On Success - a collection of ideas by D Price

© 2014 D Price—(ganador.com.au)
ON SUCCESS
on
success
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 Ğ͘
Self-ĚŽƵďƚŝƐĂŐŽŽĚƚŚŝŶŐ͘ ZŽŐĞƌĞĚĞƌĞƌĐŽŶƟŶƵĞƐƚŽƉůĂǇƚŽƵƌŶĂŵĞŶƚĂŌĞƌƚŽƵƌŶĂŵĞŶƚĂŶĚ
ĐŚĞƌŝƐŚĞƐĞǀ ĞƌǇǁ ŝŶĞǆĂĐƚůǇďĞĐĂƵƐĞŚĞŚĂƐĂůŝƩůĞŽĨĚŽƵďƚĂƐƚŽǁ ŚĞƚŚĞƌŚĞǁ ŝůůƐƵĐĐĞĞĚ͘ /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 ŝůůŐŽƚŽŝƩ ůĞƚŚůĞƟĐƐŵĞĞƟŶŐƐĂŶĚƌĂĐĞĂŐĂŝŶƐƚƚŚĞƚŽĚĚůĞƌƐ͘ /Ĩŝƚǁ ĂƐŽŶůǇĂďŽƵƚƚŚĞŝŵͲ
portance ofwinning, that is what we could do. But winning is made desirable and special exact-
ly because it is about overcoming the fear oflosing 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
dŚĞƌĞĂƌĞŵĂŶǇŽďƐƚĂĐůĞƐƚŽĂĐŚŝĞǀŝŶŐƐƵĐĐĞƐƐ͘ ĂŝůƵƌĞŝƐƚŚĞĚĞĨĂƵůƚƉŽƐŝƟŽŶ͕ /ƚŚŝŶŬ͘ ;^ĞǀĞƌĂů
100 million sperm, one baby. Etcetera.)
^Žǁ ŚĂƚĂƌĞƚŚĞŽďƐƚĂĐůĞƐ͍ ĞƚŵĞŶŽƚĐŽƵŶƚƚŚĞǁ ĂǇƐ͙ ƚŚĞƌĞƐƟůůŵĂŶǇďůŽŐƐƚŽĐŽŵĞ͕ ďƵƚ/͛ ůů
just focus on one: CYNICISM.
Cynicism is such an easy, ‘adult’excuse. It masquerades as word-weary experience, so it is very
ŚĂŶĚǇƚŽƉƵůůŽƵƚ͘ ŶĚďĞĐĂƵƐĞƐƵĐĐĞƐƐŝƐŵŽƌĞĞǆĐĞƉƟŽŶĂůƚŚĂŶŝƚƐŚŽƵůĚďĞ͕ ƚŚĞĐǇŶŝĐƐĂƌĞ
ŽŌĞŶƌŝŐŚƚ͘ ƵƚƚŽďĞƐƵĐĐĞƐƐĨƵů͕ ǇŽƵŶĞĞĚĂŶĂůŵŽƐƚĐŚŝůĚ-like naiveté:
dŽƌĞŵĂŝŶƉŽƐŝƟǀ ĞŝŶƚŚĞĨĂĐĞĂĚǀĞƌƐŝƚǇ͕ ƚŽƉĞƌƐŝƐƚĂŐĂŝŶƐƚƚŚĞŽĚĚƐ– all these things require a
suspension of ‘reality’ that’s seems very self-evident to the cynic. There are always more reasons
ƚŽŐŝǀĞƵƉƚŚĂŶƚŚĞƌĞĂƌĞƚŽŬĞĞƉŐŽŝŶŐƐŽƚŽďĞĐǇŶŝĐĂůŝƐŵŽƌĞƌĞĂůŝƐƟĐĂŶĚƉŽƐƐŝďůǇĞǀĞŶŵŽƌĞ
ƌĂƟŽŶĂů͘
ǇŶŝĐŝƐŵĂůƐŽƉƌŽǀŝĚĞƐƚŚĞƌĂƟŽŶĂůĞĂŌĞƌǇŽƵƋƵŝƚ–ŵĂŬŝŶŐŝƚƚŚĞĞĂƐǇŽƉƟŽŶ͖ ũƵƐƟĮ ĂďůĞƵŶĚĞƌ
ƚŚĞĐŝƌĐƵŵƐƚĂŶĐĞƐ͘ ŶĚďĞĐĂƵƐĞƚŚĞĐŝƌĐƵŵƐƚĂŶĐĞƐĂƌĞĂůǁ ĂǇƐƐƚĂĐŬĞĚĂŐĂŝŶƐƚƐƵĐĐĞƐƐ͕ ƋƵŝƫ ŶŐ
seems so reasonable.
Cynicism allows you take pot shots at those struggling up hill while you sit under the tree,enjoy-
ŝŶŐƚŚĞƐŚĂĚĞŽĨƚŚĞƋƵŝƫ ŶŐƚƌĞĞ͘ ͚ ƐŝĨ͙ ͛ ǇŽƵƐĂǇ͕ ǁ ĂƚĐŚŝŶŐƚŚĞƐƚƌƵŐŐůĞ͕ ĂŶĚĞǀ ĞŶŝĨƐŽŵĞŽŶĞŝƐ
ƐƵĐĐĞƐƐĨƵů͕ ǇŽƵƐƟůůŚĂǀ ĞƚŚĞƉŽǁ ĞƌŽĨƐƚĂƟƐƟĐƐďĞŚŝŶĚǇŽƵ͙ ǁ ŚĂƚĂƌĞƚŚĞŽĚĚƐĂŶǇǁ ĂǇƚŚĂƚ
you’d succeed?

ON SUCCESS
We all strive for success. Occasionally we fall victim
to our own ignorance or are swayed by the ill-
informed opinions of others and lose sight of the
true meaning of success. We forget that success has
no 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 matter
more 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 aŚƵŶƟŶŐƐĂĨĂƌŝŝŶĨƌŝĐĂ͕ ƚĂŬŝŶŐŚŝƐĨĂŝƚŚĨƵů͕ ĞůĚĞƌͲ
ly Jack Russellnamed Killer, along for the company. One day the old Jack Russell starts chas-
ing ƌĂďďŝƚƐĂŶĚďĞĨŽƌĞůŽŶŐ͕ ĚŝƐĐŽǀĞƌƐƚŚĂƚŚĞΖƐůŽƐƚ͘ t ĂŶĚĞƌŝŶŐĂďŽƵƚ͕ ŚĞŶŽƟĐĞƐĂůĞŽƉĂƌĚ
ŚĞĂĚŝŶŐƌĂƉŝĚůǇŝŶŚŝƐĚŝƌĞĐƟŽŶǁ ŝƚŚƚŚĞŝŶƚĞŶƟŽŶŽĨŚĂǀ ŝŶŐůƵŶĐŚ͘
The old Jack Russell thinks, Oh, oh! I'm in deep doo-ĚŽŽŶŽǁ ͊ ΗEŽƟĐŝŶŐƐŽŵĞďŽŶĞƐŽŶƚŚĞ
ŐƌŽƵŶĚĐůŽƐĞďǇ͕ ŚĞŝŵŵĞĚŝĂƚĞůǇƐĞƩůĞƐĚŽǁ 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 ifthere are any more around here?
, ĞĂƌŝŶŐƚŚŝƐ͕ ƚŚĞǇŽƵŶŐůĞŽƉĂƌĚŚĂůƚƐŚŝƐĂƩ ĂĐŬŝŶŵŝĚ-strike, a look ofterror 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 ůĞĚŐĞƚŽŐŽŽĚƵƐĞĂŶĚƚƌĂĚĞŝƚĨŽƌƉƌŽƚĞĐƟŽŶĨƌŽŵƚŚĞůĞŽƉĂƌĚ͘ ^ŽŽī ŚĞŐŽĞƐ͕
ďƵƚƚŚĞŽůĚ:ĂĐŬZƵƐƐĞůůƐĞĞƐŚŝŵŚĞĂĚŝŶŐĂŌĞƌƚŚĞůĞŽƉĂƌĚǁ ŝƚŚŐƌĞĂƚƐƉĞĞĚ͕ 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 ĂĐŬĞƌƐ͕ ƉƌĞƚĞŶĚŝŶŐŚĞŚĂƐŶΖƚƐĞĞŶƚŚĞŵǇĞƚ͕ 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 ofthis story: Don't mess with theold dogs...ageand skill will always overcomeyouth
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 proportion
to 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 ƚŚĞŽƌǇĂďŽƵƚƐƵĐĐĞƐƐ͘ ^ƵƌƉƌŝƐĞ͕ ƐƵƌƉƌŝƐĞ͕ ƚŚĞ͚ ƉŽƐŝƟǀ ĞŵĞŶƚĂůĂƫ ƚƵĚĞ͛ ;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 Ğ͕ ďĞĐĂƵƐĞ͕ ĞǀĞŶŝĨǇŽƵďĞůŝĞǀĞǇŽƵĂƌĞƚĂůĞŶƚͲ
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 Ğ͞ ůĞĂƌŶŝŶŐŐŽĂůƐ͟ - 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 ĂƚĞƚŚŽƵŐŚƚϮ͗ D ǇŽƚŚĞƌŚĂůĨĐŽŶƐƚĂŶƚůǇĐŚŝĚĞƐŵĞƚŚĂƚǁ ŚĞŶ/Ăŵ͚ Ěŝī ĞƌĞŶƚ͛ ĂůůƚŚĞƟŵĞ͕ /ĞŶĚ
up being predictably different, which isn’t all that different.]I generally use the term ‘process’
ŐŽĂůƐĂŶĚ͚ ŽƵƚƉƵƚ͛ ŐŽĂůƐƚŽĚŝƐƟŶŐƵŝƐŚďĞƚǁ ĞĞŶƚǇƉĞƐŽĨŐŽĂůƐ͘ KŶĞĐĂŶƉŽƐƐŝďůǇĂƌŐƵĞƚŚĂƚƉƌŽĐĞƐƐ
ŐŽĂůƐĂƌĞŶŽƚƌĞĂůůǇŐŽĂůƐ͕ ďƵƚůĞƚ͛ ƐƐŝĚĞĂƐŝĚĞƐĞŵĂŶƟĐƐĨŽƌƚŚĞŵŽŵĞŶƚ͘
ǁ ĞĐŬ͛ ƐĮ ŶĚŝŶŐƐĂƌĞĂƐƉŝŶŽŶ͚ ĂƩ ƌŝďƵƟŽŶƚŚĞŽƌǇ͛ ŝĨǇŽƵĂƌĞƚŚĂƚǁ ĂǇŝŶĐůŝŶĞĚ͘ /ŶƐŝŵƉůĞƚĞƌŵƐ͕
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?)
/ƐĂŝĚŝƚďĞĨŽƌĞ͕ ďƵƚŝƚŝƐǁ ŽƌƚŚƌĞƉĞĂƟŶŐ͗ ƉŽƐŝƟǀ ĞĂƫ ƚƵĚĞŽŶůǇŵĂŬĞƐŽƉƉŽƌƚƵŶŝƟĞƐŐůŽǁ ŝŶƚŚĞ
ĚĂƌŬ͘ dƌƵĞƐƵĐĐĞƐƐĐŽŵĞƐĨƌŽŵĂĐƚƵĂůůǇƚĂĐŬůŝŶŐƚŚŽƐĞŽƉƉŽƌƚƵŶŝƟĞƐ͕ ŶŽƚĨƌŽŵŚĂǀ ŝŶŐĂŶǇƐƉĞĐŝĮ Đ
Ăƫ ƚƵĚĞ͘ dŽďĞƐƵĐĐĞƐƐĨƵů͕ ǇŽƵŽŶůǇŶĞĞĚĂϱϭйƐƚƌŝŬĞƌĂƚĞ͘

ON SUCCESS
That vision thing
/ĂŵŝŶƚƌŝŐƵĞĚďǇƚŚĞŶŽƟŽŶŽĨŚĂǀŝŶŐĂǀŝƐŝŽŶ͘ /ƚƐĞĞŵƐƚŽďĞƵŶŝǀ ĞƌƐĂůůǇĂĚŵŝƌĞĚĂŶĚŽŌĞŶƚŚĞ
Į ƌƐƚ;ŝĨŶŽƚŽŶůǇͿĐƌŝƚĞƌŝŽŶŵĞŶƟŽŶĞĚǁ ŚĞŶĚŝƐĐƵƐƐŝŶŐůĞĂĚĞƌƐŚŝƉ͘
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 ŶŝƟŽŶ͘ dƌĂŶƐůĂƟŽŶŽĨƚŚĞǀ ŝƐŝŽŶŝŶƚŽĂĐƟŽŶĂďůĞƐƚƌĂƚĞŐŝĞƐŝƐƚŚĞĚŽŵĂŝŶ
of management, and could conceivably be independent ofthe actual vision.
/Ĩǀ ŝƐŝŽŶĚŽĞƐŶŽƚŝŶĐůƵĚĞƚŚĞƚƌĂŶƐůĂƟŽŶ;ĂŶĚƐƵďƐĞƋƵĞŶƚĞǆĞĐƵƟŽŶͿŝŶƚŽƚŚĞĂĐƟŽŶƐ͕ ƚŚĞŶǀŝͲ
sion is purely a mental construct. Vision must then be born from conscious and /or unconscious
ŵĞŶƚĂůĂĐƟǀ ŝƚǇ͘ dŽƉƵƚŝƚƐŝŵƉůǇ͕ ŝƚŝƐƐŽŵĞƚŚŝŶŐƚŚĂƚƐƉƌŝŶŐƐƚŽŵŝŶĚ͘
/Ĩŝƚǁ ĞƌĞůĂƌŐĞůǇƚŚĞƉƌŽĚƵĐƚŽĨƚŚĞƌĂƟŽŶĂůŵŝŶĚ͕ ƚŚĞŶĂŶǇƉĞƌƐŽŶǁ ŽƵůĚďĞĂďůĞƚŽĐƌĞĂƚĞͬ
ŚĂǀ ĞĂǀŝƐŝŽŶ͕ ĂŶĚĂŐĂŝŶ͕ /ĂŵŶŽƚĐĞƌƚĂŝŶƚŚĂƚĂŶǇƌĂƟŽŶĂůǀ ŝĞǁ ŽĨƚŚĞĨƵƚƵƌĞ;ƚŚĞĞǀ ĞƌǇĚĂǇŐĂƌͲ
ĚĞŶǀ ĂƌŝĞƚǇͿƌĞĂůůǇĐŽŶƐƟƚƵƚĞƐǁ ŚĂƚ/ƵŶĚĞƌƐƚĂŶĚĨƌŽŵƚŚĞƚĞƌŵ͚ ǀ ŝƐŝŽŶĂƌǇ͛ ͘
So, a vision must also have an element ofcontrariness to it; and it certainly is a view of the fu-
ture that is different from where the momentum ofthe status quo would ordinarily take you (or
the company).
So a vision should then be defined as an ŝŶƚƵŝƟǀ ĞŵĞŶƚĂůĐŽŶƐƚƌƵĐƚŽĨĂŶƵŶƵƐƵĂůĨƵƚƵƌĞ͘
dŚŝƐŶĞǁ ĚĞĮ ŶŝƟŽŶǁ ŽƵůĚŝŵƉůǇƚŚĂƚǀŝƐŝŽŶƐƐŽŵĞŚŽǁ ĐŽŵĞĂďŽƵƚĂŶĚĂƌĞŶŽƚůŝŬĞůǇƚŽďĞ
ƐŽŵĞƚŚŝŶŐƚŚĂƚĐĂŶďĞĂĐƋƵŝƌĞĚƚŚƌŽƵŐŚƉƌĂĐƟĐĞ͘
As the apostle Paul advises about the speaking in tongues; it is rather useless ifthere is no one
around to translate it – and the same seems true ofa 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-
ŽůĂƟŶŐƚŚĞ͚ ƵƐƵĂů͛ ƚƌĞŶĚ͘
 Build some triggers into your strategic plan that mandates change, even if it is only appar-
ĞŶƚůǇĐŚĂŶŐĞĨŽƌƚŚĞƐĂŬĞŽĨĐŚĂŶŐĞ͘ ;dŚĞĂůƚĞƌŶĂƟǀ ĞŝƐĂƚƌŽƉŚǇ͘ Ϳ
 Learn to trust your gut.
We need some leadership – go for it!

ON SUCCESS
We don't always learn best from books. We don't
always learn best by trial and error. But we do
learn like ducks.
Exposing infants and toddlers to a certain sport or
aspects of a sport imprints those images on their
minds. 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 on
their minds.
These are the athletes who, ten years on, are the
ones that always seem to have an extra second to
do 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, but
it simply is imprinting.
We learn by copying what others do. If you want
to 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?
ŚƌŝƐƐĂŝĚ͕ Η/ƌĂŋ ĞĚŚŝŵŽī ͘ /ƐŽůĚϱϬϬƟĐŬĞƚƐĂƚƚǁ ŽĚŽůůĂƌƐĂƉŝĞĐĞĂŶĚŵĂĚĞĂƉƌŽĮ ƚŽĨΨϵϵϴ͘ Η
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 Ğ͘
3. ĞƉƌĂŐŵĂƟĐ͘
4. Not telling isn’t the same as lying.
5. Know your punters
6. Treat your complainants fairly.
7. ǀ ĞŶƚŚĞǁ ŽƌƐƚƐŝƚƵĂƟŽŶĐĂŶŚĂǀ ĞĂƉƌŽĮ ƚĂďůĞŽƵƚĐŽŵĞ͘
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 than
most people are prepared to admit. (If you deny
luck, you will miss the opportunity it brings.)
3. Some form of personal gain drives all of human
behaviour. (WIIFM)
4. Don't bother with it if you can't measure it. (In
business, not love.)
5. Eventually everyone realises that money does
not 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
D ǇƐŽŶ;D ĂƩ ŚĞǁ ͿŝƐĂƐƉŽƌƚǇŬŝĚ͘ ĞŝŶŐƐƵŵŵĞƌĂŶĚďĞŝŶŐƵƐƚƌĂůŝĂ͕ ƚŚĞƐƉŽƌƟŶŐĮ ĞůĚŵƵƐƚďĞ
cricket. The summer of09 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 Ăů͘ dŚĞƉƌĞǀ ŝŽƵƐǁ ĞĞŬ;ĚĂǇϭŽĨƚŚĞŵĂƚĐŚĂŐĂŝŶƐƚƚŚŝƐ
ƚĞĂŵͿŚŝƐƐŝĚĞǁ ĂƐƐŚŽƌƚĂĨĞǁ ƉůĂǇĞƌƐ;ŝŶĐůƵĚŝŶŐD ĂƩ ǁ ŚŽǁ ĂƐĂƚƚŚĞƚŚůĞƟĐƐĐĂƌŶŝǀ Ăů͘ ͿdŚĞǇ
ŐŽƚƌŽůůĞĚ͕ ĂŶĚƚŚĞŽƉƉŽƐŝƟŽŶƋƵŝĐŬůǇƉƵƚŽŶĂůĞĂĚĂŶĚĚĞĐůĂƌĞĚ͕ ŐŽŝŶŐĨŽƌĂŶŽƵƚƌŝŐŚƚǁ ŝŶ͘ /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
ƚŽďƵŝůĚĂƐĐŽƌĞƚŚĂƚĐŽƵůĚďĞĚĞĨĞŶĚĞĚ͘ t ĞůŽƐƚĂǁ ŝĐŬĞƚĞĂƌůǇĂŶĚƚŚĞŶD ĂƩ ǁ ĞŶƚŝŶ͘ , Ğǁ ĂƐ
ĂƐŬĞĚ͕ ƚŽůĚĂŶĚEt ƚŚĂƚƚŚĞǇŚĂĚƚŽďĂƚĨŽƌĂůŽŶŐƟŵĞ͘ /ŬŶŽǁ ŝƚƐŽƵŶĚƐƐŝůůǇŝĨǇŽƵĂƌĞŶŽƚ
ĨĂŵŝůŝĂƌǁ ŝƚŚĐƌŝĐŬĞƚ͕ ďƵƚƚŚĞŽďũĞĐƟǀ Ğǁ ĂƐƚŽ͚ ŶŽůŽƐĞ͛ – the score was irrelevant.
He just got a start and then started ‘slogging’– and before long was caught out by a fine catch.
;EŽƌŵĂůůǇĂƚƚŚŝƐĂŐĞƚŚŽƐĞĐĂƚĐŚĞƐĚŽŶ͛ ƚƐƟĐŬ͕ ƐŽŚĞǁ ĂƐƉƌŽďĂďůǇƵŶůƵĐŬǇ͘ Ϳ
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– ifonly…
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…
ĞĂƌŶ͗ ĞĂƌŶŚŽǁ ƚŽĚŽŝƚ͘ /ĨǇŽƵŬŶŽǁ ĂůŝƩůĞ͕ ůĞĂƌŶŵŽƌĞ͕ ŝĨǇŽƵŬŶŽǁ ĂůŽƚ͕ ůĞĂƌŶŵŽƌĞ͘ 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
Give the ball achance
t ŚĞŶ/ǁ ĂƐƐƟůůůŝǀ ŝŶŐŝŶ^ŽƵƚŚĨƌŝĐĂ͕ /ƉůĂǇĞĚŵŽƌĞŐŽůĨƚŚĂŶ/ĚŽŶŽǁ ͘ Ɛǁ ĂƐƚŚĞĐƵƐƚŽŵ͕ ĞǀĞƌǇ
golfer 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 ŚŝƚĞŐŽůĨĐŽƵƌƐĞŽĨƚŚĞƟŵĞ͘ ;/Ăŵ
not proud ofit, but that is what it was like back then.)
I learnt one ofthe most important lessons of my life on such a golf course, from a gap-toothed,
semi-ůŝƚĞƌĂƚĞĐŚĂƌĂĐƚĞƌǁ ŚŽǁ ĂƐŵǇĐĂĚĚŝĞŽŶƚŚĂƚƉĂƌƟĐƵůĂƌĚĂǇ͘ ;/ǁ ŝƐŚ/ƌĞŵĞŵďĞƌĞĚŚŝƐŶĂŵĞ
ŽƌĐŽƵůĚĮ ŶĚŚŝŵĂŐĂŝŶďĞĐĂƵƐĞ/ǁ ŽƵůĚůŝŬĞƐŚŽǁ ŵǇŐƌĂƟƚƵĚĞ͘ Ϳ
, Ğǁ ĂƚĐŚĞĚ;ŽďǀŝŽƵƐůǇŝŶĂŐŽŶǇͿĨŽƌĂǁ ŚŝůĞĂƐ/ǁ ĂƐůĞĂǀ ŝŶŐƋƵŝƚĞĂĨĞǁ ƉƵƚƐƐŚŽƌƚŽŶƚŚŝƐƉĂƌƟĐƵͲ
ůĂƌĚĂǇ͘ KŶĞĂŌĞƌƚŚĞŽƚŚĞƌŵǇƉƵƚƐǁ ŽƵůĚƐƚŽƉƐŚŽƌƚŽĨƚŚĞŚŽůĞ͘ ǀ ĞŶƚƵĂůůǇŚĞĐŽƵůĚŶŽƚĐŽŶƚĂŝŶ
himself anymore and he blurted out:
“Givetheball a chance, master –givethe ball a chance.”
For a moment I was on the verge ofbeing upset about his unsolicited advice. (Remember, unlike
pro 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 burst
out 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-
ĐĞƐƐĂŶĚĨĂŝůƵƌĞ͗ ŚŽǁ ŚĂƌĚǇŽƵŚŝƚƚŚĞďĂůů͘ , ŝƫ ŶŐŝƚŚĂƌĚŝƐŶŽƚĂŐƵĂƌĂŶƚĞĞƚŚĂƚŝƚǁ ŝůůŐŽŝŶ͕ ďƵƚ
Śŝƫ ŶŐŝƚƚŽŽƐŽŌůǇ͕ ŝƐĂŐƵĂƌĂŶƚĞĞƚŚĂƚŝƚt KE͛ dŐŽŝŶ͘
(Was it Wayne Gretzky who said: ‘I miss 100% ofthe shots that I don’t take’?)
dŚŝƐƉŽŽƌƐŽƵůůŝǀ ŝŶŐŽŶƚŚĞĞĚŐĞƐŽĨĐŝǀ ŝůŝƐĂƟŽŶŚĂĚŐŝǀ ĞŶŵĞĂůŝĨĞ-lesson that I have remembered
ever since. And I thought ofit 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
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 isthe 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 ĂůĞŶĐĞŽĨĂŶǇŶƵŵďĞƌŽĨĂĚĚŝĐƟŽŶƐ͕ ĨƌŽŵǁ ĞŝŐŚƚ-ůŽƐƐƚŽĚƌƵŐĂĚĚŝĐƟŽŶ͕ ŝƐƉƌŽŽĨƚŚĂƚƉĞŽͲ
ple failed the acceptance test:
 They failed to accept that they have a problem
 They failed to accept personal responsibility
They failed to accept help
dŚĞŚŝŐŚĚŝǀ ŽƌĐĞƌĂƚĞƐĂƌĞƐǇŵƉƚŽŵĂƟĐŽĨ͗
 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 ĂƟŽŶƐĂƌĞŵĂĚĞŽĨ͘ dŚĞƌĞŝƐƐŽŵĞƚƌƵƚŚƚŽƚŚĂƚ͘ ƵƚůĞƚ͛ ƐŶŽĐŽŶĨƵƐĞĚŝƐĐŝƉůŝŶĞĂŶĚƉĞƌƐĞͲ
ǀ ĞƌĂŶĐĞǁ ŝƚŚĚĞŶŝĂůŽĨƌĞĂůŝƚǇ͘ EŽŵĂƩ ĞƌŚŽǁ ŵƵĐŚǇŽƵďĞůŝĞǀĞŝŶ͚ ƚŚĞƐĞĐƌĞƚ͛ ŽƌƚŚĞ͚ ƉŽǁ ĞƌŽĨ
dreams’, I doubt anyone reading this can crack the 10-second barrier in the 100m sprint; so let’s
learn 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 ƉĞŽƉůĞƉƌŽĐĞƐƐ͚ ĂĚǀ ŝĐĞ͛ ĂůůƚŚĞƟŵĞ– and what I see as the first
ƌĞĂĐƟŽŶ is how people get defensive.
EŽŵĂƩ Ğƌǁ ŚĂƚƚŚĞĐŽůĚĨĂĐƚƐĂƌĞ͕ ƚŚĞĮ ƌƐƚƌĞĂĐƟŽŶŝƐƚŽũƵƐƟĨǇǁ ŚǇƚŚŝŶŐƐĂƌĞǁ ŚĂƚƚŚĞǇĂƌĞ͘ ŶĚ
why 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 oftelling
them why they are wrong and what they don’t understand about your business.
 t ŚĞŶƐŽŵĞŽŶĞƐĂǇƐǇŽƵƐŚŽƵůĚŝŶǀ ĞƐƚŝŶďĞƩ ĞƌƐǇƐƚĞŵƐ͕ ŵĂǇďĞǇŽƵƐŚŽƵůĚďƵǇŽŶĞŝŶƐƚĞĂĚ
of 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
ĐŚĂŶŐĞƉĞƌĐĞƉƟŽŶƐƌĂƚŚĞƌƚŚĂŶĞǆƉůĂŝŶŝŶŐƚŚĂƚŝƚŝƐƚŚĞƐƵƉƉůŝĞƌ͛ ƐĨĂƵůƚ͘
When someone says you should change the way something looks, you could change it rather than
ũƵƐƟĨǇŝŶŐǁ ŚǇŝƚŚĂƐĂůǁ ĂǇƐďĞĞŶĚŽŶĞƚŚĂƚǁ ĂǇ͘
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 ĂǇ͘ D ĂŬĞĂůĞǀĞů-headed decision
about whether there is any merit in the advice and then act on it or discard as appropriate. When
a consultant or trainer gives you advice, IMPLEMENT it; because presumably you are not stupid
ĞŶŽƵŐŚƚŽĞŵƉůŽǇĂĐŽŶƐƵůƚĂŶƚǁ ŚŽŚĂƐŶŽĞǆƉĞƌƟƐĞŝŶƚŚĂƚĂƌĞĂ͘
Ask any alcoholic. Ask any divorcee. Ask any bankrupt: Acceptance isthe first step ofa change in
ĚŝƌĞĐƟŽŶ. As long as the first step isn’t a knee-ũĞƌŬƌĞĂĐƟŽŶ͘

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 get
water to boil.
How hard is it (what does it take) to get water to
or 99°C or 211°F?
Very close to the same amount of effort, energy
and 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 warm
water, 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 need
another 1 degree increase in temperature to be
transformed.

ON SUCCESS
Looking for Eric
I watched a movie on DVD the other day- Lookingfor 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 ĂŶĐŚĞƐƚĞƌhŶŝƚĞĚ͘ , 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
ƉŝƚĐŚ͘ , 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…
ĂŶƚŽŶĂĞǆƉůĂŝŶƐƚŚĂƚ͕ ĂƐĂ;ŐŝŌĞĚͿƐŽĐĐĞƌƉůĂǇĞƌ͕ ŝƚǁ 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
ƐĐŽƌĞŐŽĂůƐ͕ ďƵƚƚŽŐŝǀ ĞƚŚĞŽƉƉŽƌƚƵŶŝƟĞƐƚŽƚŚĞƚĞĂŵ͊
^ŽĐĐĞƌŝƐŶ͛ ƚůŝĨĞ͕ ďƵƚŝƚŝƐƌĞǀĞĂůŝŶŐƚŚĂƚŽŶĞŽĨƚŚĞŵŽƐƚŐŝŌĞĚƉůĂǇĞƌƐŽĨŽƵƌƟŵĞƌĞĂůŝƐĞƐƚŚĂƚ
ƚŚĞƌĞŝƐŵŽƌĞũŽǇĂŶĚƐĂƟƐĨĂĐƟŽŶƚŽďĞŚĂĚby givingƚŚĞŐŝŌƐƚŚĂƚŽƵƌƚĂůĞŶƚƐĂŶĚŽƵƌŽƉƉŽƌƚƵͲ
ŶŝƟĞƐŽī Ğƌ͕ ƚŚĂŶƚŚĞƌĞŝƐŝŶŐƌĂďďŝŶŐƚŚĞŚĞĂĚůŝŶĞƐŽƵƌƐĞůǀĞƐ͘
How do you give? How muchĚŽǇŽƵŐŝǀ Ğ͍ 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 ŶĂƐĞƌǀŝĐĞƐƚĂƟŽŶ͕ ǇŽƵ͛ ĚďĞǁ ŽƌƌŝĞĚĂďŽƵƚĂůƚĞƌŶĂƟǀĞĞŶĞƌŐǇ͘ /ĨǇŽƵŽǁ ŶĂŚĂŵďƵƌŐĞƌ
ũŽŝŶƚŽƌĂƉŝǌǌĂƐŚŽƉǇŽƵĂƌĞǁ ŽƌƌŝĞĚĂďŽƵƚŚĞĂůƚŚǇĞĂƟŶŐŚĂďŝƚƐ͘
/ĨǇŽƵŽǁ ŶĂƚŽďĂĐĐŽŶŝƐƚǇŽƵ͛ Ěǁ ŽƌƌǇĂďŽƵƚŐŽǀĞƌŶŵĞŶƚƌĞŐƵůĂƟŽŶ͘ /ĨǇŽƵƌƵŶĂƉƵďŽƌĐůƵďǇŽƵ
ǁ ŝůůďĞǁ ŽƌƌŝĞĚĂďŽƵƚĂŶƟ-ƉŽŬŝĞƐƐĞŐŵĞŶƚĂŶĚĂŶƟ-ƐŵŽŬŝŶŐƐĞŶƟŵĞŶƚ͘
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.
ƌŶŽůĚ^ĐŚǁ ĂƌǌĞŶĞŐŐĞƌǁ ĂƐĂǁ ŝŵƉƵŶƟůŚĞƐƚĂƌƚĞĚůŝŌŝŶŐǁ ĞŝŐŚƚƐĂŶĚD ŝĐŚĂĞůĞůůǁ ĂƐĂĚŝƐŚͲ
ǁ ĂƐŚĞƌǁ ŚĞŶŚĞǁ ĂƐǁ ŽƌŬŝŶŐŽŶƐĞůůŝŶŐŚŝƐĮ ƌƐƚW͘ ŝůů' ĂƚĞƐǁ ĂƐĂŶĞƌĚƉƌŽŐƌĂŵŵŝŶŐƐŽŌͲ
ǁ ĂƌĞĨŽƌƚƌĂĸ ĐůŝŐŚƚƐƵŶƟůŚĞƐŽůĚƚŚĞĮ ƌƐƚK^ůŝĐĞŶƐĞƚŽ/D ĂŶĚZĂǇƌŽĐǁ ĂƐĂƚƌĂǀĞůůŝŶŐ
ƐĂůĞƐŵĂŶƵŶƟůŚĞŽƉĞŶĞĚŚŝƐƐĞĐŽŶĚD ĐŽŶĂůĚƐ͘
ďƌĂŚĂŵŝŶĐŽůŶƌĂŶĂŐĞŶĞƌĂůƐƚŽƌĞďĞĨŽƌĞŚĞĞǀĞŶƚƵĂůůǇĞŶƚĞƌĞĚƉŽůŝƟĐƐĂŶĚ:ŽŚŶdƌĂǀ ŽůƚĂ
ǁ ĂƐĂǁ ĂŝƚĞƌƵŶƟůŚĞĐƌĂĐŬĞĚŚŝƐĮ ƌƐƚĂƵĚŝƟŽŶ͘ 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 his
breakthrough novel Carrie.
Who you are today and what you are doing today has absolutely no relevance to who you may
become.
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
ĨĂŝůƵƌĞ͗ ƚŚĞĂĐƚŽĨĞǆĞĐƵƟŶŐŝƐŚŽǁ ĚƌĞĂŵƐĂƌĞŵĂĚĞƌĞĂů͘
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
Lose the players, lose the match. Lose the match, lose your job.
dŚĞƟƚůĞŽĨƚŚŝƐƉŽƐƚĚĞƐĐƌŝďĞƐƚŚĞƚƌĂĚŝƟŽŶĂůĐŽĂĐŚŝŶŐůŝĨĞĐǇĐůĞ͘ D ŽƐƚƌĞĐĞŶƚůǇŝƚǁ ĂƐĂƌůƚŽŶ
ŽŽƚďĂůůůƵďĂŶĚƚŚĞǇĐŽĂĐŚƌĞƩZĂƩ ĞŶ͘ dŚĞǇŚĂĚůŽƐƚϰŐĂŵĞƐ;ŽŶĞŵŽŶƚŚͿĂŶĚƚŚĞD ĞůďŽƵƌŶĞ
ƉƌĞƐƐ͕ ĂƐŝƐƚŚĞŝƌǁ ŽŶƚ͕ ƚƵƌŶĞĚƚŚŝƐŝŶƚŽŶŽƚŚŝŶŐƐŚŽƌƚŽĨĂŶĞǆŝƐƚĞŶƟĂůĐƌŝƐŝƐ͘
KŶĞŽĨƚŚĞĐůŝĐŚĠƐƚŚĂƚŝƐďĂŶĚŝĞĚĂďŽƵƚŝƐƚŚĞƋƵĞƐƟŽŶ͗
‘Did helosehis 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 ofthose and must turn up the dial on the
ŽŶĞŽƌƚŚĞŽƚŚĞƌĚĞƉĞŶĚŝŶŐŽŶƚŚĞƐŝƚƵĂƟŽŶ͘ /ĨƚŚĞǇƌĞĂĚƚŚĞƐŝƚƵĂƟŽŶǁ Ğůů͕ ƚŚĞǇŵĂǇƐƵƌǀŝǀ Ğϯ-7
ǇĞĂƌƐ;ĞǆƚƌĂƉŽůĂƟŶŐĨƌŽŵĂƌĂŶŐĞŽĨĂŶƐǁ ĞƌƐ/ĨŽƵŶĚŽŶ' ŽŽŐůĞ͘ Ϳ
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 playing
for the coach. (I am not sure whether professional players ever play for a coach the way school-
aged kids would.)
ƵƚƚŚĞƉĞƌƐŝƐƚĞŶĐĞŽĨƚŚĞƉƌĞƐƐŝŶƉƌŽƉĂŐĂƟŶŐƚŚĂƚŵĞƐƐĂŐĞŵĞĂŶƐƚŚĂƚĞǀ ĞŶƚƵĂůůǇ;ƚƌƵĞŽƌŶŽƚͿ
peoplebegin to believe and importantly, theadministrators begin to act on it.
ī ĞĐƟǀ ĞůǇƚŚĞƉƌĞƐƐĐƌĞĂƚĞƐĂŵĞŶƚĂůŵŽĚĞů;ĂĨƌĂŵĞǁ ŽƌŬŽĨĂƐƐƵŵƉƟŽŶƐͿ͘
It is worth remembering the quip by George Box:
͞ ƐƐĞŶƟĂůůǇ͕ ĂůůŵŽĚĞůƐĂƌĞǁ ƌŽŶŐ͕ ďƵƚƐŽŵĞĂƌĞƵƐĞĨƵů͟ ͘
They arewrongďĞĐĂƵƐĞƚŚĞǇĂƌĞƐŝŵƉůŝĮ ĐĂƟŽŶƐĂŶĚƚŚĞǇĐĂŶďĞuseful because we can learn from
ƚŚĞŵ͘ dŚĞũŽƵƌŶĂůŝƐƚƐĐƌĞĂƚĞĂŶĚƉĞƌƉĞƚƵĂƚĞĂŵĞŶƚĂůŵŽĚĞůŽĨǁ ŚĂƚĐŽŶƐƟƚƵƚĞƐĂƐƵĐĐĞƐƐĨƵů
coach; and that is one where ‘players play for the coach’. The corollary of that is that once the
coach ‘loses’ the players, they will lose the match. Lose enough matches and you eventually lose
ǇŽƵƌũŽď͘ t ŚĂƚŝƐƚŚĞĐŽŶŶĞĐƟŽŶǁ ŝƚŚďƵƐŝŶĞƐƐŽĨƌĞƚĂŝů͍
Weshould examinethe myths that underpin our thinking (mental models)that govern how we
think about business.
ŝĨĞŝƐƚŽƵŐŚ͘ ƵƐŝŶĞƐƐŝƐƚŽƵŐŚ͘ ŶĚǁ ĞĚŽŶ͛ ƚŵĂŬĞŝƚĂŶǇĞĂƐŝĞƌŽŶŽƵƌƐĞůǀĞƐďǇƉĞƌƐŝƐƟŶŐƚŽďĞͲ
ůŝĞǀ ĞŝŶĐŽŵŵŽŶŵǇƚŚƐ͘ dŚŝƐƉĞƌǀĞƌƐĞƚĞŶĚĞŶĐǇŽĨŽƵƌƐŵĂŬĞƐĚĞĂůŝŶŐǁ ŝƚŚůŝĨĞĂůŝƩůĞůŝŬĞƉůĂǇŝŶŐ
the whack-a-mole game. As soon as we crush one, another seems to pop up. We do it to ourselves
ƌĞĂůůǇ͕ ďĞĐĂƵƐĞǁ ĞŶĞǀ ĞƌĞǆĂŵŝŶĞŽƵƌ;ŵŝƐͿďĞůŝĞĨƐǁ ŝƚŚƐƵĸ ĐŝĞŶƚƐĐƌƵƟŶǇ͘ ^ŽŵĞŽĨƚŚĞĐŽŵŵŽŶ
‘beliefs’ we have are:
Myth: Thecustomer is always right.
Truth: Thecustomer thinks they are right.
Myth: Walk theextra mile.
Truth: You can’t aﬀord to walk theextra mile.
Myth: Customers buy on pricealone.
Truth: Your servicesucks so bad that you have to resort to pricealoneto stay in the
game.
Myth: I have20 years experience.
Truth͗ z ŽƵŚĂǀ ĞϭǇĞĂƌ͛ ƐĞǆƉĞƌŝĞŶĐĞϮϬƟŵĞƐŽǀ Ğƌ͘
These are just examples. None ofthem may actually apply to you– but the point is that we all
have these rusted-ŽŶĂƐƐƵŵƉƟŽŶƐƚŚĂƚĂī ĞĐƚŽƵƌĂďŝůŝƚǇƚŽƉĞƌĨŽƌŵ͘
The only way to win this Whack-a-mole gameis not to play it.

ON SUCCESS
Hindsight is always perfect vision, but walking
backwards doesn’t solve the problem.

ON SUCCESS
Inexorable
/ŵĂŐŝŶĞǇŽƵĂƌĞŝŶĂĚĞƐŽůĂƚĞƉůĂĐĞŽŶĂŶŶƚĂƌĐƟĐǁ ĂƐƚĞůĂŶĚ͘
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 theedge of the lake–ũƵƐƚůŝŬĞĂĂǀŝĚƩĞŶďŽƌŽƵŐŚƐƉĞĐŝĂůŽŶĐůŝŵĂƚĞ
change.
dŚĞŶƚŚĞƌĞŝƐĂƌƵŵďůĞƚŚĂƚŐƌŽǁ ƐůŽƵĚĞƌĂŶĚůŽƵĚĞƌĐƵůŵŝŶĂƟŶŐŝŶĂŶĞŶŽƌŵŽƵƐĐƌƵŶĐŚŽĨƚŚƵŶͲ
der as a large slab of ice breaks oﬀ the precipice and crashes into the lake with plumes ofice and
ǁ ĂƚĞƌƐŚŽŽƟŶŐŝŶƚŽƚŚĞƐŬǇ͘
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 as
Ğǀ ĞƌǇŽƚŚĞƌƉĞƌƐŽŶǁ ŚŽǁ ŝůůĐŽŵĞĂŌĞƌƵƐ͘
, Žǁ ŚĂƌĚĂƌĞǁ ĞĮ ŐŚƟŶŐƚŽŬĞĞƉƚŚŝŶŐƐƚŚĞƐĂŵĞ͍
, Žǁ ŵƵĐŚƟŵĞĚŽǁ ĞƐƉĞŶĚƉƌŽƚĞĐƟŶŐǁ ŚĂƚǁ ĞŚĂǀ Ğ͍
, Žǁ ŵƵĐŚĞī ŽƌƚĚŽǁ ĞƉƵƚŝŶƚŽƉĞƌĨĞĐƟŶŐƚŚĞƚŚŝŶŐƐƚŚĂƚŵĂĚĞƵƐƐƵĐĐĞƐƐĨƵů͍
, Žǁ ŵƵĐŚƟŵĞĚŽǁ ĞƐƉĞŶĚǁ ŚŝŶŐĞŝŶŐĂďŽƵƚĐŚĂŶŐĞ– or lobbying the government wind
back 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 eye
Glory days, glory days”
I think I can safely say that yesterday is gone and will never be again.
ŶĚƚŚĂƚŵĞĂŶƐƵŶůĞƐƐǁ ĞĂƌĞŐĞĂƌŝŶŐŽƵƌƐĞůǀ ĞƐĂŶĚŽƵƌŽƌŐĂŶŝƐĂƟŽŶƐƵƉǁ ŝƚŚŶĞǁ ƐŬŝůůƐ͕ ŶĞǁ
strategies, new products, and new markets – consistently; then we are doomed to join the slab
of ice that crashes into oblivion.
dŚĞŵŽƐƚŝŵƉŽƌƚĂŶƚƚŚŝŶŐǇŽƵĐĂŶĚŽŝƐƚŽƐǇƐƚĞŵĂƟƐĞǇŽƵƌĐĂƉĂĐŝƚǇƚŽĐŚĂŶŐĞ

ON SUCCESS
Which Wolf Are You Feeding?
There’s a Native American tale about an old man
who was telling his grandson a story about two
wolves. The old man said, “There’s a fight between
two 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
^ƵĐĐĞƐƐŝƐĂŶƵŵďĞƌƐŐĂŵĞ͘ ^ŽĐŝĞƚǇŐĞŶĞƌĂůůǇĞǆƉƌĞƐƐĞƐĂďĞůŝĞĨŝŶƚŚĞƐĐŝĞŶƟĮ ĐŵĞƚŚŽĚĂŶĚƉƌŽͲ
fesses to rely on ‘evidence’; except when it comes to success apparently.
 D ŽƐƚƉĞŽƉůĞƐĞƚƚŚĞĂůĂƌŵƚŽǁ ĂŬĞƚŚĞŵƵƉŝŶƟŵĞƚŽŐĞƚǁ ŚĞƌĞƚŚĞǇŶĞĞĚƚŽďĞ͘
 Most peopleeat 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 ŽƐƚƉĞŽƉůĞĚŽŶ͛ ƚƚŚŝŶŬĂďŽƵƚƚŚĞĂůƚĞƌŶĂƟǀ Ğ
 Most people are not successful–ďǇĂŶǇŵĞĂƐƵƌĞǇŽƵĐŚŽŽƐĞ͕ ŝŶĐůƵĚŝŶŐŝŶƚŚĞŝƌŽǁ ŶĞƐƟŵĂͲ
ƟŽŶŽĨƚŚĞŝƌŽǁ ŶůŝǀĞƐ͘
If you want to be successful and happy, then you must not be like most people.
 zŽƵƐŚŽƵůĚƐĞƚƚŚĞĂůĂƌŵƚŽĂǁ ĂŬĞŝŶƟŵĞƚŽŐĞƚǁ ŚĞƌĞǇŽƵǁ ĂŶƚƚŽďĞ͘
 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 oflooking just like ‘most people’
 You should not be afraid ofbeing ﬁred
 zŽƵƐŚŽƵůĚƚŚŝŶŬĂďŽƵƚƚŚĞĂůƚĞƌŶĂƟǀ Ğ
Then, maybe you will be successful. Or not. But at least you have given yourself a shot.

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 ĞƌŽĨĨĂĐƚ͘ KƉŝŶͲ
ŝŽŶƐĂƌĞĂƚďĞƐƚĂϱϬͬ ϱϬƉƌŽƉŽƐŝƟŽŶĂŶĚŝĨƚŚĞĂƌĐŽĨƐĐŝĞŶƟĮ ĐĚĞǀĞůŽƉŵĞŶƚĐŽŶƟŶƵĞƐĂƐŝƚŚĂƐ
over centuries, most of what you hold true today will eventually be disproven.
dŚĂƚƉƵƚƐǇŽƵƌďĞůŝĞĨƐĂŶĚĞǀ ĞŶǇŽƵƌ͚ ĞǆƉĞƌŝĞŶĐĞ͛ ŽŶƉĂƉĞƌƚŚŝŶĨŽƵŶĚĂƟŽŶƐ͘
Even when we know we don’t know, we tend to kid ourselves. This piece on individual and plu-
ƌĂůŝƐƟĐŝŐŶŽƌĂŶĐĞŝƐĂŐƌĞĂƚƌĞĂĚ͕ ĂŶĚ^ŚĂŶĞWĂƌƌŝƐŚĐŽŶĐůƵĚĞƐ͗
/ŶĨŽƌŵĂƟŽŶŝƐĐŽŵŝŶŐƚŽƵƐǁ ŝƚŚŐƌĞĂƚĞƌǀ ĞůŽĐŝƚǇĂŶĚŵĂŐŶŝƚƵĚĞ͘ ͞ /ĚŽŶ͛ ƚŬŶŽǁ ͟ ŵŝŐŚƚďĞ
the most powerful admission you can make in the internet era.
/ŚĂǀ ĞĂƉƌĂĐƟĐĂůƐƵŐŐĞƐƟŽŶĨŽƌǇŽƵƚŽĐŚĂůůĞŶŐĞĐŽŶǀĞŶƟŽŶ͘
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 ofstairs 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 ŚŝůĞ͕ ĂŶŽƚŚĞƌŵŽŶŬĞǇŵĂŬĞƐĂŶĂƩ ĞŵƉƚǁ ŝƚŚƚŚĞƐĂŵĞƌĞƐƵůƚ- all the monkeys are
ƐƉƌĂǇĞĚǁ ŝƚŚĐŽůĚǁ ĂƚĞƌ͘ WƌĞƩ ǇƐŽŽŶ͕ ǁ ŚĞŶĂŶŽƚŚĞƌŵŽŶŬĞǇƚƌŝĞƐƚŽĐůŝŵďƚŚĞƐƚĂŝƌƐ͕ 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 ĂĐŬŚŝŵ͘ ŌĞƌĂŶŽƚŚĞƌĂƩ ĞŵƉƚĂŶĚĂƩ ĂĐŬ͕ ŚĞŬŶŽǁ 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 ĂĐŬĞĚ͘ 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 Ğůů͘ dǁ ŽŽĨƚŚĞĨŽƵƌŵŽŶŬĞǇƐƚŚĂƚďĞĂƚŚŝŵŚĂǀ ĞŶŽŝĚĞĂǁ ŚǇƚŚĞǇǁ ĞƌĞŶŽƚƉĞƌͲ
ŵŝƩ ĞĚƚŽĐůŝŵďƚŚĞƐƚĂŝƌƐ͕ Žƌǁ ŚǇƚŚĞǇĂƌĞƉĂƌƟĐŝƉĂƟŶŐŝŶƚŚĞďĞĂƟŶŐŽĨƚŚĞŶĞǁ ĞƐƚŵŽŶŬĞǇ͘
ŌĞƌƌĞƉůĂĐŝŶŐƚŚĞĨŽƵƌƚŚĂŶĚĮ ŌŚŽƌŝŐŝŶĂůŵŽŶŬĞǇƐ͕ 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.
^ƚĞƉŚĞŶƐŽŶ͕ ' ͘ Z͘ ;ϭϵϲϳ Ϳ͘ ƵůƚƵƌĂůĂĐƋƵŝƐŝƟŽŶŽĨĂƐƉĞĐŝĮ ĐůĞĂƌŶĞĚƌĞƐƉŽŶƐĞĂŵŽŶŐƌŚĞƐƵƐŵŽŶͲ
ŬĞǇƐ͘ /Ŷ͗ ^ƚĂƌĞŬ͕ ͘ ͕ ^ĐŚŶĞŝĚĞƌ͕ Z͘ ͕ ĂŶĚƵŚŶ͕ , ͘ :͘ ;ĞĚƐ͘ Ϳ͕ WƌŽŐƌĞƐƐŝŶWƌŝŵĂƚŽůŽŐǇ͕ ^ƚƵƩ ŐĂƌƚ͗
Fischer, pp. 279-288.

ON SUCCESS
Time is an enemy or a friend
Time has a beginning but no end
We fail to grasp its importance
Not recognising its disguise as persistence

ON SUCCESS
ŽǇŽƵŬŶŽǁ ǁ ŚĂƚǇŽƵƌŐŝŌŝƐ͍ KŶƐƵĐĐĞƐƐ͕ ĂĐŚŝĞǀ ĞŵĞŶƚ͕ ǁ ĞĂůƚŚ͕ ŐŽĂůƐĂŶĚǁ ŚǇǁ ĞůŝǀĞ
t ŚǇƉĞŽƉůĞĚŽǁ ŚĂƚƚŚĞǇĚŽĂŶĚƚŚĞĐŽŶƐĞƋƵĞŶĐĞƐŽĨƚŚŽƐĞĚĞĐŝƐŝŽŶƐĂŶĚĂĐƟŽŶƐŝƐŵǇůŝĨĞ͛ Ɛ
work.
If there is a theme ofthis blog then it is about entrepreneurial success – with a slant towards
ƌĞƚĂŝůͬ ŵĂƌŬĞƟŶŐďĞĐĂƵƐĞƚŚĂƚŝƐǁ ŚĞƌĞƚŚĞƉĞŽƉůĞĂƌĞ͙
But the majority of faithful readers will know I am fascinated by why people succeed or fail,
ŶŽƚũƵƐƚĂƚĂƚĞĐŚŶŝĐĂůůĞǀĞůŽĨĞǆĞĐƵƟŽŶ;ƉŽŽƌƉƌŽĚƵĐƚƐĞůĞĐƟŽŶͿďƵƚǁ ŚǇƉĞŽƉůĞ;Ğ͘ Ő͘ ƚŚĞďƵƐŝͲ
ŶĞƐƐŽǁ ŶĞƌͿĐŽŶƟŶƵĞƐĚǇƐĨƵŶĐƟŽŶĂůďĞŚĂǀ ŝŽƵƌƐĨŽƌŝŶƐƚĂŶĐĞ͘
So, in a nutshell, in all the years what have I learned?
First let’s consider these ideas:
On Success:
^ƵĐĐĞƐƐŝƐƚŚĞĨƌĞĞĚŽŵƚŽƐƉĞŶĚǇŽƵƌĚŝƐĐƌĞƟŽŶĂƌǇƟŵĞƚŚĞǁ ĂǇǇŽƵǁ ĂŶƚƚŽƐƉĞŶĚŝƚ͘ hŶůŝŬĞ
ǁ ŚĂƚƉĞŽƉůĞƐĂǇƐŽŽŌĞŶƐƵĐĐĞƐƐŝƐŶŽƚĂďŽƵƚƐǇƐƚĞŵĂƟĐĂůůǇŐŽŝŶŐĂďŽƵƚĂĐŚŝĞǀŝŶŐŐŽĂůƐ͘ EĞŝͲ
ther is it ‘happiness’ nor is it about ‘following your passion.’
On Wealth:
t ĞĂůƚŚŝƐŚĂǀ ŝŶŐĚŝƐĐƌĞƟŽŶĂƌǇƟŵĞ͘ dŚĂƚŝƐǇŽƵŚĂǀĞƚŽƐƉĞŶĚĂƐůŝƩ ůĞƟŵĞĂƐƉŽƐƐŝďůĞƚŽĂĐͲ
ƋƵŝƌĞƚŚĞŶĞĐĞƐƐŝƟĞƐŝŶůŝĨĞ;ŝŶŽƌĚĞƌƚŽƐƵƌǀŝǀ ĞͿ͘ zŽƵƌǁ ĞĂůƚŚŝƐƚŚĞƌĞĨŽƌĞƌĞůĂƚĞĚƚŽǁ ŚĂƚǇŽƵ
deem necessary to live. The easiest way to increase your wealth is to lower your standards of
ǁ ŚĂƚŝƐŶĞĐĞƐƐĂƌǇ͘ ;ŶĚŝƚŝƐũƵƐƚĂůŝƩ ůĞďŝƚŝƌŽŶŝĐĂůƚŚĂƚǇŽƵĐĂŶďĞǁ ĞĂůƚŚǇďƵƚŶŽƚŚĞĂůƚŚǇ͖
since ill-health defeats the purpose of wealth and success.
On Goals:
dŚĞǁ ŽƌƐƚƚŚŝŶŐǇŽƵĐĂŶĚŽŝƐƚŽďĞĂƐĞƌŝĂůŐŽĂůƐĞƩĞƌ͘ dŚĞĞŶũŽǇŵĞŶƚŽĨĂĐŚŝĞǀŝŶŐĂŶǇŐŽĂůŝƐ
ƌĞůĂƟǀ ĞůǇŇĞĞƟŶŐĂŶĚƚŚĞĞŵŽƟŽŶĂůŚŝŐŚƚŚĂƚĐŽŵĞƐĨƌŽŵŝƚůĂƐƚƐŵŝŶƵƚĞƐŽƌĂƚďĞƐƚĂĚĂǇŽƌ
ƚǁ Ž͘ dŚĞŵĞŶƚĂůƐĂƟƐĨĂĐƟŽŶĨĂĚĞƐĂǁ ĂǇƚŽŽ͕ ŶŽŵĂƩ ĞƌŚŽǁ ŚĂƌĚǇŽƵĐůŝŶŐŽŶƚŽŝƚ͘ /ŶĨĂĐƚ͕ ŝĨ
ǇŽƵĂƌĞĂŐŽĂůƐĞƩĞƌĂŶĚĚĞĮ ŶĞƐƵĐĐĞƐƐŝŶĂĐĐŽƌĚĂŶĐĞǁ ŝƚŚƚŚĞĂĐŚŝĞǀĞŵĞŶƚŽĨǇŽƵƌŐŽĂůƐ͕
then you are compelled to set another goal as soon as you achieved one.
dŚŝƐŵĞĂŶƐǇŽƵĂƌĞŝŶĂƉĞƌƉĞƚƵĂůƐƚĂƚĞŽĨĚŝƐƐĂƟƐĨĂĐƟŽŶĂƐďǇĚĞĮ ŶŝƟŽŶǇŽƵĂƌĞĂůǁ ĂǇƐŽŶƚŚĞ
ƌŽĂĚƚŽǁ ĂƌĚƐŚĂƉƉŝŶĞƐƐĂŶĚŐĞƫ ŶŐƚŽƚŚĞƚŽƉŽĨƚŚĞŵŽƵŶƚĂŝŶƌĞǀĞĂůƐĂŶŽƚŚĞƌŵŽƵŶƚĂŝŶƉĞĂŬ
ũƵƐƚĂůŝƩůĞďŝƚŚŝŐŚĞƌďĞǇŽŶĚƚŚĂƚ͘ dŚĂƚŝƐŝŶŵǇŵŝŶĚŶŽǁ ĂǇƚŽůŝǀ Ğ͘
EŽǁ ƚŚĂƚǁ ĞĂƌĞĐůĞĂƌŽŶƚŚĞĚĞĮ ŶŝƟŽŶƐĂŶĚƚŚĞŝĚĞĂƐ͕ ƚŚĞƋƵĞƐƟŽŶƌĞŵĂŝŶƐ͗
HOW DO YOU BECOME SUCCESSFUL? :
..cont

ON SUCCESS
There is probably no category of non-Į ĐƟŽŶďŽŽŬƐďŝŐŐĞƌƚŚĂŶƚŚĞŐĞŶƌĞĐƌĞĂƚĞĚŝŶƌĞƐƉŽŶƐĞƚŽ
ƚŚĂƚƋƵĞƐƟŽŶ͘ ǀ ĞƌǇŐƵƌƵŚĂƐĂŶĂŶƐǁ Ğƌ͘ ^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 ofthese ‘strategies’, you will ﬁnd a guru espousing the oppo-
ƐŝƚĞĂŶĚĐŝƟŶŐĞǆĂŵƉůĞƐƚŽ͚ ƉƌŽǀ Ğŝƚ͛ ͘
 ŽŶ͛ ƚĨŽĐƵƐ͕ ďƵƚŽƉĞŶǇŽƵƌŵŝŶĚƚŽŽƉƉŽƌƚƵŶŝƟĞƐ͘
 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 punditsall have a recipe for success. (You are not a guru if you don’t have an answer, so
that is only natural.)
ƵƚƚŚĞƉƵŶƚĞƌƐƚŚŝŶŬŝƚůĂƌŐĞůǇĂŵĂƩ ĞƌŽĨůƵĐŬ. (But they worry that taking that approach
might be a cop out. And what if they are wrong…?)
The advice in this post ofcourse is no diﬀerent to any other advice or ‘recipe’. Saying there is no
recipe is a recipe; so ifyou are buying what I am saying- caveat emptor:
..cont

ON SUCCESS
THESE ARE THE THINGS I HAVELEARNED 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
ƟŵĞ͘ ;^ŚŽƵůĚ/ƋƵŝƚŽƌƐƟĐŬǁ ŝƚŚŝƚ͍ ͿŝƚŚĞƌĐŚŽŝĐĞŝƐĂǀ ĂůŝĚĐŚŽŝĐĞ͕ ďƵƚŽŶůǇŽŶĞĐŚŽŝĐĞǁ ŝůůďĞ
ƌŝŐŚƚĂƚƚŚĂƚƉŽŝŶƚŝŶƟŵĞ͘ zŽƵǁ ŽŶ͛ ƚŬŶŽǁ ŝŶĂĚǀ ĂŶĐĞǁ ŚŝĐŚĐŚŽŝĐĞŝƐƚŚĞƌŝŐŚƚŽŶĞ͕ ŶŽŵĂƩ 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.
dŚŝƐŵĂǇŽƌŵĂǇŶŽƚŵĂŬĞǇŽƵƐƵĐĐĞƐƐĨƵů͘ /ƚŝƐŶŽƚĞŶƟƌĞůǇĂŵĂƩ ĞƌŽĨůƵĐŬ͕ ďƵƚƚŚĞƌĞŝƐůĂƌŐĞĞůĞͲ
ŵĞŶƚŽĨĨŽƌƚƵŝƚŽƵƐƟŵŝŶŐŝŶĂĐŚŝĞǀ ŝŶŐƐƵĐĐĞƐƐ͘
^ƵĐĐĞƐƐĐŽŵĞƐŵŽƐƚƐǁ ŝŌůǇĂŶĚĐŽŵƉůĞƚĞůǇŶŽƚƚŽƚŚĞŐƌĞĂƚĞƐƚŽƌƉĞƌŚĂƉƐĞǀ ĞŶƚŽƚŚĞĂďůĞƐƚ
ŵĞŶ͕ ďƵƚƚŽƚŚŽƐĞǁ ŚŽƐĞŐŝŌƐĂƌĞŵŽƐƚĐŽŵƉůĞƚĞůǇŝŶŚĂƌŵŽŶǇǁ ŝƚŚƚŚĞƚĂƐƚĞŽĨƚŚĞŝƌƟŵĞƐ͘
(Vox Popoli).
^ŽŝƚŝƐŶŽƚĞŶƟƌĞůǇĂďŽƵƚďĞŝŶŐ͚ ůƵĐŬǇ͛ ͘ zŽƵĚŽŚĂǀĞŐŝŌƐĂŶĚǇŽƵƐŚŽƵůĚĞǆƉůŽŝƚǇŽƵƌŐŝŌƐ͘ Ƶƚ
ǇŽƵŵĂǇďĞĂŚĞĂĚŽƌďĞŚŝŶĚƚŚĞƟŵĞƐ͕ ŽƌǇŽƵŵĂǇďĞĨŽƌƚƵŝƚŽƵƐŝŶǇŽƵƌŐŝŌďĞŝŶŐŝŶĚĞŵĂŶĚĂƚ
ƚŚĞƉŽŝŶƚŝŶƟŵĞǁ ŚĞŶǇŽƵĂƌĞƚŚĞƌĞ͘ ƵƚďĞŝŶŐƌĞĂĚǇ;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 ŝůůďĞ͘
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 ƚŚŝƐŵŽƌƚĂůĐŽŝů͘
..cont

ON SUCCESS
͚ D ĞĂŶŝŶŐ͛ ŝƐƐƵďũĞĐƟǀ ĞĂŶĚĞĂĐŚƉĞƌƐŽŶǁ ŝůůŚĂǀĞƚŚĞŝƌŽǁ ŶŝĚĞĂŽĨǁ ŚĂƚƚŚĂƚŝƐ͘ ^ƚĞǀĞ:ŽďƐǁ ĂŶƚͲ
ĞĚƚŽŵĂŬĞĂĚĞŶƚŝŶƚŚĞƵŶŝǀĞƌƐĞĂŶĚŚĞĐŚŽƐĞĂƉĂƌƟĐƵůĂƌƉĂƚŚ͘ D ŽƚŚĞƌdŚĞƌĞƐĂĐŚŽƐĞĂĚŝī ĞƌͲ
ĞŶƚǁ ĂǇŽĨŵĂŬŝŶŐĂĚĞŶƚŝŶƚŚĞƵŶŝǀĞƌƐĞ͕ ďƵƚĚĞƐƉŝƚĞƚŚĞĚŝƐƉĂƌŝƟĞƐŝŶƉŽǁ Ğƌ͕ ŝŶŇƵĞŶĐĞ͕ ĂŶĚ
money you can not argue that she was not successful or that she wasn’t wealthy.
In summary:
zŽƵŚĂǀ ĞŐŝŌƐ͘ ;D ĂƩ ŚĞǁ Ϯϱ͗ 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 ĂŬĞƚŚĞďĞƐƚĚĞĐŝƐŝŽŶƚŚĂƚǇŽƵĐĂŶĂƚƚŚĞƟŵĞĂŶĚĂĐĐĞƉƚƚŚĞĐŽŶƐĞƋƵĞŶĐĞƐ͘ ^ŽŵĞǁ ŝůů
work out and other won’t. There is no right or wrong except when it comes to morality.
D ĂŬĞƚŚĞĐŽŶƚĞǆƚŽĨǇŽƵƌůŝĨĞŵĞĂŶŝŶŐĨƵů͘ ĞĞƉƉƵƌƐƵŝŶŐƚŚĞĂĐƟǀŝƟĞƐƚŚĂƚǁ ŝůůŵĂŬĞǇŽƵƌůŝĨĞ
more meaningful every day. Ifyou ﬁnd meaning in selling frocks, then do so. If you ﬁnd
meaning in caring for animals, do so.
ŶĚĂƐǇŽƵƐƟĐŬďǇƚŚŽƐĞƐŝŵƉůĞƉƌŝŶĐŝƉůĞƐ͕ ŝƚŝƐŝŵƉŽƌƚĂŶƚƚŽďĞĐŽŶƐĐŝŽƵƐŽĨǁ ŚĂƚǇŽƵƐŚŽƵůĚ
NOT do.
Don’t judge others and don’t judge yourselfby any other standard than we are fellow human
beings on the third rock from the sun.
ŽŶ͛ ƚĨŽůůŽǁ ĂŶǇŽŶĞĞůƐĞ͛ ƐƉĂƚŚ͘ t ŚĂƚǁ ŽƌŬĞĚĨŽƌƚŚĞŵǁ ŽŶ͛ ƚǁ ŽƌŬĨŽƌǇŽƵ͘ zŽƵƌůŝĨĞĂŶĚƟŵĞƐ
ĂƌĞĚŝī ĞƌĞŶƚ͘ zŽƵƌŐŝŌƐĂƌĞĚŝī ĞƌĞŶƚ͘ zŽƵĂƌĞĚŝī ĞƌĞŶƚ͘ ŽŶ͛ ƚĐŽŵƉĂƌĞǇŽƵƌƐĞůĨƚŽĂŶǇŽŶĞ͘
A life well lived is one lived in harmony with who you are.
dŚĞƐƚĂƌƟŶŐƉŽŝŶƚŝƐƚŚĞĚŝƐĐŽǀĞƌǇĂŶĚĞǆƉůŽƌĂƟŽŶĂŶĚƵŶĚĞƌƐƚĂŶĚŝŶŐŽĨǁ ŚĂƚǇŽƵƌŐŝŌƐĂƌĞ͍
dŚŝƐǀ ŝĚĞŽĐŽŶĐůƵĚĞƐǁ ŝƚŚĂƐƚĂƚĞŵĞŶƚĂďŽƵƚƉĂƐƐŝŽŶ͕ ďƵƚ/ǁ ŽƵůĚůŝŬĞƚŽƐƵďƐƟƚƵƚĞƚŚĂƚǁ ŝƚŚ
͚ ŐŝŌ͛ ͘
End

ON SUCCESS
One Answer
I am reading a book at the moment This Explains Everythingedited 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-
ƟŽŶ͗ t ŚĂƚŝƐǇŽƵƌĨĂǀ ŽƵƌŝƚĞĚĞĞƉ͕ ĞůĞŐĂŶƚŽƌďĞĂƵƟĨƵůĞǆƉůĂŶĂƟŽŶ͘ dŚĞƌĞƐƉŽŶƐĞƐƌĂŶŐĞĨƌŽŵƚŚĞͲ
ŽƌŝĞƐŽŶĐŽŶƐĐŝŽƵƐŶĞƐƐƚŽƉĂƌƟĐůĞƉŚǇƐŝĐƐƚŽŶĂƚƵƌĂůƐĞůĞĐƟŽŶ͘ ;/ŶĐŝĚĞŶƚĂůůǇ͕ ŝƚŵĂǇƚŚĞŵŽƐƚƌĞĨĞƌͲ
enced idea in the book.)
However, one thing struck me immediately:
Physicists expounded a Physics theory
Neurobiologists and neuro-ƐĐŝĞŶƟĮ ĐŝĚĞĂ
ŝŶŐƵŝƐƚƐŽī ĞƌĞĚĂůŝŶŐƵŝƐƟĐŝĚĞĂ͘
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 Aor B. We rarely think the answer can be A and B.
Example 1: A company may feel compelled to choose between launching Product Aor Product B,
ŽƌĨĞĞůĐŽŵƉĞůůĞĚƚŽĐŚŽŽƐĞĂŵĂƌŬĞƚƉĞŶĞƚƌĂƟŽŶƐƚƌĂƚĞŐǇŽǀ ĞƌĂĚŝǀ ĞƌƐŝĮ ĐĂƟŽŶƐƚƌĂƚĞŐǇ͘
ǆĂŵƉůĞϮ͗ ƵƐƚƌĂůŝĂŶƐĂƌĞĞŶĐŽƵƌĂŐĞĚ;ďǇƉŽůŝƟĐŝĂŶƐĂŶĚŵĞĚŝĂĂůŝŬĞͿƚŽďĞĞŝƚŚĞƌĨŽƌŽƌĂŐĂŝŶƐƚ
ďŽĂƚƉĞŽƉůĞ͘ ;dŚĞůŽĐĂůŝůůĞŐĂůŝŵŵŝŐƌĂŶƚŶĂƌƌĂƟǀ ĞŝŶƵƐƚƌĂůŝĂ͘ ͿƵƚƚŚĞƌĞŝƐĂŶŝŶĐůƵƐŝǀĞƐŽůƵƟŽŶ͘
Example 3: If you want to persuade a child to brush their teeth before they go to bed, you oﬀer
ƚŚĞŵƚǁ ŽŽƉƟŽŶƐ͗ ŽǇŽƵǁ ĂŶƚƚŽďƌƵƐŚǇŽƵƌƚĞĞƚŚŶŽǁ ĂŌĞƌƚŚĞŵĞĂůŽƌĚŽǇŽƵǁ ĂŶƚƚŽďƌƵƐŚŝƚ
before you go to bed?
WƌĂĐƟĐĂůƌĞƐŽƵƌĐĞĐŽŶƐƚƌĂŝŶƚƐĂƐŝĚĞ͕ ƚŚĞƌĞŝƐŶŽůŽŐŝĐĂůƌĞĂƐŽŶǁ ŚǇŽŶůǇŽŶĞĂŶƐǁ Ğƌǁ ŝůůďĞƚŚĞ
right 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
ĨŽƌƚŚĞũŽď͘ ǇƌĞĐŽŐŶŝƐŝŶŐƚŚŝƐ͕ ǁ ĞŵĂǇĂĐƚƵĂůůǇƐĂǀ ĞƟŵĞĂŶĚŵŽŶĞǇďǇĐƵƫ ŶŐƐŚŽƌƚƚŚĞƐĞĂƌĐŚ
ĨŽƌƉĞƌĨĞĐƟŽŶ͘

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 becauseour 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? Ifyou think ‘ATV’ but you are actual-
ůǇĂƚƌĂŝŶ͕ ǇŽƵŚĂǀ ĞĂůŝĨĞƟŵĞŽĨƵŶŚĂƉƉŝŶĞƐƐŝŶĨƌŽŶƚŽĨǇŽƵ͘
 ƚƌĂĚŝƟŽŶĂů;ďƌŝĐŬƐ-and-mortar) retail business is not an internet business
 A shopping centre landlord is not a bank
A 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 differentthings. They are designed differently.
They work differently. They have different business models with different key indicators and suc-
ĐĞƐƐĨĂĐƚŽƌƐĂŶĚƉƌŽĐĞƐƐ͘ 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 ŚĞŶƚŚĞǇŚĂƉƉĞŶ͘
This may seem unsurprisingly obvious, but embarking on a journey means leaving the place you
are at now.
dŚĞŬĞǇƚŽŵĂŬŝŶŐƚŚĞũŽƵƌŶĞǇĂƐƵĐĐĞƐƐŝƐ͚ ůĞƫ ŶŐŐŽŽĨǇŽƵƌƐĂĨĞŚĂǀĞŶ͛ ͘ dŚĂƚŵĞĂŶƐĂĐĐĞƉƟŶŐ
ƚŚĂƚƚŚĞĚĞƐƟŶĂƟŽŶŝƐĂdifferent place and that youcannot ĐŽŶƟŶƵĞƚŽŚĂŶŐŽŶƚŽƚŚĞŚĂďŝƚƐ͕
ƚŚĞƉƌŽĐĞƐƐĂŶĚƚŚĞƉƌĂĐƟĐĞƐŽĨƚŚĞƉĂƐƚ͘
Ğƫ ŶŐŐŽŽĨǇŽƵƌŵĂŶǇǇĞĂƌƐ͛ ƌĞĐĞŝǀ ĞĚǁ ŝƐĚŽŵĂŶĚĞǆƉĞƌŝĞŶĐĞ–all thethings 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 I
did not sign up for a code of silence. Many authors/
gurus would want you to believe differently so
that 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 all
have in common is that people walking their way –
i.e. doing something …
Taking ACTION is not a secret – it is just hard. And
we hide behind the excuses that we don’t know
what to do or how to do it and we postpone taking
action.
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 ofthe universe
tends to a maximum. This idea is now known as the second law ofthermodynamics 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: ifthe gas molecules fill the box, we will never see them
spontaneously collect into one corner. (This one-ǁ ĂǇďĞŚĂǀ ŝŽƵƌŽĨŵĂƩ ĞƌŝƐĐĂůůĞĚƚŚĞΗĂƌƌŽǁ ŽĨ
ƟŵĞĂŶĚŝƐƌĞůĂƚĞĚƚŽŶŽƟŽŶŽĨ͚ ƚŚĞĂƌƌŽǁ ŽĨƟŵĞ͛ ǁ 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 the
idea of the spontaneousĐƌĞĂƟŽŶŽĨƚŚĞƵŶŝǀ ĞƌƐĞ͘ Ϳ
Since the Second Law of Thermodynamics (systems tend towards chaos) is a universal law, then it
also applies to all systems – including the system of your company.
ƐŽƌŐĂŶŝƐĂƟŽŶƐŐƌŽǁ ;ŽůĚĞƌĂŶĚďŝŐŐĞƌͿƚŚĞŶĂƚƵƌĂůůĂǁ ŝƐƚŚĂƚŝƚǁ ŝůůƚĞŶĚƚŽƚŽǁ ĂƌĚƐĚŝƐŽƌĚĞƌ
(entropy).
' ĞŶĞƌĂůŽďƐĞƌǀ ĂƟŽŶŽĨŽƌŐĂŶŝƐĂƟŽŶƐĂŶĚƚŚĞŝƌŶĂƚƵƌĂůůŝĨĞĐǇĐůĞƐǁ ŽƵůĚƚĞŶĚƚŽƐƵƉƉŽƌƚƚŚĂƚ͘
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
WĂƐƐŝŽŶ͕ ĞŶĞƌŐǇ͕ ŵŽƟǀ ĂƟŽŶĞƚĂůŵĂǇďĞƚŚĞĐŽŵŵŽŶƉƌĞƐĐƌŝƉƟŽŶďǇ͚ ƐƵĐĐĞƐƐŐƵƌƵƐ͛ ͕ ďƵƚƚŚĞƌĞͲ
ality 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.
/ŶĨĂĐƚ͕ D Kd/s d/KEƌĞĨĞƌƐƚŽŝŶƚĞƌŶĂů;ĞŵŽƟǀ ĞͿƐƚĂƚĞƐǁ ŚĞƌĞĂƐW^^/KEEEZ' zƌĞŇĞĐƚ
ĂĐƟŽŶƐ;ďĞŚĂǀ ŝŽƵƌƐͿ͘ ŵŽƟŽŶƐĂŶĚĨĞĞůŝŶŐƐǁ ĂǆĂŶĚǁ ĂŶĞ͕ ǁ ŚĞƌĞĂƐĂĐƟŽŶŝƐƐŽŵĞƚŚŝŶŐƚŚĂƚĐĂŶ
ŚĂƉƉĞŶŝŶĚĞƉĞŶĚĞŶƚůǇĨƌŽŵĞŵŽƟŽŶƐ͘ ŶǇĞŶƚƌĞƉƌĞŶĞƵƌǁ ŝůůďĞĂďůĞƚŽƌĞůĂƚĞƐƚŽƌŝĞƐŽĨŚŽǁ ƚŚĞǇ
rocked up for work despite feeling miserable.
dŚĞŽŶůǇǁ ĂǇƚŽƉŽƐƚƉŽŶĞĞŶƚƌŽƉǇŝƐƚŽǁ ŽƌŬĂƚŝƚ͘ EKŵĂƩ ĞƌŚŽǁ ǇŽƵĨĞĞů͘

ON SUCCESS
The SKILL of all successful people
dŚĞƌĞĂƌĞŵĂŶǇƉĞŽƉůĞǁ ŚŽǁ ƌŝƚĞĂďŽƵƚƚŚĞĂƩ ƌŝďƵƚĞƐŽĨƐƵĐĐĞƐƐĨƵůƉĞŽƉůĞ͘ ŶĚƚŚĞǇŵĂǇ
Ğǀ ĞŶǁ ƌŝƚĞĂďŽƵƚƚŚĞĂĐƟŽŶƐŽĨƐƵĐĐĞƐƐĨƵůƉĞŽƉůĞ͘ Ƶƚǁ ŚĂƚŝƐƚŚĞƉĂƌƟĐƵůĂƌƐŬŝůůƚŚĂƚĂƐƵĐĐĞƐƐͲ
ful person has that may explain their success?
A: The ability to balance two opposing forces. That is the ability to handle the tension between
two opposite forces in such a way that he or she gets the benefit from both (opposing) forces.
To be a successful sales person:
zŽƵŵƵƐƚďĞĂďůĞƚŽŐĞŶƵŝŶĞůǇ͕ ĞŵƉĂƚŚĞƟĐĂůůǇůŝƐƚĞŶƚŽĂŶĚďĞŝŶƚĞƌĞƐƚĞĚŝŶƚŚĞƉƌŽƐƉĞĐƚ͛ Ɛ
ƉƌŽďůĞŵƐĂŶĚǇĞƚďĞŵŽƟǀ ĂƚĞĚĂŶĚĨŽĐƵƐƐĞĚŽŶŐĞƫ ŶŐǇŽƵƌƐŽůƵƟŽŶĂĚŽƉƚĞĚĂŶĚǇŽƵƌW/Ɛ
met.
To be a successful leader:
Leaders have warmth and natural empathy that makes people feel they are understood but
they are also strong and resolute and unwavering in their beliefs.
To be a successful entrepreneur:
ĞƚƌƵůǇĐŽŵŵŝƩĞĚƚŽƐŽŵĞƚŚŝŶŐƚŚĂƚŝƐĐŽŵƉůĞƚĞůǇƵŶƉƌŽǀĞŶ͘ dŚŝƐƌĞƋƵŝƌĞƐďĂůĂŶĐŝŶŐƚŚĞ
Doubt 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 ĞĂŶĚƐƚƌŽŶŐŐƵŝĚĂŶĐĞ͘
I could go on…
ƵƚƚŚĞƋƵĞƐƟŽŶƚŚĂƚŝŶƚƌŝŐƵĞƐŵŽƐƚŝƐǁ ŚǇƐŽŵĞƉĞŽƉůĞĐĂŶĂĐƋƵŝƌĞƚŚĂƚƐŬŝůůĂŶĚŽƚŚĞƌƐŶŽƚ͘
dŚŝƐƉĂƌƟĐƵůĂƌƐŬŝůůŝƐŶŽƚĂƉŚǇƐŝĐĂůŽŶĞ͕ ƐŽƚŚĞƌĞĂƌĞŶŽŝŶŶĂƚĞƌĞƋƵŝƌĞŵĞŶƚƐůŝŬĞŚĂŶĚ-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
͚ ƉŽϵƐŝƟǀĞƚŚŝŶŬŝŶŐ͛ ͘ /ŶĨĂĐƚƌĞůĞŶƚůĞƐƐƉŽƐŝƟǀĞƚŚŝŶŬŝŶŐŝƐďŽƵŶĚƚŽďĞĂƐƉƌŽďůĞŵĂƟĐĂŶĚŝŶͲ
Ğī ĞĐƚƵĂůĂƐĐŽŶƟŶƵŽƵƐŶĞŐĂƟǀ ĞƚŚŝŶŬŝŶŐ͘
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 bit
ŵŽƌĞ͘ /ƚŵĂǇƌĞůĂƚĞƚŽĂŶĞĞĚƚŽŵĂŬĞƐĞŶƐĞŽĨƚŚĞǁ ŽƌůĚŝŶĐŽŶǀ ĞŶŝĞŶƚůŝƩ ůĞďŽǆĞƐ͕ ďƵƚƚŚĞ
reality is invariably different.
And I really mean invariably.

ON SUCCESS
Take what you want and pay for it, says
God.”
(Toma lo que quieras y paga por ello, dice
Dios.)

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 Ğƌ͕ ƐŵĂƌƚĞƌ– 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 ĂůĂƌĞůĂƌŐĞůǇĂŵĂƩĞƌŽĨůƵĐŬ͘ dŚĂƚĚŽĞƐŶŽƚŵĞĂŶǁ ĞĚŽŶ͛ ƚĚŽƚŚĞƐƚƵī ǁ ĞŶĞĞĚƚŽĚŽƚŽďĞƐƵĐͲ
cessful or take the measures we need to do to survive. On the contrary– that is what life is all
about.
But out of all the millions ofthings that must go right for us succeed and all the millions of things
that could go wrong, we influence hardly any ofit. All those people whose jobs depend on convinc-
ing you otherwise will ofcourse deny this–ŝƚŝƐƚŚĞŝƌũŽďĂŌĞƌĂůů͘
That may seem hopeless to you –ŵĂǇďĞĞǀĞŶĚĞĨĞĂƟƐƚ͘ ŶĚǇŽƵŵĂǇĞǀĞŶǁ ĂŶƚƚŽƋƵĞƐƟŽŶǁ ŚǇ
we 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 a
happy 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 a
ďĞƩ ĞƌƉůĂĐĞ͖ ŝƚũƵƐƚŵĂŬĞƐǇŽƵŵŽƌĞĨŽƌƚƵŶĂƚĞ͘
Once we have learned our place in the universe, then maybe we can learn true humility and cast off
ƚŚĞŵŽƐƚƐƵƉƌĞŵĞĨŽƌŵŽĨĂƌƌŽŐĂŶĐĞ͖ ŽƵƌŽƌŝŐŝŶĂůƐŝŶ͗ ƚŚĞŝĚĞĂƚŚĂƚǁ ĞĚĞƐĞƌǀ ĞďĞƩ Ğƌ͕ ƚŚĂƚǁ ĞĂƌĞ
ďĞƩ Ğƌ͘
ŶĚĨƌŽŵĂƉŽƐŝƟŽŶŽĨŚƵŵŝůŝƚǇ– we can begin to serve the world we are born to by asking: why not
me?

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 oflife’s
game 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 that
you 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 ůĞƉĂƐƐŝŽŶĂƚĞůǇĨŽƵŐŚƚ͖ ŶŽƚǀŝĐƚŽƌǇŽƌĨĂŝůƵƌĞďƵƚŚŽǁ ĨĂƌǇŽƵǁ ŽƵůĚŐŽƚŽǁ ŝŶĂŶĚ
what 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 ofthis 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 childhood
trauma made a criminal. We can ex-
plain what happened 14 billion
years 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 us
today or what the weather will do
next week. Time really makes eve-
rything obvious - except for today.

ON SUCCESS
Successful people can best serve their acolytes by
being 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
Please visit and subscribe

On Success - a collection of ideas by D Price

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