐŽŽŶ ǁ ŚĞŶĂŶŽƚŚĞƌŵŽŶŬĞǇƚƌŝĞƐƚŽĐůŝŵďƚŚĞƐƚĂŝƌƐ ƚŚĞŽƚŚĞƌ

monkeys will try to prevent it.

Now, turn off the cold water. Remove one monkey from the cage and replace it with a new one.

The new monkey sees the banana and wants to climb the stairs. To his surprise and horror, all

ŽĨƚŚĞŽƚŚĞƌŵŽŶŬĞǇƐĂƩ ĂĐŬŚŝŵ ŌĞƌĂŶŽƚŚĞƌĂƩ ĞŵƉƚĂŶĚĂƩ ĂĐŬŚĞŬŶŽǁ ƐƚŚĂƚŝĨŚĞƚƌŝĞƐƚŽ

climb the stairs, he will be assaulted.

Next, remove another of the original five monkeys and replace it with a new one. The newcom-

ĞƌŐŽĞƐƚŽƚŚĞƐƚĂŝƌƐĂŶĚŝƐĂƩ ĂĐŬĞĚ dŚĞƉƌĞǀ ŝŽƵƐŶĞǁ ĐŽŵĞƌƚĂŬĞƐƉĂƌƚŝŶƚŚĞƉƵŶŝƐŚŵĞŶƚǁ ŝƚŚ

enthusiasm.

Again, replace a third original monkey with a new one. The new one makes it to the stairs and is

ĂƩ ĂĐŬĞĚĂƐǁ Ğůůdǁ ŽŽĨƚŚĞĨŽƵƌŵŽŶŬĞǇƐƚŚĂƚďĞĂƚŚŝŵŚĂǀ ĞŶŽŝĚĞĂǁ ŚǇƚŚĞǇǁ ĞƌĞŶŽƚƉĞƌͲ

ŵŝƩ ĞĚƚŽĐůŝŵďƚŚĞƐƚĂŝƌƐŽƌǁ ŚǇƚŚĞǇĂƌĞƉĂƌƟĐŝƉĂƟŶŐŝŶƚŚĞďĞĂƟŶŐŽĨƚŚĞŶĞǁ ĞƐƚŵŽŶŬĞǇ

ŌĞƌƌĞƉůĂĐŝŶŐƚŚĞĨŽƵƌƚŚĂŶĚĮ ŌŚŽƌŝŐŝŶĂůŵŽŶŬĞǇƐ ĂůůƚŚĞŵŽŶŬĞǇƐƚŚĂƚŚĂǀĞďĞĞŶƐƉƌĂǇĞĚ

with cold water have been replaced. Nevertheless, no monkey ever again approaches the stairs.

Why not?

Because as far as they know that's the way it's always been around here.

ƚĞƉŚĞŶƐŽŶ ' Z ;ϭϵϲϳ ͿƵůƚƵƌĂůĂĐƋƵŝƐŝƟŽŶŽĨĂƐƉĞĐŝĮ ĐůĞĂƌŶĞĚƌĞƐƉŽŶƐĞĂŵŽŶŐƌŚĞƐƵƐŵŽŶͲ

ŬĞǇƐ /Ŷ ƚĂƌĞŬ ĐŚŶĞŝĚĞƌZ ĂŶĚ<ƵŚŶ , : ;ĞĚƐ ͿWƌŽŐƌĞƐƐŝŶWƌŝŵĂƚŽůŽŐǇ ƚƵƩ ŐĂƌƚ

Fischer, pp. 279-288.


ON SUCCESS

Time is an enemy or a friendTime has a beginning but no endWe fail to grasp its importance

Not recognising its disguise as persistence


ON SUCCESS

ŽǇŽƵŬŶŽǁ ǁ ŚĂƚǇŽƵƌŐŝŌŝƐ KŶƐƵĐĐĞƐƐ ĂĐŚŝĞǀ ĞŵĞŶƚ ǁ ĞĂůƚŚ ŐŽĂůƐĂŶĚǁ ŚǇǁ ĞůŝǀĞ

t ŚǇƉĞŽƉůĞĚŽǁ ŚĂƚƚŚĞǇĚŽĂŶĚƚŚĞĐŽŶƐĞƋƵĞŶĐĞƐŽĨƚŚŽƐĞĚĞĐŝƐŝŽŶƐĂŶĚĂĐƟŽŶƐŝƐŵǇůŝĨĞ Ɛ

work.

If there is a theme of this blog then it is about entrepreneurial success – with a slant towards

ƌĞƚĂŝůŵĂƌŬĞƟŶŐďĞĐĂƵƐĞƚŚĂƚŝƐǁ ŚĞƌĞƚŚĞƉĞŽƉůĞĂƌĞBut the majority of faithful readers will know I am fascinated by why people succeed or fail,

ŶŽƚũƵƐƚĂƚĂƚĞĐŚŶŝĐĂůůĞǀĞůŽĨĞǆĞĐƵƟŽŶ;ƉŽŽƌƉƌŽĚƵĐƚƐĞůĞĐƟŽŶͿďƵƚǁ ŚǇƉĞŽƉůĞ;Ğ ŐƚŚĞďƵƐŝͲ

ŶĞƐƐŽǁ ŶĞƌͿĐŽŶƟŶƵĞƐĚǇƐĨƵŶĐƟŽŶĂůďĞŚĂǀ ŝŽƵƌƐĨŽƌŝŶƐƚĂŶĐĞ

So, in a nutshell, in all the years what have I learned?

First let’s consider these ideas:

On Success:

^ƵĐĐĞƐƐŝƐƚŚĞĨƌĞĞĚŽŵƚŽƐƉĞŶĚǇŽƵƌĚŝƐĐƌĞƟŽŶĂƌǇƟŵĞƚŚĞǁ ĂǇǇŽƵǁ ĂŶƚƚŽƐƉĞŶĚŝƚ hŶůŝŬĞ

ǁ ŚĂƚƉĞŽƉůĞƐĂǇƐŽŽŌĞŶƐƵĐĐĞƐƐŝƐŶŽƚĂďŽƵƚƐǇƐƚĞŵĂƟĐĂůůǇŐŽŝŶŐĂďŽƵƚĂĐŚŝĞǀ ŝŶŐŐŽĂůƐEĞŝͲ

ther is it ‘happiness’ nor is it about ‘following your passion.’

On Wealth:

t ĞĂůƚŚŝƐŚĂǀ ŝŶŐĚŝƐĐƌĞƟŽŶĂƌǇƟŵĞdŚĂƚŝƐǇŽƵŚĂǀĞƚŽƐƉĞŶĚĂƐůŝƩ ůĞƟŵĞĂƐƉŽƐƐŝďůĞƚŽĂĐͲ

ƋƵŝƌĞƚŚĞŶĞĐĞƐƐŝƟĞƐŝŶůŝĨĞ;ŝŶŽƌĚĞƌƚŽƐƵƌǀ ŝǀ ĞͿzŽƵƌǁ ĞĂůƚŚŝƐƚŚĞƌĞĨŽƌĞƌĞůĂƚĞĚƚŽǁ ŚĂƚǇŽƵ

deem necessary to live. The easiest way to increase your wealth is to lower your standards of

ǁ ŚĂƚŝƐŶĞĐĞƐƐĂƌǇ;ŶĚŝƚŝƐũƵƐƚĂůŝƩ ůĞďŝƚŝƌŽŶŝĐĂůƚŚĂƚǇŽƵĐĂŶďĞǁ ĞĂůƚŚǇďƵƚŶŽƚŚĞĂůƚŚǇ

since ill-health defeats the purpose of wealth and success.

On Goals:

dŚĞǁ ŽƌƐƚƚŚŝŶŐǇŽƵĐĂŶĚŽŝƐƚŽďĞĂƐĞƌŝĂůŐŽĂůƐĞƩĞƌdŚĞĞŶũŽǇŵĞŶƚŽĨĂĐŚŝĞǀ ŝŶŐĂŶǇŐŽĂůŝƐ

ƌĞůĂƟǀ ĞůǇŇĞĞƟŶŐĂŶĚƚŚĞĞŵŽƟŽŶĂůŚŝŐŚƚŚĂƚĐŽŵĞƐĨƌŽŵŝƚůĂƐƚƐŵŝŶƵƚĞƐŽƌĂƚďĞƐƚĂĚĂǇŽƌ

ƚǁ Ž dŚĞŵĞŶƚĂůƐĂƟƐĨĂĐƟŽŶĨĂĚĞƐĂǁ ĂǇƚŽŽ ŶŽŵĂƩ ĞƌŚŽǁ ŚĂƌĚǇŽƵĐůŝŶŐŽŶƚŽŝƚ /ŶĨĂĐƚ ŝĨ

ǇŽƵĂƌĞĂŐŽĂůƐĞƩĞƌĂŶĚĚĞĮ ŶĞƐƵĐĐĞƐƐŝŶĂĐĐŽƌĚĂŶĐĞǁ ŝƚŚƚŚĞĂĐŚŝĞǀĞŵĞŶƚŽĨǇŽƵƌŐŽĂůƐ

then you are compelled to set another goal as soon as you achieved one.

dŚŝƐŵĞĂŶƐǇŽƵĂƌĞŝŶĂƉĞƌƉĞƚƵĂůƐƚĂƚĞŽĨĚŝƐƐĂƟƐĨĂĐƟŽŶĂƐďǇĚĞĮ ŶŝƟŽŶǇŽƵĂƌĞĂůǁ ĂǇƐŽŶƚŚĞ

ƌŽĂĚƚŽǁ ĂƌĚƐŚĂƉƉŝŶĞƐƐĂŶĚŐĞƫ ŶŐƚŽƚŚĞƚŽƉŽĨƚŚĞŵŽƵŶƚĂŝŶƌĞǀĞĂůƐĂŶŽƚŚĞƌŵŽƵŶƚĂŝŶƉĞĂŬ

ũƵƐƚĂůŝƩůĞďŝƚŚŝŐŚĞƌďĞǇŽŶĚƚŚĂƚ dŚĂƚŝƐŝŶŵǇŵŝŶĚŶŽǁ ĂǇƚŽůŝǀ Ğ

E Žǁ ƚŚĂƚǁ ĞĂƌĞĐůĞĂƌŽŶƚŚĞĚĞĮ ŶŝƟŽŶƐĂŶĚƚŚĞŝĚĞĂƐ ƚŚĞƋƵĞƐƟŽŶƌĞŵĂŝŶƐ

HOW DO YOU BECOME SUCCESSFUL? :

..cont


ON SUCCESS

There is probably no category of non-Į ĐƟŽŶďŽŽŬƐďŝŐŐĞƌƚŚĂŶƚŚĞŐĞŶƌĞĐƌĞĂƚĞĚŝŶƌĞƐƉŽŶƐĞƚŽ

ƚŚĂƚƋƵĞƐƟŽŶ ǀ ĞƌǇŐƵƌƵŚĂƐĂŶĂŶƐǁ Ğƌ ŽŵĞŽĨƚŚĞĐŽŵŵŽŶƚŚĞŵĞƐĂƌĞůŝƐƚĞĚďĞůŽǁ

Believe and you will achieve

Follow your passion

Do what [insert celebrity business person here] did

Focus

Never quit: persevere in the face of adversity

Follow your gut

Follow the insert acronym here] process developed by this guru

Have a plan

I could go on.

The problem is that for every one of these ‘strategies’, you will find a guru espousing the oppo-

ƐŝƚĞĂŶĚĐŝƟŶŐĞǆĂŵƉůĞƐƚŽƉƌŽǀ Ğŝƚ

ŽŶ ƚĨŽĐƵƐďƵƚŽƉĞŶǇŽƵƌŵŝŶĚƚŽŽƉƉŽƌƚƵŶŝƟĞƐ

Don’t follow your passion, be passionate about what you do

Know when to quit and be adaptable and responsive to the opportunity

>ŝǀ ĞŽŶĞĚĂǇĂƚĂƟŵĞ

And so on.

The pundits all have a recipe for success. (You are not a guru if you don’t have an answer, so

that is only natural.)

ƵƚƚŚĞƉƵŶƚĞƌƐƚŚŝŶŬŝƚůĂƌŐĞůǇĂŵĂƩĞƌŽĨůƵĐŬ. (But they worry that taking that approach

might be a cop out. And what if they are wrong…?)

The advice in this post of course is no different to any other advice or ‘recipe’. Saying there is no

recipe is a recipe; so if you are buying what I am saying- caveat emptor:

..cont


ON SUCCESS

THESE ARE THE THINGS I HAVE LEARNED AND BELIEVE:

ONE: The answer is almost always: ‘both’.

Should you focus or relax? Both.

Should you follow your passion or be passionate about what you do? Both.

Should you persevere or be flexible? Both.

Should you have a goal or live in the moment? Both.

So you see the answer is ‘balance’. The answer is about making choices at any given point in

ƟŵĞ ;^ŚŽƵůĚ/ƋƵŝƚŽƌƐƟĐŬǁ ŝƚŚŝƚ ͿŝƚŚĞƌĐŚŽŝĐĞŝƐĂǀ ĂůŝĚĐŚŽŝĐĞďƵƚŽŶůǇŽŶĞĐŚŽŝĐĞǁ ŝůůďĞ

ƌŝŐŚƚĂƚƚŚĂƚƉŽŝŶƚŝŶƟŵĞzŽƵǁ ŽŶ ƚŬŶŽǁ ŝŶĂĚǀ ĂŶĐĞǁ ŚŝĐŚĐŚŽŝĐĞŝƐƚŚĞƌŝŐŚƚŽŶĞŶŽŵĂƩ Ğƌ

how much you think about it. Decisions have consequences, but consequences being what they

are, they always follow the decision and they can never be unwound.

TWO: The best you can do is to make the decisions and accept the consequences. Doing the best

you can is all you can do.

dŚŝƐŵĂǇŽƌŵĂǇŶŽƚŵĂŬĞǇŽƵƐƵĐĐĞƐƐĨƵů/ƚŝƐŶŽƚĞŶƟƌĞůǇĂŵĂƩ ĞƌŽĨůƵĐŬďƵƚƚŚĞƌĞŝƐůĂƌŐĞĞůĞͲ

ŵĞŶƚŽĨĨŽƌƚƵŝƚŽƵƐƟŵŝŶŐŝŶĂĐŚŝĞǀ ŝŶŐƐƵĐĐĞƐƐ

^ƵĐĐĞƐƐĐŽŵĞƐŵŽƐƚƐǁ ŝŌůǇĂŶĚĐŽŵƉůĞƚĞůǇŶŽƚƚŽƚŚĞŐƌĞĂƚĞƐƚ ŽƌƉĞƌŚĂƉƐĞǀ ĞŶƚŽƚŚĞĂďůĞƐƚ

ŵĞŶ ďƵƚƚŽƚŚŽƐĞǁ ŚŽƐĞŐŝŌƐĂƌĞŵŽƐƚĐŽŵƉůĞƚĞůǇŝŶŚĂƌŵŽŶǇǁ ŝƚŚƚŚĞƚĂƐƚĞŽĨƚŚĞŝƌƟŵĞƐ

(Vox Popoli).

^ŽŝƚŝƐŶŽƚĞŶƟƌĞůǇĂďŽƵƚďĞŝŶŐůƵĐŬǇ zŽƵĚŽŚĂǀĞŐŝŌƐĂŶĚǇŽƵƐŚŽƵůĚĞǆƉůŽŝƚǇŽƵƌŐŝŌƐ Ƶƚ

ǇŽƵŵĂǇďĞĂŚĞĂĚŽƌďĞŚŝŶĚƚŚĞƟŵĞƐŽƌǇŽƵŵĂǇďĞĨŽƌƚƵŝƚŽƵƐŝŶǇŽƵƌŐŝŌďĞŝŶŐŝŶĚĞŵĂŶĚĂƚ

ƚŚĞƉŽŝŶƚŝŶƟŵĞǁ ŚĞŶǇŽƵĂƌĞƚŚĞƌĞƵƚďĞŝŶŐƌĞĂĚǇ;Ăǁ ĂƌĞĂŶĚŝŶĂƉŽƐŝƟŽŶͿƚŽƌĞƐƉŽŶĚĂŶĚ

capitalise when that happens has nothing to do with luck.

THREE: Pursue meaning.

Don’t pursue money or happiness. Money is (one of life’s) scoreboards. It is not the game itself.

&ŽĐƵƐŽŶƉůĂǇŝŶŐƚŚĞŐĂŵĞĂŶĚƚŚĞďĞƩ ĞƌǇŽƵƉůĂǇƚŚĞŵŽƌĞĨĂǀ ŽƵƌĂďůĞƚŚĞƐĐŽƌĞůŝŶĞǁ ŝůůďĞ

Like money, happiness is a by-product of playing the game well.

There is nothing nobler to pursue than for your life to have meaning; to have counted for some-

ƚŚŝŶŐǁ ŚĞŶƚŚĞƟŵĞĐŽŵĞƐƚŽƐŚƵŋ ĞŽī ƚŚŝƐŵŽƌƚĂůĐŽŝů..cont


ON SUCCESS

D ĞĂŶŝŶŐŝƐƐƵďũĞĐƟǀ ĞĂŶĚĞĂĐŚƉĞƌƐŽŶǁ ŝůůŚĂǀĞƚŚĞŝƌŽǁ ŶŝĚĞĂŽĨǁ ŚĂƚƚŚĂƚŝƐ ƚĞǀĞ:ŽďƐǁ ĂŶƚͲ

ĞĚƚŽŵĂŬĞĂĚĞŶƚŝŶƚŚĞƵŶŝǀĞƌƐĞĂŶĚŚĞĐŚŽƐĞĂƉĂƌƟĐƵůĂƌƉĂƚŚ D ŽƚŚĞƌdŚĞƌĞƐĂĐŚŽƐĞĂĚŝī ĞƌͲ

ĞŶƚǁ ĂǇŽĨŵĂŬŝŶŐĂĚĞŶƚŝŶƚŚĞƵŶŝǀĞƌƐĞďƵƚĚĞƐƉŝƚĞƚŚĞĚŝƐƉĂƌŝƟĞƐŝŶƉŽǁ ĞƌŝŶŇƵĞŶĐĞ ĂŶĚ

money you can not argue that she was not successful or that she wasn’t wealthy.

In summary:

zŽƵŚĂǀ ĞŐŝŌƐ;D ĂƩ ŚĞǁ Ϯϱ ϭϰ-30) Know them. Explore them. Work them. Keep an eye on

what the society/market/world wants and make the decisions to align what you do with

their ‘tastes’.

D ĂŬĞƚŚĞďĞƐƚĚĞĐŝƐŝŽŶƚŚĂƚǇŽƵĐĂŶĂƚƚŚĞƟŵĞĂŶĚĂĐĐĞƉƚƚŚĞĐŽŶƐĞƋƵĞŶĐĞƐ ŽŵĞǁ ŝůů

work out and other won’t. There is no right or wrong except when it comes to morality.

D ĂŬĞƚŚĞĐŽŶƚĞǆƚŽĨǇŽƵƌůŝĨĞŵĞĂŶŝŶŐĨƵů<ĞĞƉƉƵƌƐƵŝŶŐƚŚĞĂĐƟǀŝƟĞƐƚŚĂƚǁ ŝůůŵĂŬĞǇŽƵƌůŝĨĞ

more meaningful every day. If you find meaning in selling frocks, then do so. If you find

meaning in caring for animals, do so.

ŶĚĂƐǇŽƵƐƟĐŬďǇƚŚŽƐĞƐŝŵƉůĞƉƌŝŶĐŝƉůĞƐŝƚŝƐŝŵƉŽƌƚĂŶƚƚŽďĞĐŽŶƐĐŝŽƵƐŽĨǁ ŚĂƚǇŽƵƐŚŽƵůĚ

NOT do.

Don’t judge others and don’t judge yourself by any other standard than we are fellow human

beings on the third rock from the sun.

ŽŶ ƚĨŽůůŽǁ ĂŶǇŽŶĞĞůƐĞ ƐƉĂƚŚ t ŚĂƚǁ ŽƌŬĞĚĨŽƌƚŚĞŵǁ ŽŶ ƚǁ ŽƌŬĨŽƌǇŽƵ zŽƵƌůŝĨĞĂŶĚƟŵĞƐ

ĂƌĞĚŝī ĞƌĞŶƚ zŽƵƌŐŝŌƐĂƌĞĚŝī ĞƌĞŶƚ zŽƵĂƌĞĚŝī ĞƌĞŶƚ ŽŶ ƚĐŽŵƉĂƌĞǇŽƵƌƐĞůĨƚŽĂŶǇŽŶĞ

A life well lived is one lived in harmony with who you are.

dŚĞƐƚĂƌƟŶŐƉŽŝŶƚŝƐƚŚĞĚŝƐĐŽǀĞƌǇĂŶĚĞǆƉůŽƌĂƟŽŶĂŶĚƵŶĚĞƌƐƚĂŶĚŝŶŐŽĨǁ ŚĂƚǇŽƵƌŐŝŌƐĂƌĞ

dŚŝƐǀ ŝĚĞŽĐŽŶĐůƵĚĞƐǁ ŝƚŚĂƐƚĂƚĞŵĞŶƚĂďŽƵƚƉĂƐƐŝŽŶ ďƵƚ/ǁ ŽƵůĚůŝŬĞƚŽƐƵďƐƟƚƵƚĞƚŚĂƚǁ ŝƚŚ

ŐŝŌ

End


ON SUCCESS


ON SUCCESS

One Answer

I am reading a book at the moment This Explains Everything edited by John Brockman. Find it in

my Library here.)

Basically it is a hundred plus thinkers/intelligentsia who are all trying to answer the same ques-

ƟŽŶ t ŚĂƚŝƐǇŽƵƌĨĂǀ ŽƵƌŝƚĞĚĞĞƉĞůĞŐĂŶƚŽƌďĞĂƵƟĨƵůĞǆƉůĂŶĂƟŽŶ dŚĞƌĞƐƉŽŶƐĞƐƌĂŶŐĞĨƌŽŵƚŚĞͲŽƌŝĞƐŽŶĐŽŶƐĐŝŽƵƐŶĞƐƐƚŽƉĂƌƟĐůĞƉŚǇƐŝĐƐƚŽŶĂƚƵƌĂůƐĞůĞĐƟŽŶ ;/ŶĐŝĚĞŶƚĂůůǇŝƚŵĂǇƚŚĞŵŽƐƚƌĞĨĞƌͲ

enced idea in the book.)

However, one thing struck me immediately:

Physicists expounded a Physics theory

Neurobiologists and neuro-ƐĐŝĞŶƟĮ ĐŝĚĞĂ

>ŝŶŐƵŝƐƚƐŽī ĞƌĞĚĂůŝŶŐƵŝƐƟĐŝĚĞĂ

And so on.

The bogan version of that phenomenon would be:

If the only tool you have is a hammer then every problem looks like a nail.

And THAT is one of my pet hates.

The book offers over a hundred ideas that are meant to be THE idea, which ironically proves the point that there is no ONE IDEA that ever will.

KŶĞŽĨƚŚĞŇĂǁ ƐŝŶŽƵƌĞǀĞƌǇĚĂǇƚŚŝŶŬŝŶŐƉĂƩ ĞƌŶƐŝƐƚŚĂƚǁ ĞƚŚŝŶŬexĐůƵƐŝǀĞůǇŵŽƌĞŽŌĞŶƚŚĂŶ

inclusively:

We normally think the answer is A or B. We rarely think the answer can be A and B.

Example 1: A company may feel compelled to choose between launching Product A or Product B,ŽƌĨĞĞůĐŽŵƉĞůůĞĚƚŽĐŚŽŽƐĞĂŵĂƌŬĞƚƉĞŶĞƚƌĂƟŽŶƐƚƌĂƚĞŐǇŽǀ ĞƌĂĚŝǀ ĞƌƐŝĮ ĐĂƟŽŶƐƚƌĂƚĞŐǇ

ǆĂŵƉůĞϮ ƵƐƚƌĂůŝĂŶƐĂƌĞĞŶĐŽƵƌĂŐĞĚ;ďǇƉŽůŝƟĐŝĂŶƐĂŶĚŵĞĚŝĂĂůŝŬĞͿƚŽďĞĞŝƚŚĞƌĨŽƌŽƌĂŐĂŝŶƐƚďŽĂƚƉĞŽƉůĞ;dŚĞůŽĐĂůŝůůĞŐĂůŝŵŵŝŐƌĂŶƚŶĂƌƌĂƟǀ ĞŝŶƵƐƚƌĂůŝĂ ͿƵƚƚŚĞƌĞŝƐĂŶŝŶĐůƵƐŝǀĞƐŽůƵƟŽŶ

Example 3: If you want to persuade a child to brush their teeth before they go to bed, you offer

ƚŚĞŵƚǁ ŽŽƉƟŽŶƐ ŽǇŽƵǁ ĂŶƚƚŽďƌƵƐŚǇŽƵƌƚĞĞƚŚŶŽǁ ĂŌĞƌƚŚĞŵĞĂůŽƌĚŽǇŽƵǁ ĂŶƚƚŽďƌƵƐŚŝƚbefore you go to bed?

WƌĂĐƟĐĂůƌĞƐŽƵƌĐĞĐŽŶƐƚƌĂŝŶƚƐĂƐŝĚĞƚŚĞƌĞŝƐŶŽůŽŐŝĐĂůƌĞĂƐŽŶǁ ŚǇŽŶůǇŽŶĞĂŶƐǁ Ğƌǁ ŝůůďĞƚŚĞright answer.

/ĂŵŶŽƚĂĚǀŽĐĂƟŶŐŝŶĚĞĐŝƐŝǀ ĞŶĞƐƐ– that would simply be lazy.

/ĂŵŶŽƚĂĚǀŽĐĂƟŶŐůĂĐŬŽĨĨŽĐƵƐ– that would simply be stupid.

What I am saying that there isn’t always just one correct answer. There isn’t always just one tool

ĨŽƌƚŚĞũŽď ǇƌĞĐŽŐŶŝƐŝŶŐƚŚŝƐ ǁ ĞŵĂǇĂĐƚƵĂůůǇƐĂǀ ĞƟŵĞĂŶĚŵŽŶĞǇďǇĐƵƫ ŶŐƐŚŽƌƚƚŚĞƐĞĂƌĐŚĨŽƌƉĞƌĨĞĐƟŽŶ


ON SUCCESS

Ganador is the business of developing people.

Many people can create a PowerPoint Deck with a few salient

fact on it and call it 'training'.

Ganador (ensures) the design and delivery of LEARNING INTER-

VENTIONS that are actually aligned with the corporate strategy.

We specialise in the retail supply chain because our deep experi-

ences and high-ůĞǀ ĞůĂĐĂĚĞŵŝĐƋƵĂůŝĮ ĐĂƟŽŶƐĂůůŽǁ ƐƵƐƚŽďƌŝŶŐ

CONSUMER INSIGHTS into the retail supply chain.

We then enable and equip the supply chain THROUGH THE RE-

TAILER to execute strategies that are relevant to TODAY'S CON-

SUMER - and so achieving sales growth for all stakeholders.


ON SUCCESS

The ‘D’ word

Trains are great – on tracks.

ATVs are great – in paddocks.

But a train cannot cross a paddock– unless you lay down tracks.

I am not so much talking about ‘horses for courses’ but rather about ‘fit for purpose’. (Sorry Bri-

an, had to use the ‘f’ wordJ)

What have YOU (and your business) been DESIGNED to do? If you think ‘ATV’ but you are actual-

ůǇĂƚƌĂŝŶ ǇŽƵŚĂǀ ĞĂůŝĨĞƟŵĞŽĨƵŶŚĂƉƉŝŶĞƐƐŝŶĨƌŽŶƚŽĨǇŽƵ

ƚƌĂĚŝƟŽŶĂů;ďƌŝĐŬƐ-and-mortar) retail business is not an internet business

A shopping centre landlord is not a bankA newsagent is not a convenience store

Right?

It does not mean that a retail business can’t become an internet business or that a newsagent

can’t become a convenience store.

The point I make here is that these things are different things. They are designed differently.

They work differently. They have different business models with different key indicators and suc-

ĐĞƐƐĨĂĐƚŽƌƐĂŶĚƉƌŽĐĞƐƐ ǀ ĞƌǇƚŚŝŶŐƚŚĂƚŵĂƩ ĞƌƐŝƐdifferent.

The journey from one to the other is fraught with danger, but not impossible.

Like all journeys you have to have an idea of where you want to go and then figure out how you

are going to get there. You may have to deal with a few ‘Griswold’ moments on that journey, but

ƚŚĂƚƚŽŽĐĂŶďĞĂŶƟĐŝƉĂƚĞĚŽƌũƵƐƚĚĞĂůƚǁ ŝƚŚǁ ŚĞŶƚŚĞǇŚĂƉƉĞŶ

This may seem unsurprisingly obvious, but embarking on a journey means leaving the place you

are at now.

dŚĞŬĞǇƚŽŵĂŬŝŶŐƚŚĞũŽƵƌŶĞǇĂƐƵĐĐĞƐƐŝƐůĞƫ ŶŐŐŽŽĨǇŽƵƌƐĂĨĞŚĂǀĞŶ dŚĂƚŵĞĂŶƐĂĐĐĞƉƟŶŐ

ƚŚĂƚƚŚĞĚĞƐƟŶĂƟŽŶŝƐĂdifferent place and that youcannot ĐŽŶƟŶƵĞƚŽŚĂŶŐŽŶƚŽƚŚĞŚĂďŝƚƐ

ƚŚĞƉƌŽĐĞƐƐĂŶĚƚŚĞƉƌĂĐƟĐĞƐŽĨƚŚĞƉĂƐƚ

>Ğƫ ŶŐŐŽŽĨǇŽƵƌŵĂŶǇǇĞĂƌƐ ƌĞĐĞŝǀ ĞĚǁ ŝƐĚŽŵĂŶĚĞǆƉĞƌŝĞŶĐĞ– all the things that

ŵĂĚĞǇŽƵƐƵĐĐĞƐƐĨƵůŝŶǇŽƵƌĞǆŝƐƟŶŐďƵƐŝŶĞƐƐŝƐƚŚĞďŝŐŐĞƐƚŽďƐƚĂĐůĞƚŽĂĐŚŝĞǀ ŝŶŐƐƵĐͲ

cess in your new venture.

What makes you a good landlord won’t make you a good banker. What makes you a good news-

agent won’t make you a good convenience store.

I am not referring to things like ‘hard work’ or ‘good service’ and the like; I am referring to the

ƉƌĂĐƟĐĞƐĂŶĚƉƌŽĐĞƐƐĞƐ– the business model, your ƌĞƚĂŝůƉƌŽƉŽƐŝƟŽŶ and its success factors.

In order to embark on that journey, youmust design a different vehicle. )That is the dreaded D

word.)

Having the most modern, fastest bullet train is not going to help you cross a paddock unless you

have laid down some tracks. Right?


ON SUCCESS

The secret behind the secret recipe to…

… success is that there isn’t one. Unlike a magician Idid not sign up for a code of silence. Many authors/gurus would want you to believe differently sothat they can take your money.

There as many ways to success as there are peo-ple.

Find your own way. The only thing that they allhave in common is that people walking their way –i.e. doing something …

Taking ACTION is not a secret – it is just hard. Andwe hide behind the excuses that we don’t knowwhat to do or how to do it and we postpone takingaction.

There is no one way.

There are no secrets.

There is only one choice:

Action or Excuses.

And your choice is?


ON SUCCESS

Entropy

In to 1865, Rudolf Clausius coined the term "entropy" and stated that the entropy of the universetends to a maximum. This idea is now known as the second law of thermodynamics and a meas-

ure of the "disorder" of the physical system.

Consider the behaviour of gas in a closed box. If you start with all the gas molecules in a corner of

the box, the gas molecules will fill the box, increasing the entropy (tending to ‘chaos’ or disorder.)

/ŶƚĞƌĞƐƟŶŐůǇŝƚnever goes the other way: if the gas molecules fill the box, we will never see them spontaneously collect into one corner. (This one-ǁ ĂǇďĞŚĂǀ ŝŽƵƌŽĨŵĂƩ ĞƌŝƐĐĂůůĞĚƚŚĞΗĂƌƌŽǁ ŽĨ

ƟŵĞĂŶĚŝƐƌĞůĂƚĞĚƚŽŶŽƟŽŶŽĨƚŚĞĂƌƌŽǁ ŽĨƟŵĞǁ ŚŝĐŚ/wrote about here.)

This is not just a phenomenon and it is not just a theory – this is one of the LAWS of the universe.

(If you are interested in that sort of thing, you will know that this Law is not reconcilable with theidea of the spontaneousĐƌĞĂƟŽŶŽĨƚŚĞƵŶŝǀ ĞƌƐĞ Ϳ

Since the Second Law of Thermodynamics (systems tend towards chaos) is a universal law, then italso applies to all systems – including the system of your company.

ƐŽƌŐĂŶŝƐĂƟŽŶƐŐƌŽǁ ;ŽůĚĞƌĂŶĚďŝŐŐĞƌͿƚŚĞŶĂƚƵƌĂůůĂǁ ŝƐƚŚĂƚŝƚǁ ŝůůƚĞŶĚƚŽƚŽǁ ĂƌĚƐĚŝƐŽƌĚĞƌ

(entropy).

' ĞŶĞƌĂůŽďƐĞƌǀ ĂƟŽŶŽĨŽƌŐĂŶŝƐĂƟŽŶƐĂŶĚƚŚĞŝƌŶĂƚƵƌĂůůŝĨĞĐǇĐůĞƐǁ ŽƵůĚƚĞŶĚƚŽƐƵƉƉŽƌƚƚŚĂƚ

Of course your survival and your prosperity therefore depends on how well you can delay (fight) that natural tendency.

The tools to achieve this are:

Focus

Commitment

Discipline

Systems

WĂƐƐŝŽŶ ĞŶĞƌŐǇŵŽƟǀ ĂƟŽŶĞƚĂůŵĂǇďĞƚŚĞĐŽŵŵŽŶƉƌĞƐĐƌŝƉƟŽŶďǇƐƵĐĐĞƐƐŐƵƌƵƐ ďƵƚƚŚĞƌĞͲality seems to be more mundane than that. If you searched online for ‘why following your passion

is bad advice’, and you will find several arguments for and against.

/ŶĨĂĐƚ D Kd/s d/KEƌĞĨĞƌƐƚŽŝŶƚĞƌŶĂů;ĞŵŽƟǀ ĞͿƐƚĂƚĞƐǁ ŚĞƌĞĂƐW^^/KEEEZ' zƌĞŇĞĐƚĂĐƟŽŶƐ;ďĞŚĂǀ ŝŽƵƌƐͿŵŽƟŽŶƐĂŶĚĨĞĞůŝŶŐƐǁ ĂǆĂŶĚǁ ĂŶĞǁ ŚĞƌĞĂƐĂĐƟŽŶŝƐƐŽŵĞƚŚŝŶŐƚŚĂƚĐĂŶ

ŚĂƉƉĞŶŝŶĚĞƉĞŶĚĞŶƚůǇĨƌŽŵĞŵŽƟŽŶƐŶǇĞŶƚƌĞƉƌĞŶĞƵƌǁ ŝůůďĞĂďůĞƚŽƌĞůĂƚĞƐƚŽƌŝĞƐŽĨŚŽǁ ƚŚĞǇrocked up for work despite feeling miserable.

dŚĞŽŶůǇǁ ĂǇƚŽƉŽƐƚƉŽŶĞĞŶƚƌŽƉǇŝƐƚŽǁ ŽƌŬĂƚŝƚ E KŵĂƩ ĞƌŚŽǁ ǇŽƵĨĞĞů


ON SUCCESS


ON SUCCESS

The SKILL of all successful people

dŚĞƌĞĂƌĞŵĂŶǇƉĞŽƉůĞǁ ŚŽǁ ƌŝƚĞĂďŽƵƚƚŚĞĂƩ ƌŝďƵƚĞƐŽĨƐƵĐĐĞƐƐĨƵůƉĞŽƉůĞ ŶĚƚŚĞǇŵĂǇ

Ğǀ ĞŶǁ ƌŝƚĞĂďŽƵƚƚŚĞĂĐƟŽŶƐŽĨƐƵĐĐĞƐƐĨƵůƉĞŽƉůĞƵƚǁ ŚĂƚŝƐƚŚĞƉĂƌƟĐƵůĂƌƐŬŝůůƚŚĂƚĂƐƵĐĐĞƐƐͲful person has that may explain their success?

A: The ability to balance two opposing forces. That is the ability to handle the tension betweentwo opposite forces in such a way that he or she gets the benefit from both (opposing) forces.

To be a successful sales person:

zŽƵŵƵƐƚďĞĂďůĞƚŽŐĞŶƵŝŶĞůǇĞŵƉĂƚŚĞƟĐĂůůǇůŝƐƚĞŶƚŽĂŶĚďĞŝŶƚĞƌĞƐƚĞĚŝŶƚŚĞƉƌŽƐƉĞĐƚ ƐƉƌŽďůĞŵƐĂŶĚǇĞƚďĞŵŽƟǀ ĂƚĞĚĂŶĚĨŽĐƵƐƐĞĚŽŶŐĞƫ ŶŐǇŽƵƌƐŽůƵƟŽŶĂĚŽƉƚĞĚĂŶĚǇŽƵƌ<W/Ɛ

met.

To be a successful leader:

Leaders have warmth and natural empathy that makes people feel they are understood butthey are also strong and resolute and unwavering in their beliefs.

To be a successful entrepreneur:

ĞƚƌƵůǇĐŽŵŵŝƩĞĚƚŽƐŽŵĞƚŚŝŶŐƚŚĂƚŝƐĐŽŵƉůĞƚĞůǇƵŶƉƌŽǀĞŶ dŚŝƐƌĞƋƵŝƌĞƐďĂůĂŶĐŝŶŐƚŚĞDoubt that defines the opportunity (inherent in breaking new ground) with the Faith to exe-

cute diligently and repeatedly believing it will work.

' ƌĞĂƚƉĂƌĞŶƚƐĮ ŶĚƚŚĞƐǁ ĞĞƚƐƉŽƚďĞƚǁ ĞĞŶƵŶĐŽŶĚŝƟŽŶĂůůŽǀ ĞĂŶĚƐƚƌŽŶŐŐƵŝĚĂŶĐĞ

I could go on…

ƵƚƚŚĞƋƵĞƐƟŽŶƚŚĂƚŝŶƚƌŝŐƵĞƐŵŽƐƚŝƐǁ ŚǇƐŽŵĞƉĞŽƉůĞĐĂŶĂĐƋƵŝƌĞƚŚĂƚƐŬŝůůĂŶĚŽƚŚĞƌƐŶŽƚ

dŚŝƐƉĂƌƟĐƵůĂƌƐŬŝůůŝƐŶŽƚĂƉŚǇƐŝĐĂůŽŶĞƐŽƚŚĞƌĞĂƌĞŶŽŝŶŶĂƚĞƌĞƋƵŝƌĞŵĞŶƚƐůŝŬĞŚĂŶĚ-eye co-ŽƌĚŝŶĂƟŽŶŽƌĨĂƐƚ-twitch fibres.

Yet some people acquire and some people don’t.

In my view it boils down to a certain way of thinking. And by this I definitely DO NOT mean ƉŽϵƐŝƟǀĞƚŚŝŶŬŝŶŐ /ŶĨĂĐƚƌĞůĞŶƚůĞƐƐƉŽƐŝƟǀĞƚŚŝŶŬŝŶŐŝƐďŽƵŶĚƚŽďĞĂƐƉƌŽďůĞŵĂƟĐĂŶĚŝŶͲ

Ğī ĞĐƚƵĂůĂƐĐŽŶƟŶƵŽƵƐŶĞŐĂƟǀ ĞƚŚŝŶŬŝŶŐ

The mindset I am referring to is a strong intellectual commitment to avoid binary thinking.

Some people seem to be more easily able to avoid either/or thinking and others struggle a bitŵŽƌĞ/ƚŵĂǇƌĞůĂƚĞƚŽĂŶĞĞĚƚŽŵĂŬĞƐĞŶƐĞŽĨƚŚĞǁ ŽƌůĚŝŶĐŽŶǀ ĞŶŝĞŶƚůŝƩ ůĞďŽǆĞƐďƵƚƚŚĞreality is invariably different.

And I really mean invariably.


ON SUCCESS

"Take what you want and pay for it, saysGod.”

(Toma lo que quieras y paga por ello, diceDios.)


ON SUCCESS

Our biggest mistake in life: NOT ME

Other People make mistakes – not me.

Other People grow old, develop illnesses and become frail - not me.

Other People get hooked on drugs – not me.

Other People need religion – not me.

Other People need insurance – not me.

Other People need assurance – not me.

Other People are in accidents – not me.

KƚŚĞƌWĞŽƉůĞǀ ŽƚĞĨŽƌƚŚĞǁ ƌŽŶŐƉŽůŝƟĐĂůƉĂƌƚǇ– not me.

Other People need to be more humble – not me.

I think you get the point.

Life does not happen to other people. It happens to you. Including all the bad stuff. Maybe especial-ůǇƚŚĞďĂĚƐƚƵī t ĞƚŚŝŶŬǁ ĞĂƌĞďĞƩ ĞƌƐŵĂƌƚĞƌ– more immune. We are not.

It is contrary to popular culture and it is contrary to what we want to believe; but success and sur-ǀ ŝǀ ĂůĂƌĞůĂƌŐĞůǇĂŵĂƩĞƌŽĨůƵĐŬdŚĂƚĚŽĞƐŶŽƚŵĞĂŶǁ ĞĚŽŶ ƚĚŽƚŚĞƐƚƵī ǁ ĞŶĞĞĚƚŽĚŽƚŽďĞƐƵĐͲ

cessful or take the measures we need to do to survive. On the contrary– that is what life is allabout.

But out of all the millions of things that must go right for us succeed and all the millions of thingsthat could go wrong, we influence hardly any of it. All those people whose jobs depend on convinc-ing you otherwise will of course deny this–ŝƚŝƐƚŚĞŝƌũŽďĂŌĞƌĂůů

That may seem hopeless to you –ŵĂǇďĞĞǀĞŶĚĞĨĞĂƟƐƚ ŶĚǇŽƵŵĂǇĞǀĞŶǁ ĂŶƚƚŽƋƵĞƐƟŽŶǁ ŚǇwe are alive and what our purpose is. Well, here it is:

Our purpose is to learn that we are just like other people. We are not special. We don’t deserve ahappy life. Being white, Anglo male is no greater privilege than being a female Muslim. Being rich is

not more worthy than being poor. Being smarter than someone else does not make the world aďĞƩ ĞƌƉůĂĐĞŝƚũƵƐƚŵĂŬĞƐǇŽƵŵŽƌĞĨŽƌƚƵŶĂƚĞ

Once we have learned our place in the universe, then maybe we can learn true humility and cast off

ƚŚĞŵŽƐƚƐƵƉƌĞŵĞĨŽƌŵŽĨĂƌƌŽŐĂŶĐĞ ŽƵƌŽƌŝŐŝŶĂůƐŝŶ ƚŚĞŝĚĞĂƚŚĂƚǁ ĞĚĞƐĞƌǀ ĞďĞƩ ĞƌƚŚĂƚǁ ĞĂƌĞďĞƩ Ğƌ

ŶĚĨƌŽŵĂƉŽƐŝƟŽŶŽĨŚƵŵŝůŝƚǇ– we can begin to serve the world we are born to by asking: why notme?


ON SUCCESS

The things I have learned.

A game is played - before it is won or lost, that is why it is called a game. The gladiators of life’sgame strive not to win, but for more important things: Love, Happiness, Health, Respect, Digni-ty, and Faith.

The one thing it is never about is money. If money can buy it, it is cheap; and nothing cheap is

really worth having. But it is only once you have achieved the hollow reward of money thatyou realise how worthless it truly is. The great irony of life is that those without money strive

for it, and so condemn themselves to a worthless life.

If you don’t believe me, ask the crowds, the fans why they come. They will tell you that they go

ƚŽƐĞĞĂďĂƩ ůĞƉĂƐƐŝŽŶĂƚĞůǇĨŽƵŐŚƚ ŶŽƚǀ ŝĐƚŽƌǇŽƌĨĂŝůƵƌĞďƵƚŚŽǁ ĨĂƌǇŽƵǁ ŽƵůĚŐŽƚŽǁ ŝŶĂŶĚwhat you do once you have won or lost.

The outcome of a game depends as much on the skill of the opponent, the weather or a refer-

ee’s call as it does on your own effort. You cannot measure your success or failure by the out-come, only by the effort.

From all of this I have learned three things:

Make sure your efforts are applied towards a worthy goal.

Play the game; don’t worry about winning or losing.

Concern yourself with what you are doing, not whether people are watching.

And also a fourth: clichés are nothing but truths have learned to ignore.


ON SUCCESS

We can explain why a childhoodtrauma made a criminal. We can ex-

plain what happened 14 billionyears ago. We can predict with cer-tainly that we will die and the uni-verse will explode. But we don’t

know why our neighbour hates ustoday or what the weather will donext week. Time really makes eve-rything obvious - except for today.


ON SUCCESS

Successful people can best serve their acolytes bybeing honest about the synchronicity that shaped

their success.

The content of the booklet is based on

extracts of the blog published at

ganador.com.au/retailsmart

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