Outline of some key ideas from Learning from the Links: Mastering Management Using Lessons from Golf (The Free Press, 2002)

1. Learning from the Links
Mastering Management Using Lessons from
Golf
By
David K. Hurst
(Professional Manager and Fanatical Golfer)
Speaker, Consultant At the Booz, Allen Classic Pro-Am in 2005 The Book
and Writer

2. Golf and Management are Taught Using the
Same Faulty Theory of Learning and Change
The
Magazines
Are the Same
Management Golf
• Well written and fun to read
• Stories of the stars-of-the-hour and their ‘secrets’
• Assume that thought always precedes action
• All you have to do is follow instructions… 2

3. Imagine what it would be like if your Boss
set your golf goals in the same way
that he “helps” you set your business goals
“helps”
Your Boss
You
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Learning from the Links: Presentation by David K. Hurst

4. It’s time to set goals for next year. What do you plan to
shoot in an average round on your home course?
Well…O.K., based on past performance and
allowing for some improvement it looks like 85…
4
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Learning from the Links: Presentation by David K. Hurst

5. That’s totally unacceptable! Par is 72 and we
won’t take anything worse than that! What
have you got on the first? It’s a par 4 isn’t it?
Well I don’t have the card filled in hole-
by-hole; that was an overall score…I’ll
have to break it down…
5
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Learning from the Links: Presentation by David K. Hurst

6. I’ve got a five on the first – it’s tough
opening hole and sometimes it takes a
while to get going… Are you crazy? You can’t start that way and
hope to shoot par or better…what’s the best
score you ever made on that hole?
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Learning from the Links: Presentation by David K. Hurst

7. Well I once made a three, but I was
playing off the white tees…
See…you can do it! Write in 3!
O.K…if you say so….
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Learning from the Links: Presentation by David K. Hurst

8. Now look at the second…it’s a par
5 and you should birdie that!
But I’ve never reached that green in
two shots; it’s just too far for me…
With the new composite driver
you’re getting that will be no
problem. You’re just too negative
in your thinking. Write in 4!
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Learning from the Links: Presentation by David K. Hurst

9. But I haven’t seen the driver yet and it
will take some time to get used to it
Nonsense! The manufacturers say it
will take strokes off your game right
away and all the pros are using it!
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Learning from the Links: Presentation by David K. Hurst

10. Later…
Later…
What’s that triple-bogey 7 on the par 4
Well it looks short but it’s a tough 6th? It looks like an easy hole to me
dogleg left and I slice the ball…I
usually have a blow-up somewhere
on the course and I’ve put it there…
That’s ridiculous! We can’t stand
surprises like that! No doubles or triples
allowed under any circumstances! Take
them off the card!
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Learning from the Links: Presentation by David K. Hurst

11. Later still…
still…
That par on the 18th should have been a
birdie but we’ll let it go at that for now.
What’s your total score?
Well if I can play like that, I’ll shoot 69!
Excellent! I like your positive attitude.
Submit that number and we’ll watch
you do it hole by hole!
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Learning from the Links: Presentation by David K. Hurst

12. Maybe I need some lessons…
It’s too late for that now; anyway,
we’ve slashed the training budget.
You’re on the tee and don’t forget
the incentive plan!
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Learning from the Links: Presentation by David K. Hurst

13. This kind of goal-setting doesn’t work for
goal-setting doesn’t
golf and it doesn’t work for management!
doesn’t
The Problem
• The stress is on performance instead of learning
• The focus is on results instead of processes
• Senior managers sit as judges rather than coaches
• Stretch performance goals when tied to financial
incentives lead to cheating and gaming the system
Most budgets are tools of organizational repression!
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Learning from the Links: Presentation by David K. Hurst

14. First We Need a Better Theory of Learning:
the top-down method is too indirect
top-down
Instructor Learner
INSTRUCTIONS
14
Expert Novice 14
Learning from the Links: Presentation by David K. Hurst

15. Actions create feelings that must be translated into words;
and then words have to be translated back into feelings!
Instructor Learner
INSTRUCTIONS
First the expert has to be
able to express what he
does in words, then
issue instructions
and then the
learner has
to translate
words into
Action! 15
Expert Novice 15
Learning from the Links: Presentation by David K. Hurst

16. Learning Gets Lost in Translation!
Instructor Learner
INSTRUCTIONS
There are a thousand ways to
swing a golf club and each
one feels slightly different.
But there are only a few
words to describe them.
Everyone’s body is unique;
what works for one person
often won’t work for another
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Expert Novice 16
Learning from the Links: Presentation by David K. Hurst

17. We Need a “Bottom-up” Theory of Learning
“Bottom-up”
that begins with behavior, not thinking
Instructor Learner
The solution
is to start with
action, setting up
the conditions for
learning-by-doing,
learning-by-doing,
imitation and feedback
a.k.a. “the scientific method”
“the method”
Observation and Imitation
Timely, specific feedback
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Expert Novice 17
Learning from the Links: Presentation by David K. Hurst

18. The problem in management is that budgeting
mixes up the future (forecasting) with the past
(performance management)
• Separate the future from the past
• Use rolling forecasts to predict financial results
• Base rewards retrospectively on actual performance
• Compare actual outcomes with competitors and industry
• Use a bottom-up performance improvement approach
bottom-up
that focuses on processes and allows people to learn
through controlled experimentation
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Learning from the Links: Presentation by David K. Hurst

19. The bottom line for golfers and managers
who want to develop their talent is…
is…
• There are no quick fixes and no one to copy: you
have to find your own “swing”
• Get a good coach whose teaching style matches
your learning style
• Work on only one thing at a time, holding
everything else as stable as possible
• Focus on execution, not outcomes; stay in the
present, doing what you have to do
• Try to get timely, specific, visceral feedback ; only
perfect practice makes perfect
• Things may get worse before they get better…
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Learning from the Links: Presentation by David K. Hurst

20. An Integrating Diagram
Must
s
Helped by Do Built by
cu
Wi
Strategic Fo Commitment
ll
Frameworks Process
ACTION!
Could Can
Do Do
Capability
Developed by
Deliberate Practice 20

21. The “Do” Loop
“Do”
Goal
21

22. This is just a very small sample of the material
covered in my book Learning from the Links
I teach on EMBA programs, consult
to organizations and run executive
development seminars. Together with
a golf professional colleague, I
design and run joint golf and
management development programs.
The teaching approach used in both disciplines is bottom-up
Contact details:
Email: david@davidkhurst.com
Website: www.davidkhurst.com
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Learning from the Links: Presentation by David K. Hurst