The Secret to Success Is . . . Failure
Opening Doors
I was thinking about how that translates to work – 
- about how often we use up professional resources when we really don’t need to
- how we sometimes don’t express our strengths and capacity for growth how we
- consume ease and sometimes squander effort
- how opening doors can flex muscles we’ve come to work to use, yet we sometimes let the power come from without
Open a door today and walk through on your own terms.
Rubbing up against everything
And rarely do we think about the universal impact we make along the way of creating a robust career track. We rarely think about how we might be
warming up the next guy – whether we want to or not. We rarely account for the fact that when a butterfly flaps its wings in Hong Kong, the effects are felt in NY. In the moment, it is impossible to comprehend the ultimate impact of a decision. But we know that when people feel in sync with the rippling of the sea around themselves, they tend to make more sustainable choices that are more beneficial to themselves and to others.
You can work in resistance of a flow you can’t change or you can do what they advised in the 60’s: go with the flow. No matter which you choose, you’ll be rubbing up against more people in more dimensions of your life than humans ever have before. Just like the elements of a room warm and take warmth from one another, we are impacting each other and the world around us in ways we’ve only begun to grasp.
Just like the infrared rays that naturally flow from our bodies to the walls and objects around us, we seem to have all sorts of interdependent energetic flows amongst us. We can clearly measure a little bit about those flows but in most professional computations we don’t. It will likely be a few generations before we understand how our interdependence works and how to work with it, but we already know that, in terms of making a living, every level of the food chain verifies the value of working in balance with the flow of life around you.
It’s statistically clear now that, when interlinked systems cooperate, life flourishes; and when they don’t, life suffers. The more consciousness someone develops about the more universal aspects of bumping up against each other, the more responsibility that person has for playing the prophetic role of demanding results for the highest good for all affected. The Natives taught us, in every deliberation, to consider the highest good for 7 generations. In this culture of quarterly-profits-driven decision-making, questions of highest good stand on risky ground.
The bottom line results of making conscious, values-driven choices confirm that the Golden Rule rules. There is a version of the Golden Rule in every major religion so we’ve had agreement on it all over the world for centuries yet we’ve created a world-dominating infrastructure that’s based on its disregard. We’ve had cultural amnesia for the Golden Rule-based world we’re hard-wired to want. We are waking up – learning to better connect the dots between everyday decisions, abundance, and handing a world we feel good about off to our grandkids.
But even tho0ugh we now know unequivocally that there are the resources on the planet to feed, shelter and educate every child born (which would greatly alleviate the incentives for war), we’ve created a world that won’t. We need to reinvent systems that go against the flow of Humanitarianism – starting with Capitalism. Because it’s like a Cathch-22 – we’re all functioning in the economic flow of a system that does not adhere to the Golden Rule, but we’ve defined success by its standards.
It’s not always easy to stand firmly in your own standards but it’s the only way to truly create the work you love, the life you desire and the world we all want to live in. Take the risk: Don’t choose what you think you should, stand where you know you must.
Coaching questions:
What in your professional life feels like it’s not flowing? What would make your work flow better?
How are you”should-ing” on yourself? Who are you should-ing on and when will you stop?
Where is the Golden Rule compromised in your life – on the giving and receiving ends?
What risk will you take this week?
Limited slots left for 1/2 hour complimentary Wisdom at Work coaching.
From Forbes.com: Six Tips On Hiring A Business Coach
It seems like everyone is peddling advice. Now to cut wheat from chaff.
Steven Berglas, Ph.D., 12.04.09, 03:00 PM EST
What is a business coach, anyway?
I get that question all the time, and honestly, the answer is pretty squishy. In today’s “helper” economy (as Warren Buffet snidely coined it), a coach can play the role of consultant, shrink, drill instructor, sounding board–whatever “help” managers, executives and entrepreneurs need to boost their performance, or just get through the night.
There are no easily comparable data sets. There is no coaching regulatory body. Like I said: squishy. So how to tell if a coach is right for you?
Start with what, specifically, you think you need. If you want to improve your overall executive comportment, focus on someone who specializes in that. (Marshall Goldsmith has written extensively on the topic.) Need help with public speaking? Check out Nick Morgan, author of Working the Room. There are coaches for everything–the key is knowing how to cut wheat from chaff.
Here are six points to remember:
Coaches aren’t paid to make people feel good. No golfer pays $100 an hour for a swing coach to shout bravo as he bangs balls on a driving range. Legitimate coaches offer incisive critiques and useful techniques to improve your game. If your coach lauds more than prods, her goal is to turn you into an annuity, not lower your handicap.
Coaches respect boundaries between the professional and personal realms. It’s easy for you and your coach to develop intense positive feelings about each other, especially if the coach has proven truly effective. Some coaches may begin to see you as a friend first, and an employer second. This dilutes the coaching. Avoid that devolution.
Coaches are not intermediaries. I have spent many years helping leaders of corporations, law firms and start-ups learn to modulate their anger and communicate displeasure. I do not, however, act as a go-between when things get sticky. That’s not the help these folks need, and in fact, acting as an intermediary only exacerbates the problem. If your coach offers to step into the breach on your behalf, show her the door.
Good coaches never gossip. There is enormous temptation for the coach of a powerful executive to say, “Look, when the Big Guy and I were talking the other day …” Coaches that succumb to gossip are too insecure to be effective (and that’s being charitable). If they open their mouths, close yours and walk away.
Beware the up-sell. Just because your coach has helped you become a captivating public speaker doesn’t mean he knows a whit about management technique. If a coach looks to sell you additional services that are clearly beyond his bailiwick, and many do, politely take a pass.
Coaches are not life-directors. If you remember nothing else about hiring a coach, let it be this: Effective coaches do not hand down wisdom from on high. The best ones offer encouragement, observation and ideas, and let their clients make their own decisions. If you hear a coach say, “You should do this,” one thing is certain: He or she doesn’t have a clue.
Dr. Steven Berglas spent 25 years on the faculty of Harvard Medical School’s Department of Psychiatry. Today he coaches entrepreneurs, executives and other high-achievers. Direct questions or comments to: drb@berglas.com.
What to talk about with your coach
Here are some of the things we talk about during coaching sessions:
WHAT YOU ARE WORKING ON
<!– /* Font Definitions */ @font-face {font-family:”Times New Roman”; panose-1:0 2 2 6 3 5 4 5 2 3; mso-font-charset:0; mso-generic-font-family:auto; mso-font-pitch:variable; mso-font-signature:50331648 0 0 0 1 0;} @font-face {font-family:”Lucida Bright”; panose-1:0 2 4 6 2 5 5 5 2 3; mso-font-charset:0; mso-generic-font-family:auto; mso-font-pitch:variable; mso-font-signature:50331648 0 0 0 1 0;} /* Style Definitions */ p.MsoNormal, li.MsoNormal, div.MsoNormal {mso-style-parent:”"; margin:0in; margin-bottom:.0001pt; mso-pagination:widow-orphan; font-size:12.0pt; font-family:”Times New Roman”;} table.MsoNormalTable {mso-style-parent:”"; font-size:10.0pt; font-family:”Times New Roman”;} p.Body, li.Body, div.Body {mso-style-name:Body; mso-style-parent:”"; margin:0in; margin-bottom:.0001pt; line-height:12.0pt; mso-pagination:none; mso-layout-grid-align:none; text-autospace:none; font-size:12.0pt; font-family:Helvetica; color:black;} @page Section1 {size:8.5in 11.0in; margin:1.0in 1.25in 1.0in 1.25in; mso-header-margin:.5in; mso-footer-margin:.5in; mso-paper-source:0;} div.Section1 {page:Section1;} –>
Progress report on your goals, projects and activities?
What have you done that feels especially good?
What you are coming up against?
What’s frustrating you or feeling stuck?
Is there a distinction that needs to be made?
Could you use a plan of action, a strategy or advice?
What needs to be reframed?
WHAT HAS HAPPENED SINCE THE LAST CALL
What has occurred to you since the last call?
Breakthroughs and insights?
Any new choices or decisions made?
PERSONAL NEWS
How are you?What’s happening in your life – good stuff and bad stuff?
How you are feeling about your relationships?
Do life and livelihood seem in or out of alignment?
WHAT’S NEXT
What’s your vision and does it need sharpening?
What is the next goal or project to take on?
What is the next goal?
What do you want for yourself next?
Work at the UN
This is from the October program of Global Vision Institute’s Visionary Series, held at the UN Foundation in NY. Our guest was Gillian Sorenson who travels the world promoting the work of the UN. Along with my duties as Vice President of GVI, I also moderate the dialogs.
Predictably, one result of the economic crisis is the cry for a new style of leadership. In thinking about what qualities are needed as we move forward, it’s helpful to consider where we’ve been and what the times will require from the next generation of leaders.
Since September 2008, the leadership and management practices of financial institutions have been widely discredited. This has precipitated new thinking about organizations and leadership within financial-services — and in business in general. The new leadership styles that prevail, and associated changes in management and governance structures, will shape the development of business institutions generally. It isn’t yet clear what norms and values the new industry leaders will champion, but the pressures on them are evident, and the history of managerial culture suggests that we will see some major transitions, and some unexpected ones.
Popular conceptions of what constitutes good business leadership will extensively influence this new style. Between the early 1980s and 2001, the “leader as hero” was a celebrated model. Exemplars like Jack Welch at General Electric Company and Sir John Browne of BP shook up old organizations that were weighed down by processes and committees, and, shining clear light from the top, transformed their performance. But after 2001, the dot-com bust and other factors pushed this individualistic model of leadership off the pedestal. That downturn revealed the flaws, failures, and even disgraceful conduct of some noteworthy individualistic leaders, including those of Enron, WorldCom, Tyco, and Parmalat.
The “leader as hero” model was superseded by enthusiasm for the concept of “leadership teams.” Better performance, the theory ran, came from combining a variety of management talents and styles into a single cohesive and mutually supportive group. In 2006, Booz & Company’s annual study of CEO succession trends was titled “The Era of the Inclusive Leader.” Life at the top became more touchy-feely. The team-based model was well suited to a generation of CEOs who were less hierarchical, less schooled in the military, and more collaborative by inclination than those who preceded them.
Now we face another transition. The economic crisis and the entanglement of so many trusted financial-services firms have once again shaken our confidence in the prevailing leadership style. With apologies to Winston Churchill, never in the field of commercial business has so much been damaged for so many by so few. The failure of expectations has been widespread, severe, and rapid. That discredits past leadership practices — but what will replace them?
The quickest impact on business leadership in business will probably be felt at the board of directors level. Driven by fear of the risks that have been exposed, board leaders will start by changing their own behaviors. Directors want more visibility into corporate practices and risks, and more data to directly verify more dimensions of corporate performance. They feel their positions are much more on the line, and they are starting to ask for the staff and capabilities to do more checking up, probing more deeply even in areas historically left to management.
Boards will revise formal governance structures, adjust team composition, and reconsider the personality and skills of the people placed in top positions. As always, they will respond to prevailing interpretations of recent history. In seeking a new form of leadership, boards will start with the oldest truths: Those in authority must have foresight, and they must lead by example. They must motivate and inspire on a moral basis, through aspiration as well as rewards and punishments. It is precisely this calm, considered, and ethical leadership, required to lead large numbers of people when the economy is tough, that seems to have been in such short supply recently.
Guided by their boards, many institutions will recommit to public responsibility. Trust and simplicity will become major selling points. Enterprises in banking or in business in general industry that can command greater trust or offer closer connections with their customers will enjoy substantial opportunities. There could be a renaissance of institutions with a tradition grounded in cooperatives or member-owned organizations, of which there are many in Europe (including some, like Rabobank Group in the Netherlands, that have weathered the storm in financial services reasonably well). As corporate governance writer Marjorie Kelly has suggested, a broader scope of alternatives to the shareholder-centric corporate model will be tested, and some will win favor.
Many companies will also need to find structures and processes, both formal and informal, that challenge thinking and retain productive dissent. The leadership team form will be left intact, but its potential will be tapped in new ways. Teams will be populated with more diverse personalities, whose challenge will be to work together to set some new directions and renew moral leadership while paying closer attention to day-to-day execution.
These leadership team members will have to learn to recognize the power of the unknowable. We have found out the hard way that conceptual financial models, which seemed for a time to provide a new means of rapid growth, can actually obscure the underlying realities of the economic system. We now have some catching up to do as we recognize the failure of these models to comprehend and control the complexity and interdependence of our world. Leaders in financial services might do better if they understood that we human beings are all limited, that our best course is to accept that we are intrinsically prone to get things wrong, that we need to keep our wits about us, and that to succeed in the arcane world of finance, we need most of all to stay grounded in day-to-day reality.
We must promote leaders for whom doubt and uncertainty are simply a part of the human condition, not the enemy of action or a sign of weakness. They must tolerate questioning and doubt within their own organizations, and apply it productively themselves. We must make it an organizational habit to regularly challenge even what seems to be most obviously true, to remain open to different types of data, especially including direct experiential and “feet on the street” observations. I wonder what would have happened if the boards of the banks had visited the neighborhoods whose homes they were financing.
The makeup and management of executive teams may have to change. The evidence is clear that the most productive teams contain diverse people. Teams composed of people from a range of backgrounds, including prosaic ones, outperform teams composed entirely of the so-called best and brightest, for example. The dynamics of team interaction often make it hard to preserve diversity, even though it is diversity that makes the team productive. The bright guys want to hire more bright guys, for example. Moreover, in a typical leadership team, the variety of personality types tends to make the team itself short-lived. People who want to get things done (and there are a lot of them in business) drive out those who want to stop and debate or who value perspective and understanding as much as action. As those latter individuals go, so goes the ability to challenge. And those who shrink from conflict or believe that only harmonious teams can be effective will also disapprove of the kind of open dissent that encourages better leadership and decision making. That is a different definition of productive teamwork than has been applied in the past.
If people recognize this, we should see improvements in the organization and management of executive teams and boards. In composing teams, boards will tend to favor a diversity of characteristics, and they should guard against the drift toward homogenization. Further, power and control will be separated more actively and structurally. There may be a segregated, internal governance structure in some organizations — beyond the CEO’s control, but reaching down into the company — whose role will be to audit and hold to account those with primary decision-making authority. Rather than accepting conventional wisdom and existing policies, they will need to look for disconfirming facts and contrary evidence.
This type of governance structure is made even more necessary by the fact that only 25 percent of new CEOs today come from outside the company. Consequently, the outsider’s perspective is not coming from top executives. Many corporate leaders will thus need organizational innovations that provide visibility and challenge to management at quite detailed levels. The financial control function at most companies is an excellent and well-established example; this oversight arrangement can be extended to other corporate functions.
We see this already in a few companies. It has helped some institutions avoid or mitigate the effects of the crisis. Central corporate leadership at the financial-services firm Barclays PLC is entirely devoted to governance, leaving day-to-day and even month-to-month management to the divisions. The center has a strong risk control function, but also governance roles across many other areas of the business. And despite Barclays’ extensive involvement in the debt market and other troubled markets, it has avoided many of the problems facing other banks.
Of course, there is a risk that such governance models will simply re-create the old bureaucratic staff structures that hobbled companies in the 1960s and 1970s. What we will need is tightly limited roles and processes, a separate voice and perspective, and a smaller number of resources and processes. This spare, collective, and relatively informal approach will require leaders who are unusually holistic, integrative, and dispassionate in their character and thinking. This is not a time for leaders who will be waylaid by details, nor for those who are convinced they see the future clearly and want their organizations to fall in line. Rather, they must see the general patterns, and see them better than others, while recognizing, not suppressing, the risk and uncertainties.
The most successful leaders of these newly transformed organizations will do one more thing distinctively well. They will set the overall purpose and mission of the organization, not just its strategy. Indeed, they will often concentrate on corporate purpose or mission, leaving strategies to the executive team. We already know that companies with an articulated purpose that goes beyond simply the expediency of “making more money” have fared much better in the downturn. They will also fare better in the recovery. But this will depend on the temperament of leadership. If we are fortunate, the leaders who emerge this time will be honest, robust, and farsighted enough that their prevailing style will last for some time.![]()
Author Profile:
- Richard Rawlinson is a Booz & Company partner based in London, where he leads the organization, change, and leadership practice.
From TopRank Internet Marketing blog:
Zappos has grown gross merchandise sales from $1.6M in 2000 to over $1 billion in 2008 by focusing relentlessly on customer service – a potent digital marketing tool. Tony Hsieh, CEO of Zappos, kicked off day one of PubCon 2009 with a keynote on the importance of delivering happiness through service.
Founded in 1999, Zappos has grown to 1,400 employees and is listed at #23 in Fortune Magazine’s “100 Best Companies To Work For.”
Zappos is “Powered by Service.” Its goal is to provide the best online shopping experience possible.
Customer service in action:
#1 driver of Zappos’ growth is from repeat customers and word of mouth. Put a focus into the customer experience, create something that is worth talking about. Let customers do the marketing for you through digital (and physical) channels.
Customer service: What customers see first on the Zappos website:
- 24/7 1-800 number on every page
- Free shipping
- Free return shipping
- 365-day return policy
Consumers are bombarded by thousands of marketing messages daily. As low tech and unsexy as it may sound, the telephone is one of the best marketing devices out there. Zappos encourages customers to call them – and yet, 95% of their orders are online. What they have found though is on average, nearly all customers contact them at least once through the phone. Zappos is actively building personal relationships with their customers, who in turn are helping them grow.
What customers experience:
- Fast, accurate fulfillment
- Most customers are “surprise”-upgraded to overnight shipping (creates a WOW experience)
- Friendly, helpful, “above and beyond” customer service – even directing customers to competitors if they are looking for something Zappos doesn’t have
What Zappos does internally:
- No call times, no sales-based performance goals for reps
- Run warehouse 24/7
- Inventory all products (no drop-shipping)
- 5 weeks of culture, core values, customer service and warehouse training for everyone in Las Vegas office
- Customer service is not just that department, it’s everyone
- Culture book – all employees contribute a few paragraphs. Except for typos, it is unedited. Everyone reads it.
Zappos wants to own the three C’s: clothing, customer service, culture.
Customers tell them Zappos is “happiness in a box”. Whether that happiness is from the product, their customer service team or the internal culture, it’s all about delivering that experience through both digital channels and a tangible product.
Zappos top 10 core values:
- Deliver WOW through service
- Embrace and drive change
- Create fun and a little weirdness
- Be adventurous, creative and open-minded
- Pursue growth and learning
- Build open and honest relationships with communications
- Build a positive team and family spirit
- Do more with less
- Be passionate and determined
- Be humble
Tony touched on the importance of hiring people who consider themselves lucky/optimistic. People who consider themselves lucky pay more attention to detail and are cognizant of their surroundings. Luck is about being open to opportunity. This is important in a world where we are all connected: Your employees are potentially a great marketing asset to spread your brand in the right light.
Committing to transparency – Zappos puts themselves in the public spotlight:
- Twitter.Zappos.com
- Ask anything newsletter
- Extranet for vendors
- Tours & reporter visits
- ZapposInsights.com
During Zappos tours, visitors are free to walk around the offices and talk to whoever they want. They are comfortable doing that since they invest so much in hiring/training of employees up front. Employees are trusted to represent the Zappos brand just by being themselves. People leave buzzing about the brand.
What Tony hears frequently: “That’s great for Zappos, but it would never work at my company …”
The response: It doesn’t matter what your core values are, as long as you commit to them. First, figure out what your core values are. Second, seek alignment across all staff. Values must be “real,” not overly corporate/lofty.
In terms of vision: Whatever you’re thinking, think bigger. Decide if the vision actually has real meaning. Then, chase the vision, not the money. The money will actually follow.
For entrepreneurs: “What would you be passionate about doing for 10 years even if you never made a dime?
For employees: “What’s the larger vision and greater purpose in their work beyond money or profits?”







