Friday, February 05, 2010

A Recipe for Luck in Life

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Are some people born lucky?

Richard Wiseman, author of Quirkology, describes a number of psychological experiements that he has conducted to understand the role and roots of luck in people's lives.  In each case, people were asked to self-evaluate their level of luck prior to the experiments, allowing Richard to create 2 groups - the self selected "unlucky people" and the self selected "lucky people".

In your face
In the first experiment subjects were shown into a room and handed a newspaper.  They were shown a couple of photos of faces and asked to look through the newspaper to see whether these people appeared in any of the photos in the newspaper.

Mid-way through the newspaper there was a half-page advertisement with the words "Mention to the Experimenter that you have seen this Advert to receive €100".  A whole half page. Big letters.

Most of the self selected "unlucky people" failed to see the advert in their focus on the search for the faces.

Pass the parcel
In another experiment, 100 people registered to participate in an experiment to test the 6 degrees of separation theory.  Each was sent a parcel.  Their task - to get the parcel to a specific person in Coventry, but they were only allowed to send the parcel on to somebody that they knew on first name terms.  The average number of degrees of separation for the parcels to reach our friend in Coventry was 4 (of the parcels that made it).

However, about 30 of the 100 people who actually took the time to register did not even send the parcel on once.  Rather strange - you would go to the effort of applying to participate, and then not even sending the parcel on to anybody.  And, yes, these people who didn't know who they could send the parcel on to had self selected themselves into the "unlucky people" group.

So, are some people born lucky?

Luck, no; but maybe some people are born with better peripheral vision and greater extroversion.

A Recipe for luck: 
  1. Look up and around you once in a while
  2. Get to know a few more people

Tuesday, February 02, 2010

JK Rowling: The Fringe Benefits of Failure

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JK Rowling gave the Harvard commencement speech in 2008. I love the way she wins over the audience by speaking about her own life. She speaks powerfully about the greatest lessons that she has learnt - always from her failures.

What would JK tell her 21 year old self? "Life is not a checklist; a CV is not life. Life is difficult and complicated and beyond anyone's control."

"Ultimately, we all have to decide for ourselves what constitutes failure, but the world is quite eager to give you a set of criteria if you let it. So I think it fair to say that by any conventional measure, a mere seven years after my graduation day, I had failed on an epic scale. An exceptionally short-lived marriage had imploded, and I was jobless, a lone parent, and as poor as it is possible to be in modern Britain, without being homeless. The fears that my parents had had for me, and that I had had for myself, had both come to pass, and by every usual standard, I was the biggest failure I knew."

"Now, I am not going to stand here and tell you that failure is fun. That period of my life was a dark one".

"You might never fail on the scale that I did, but some failure in life is inevitable. It is impossible to live without failing at something unless you live so cautiously that you might as well not have lived at all in which case you fail by default."

According to the author of the Harry Potter books and the current twelfth richest woman in Britain, failure gave her something that you cannot learn in any school, through any course, but only through facing the abyss of seeing everything you thought was important taken away from you:
  • security in her ability to survive
  • strength because she saw her ability to survive really tough times
  • discipline to focus on the important
  • friends who really care, who have come through adversity
I put the video here (you will need to click through if viewing via RSS).  The full text of her speech is available at the Harvard Magazine.




She finishes with ancient words of wisdom from Seneca "As is a tale, so is life: not how long it is, but how good it is, is what matters."

Monday, February 01, 2010

The roots of violence: Rights without responsibilities.

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I listened to Warren Rustand speak on Leadership to the Entrepreneurs' Organisation event in Jeddah, Saudi Arabia last week.  Warren is a man who has fit the experiences of several lifetimes into his own - he has been in public service, in academia, involved in not-for-profits and has been chairman or CEO of 17 organisations.

He spoke of the seven blunders of the world, a handwritten note by Gandhi that he gave to his grandson Arun on their final day together, not too long before his assassination. These seven blunders are the roots of violence.
  • Wealth without work
  • Pleasure without conscience
  • Knowledge without character
  • Commerce without morality
  • Science without humanity
  • Worship without sacrifice
  • Politics without principle
     An eighth was added by Ghandhi's grandson:
    • Rights without Responsiblities.
    Number eight underlies the rest of Gandhi's "blunders". 

    The message from Warren's session on leadership was that life comes with responsibilities.  If I see the future clearer than those around me, then I have a responsibility.  If I feel more confident about the situation, then I have a responsibility.  If I know more than those around me, then I have a responsibility.  If I have a comfortable life, a roof over my head and food on my table, then I also have responsibilities. 

    Scary. I can't choose to opt out.

      Wednesday, January 27, 2010

      The sales process made simple by Blair Singer

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      I recently heard Blair Singer speak at a seminar in Barcelona. This blog post is a summary of my notes on his session on sales. He spoke of the importance of selling ability and its influence on your income, your promotions, your relationships and ultimately where you take your life.


      Every sales process is essentially the following six steps:
      1. Find somebody with Money ("That guy looks good")
      2. Approach and contact ("Hey, do you have a minute?")
      3. Present and ask for the sale ("After 17 years experience with customers such as X, Y; I know our solution can be of help to you Mr Customer")
      4. Handle objections (Turn No into Yes)
        1. First acknowledge the objection ("I understand that you are happy with the current product")
        2. Second ask a question ("What are the existing levels of waste?")
      5. Close ("Excellent, the product will leave our warehouse tomorrow first thing.  Cash or credit card?")
      6. Ask for Testimonial
        1. Before and after, story with numbers ("Before I met Conor I was unable to string 5 words together, now I regularly give powerful persuasive speeches and kids ask me for autographs")

      Most people’s best sales presentation is their explanation of why they haven’t sold anything.  Most salesmen think they are finished at number 5 in the process.

      Blair spoke of the "pipeline" and a need to understand the numbers.Roughly, 50 calls leads to 12 conversations, leads to 6 meetings, leads to 1 sale.  It will differ between products and industries but essentially there is no world in which everyone you contact will buy. Every “no” is a step closer to the sale. Every “no” opens up a moment of power. Do not fear the “no”. Do not censor yourself to avoid having your buyer say “no”. Get the “no” and then begin your objection handling process.

      Energy matters and you must learn how to give yourself energy. When you are full of energy you will be able to take more risks, go the extra mile, stay when others would leave. Celebrate all wins. Jim Rohn has a nice story called “The ant philosophy”. When do ants give up? Never. They will keep going until they find a way over, around or through the obstacle. The ant philosophy is a good philosophy for humans as well.

      School has taught us to fear mistakes, to fear giving the wrong answer. If you did well in school, you learned to work in that system – don’t take responsibility, don’t be too visible and don’t ever make mistakes.

      SPIN Selling is a great book on high value sales by Neil Rackham. Effective high value selling (over $100) is different than low value, single decision maker sales. The aggressive salesman may be able to sell plenty of low value product, but is a failure when there is an extended sales cycle and multiple buyer decision makers. In high value sales, the key success factor is to be able to coach your buyer to be able to sell your solution when you are not there – you must help the buyer verbalise the current problem, the urgency, the needs that must be fulfilled and then connect with why your solution best meets those needs.

      Sunday, January 24, 2010

      Three pearls of Australian management wisdom

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      I was at the Sydney Cricket Ground yesterday and sat in the crowd with my friend Maurice.  We watched Ricky Ponting and his Australia team score 267 runs against the Pakistan team on an overcast but warm day - perfect temperature for sitting outside.

      Maurice shared with me three pearls of wisdom that had been passed down to him by an early boss:
      1. Don't polish turds
      2. Don't boil oceans
      3. Hope is not a strategy
       You can put glitter on a turd, but inside it will still be a turd.  Life is too short to have any great success heating an entire ocean. If you don't have any idea how you're going to get there, it's unlikely that you get there.

      We also talked about the best books we had read in 2009.  I am running low on fiction ideas.  Any thoughts?

      VXPVKGJ62QU6

      Five days in Saudi Arabia

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      On Thursday evening I was sat at a low table with Maureen.  “It is nice to be able to speak to people”. She clarified “At most events the majority would have had several beers by now”. “We can have a real conversation and I like that.”

      I knew that Saudi Arabia was alcohol free, but it was a different thing to know and then to live it and see so many of my own cultural moments where alcohol has become part and parcel of the experience – relaxing after the last meeting with a beer, wine with food, a beer as we watch the sun go down.  Diageo, Budweiser, Heineken have done a powerful job in rooting alcohol at the core of my ideas of enjoying special moments.

      I woke my first morning to the call for prayers from a mosque that was six floors down outside my bedroom window.  Saudi Arabia is the Muslim country – protector of the two shrines – Mecca is the centre of the universe for one billion– they know its location each time they kneel down to pray.  Abraham built the shrine at Mecca – the Abraham of my bible, the Abraham who was asked to sacrifice his son.  There is a security cordon 30km around the city of Mecca and only Muslims can enter. I only saw photos, and heard stories.

      That Thursday night a man spoke to us in steady and clear English. He was dressed in a white thobe, a long dress shirt and a traditional desert head scarf with the black two ring snake-like bands that hold the scarf in place. This man’s thobe was not the simple sheet for everyday wear; I suppose he was in thobe formal. We were outside in the desert hills an hour from the beach at Jeddah. A friend was hosting the group at his horse and camel ranch.

      The man spoke of Hajj. The fifth pillar of a Muslim’s life. The completion. Three million people a year come to spend a week following the steps of Mohammed.  More would come, but Mecca, a town of three hundred thousand squeezed in between mountains cannot handle more in a safe way.

      The man is a descendant of a family from Mecca that for generations has been in the vocation of serving pilgrims. There are five associations – each tasked with serving pilgrims from a different geographical region. Those that serve speak the languages of their pilgrims and take care of those on the Hajj during their time in Saudi Arabia. The three million want to be in Mecca on a specific 8 days in the Hajj month.

      The man described the rituals of Hajj. “A person must be spiritually, financially and physically ready to do Hajj – it is not compulsory”.  After Hajj, one is “cleansed”. This means that many leave Hajj to the last possible moment, sometimes too late.

      Part of the tradition of Hajj is a visit to the central shrine. The man spoke of his habit, a habit widely shared by those who serve pilgrims, of looking not at the shrine, but at the faces of the pilgrims. He talked of an incredible moment where he knew immediately who were the first-timers. As they catch their first full image of the massive black cloth covered temple there is a paralysis, no more than 30 seconds, a whole life running by in front of your eyes in deep connection with something thought about for their entire lives.


      This is a country that is a generation and a half away from an existence as tribal nomadic tent people. Oil wealth has transformed the buildings in which they live, but the culture and rules that kept peace amongst proud tribes of the desert remain. These are strict rules.

      Ziad spoke to a small group on the first evening. He spoke of his life in Saudi and in the west. He spoke of a time when he was walking through a public shopping area holding the hand of his wife whose head was not covered.  An old man came up to them with bright eyes and a charming smile. He said “this woman is a flower. Not all men are so lucky. Think of the others, you will make them jealous.” The religious police can be poetic.

      Doctor Ghazi spoke to us of real connection between people. He spoke of the traditions of the merchant traders on the old trade routes. In his grandfather’s tented village there existed a place called the medulus, a place where all would share their meals at the end of the day and share stories; a place which allowed a deeper connection because people shared food and stories of their lives, their homes, their travels. He spoke of it not being enough for governments to speak to governments – our world needs connection between people and people.  He spoke of the superficial nature of a tourist visit, and the deeper connection that happen when Saudi doctors sit with English doctors, when Saudi dentists sit with German dentists, when teachers sit with teachers and in our case when entrepreneurs spend four days together and share common desires, frustrations and challenges.

      Maureen told me that she was scared to come to Saudi Arabia, was scared that she would break some rule unknowingly.  When I first reached the hotel and two fully covered women entered an elevator I paused before entering thinking “is this ok to share an elevator with women?”  I had a great few days and got to know interesting, thoughtful women and men from this country of oil, Islam and desert.

      Sunday, January 17, 2010

      Tiger, Mozart and the Pogar sisters. How you too can become excellent. (World class even)

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      Take a look around you.

      Take a look at the people you work with, the people you meet at parties, even the people you just casually pass in the street.

      How do they spend their days?

      Most of them work.  They do some other activities as well. They sleep, eat, cook, hang out with friends, watch TV, play sport and some might play an instrument.  Nothing, however, comes close to the hours that they dedicate to work.

      Now, ask yourself, honestly, how well do they do it?  Well enough to not be sacked?  Maybe well enough to get a promotion now and then?  But are any of them awesomely great at what they do?  Truly world class?  Excellent?

      Why?  How can they spend so much time at it, going through school, through university, maybe even an MBA, some executive seminars, coaching, mentors, high-flyer programs…  but they are not great at what they do.

      Why?

      Some people have been working for a long time.  They have been going at it for 20, 30 even 40 years.  After all these thousands of hours most people are just plain ok at what they do.

      This is sad.

      I am currently reading “Talent is Overrated” by Geoff Colvin.  This is a well referenced book on what does in fact lead to great performance.
      “Being good at what we want to do – playing the violin, running a race, painting a picture, leading a group of people – is among the deepest sources of fulfillment we will ever know. ” Geoff Colvin.
      So, what does lead to great performance?  What is the secret that Tiger Woods, Mozart, Jack Welsh, Steve Jobs have found?

      First, let me tell you what it is not due to:
      1. Experience (alone)
      2. Innate abilities
      3. High general intelligence, powerful memory or other “general” cognitive ability.
      Let me now tell you what 30 years of scientific research say it is due to:


      Deliberate Practice.

      What is deliberate practice? “For starters, it isn’t what most of us do when we’re practicing” Geoff Colvin.  The key piece of scientific literature on this subject is “The role of deliberate practice in the acquisition of expert performance” by Anders Ericsson.

      There are five things that characterize Deliberate Practice:
      1. It is designed specifically to improve performance
      2. It can be repeated a lot
      3. Feedback on results is continuously available
      4. It is highly demanding mentally
      5. It is not fun
      A note on Tiger, Mozart and the Polgar sisters (top 3 female chess players):  It was due to something they were born with:  Their fathers.  Earl Woods was a golf fanatic and an expert in the process of teaching. Leopold Mozart published the leading book on violin instruction in the year his son was born. Lazlo Polgar wrote “Bring up Genius” before marrying and deliberately putting into practice his theories with his three daughters.

      I finish with a sentence for my friend Piero in response to a profound statement that he managed to use in normal conversation “the zero point field that sustains the energy of the universe”.  In the words of a group of scientists investigating talent: “Whatever it is that an IQ test measures, it is not the ability to engage in cognitively complex forms of multivariate reasoning”.

      They are saying of course, that high IQ doesn’t help you succeed in the real world.  If you are interested I will write more on the three models of deliberate practice: The musician model, the chess model and the sports model.  Only if you are interested...

      Thursday, January 14, 2010

      Feel in control of your life? You will live longer. It's science.

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      I was reading a book by Professor Richard Wiseman (nice name for a professor) where he quotes a study by Ellen Langer of Harvard University.

      Half of the residents in a nursing home were given a houseplant and asked to look after it.

      The other half were given an identical plant but told that the staff would take responsibility for it.

      Six months later, the group who were taking care of their plant were significantly more happy, healthy and active than the other group.  Even more impactful, 30% of the residents who had not cared for their plant had died, compared to 15% of the group who were taking care of the plant.