““Talent wins games, but teamwork and intelligence wins championships.” - Michael Jordan”
Silos of activity
c/o Getty Images
The majority of you who are reading my blog on a regular basis know that I’m a big football (soccer) fan. There are many parallels between a football team and an organisation. A football team consists of a goalkeeper, defenders, midfielders and attackers. All of them are doing their jobs in different ways but at the end of the game, they all want the same outcome - to outscore their opponents and win the match. You can do things differently, you can have different skills but you are moving in the same direction and this is the way we should want to behave when we are part of a team.
Simon Sinek said, ”Leadership is irrespective of what level we are at.”
You don't have to be in a position of authority to be a good leader and we can show that through our communication. When you just share and tell people something, it's not really powerful. Leaders need to be spending time trying to understand where your people are coming from, what they need and not just feeding them information/data and telling them what to do, as people do not respond very well to that.
It takes strong mental strength for a leader to step back and say what is the best thing that I can do that is going to move the needle forward as a group and build trust. Throughout my career, I have seen many islands of activity! Playing the blame game and pointing the finger at who’s doing it wrong in sales, marketing, production, R&D, etc. What I want to do is enable people, and allow them to support, empathise and learn about each other. Would your organisation like to learn how to communicate as a team and not as individual silos? Contact me via e-mail for coaching, mentoring or workshops.
People have a persuasion resistance
We should always focus on the buyers’ needs and how we can solve them. Guiding the buyers through the decisions and tasks from an authentic perspective will make it more likely to get the deal done. The role of the sales person is to guide the buyer through this process. In the minds of the buyers, sales is not necessary.
Training is not about persuading buyers to buy your products as in general as most people have a persuasion resistance. Nobody want to be sold to! The real role of sales persons is to influence buyers through the buying process. In reality, the buyers are in charge of the selling as they have to sell to internal stakeholders. I think that influence is far more important than persuasion, we only have to tell one story - the customers story. Tell the story of what the future may be like with you in it based on a vision and values.
Outcome vs. Ego
As a father it has always been important to me to emphasise to my children that I don’t care if they win or lose, all I insisted on was that they do their best. This sounds really “woke” but I think that there is a huge distinction between decisions and outcomes. Pause and take a moment to silently think about any decision that you have taken over the past few months.
Q. Did that decision have a good outcome?
A. My guess is yes! As everyone always picks one that has a good outcome, because that’s how we decide that it’s a good outcome.
I believe that if you made a good decision and it didn’t work out, then it’s still a good decision. On the other hand, if you made a bad decision and got lucky, you haven’t learned anything about good decision making. And yet we criticise people based on the outcome as opposed to criticising them based on what’s in their control, and that’s the decision. The practice is about focussing on the decisions because the outcomes are out of our control. The practice is about what’s in our control and not what the outcomes are.
When this happened what are you going to do about it, is completely different than this happened and screaming oh no, over and over again. I think that things that happen, happen, but they are out of our control except for our response towards them.
Food for thought - Do you value truth over objective reality? Are you willing to be effective or would you prefer to be right? I think if you want to be effective you will be open to feedback that teaches you how the world really works. If you need to be right, then you will isolate yourself from that and in your heart of hearts, you know you’ll never be effective.
It's all about discovery
Nowadays, we are living in a moment in history where compromise is a dirty word, and everything seems to be about conflict and blame. The old phase, “my way or the highway” appears more prevalent than ever and I for one would like to get more people to face up to their own hypocrisy. Day after day I am trying to live up to the basic human responses - honesty, empathy, courtesy, patience and goodwill.
I know that the best strategies mean nothing if you don’t have the resources to execute them, fortunately, when it comes to myself - I am more than capable. I am analytical and “even” Stephen because of my balance. Some would say that I am skeptical of convention and pretence, others would say that I am wise, funny and gracious.
What are my priorities today? And, how will I be of service today? These are far more valid daily questions than worrying about what people think of you.
Our perception is our reality
Far too often we look at a group or team of people that are not succeeding and conclude that they are not capable of success. Saying the problems they face are too powerful, too irate and too ingrained to do anything about. We can make a profound difference in how well people turn out if we choose to pay attention to the constraints imposed by poverty, stupidity and attitude.
If our perception is much worse than the reality, why are we trying to change the reality? What we need to do is improve our storytelling and tell people about the reality. Sometimes our perception is faulty and we cannot really tell the difference between the quality and the environmental reasoning. I think that when we change our frame of reference and perceived value, the actual value will be completely transformed.
Trust your training
Amanda Gorman delivered her magical poem, “The Hill We Climb” and it tapped into the collective spirit of hope for a better future, presenting a sense of connection that overrides our differences and replaced them with possibility. We live in a male dominated world and Ms. Gorman showed the world the strength of femininity. It was amazing to see how a 22 year old delivered this nurturing poem - this was her opportunity and she took it. Watch the video as I think this presentation will go down in history as one of those moments .
Kamala Harris
Kamala Harris will be inaugurated as the Vice President of America later today, not only the first woman in history to hold this position but also the first person of colour. I salute you on this momentous achievement and wish you good luck in your endeavours over the next 4 years. Both Kamala Harris and I have our paternal roots in Jamaica ❤️.
Jamaica is known for reggae music (Bob Marley) and sprinting (Ursain Bolt). There is so much status attached to showing talent in sport and music that sometimes the rest of the world forgets about the opportunities we are denied due to the colour of our skin. My parents always told me that Jamaicans are entrepreneurs by nature because from a very early age you learn how to lead, delegate, problem solve and oral communication skills. I could spend the rest of my life explaining why - due to our ancestral heritage - I’ll save that for another day. Congratulations Kamala Harris.
It really matters how we frame things
The circumstances of our lives may matter less to our sense of wellbeing than the sense of control we feel over our lives. It has always baffled me why in western societies we are never given the opportunity to solve problems psychologically. I think that it is because there is an imbalance in the way we treat creative, emotionally driven psychological ideas versus the way we treat rational, numerical, spreadsheet driven ideas.
If you are a creative person, you are forced to share your ideas for approval with people who are far more rational than you. You have to have a budget, cost-benefit analysis, ROI study, etc. This is probably correct and sensible - why does this never apply the other way around? Perhaps, it’s because people who have an existing framework, whether it be economical or engineering, feel as though logic is its own answer. Traditionally, we prioritise mechanistic ideas over psychological ideas.
I think when we solve problems we should look equally at technology, psychology and economics, and if possible, we should base our decisions on the conclusions that sit in the "sweet spot” somewhere in the middle.
Just do as you're told!
Do you want to have compliant people? People who do what they are told, show up on time and get more efficient day by day. Alternatively, do you want people who care, passionate people, connected people who act and behave like they own the place? Do you want people who can look the customer in the eye and make a difference for that customer?
I think the person who works with you, not for you is all that we will have left as anyone can buy a robot. Loyalty is where success lies as no loyal employee will leave as long as you are both singing from the same hymn sheet. I mean if you welcome them, embrace them and nurture them - why would they leave your organisation?
The organisations of the future will not need a lot of people, they will just need people who care. People who are willing to make a difference, people who are willing to stand up and say, “I made this”. People who care only become restless enough to leave if they realise that you are not keeping it real. Unfortunately, these are not the people most organisations want. Most organisations want people who can be downtrodden, compliant and then they don’t have to worry about them leaving.
I think it’s better to have someone so passionate and good that you would miss if they were gone, rather than to have mediocre people who have no better place to go. What do you think?
Whistle to the mouth
Nowadays everyone is harking on about authenticity! What exactly does authenticity mean? I think the only time when we are being our authentic self is when we are wearing nappies (diapers). And ever since then we have been faking it and the big question is why we fake it. This may be because when people see us they will judge us differently based on our appearance.
It’s not because this is our authentic self but it’s because it's the self we choose to put forward. So perhaps we could redefine authentic to mean consistent. And our consistent self is one that if you look at it from the back or look at it from the side - it’s the same. Our consistent self is the way we behave in front of our parents and in front of our customers. I think when we are consistent then we can define that as a version of consistency.
Pick your own truth
I think that there are two ways to create new economical value. You can either find out what people want and work out a clever way of how to deliver it to them. Alternatively, you can work out what you can deliver and find a clever way of how to make people want it. And the economic value created by these two things is just as great either way, even though they may be opposites of the same coin.
Marketing and advertising are two different things, and a simple way to test it - Would they miss you if you were gone? Most advertising does not pass this test! With marketing we communicate to people in ways they want to be communicated to and this is more valuable than “stuff”. A good example would be Amazon, as Amazon’s value is not based on their inventory, there value is based on the millions of people around the world who want to hear from them.
Marketing is fuelled by adrenaline, it’s fuelled by urgency and emergency, in the majority of cases we are not given the time to do it correctly but we have time to repeat it. We usually overcome our fear by creating an emergency and this endless emergency is caused by the fact that we are not patient in working our way to a place of relevance. I think that patiently building an asset is probably the single most overlooked thing that marketeers fail to do. I don’t think this requires a method, you just need to care.
You can afford everything but not anything!
A fundamental principle of micro-economics is that every choice has an opportunity cost. Economists commonly place a value on time to convert an opportunity cost in time into a monetary figure. In other words, opportunity costs represent the potential benefits an individual, investor, or business misses out on when choosing one alternative over another. I think every choice that you make is a trade-off against something else and this does not just apply to your money - it also applies to your time, energy and attention to any limited resource that you need to manage.
The idea of opportunity costs is a major concept in our lives. Saying yes to one thing implicitly means saying no to countless other alternatives and this opens us up to two questions:
What really matters to you? I do not mean what society says should and I do not eat what you previously thought may matter to you. I mean when you take that deep dive and examine yourself, what truly matters in your life.
How do you align your daily, weekly or yearly decisions in a way that reflects that?
Starting with your daily objectives, as answering these two questions is a daily practice and as lost time can be a significant component of opportunity cost, therefore, why are you waiting? Contact me via e-mail for coaching, consulting, workshops or lecturing opportunities.
The truth may be puzzling
““The truth may be puzzling. It may take some work to grapple with.
It may be counterintuitive. It may contradict deeply held prejudices.
It may not be consonant with what we desperately want to be true.
But our preferences do not determine what is true.” - Carl Sagan”
The ABC's of leadership
For many years the ABC’s of leadership was an abbreviation for Act, Build and Commit. Under the current circumstances, perhaps it’s time for a new acronym. What do you think about Korn Ferry’s Accountability, Belief and Capability?
Accountability. The accountability we wish to see in others starts with each of us. In other words, we must first be accountable to ourselves for our own behaviors. Believe it, say it, mean it, act it!
Belief. When we believe we can make a difference - that change is possible - then our actions will follow. And if we don’t believe, we won’t achieve..
Capability. This is a broad brush: listening, connecting, inspiring, giving and getting honest feedback, expanding networks, exploring with others, and constantly looking for opportunities to learn. It’s all about allowing belief and accountability to shine through actions.
Ordering a pizza in 2022
This morning one of my friends sent me the below conversation on Facebook. I initially laughed and then I thought welcome to the future…
CALLER: Is this Pizza Hut?
GOOGLE: No sir, it's Google Pizza.
CALLER: I must have dialled the wrong number, sorry.
GOOGLE: No sir, Google bought Pizza Hut last month.
CALLER: OK. I would like to order a pizza.
GOOGLE: Do you want your usual, sir?
CALLER: My usual? You know me?
GOOGLE: According to our caller ID data sheet, the last 12 times you called you ordered an extra-large pizza with three cheeses, sausage, pepperoni, mushrooms and meatballs on a thick crust.
CALLER: Super! That’s what I’ll have.
GOOGLE: May I suggest that this time you order a pizza with ricotta, arugula, sun-dried tomatoes and olives on a whole wheat gluten-free thin crust?
CALLER: What? I don’t want a vegetarian pizza!
GOOGLE: Your cholesterol is not good, sir.
CALLER: How the hell do you know that?
GOOGLE: Well, we cross-referenced your home phone number with your medical records. We have the result of your blood tests for the last 7 years.
CALLER: Okay, but I do not want your rotten vegetarian pizza! I already take medication for my cholesterol.
GOOGLE: Excuse me sir, but you have not taken your medication regularly. According to our database, you purchased only a box of 30 cholesterol tablets once at Lloyds Pharmacy, 4 months ago.
CALLER: I bought more from another Pharmacy.
GOOGLE: That doesn’t show on your credit card statement.
CALLER: I paid in cash.
GOOGLE: But you did not withdraw enough cash according to your bank statement.
CALLER: I have other sources of cash.
GOOGLE: That doesn’t show on your latest tax returns, unless you bought them using an undeclared income source, which is against the law!
CALLER: WHAT THE HELL!
GOOGLE: I'm sorry sir, we use such information only with the sole intention of helping you.
CALLER: Enough already! I'm sick to death of Google, Facebook, Twitter, WhatsApp and all the others. I'm going to an island without the internet, TV, where there is no phone service and no one to watch me or spy on me.
GOOGLE: I understand sir, but you need to renew your passport first. It expired 6 weeks ago...
Play your cards right
Information and data is really important, in reality human beings are moved by emotion. I help people build that emotional connection whether it's in a one to one conversation or if you have to give a presentation in front of many people. By being your true self and conveying your message in a way that is going to connect is easier said than done. What I attempt to do is align everybody, so they are singing from the same hymn sheet, and are working towards the organisation's common mission.
It starts by doing the work within oneself, first question is ‘Who am I?’
Do you know who you want to be as a person? How do you want your life to look? What kind of impact do you want to make on other people? I will guide you in how to look within and understand what experiences have shaped you, and from here, how to present it in a way that is going to affect and elevate others. And ask, ‘Now do I have clarity about my story and why I behave in the way I do?’
Learn how to share a short story that other people in the room can relate to. Demonstrating which parts of your life are relevant to share and when to show your vulnerability are essential ingredients of storytelling.
What do you stand for? In other words, what do you believe in so strongly that regardless of the circumstances around you, you will stand up for that principle?
When people know that this is what you stand for irrespective of circumstances or your own personal gain they will gravitate towards you, they will trust you more.
My work revolves around growing your influence and building trust with people you work with. Be connected to your story, what shaped you and know what you stand for and believe so strongly that you will bring it naturally every day. Contact me via e-mail for coaching, consulting, workshops or lecturing about storytelling.
Future proofing our youngsters
Someone asked me the other day about what I thought our youngsters should be learning in order to counter the threat of AI (artificial intelligence). Here’s what I think and not in any particular order:
Public speaking
Project management
Negotiation
Conflict resolution
Critical thinking
The art of selling
Storytelling
People management
Customer service
Marketing
The best of the best
I think that there is a huge difference between skill and talent. In my opinion, skill is something you learn and talent is something you are born with. And with very few exceptions, everything in our own lives is a skill, for example, learning to read is a skill, being brave enough to speak up with the truth is a skill, caring about customers is a skill, etc. When telling yourself that you don’t have the talent, “I wasn’t born able to do that!” That story is not based on facts, in fact it’s letting yourself off the hook, it’s an excuse. Remember, skills are easier to acquire today than ever before.
The amygdala is part of the brain's limbic system and it’s here where we process emotions. It’s here where the voice in our heads says, “don’t do that, you are in danger”. This resistance is what makes us hesitant, it’s resistance that makes us nervous before we try something for the first time.
In the western world we have been conditioned to look out for ourselves, ”survival of the fittest”. We are judged on individual performance - how well we do on exams, work, projects, etc. - and are rewarded with awards, promotions and increased wages. How can we connect and collaborate on a level where we are looking at that common mission? People may be rated individually, but what can we do to align and more in the same direction?
Contact me via e-mail for coaching, consulting, workshops and lecturing.
Guidance from a mentor
I have been an educated mentor since 2011 and unofficially, I have been guiding individuals to gain clarity in their message for the whole of my adult life. With the mission to identify how they can grow their influence with the right people and build trust in the workplace.
We all want a sense of purpose, a feeling of being connected to the mission for the company that we work for but what is more important is feeling a connection with our colleagues. Collaborating and supporting each other and when we speak up we are heard in a non judgemental way. Many people are lacking a connection to their purpose, they do not know how to create fulfilment in their lives. Many people are lacking internal clarity. Just imagine what it would be like to become better at public speaking, giving presentations or being a better communicator.
In order to help people to become better communicators in everyday life, here’s some example questions I ask mentees:
What do you expect to gain from our sessions?
Who are you as a person?
Where are you struggling?
What is your current mission?
How are you connecting with people in a way that influences and moves them?
Contact me via e-mail and let’s arrange a virtual meeting. I will be thinking about whether I can make a difference for this mentee and in which areas of their careers or business would I be most helpful?