Introduce Team Quotes

Did you ever get fed up?" I said. "I mean did you ever get scared that everything was going to go lousy unless you did something? I mean do you like school and all that stuff?" "It's a terrific bore." "I mean do you hate it? I know it's a terrific bore, but do you hate it, is what I mean." "Well, I don't exactly hate it. You always have to--" "Well, I hate it. Boy, do I hate it," I said. "But it isn't just that. It's everything. I hate living in New York and all. Taxicabs, and Madison Avenue buses, with the drivers and all always yelling at you to get out at the rear door, and being introduced to phony guys that call the Lunts angels, and going up and down in elevators when you just want to go outside, and guys fitting your pants all the time at Brooks, and people always--" "Don't shout, please," old Sally said. Which was very funny, because I wasn't even shouting. "Take cars," I said. I said it in this very quiet voice. "Take most people, they're crazy about cars. They worry if they get a little scratch on them, and they're always talking about how many miles they get to a gallon, and if they get a brand-new car already they start thinking about trading it in for one that's even newer. I don't even like old cars. I mean they don't even interest me. I'd rather have a goddam horse. A horse is at least human, for God's sake. A horse you can at least--" "I don't know what you're even talking about," old Sally said. "You jump from one--" "You know something?" I said. You're probably the only reason I'm in New York right now, or anywhere. If you weren't around, I'd probably be someplace way the hell off. In the woods or some goddam place. You're the only reason I'm around, practically." "You're sweet," she said. But you could tell she wanted me to change the damn subject. "You ought to go to a boys' school sometime. Try it sometime," I said. "It's full of phonies, and all you do is study so that you can learn enough to be smart enough to be able to buy a goddam Cadillac some day, and you have to keep making believe you give a damn if the football team loses, and all you do is talk about girls and liquor and sex all day, and everybody sticks together in these dirty little goddam cliques. The guys that are on the basketball team stuck together, the Catholics stick together, the guys that play bridge stick together. Even the guys that belong to the goddam Book-of-the-Month Club stick together. If you try to have a little intelligent--" "Now, listen," old Sally said. "Lots of boys get more out of school that that." "I agree! I agree they do, some of them! But that's all I get out of it. See? That's my point. That's exactly my goddamn point," I said. "I don't get hardly anything out of anything. I'm in bad shape. I'm in lousy shape." "You certainly are.

Don’t strive to be a well-rounded leader. Instead, discover your zone and stay there. Then delegate everything else. Admitting a weakness is a sign of strength. Acknowledging weakness doesn’t make a leader less effective. Everybody in your organization benefits when you delegate responsibilities that fall outside your core competency. Thoughtful delegation will allow someone else in your organization to shine. Your weakness is someone’s opportunity. Leadership is not always about getting things done “right.” Leadership is about getting things done through other people. The people who follow us are exactly where we have led them. If there is no one to whom we can delegate, it is our own fault. As a leader, gifted by God to do a few things well, it is not right for you to attempt to do everything. Upgrade your performance by playing to your strengths and delegating your weaknesses. There are many things I can do, but I have to narrow it down to the one thing I must do. The secret of concentration is elimination. Devoting a little of yourself to everything means committing a great deal of yourself to nothing. My competence in these areas defines my success as a pastor. A sixty-hour workweek will not compensate for a poorly delivered sermon. People don’t show up on Sunday morning because I am a good pastor (leader, shepherd, counselor). In my world, it is my communication skills that make the difference. So that is where I focus my time. To develop a competent team, help the leaders in your organization discover their leadership competencies and delegate accordingly. Once you step outside your zone, don’t attempt to lead. Follow. The less you do, the more you will accomplish. Only those leaders who act boldly in times of crisis and change are willingly followed. Accepting the status quo is the equivalent of accepting a death sentence. Where there’s no progress, there’s no growth. If there’s no growth, there’s no life. Environments void of change are eventually void of life. So leaders find themselves in the precarious and often career-jeopardizing position of being the one to draw attention to the need for change. Consequently, courage is a nonnegotiable quality for the next generation leader. The leader is the one who has the courage to act on what he sees. A leader is someone who has the courage to say publicly what everybody else is whispering privately. It is not his insight that sets the leader apart from the crowd. It is his courage to act on what he sees, to speak up when everyone else is silent. Next generation leaders are those who would rather challenge what needs to change and pay the price than remain silent and die on the inside. The first person to step out in a new direction is viewed as the leader. And being the first to step out requires courage. In this way, courage establishes leadership. Leadership requires the courage to walk in the dark. The darkness is the uncertainty that always accompanies change. The mystery of whether or not a new enterprise will pan out. The reservation everyone initially feels when a new idea is introduced. The risk of being wrong. Many who lack the courage to forge ahead alone yearn for someone to take the first step, to go first, to show the way. It could be argued that the dark provides the optimal context for leadership. After all, if the pathway to the future were well lit, it would be crowded. Fear has kept many would-be leaders on the sidelines, while good opportunities paraded by. They didn’t lack insight. They lacked courage. Leaders are not always the first to see the need for change, but they are the first to act. Leadership is about moving boldly into the future in spite of uncertainty and risk. You can’t lead without taking risk. You won’t take risk without courage. Courage is essential to leadership.

Ford hired the quality management guru Edward Deming to train his people on quality principles. In the kick-off meeting, he introduced Deming, spoke briefly about the critical need for quality management and then, leaving Deming to do the rest, left the room. As he was walking out, he realized Deming was following him. Surprised, he asked what had happened. In answer, Deming famously quipped that he was simply following the leader. Ford immediately realized his mistake and turned back to sit down with his team to learn about Total Quality Management (TQM).

The burgundy dress she's wearing stops just above her knees, showing the perfect amount of leg, but the sleeves are long and covered by some kind of lace overlay. It is the ideal attire for a corporate dinner party. Annika has the kind of body that isn't overtly noticeable. Her breasts never feel like they're in your face, but they make you wonder what they look like under her clothes. Her legs are only slightly longer than average, but they're toned. She is the most perfectly proportioned woman I've ever had the pleasure of seeing naked, and has the softest skin I've ever run my hands across. Tonight, she looks both sexy and conservative, and I look forward to introducing her to my fellow team members.

many ExOs are adopting the Objectives and Key Results (OKR) method. Invented at Intel by CEO Andy Grove and brought to Google by venture capitalist John Doerr in 1999, OKR tracks individual, team and company goals and outcomes in an open and transparent way. In High Output Management, Grove’s highly regarded manual, he introduced OKRs as the answer to two simple questions: Where do I want to go? (Objectives) How will I know I’m getting there? (Key Results to ensure progress is made)

Code should be obvious: When someone needs to make a change, they should be able to find the code to be changed easily and to make the change quickly without introducing any errors. A healthy code base maximizes our productivity, allowing us to build more features for our users both faster and more cheaply. To keep code healthy, pay attention to what is getting between the programming team and that ideal, then refactor to get closer to the ideal. But the most important thing to learn from this example is the rhythm of refactoring. Whenever I’ve shown people how I refactor, they are surprised by how small my steps are, each step leaving the code in a working state that compiles and passes its tests. I was just as surprised myself when Kent Beck showed me how to do this in a hotel room in Detroit two decades ago. The key to effective refactoring is recognizing that you go faster when you take tiny steps, the code is never broken, and you can compose those small steps into substantial changes. Remember that—and the rest is silence.

One had to be more discerning in recognizing other Yankees players. And a program would have been of little help. In 1923, the Yankee uniforms were blank on the back. The team did not introduce uniform numbers until 1929; Ruth was given No. 3 because he batted third in the lineup and Gehrig was given No. 4 because he batted fourth. In 1923, the Yankees did not even have their famous interlocking N and Y on the left breast of their uniforms. The only similarity of those Yankees home uniforms with those of later years were the pinstripes.

Improve performance through process improvements introduced with minimal resistance. Deliver with high quality. Deliver a predictable lead time by controlling the quantity of work-in-progress. Give team members a better life through an improved work/life balance. Provide slack in the system by balancing demand against throughput. Provide a simple prioritization mechanism that delays commitment and keeps options open. Provide a transparent scheme for seeing improvement opportunities, thereby enabling change to a more collaborative culture that encourages continuous improvement. Strive for a process that enables predictable results, business agility, good governance, and the development of what the Software Engineering Institute calls a high-maturity organization.

Well, I hate it. Boy, do I hate it,” I said. “But it isn’t just that. It’s everything. I hate living in New York and all. Taxicabs, and Madison Avenue buses, with the drivers and all always yelling at you to get out at the rear door, and being introduced to phony guys that call the Lunts angels, and going up and down in elevators when you just want to go outside, and guys fitting your pants all the time at Brooks, and people always—” “Don’t shout, please,” old Sally said. Which was very funny, because I wasn’t even shouting. “Take cars,” I said. I said it in this very quiet voice. “Take most people, they’re crazy about cars. They worry if they get a little scratch on them, and they’re always talking about how many miles they get to a gallon, and if they get a brand-new car already they start thinking about trading it in for one that’s even newer. I don’t even like old cars. I mean they don’t even interest me. I’d rather have a goddam horse. A horse is at least human, for God’s sake. A horse you can at least—” “I don’t know what you’re even talking about,” old Sally said. “You jump from one—” “You know something?” I said. “You’re probably the only reason I’m in New York right now, or anywhere. If you weren’t around, I’d probably be someplace way the hell off. In the woods or some goddam place. You’re the only reason I’m around, practically.” “You’re sweet,” she said. But you could tell she wanted me to change the damn subject. “You ought to go to a boys’ school sometime. Try it sometime,” I said. “It’s full of phonies, and all you do is study so that you can learn enough to be smart enough to be able to buy a goddam Cadillac some day, and you have to keep making believe you give a damn if the football team loses, and all you do is talk about girls and liquor and sex all day, and everybody sticks together in these dirty little goddam cliques. The guys that are on the basketball team stick together, the Catholics stick together, the goddam intellectuals stick together, the guys that play bridge stick together. Even the guys that belong to the goddam Book-of-the-Month Club stick together. If you try to have a little intelligent—” “Now, listen,” old Sally said. “Lots of boys get more out of school than that.” “I agree! I agree they do, some of them! But that’s all I get out of it. See? That’s my point. That’s exactly my goddam point,” I said. “I don’t get hardly anything out of anything. I’m in bad shape. I’m in lousy shape.” “You certainly are.

Launching “Buy It Now” was a large change that touched every transaction, but the eBay team also innovated across the experience for both sellers and buyers as well. With an initial success, we doubled down on innovation to drive growth. We introduced stores on eBay, which dramatically increased the amount of product offered for sale on the platform. We expanded the menu of optional features that sellers could purchase to better highlight their listings on the site. We improved the post-transaction experience on ebay.com by significantly improving the “checkout” flow, including the eventual seamless integration of PayPal on the eBay site. Each of these innovations supported the growth of the business and helped to keep that gravity at bay. Years later, Jeff became a general partner at Andreessen Horowitz, where he would kick off the firm’s success in startups with network effects, investing in Airbnb, Instacart, Pinterest, and others. I’m lucky to work with him! He recounted in an essay on the a16z blog that his strategy was to grow eBay by adding layers and layers of new revenue—like “adding layers to the cake.” You can see it visually here: Figure 12: eBay’s growth layer cake As the core US business began to look more like a line than a hockey stick, international and payments were layered on top. Together, the aggregate business started to look like a hockey stick, but underneath it was actually many new lines of business.

told my people that I wanted only the best, whatever it took, wherever they came from, whatever it cost. We assembled thirty people, the brightest cybersecurity minds we have. A few are on loan, pursuant to strict confidentiality agreements, from the private sector—software companies, telecommunications giants, cybersecurity firms, military contractors. Two are former hackers themselves, one of them currently serving a thirteen-year sentence in a federal penitentiary. Most are from various agencies of the federal government—Homeland Security, CIA, FBI, NSA. Half our team is devoted to threat mitigation—how to limit the damage to our systems and infrastructure after the virus hits. But right now, I’m concerned with the other half, the threat-response team that Devin and Casey are running. They’re devoted to stopping the virus, something they’ve been unable to do for the last two weeks. “Good morning, Mr. President,” says Devin Wittmer. He comes from NSA. After graduating from Berkeley, he started designing cyberdefense software for clients like Apple before the NSA recruited him away. He has developed federal cybersecurity assessment tools to help industries and governments understand their preparedness against cyberattacks. When the major health-care systems in France were hit with a ransomware virus three years ago, we lent them Devin, who was able to locate and disable it. Nobody in America, I’ve been assured, is better at finding holes in cyberdefense systems or at plugging them. “Mr. President,” says Casey Alvarez. Casey is the daughter of Mexican immigrants who settled in Arizona to start a family and built up a fleet of grocery stores in the Southwest along the way. Casey showed no interest in the business, taking quickly to computers and wanting to join law enforcement. When she was a grad student at Penn, she got turned down for a position at the Department of Justice. So Casey got on her computer and managed to do what state and federal authorities had been unable to do for years—she hacked into an underground child-pornography website and disclosed the identities of all the website’s patrons, basically gift-wrapping a federal prosecution for Justice and shutting down an operation that was believed to be the largest purveyor of kiddie porn in the country. DOJ hired her on the spot, and she stayed there until she went to work for the CIA. She’s been most recently deployed in the Middle East with US Central Command, where she intercepts, decodes, and disrupts cybercommunications among terrorist groups. I’ve been assured that these two are, by far, the best we have. And they are about to meet the person who, so far, has been better. There is a hint of reverence in their expressions as I introduce them to Augie. The Sons of Jihad is the all-star team of cyberterrorists, mythical figures in that world. But I sense some competitive fire, too, which will be a good thing.

Testing his image in Hartford, he would refine it further in subsequent speeches. “If I saw a venomous snake crawling in the road,” Lincoln began, “any man would say I might seize the nearest stick and kill it; but if I found that snake in bed with my children, that would be another question. I might hurt the children more than the snake, and it might bite them. . . . But if there was a bed newly made up, to which the children were to be taken, and it was proposed to take a batch of young snakes and put them there with them, I take it no man would say there was any question how I ought to decide! . . . The new Territories are the newly made bed to which our children are to go, and it lies with the nation to say whether they shall have snakes mixed up with them or not.” The snake metaphor acknowledged the constitutional protection of slavery where it legally existed, while harnessing the protective instincts of parents to safeguard future generations from the venomous expansion of slavery. This homely vision of the territories as beds for American children exemplified what James Russell Lowell described as Lincoln’s ability to speak “as if the people were listening to their own thinking out loud.” When Seward reached for a metaphor to dramatize the same danger, he warned that if slavery were allowed into Kansas, his countrymen would have “introduced the Trojan horse” into the new territory. Even if most of his classically trained fellow senators immediately grasped his intent, the Trojan horse image carried neither the instant accessibility of Lincoln’s snake-in-the-bed story nor its memorable originality.

Sociologist Barry Glassner (1999) has documented many of the biases introduced by “If it bleeds, it leads” news reporting, and by the strategic efforts of special interest groups to control the agenda of public fear of crime, disease, and other hazards. Is an increase of approximately 700 incidents in 50 states over 7 years an “epidemic” of road rage? Is it conceivable that there is (or ever was) a crisis in children’s day care stemming from predatory satanic cults? In 1994, a research team funded by the U.S. government spent 4 years and $750,000 to reach the conclusion that the myth of satanic conspiracies in day care centers was totally unfounded; not a single verified instance was found (Goodman, Qin, Bottoms, & Shaver, 1994; Nathan & Snedeker, 1995). Are automatic-weapon-toting high school students really the first priority in youth safety? (In 1999, approximately 2,000 school-aged children were identified as murder victims; only 26 of those died in school settings, 14 of them in one tragic incident at Columbine High School in Littleton, Colorado.) The anthropologist Mary Douglas (Douglas & Wildavsky, 1982) pointed out that every culture has a store of exaggerated horrors, many of them promoted by special interest factions or to defend cultural ideologies. For example, impure water had been a hazard in 14th-century Europe, but only after Jews were accused of poisoning wells did the citizenry become preoccupied with it as a major problem. But the original news reports are not always ill-motivated. We all tend to code and mention characteristics that are unusual (that occur infrequently). [...] The result is that the frequencies of these distinctive characteristics, among the class of people considered, tend to be overestimated.

Performance measure. Throughout this book, the term performance measure refers to an indicator used by management to measure, report, and improve performance. Performance measures are classed as key result indicators, result indicators, performance indicators, or key performance indicators. Critical success factors (CSFs). CSFs are the list of issues or aspects of organizational performance that determine ongoing health, vitality, and wellbeing. Normally there are between five and eight CSFs in any organization. Success factors. A list of 30 or so issues or aspects of organizational performance that management knows are important in order to perform well in any given sector/ industry. Some of these success factors are much more important; these are known as critical success factors. Balanced scorecard. A term first introduced by Kaplan and Norton describing how you need to measure performance in a more holistic way. You need to see an organization’s performance in a number of different perspectives. For the purposes of this book, there are six perspectives in a balanced scorecard (see Exhibit 1.7). Oracles and young guns. In an organization, oracles are those gray-haired individuals who have seen it all before. They are often considered to be slow, ponderous, and, quite frankly, a nuisance by the new management. Often they are retired early or made redundant only to be rehired as contractors at twice their previous salary when management realizes they have lost too much institutional knowledge. Their considered pace is often a reflection that they can see that an exercise is futile because it has failed twice before. The young guns are fearless and precocious leaders of the future who are not afraid to go where angels fear to tread. These staff members have not yet achieved management positions. The mixing of the oracles and young guns during a KPI project benefits both parties and the organization. The young guns learn much and the oracles rediscover their energy being around these live wires. Empowerment. For the purposes of this book, empowerment is an outcome of a process that matches competencies, skills, and motivations with the required level of autonomy and responsibility in the workplace. Senior management team (SMT). The team comprised of the CEO and all direct reports. Better practice. The efficient and effective way management and staff undertake business activities in all key processes: leadership, planning, customers, suppliers, community relations, production and supply of products and services, employee wellbeing, and so forth. Best practice. A commonly misused term, especially because what is best practice for one organization may not be best practice for another, albeit they are in the same sector. Best practice is where better practices, when effectively linked together, lead to sustainable world-class outcomes in quality, customer service, flexibility, timeliness, innovation, cost, and competitiveness. Best-practice organizations commonly use the latest time-saving technologies, always focus on the 80/20, are members of quality management and continuous improvement professional bodies, and utilize benchmarking. Exhibit 1.10 shows the contents of the toolkit used by best-practice organizations to achieve world-class performance. EXHIBIT 1.10 Best-Practice Toolkit Benchmarking. An ongoing, systematic process to search for international better practices, compare against them, and then introduce them, modified where necessary, into your organization. Benchmarking may be focused on products, services, business practices, and processes of recognized leading organizations.

By appealing to the moral and philosophical foundation work of the nation, Lincoln hoped to provide common ground on which good men in both the North and the South could stand. “I am not now combating the argument of necessity, arising from the fact that the blacks are already amongst us; but I am combating what is set up as moral argument for allowing them to be taken where they have never yet been.” Unlike the majority of antislavery orators, who denounced the South and castigated slaveowners as corrupt and un-Christian, Lincoln pointedly denied fundamental differences between Northerners and Southerners. He argued that “they are just what we would be in their situation. If slavery did not now exist amongst them, they would not introduce it. If it did now exist amongst us, we should not instantly give it up. . . . When it is said that the institution exists; and that it is very difficult to get rid of it, in any satisfactory way, I can understand and appreciate the saying. I surely will not blame them for not doing what I should not know how to do myself.” And, finally, “when they remind us of their constitutional rights, I acknowledge them . . . and I would give them any legislation for the reclaiming of their fugitives.” Rather than upbraid slaveowners, Lincoln sought to comprehend their position through empathy. More than a decade earlier, he had employed a similar approach when he advised temperance advocates to refrain from denouncing drinkers in “thundering tones of anathema and denunciation,” for denunciation would inevitably be met with denunciation, “crimination with crimination, and anathema with anathema.” In a passage directed at abolitionists as well as temperance reformers, he had observed that it was the nature of man, when told that he should be “shunned and despised,” and condemned as the author “of all the vice and misery and crime in the land,” to “retreat within himself, close all the avenues to his head and his heart.” Though the cause be “naked truth itself, transformed to the heaviest lance, harder than steel,” the sanctimonious reformer could no more pierce the heart of the drinker or the slaveowner than “penetrate the hard shell of a tortoise with a rye straw. Such is man, and so must he be understood by those who would lead him.” In order to “win a man to your cause,” Lincoln explained, you must first reach his heart, “the great high road to his reason.” This, he concluded, was the only road to victory—to that glorious day “when there shall be neither a slave nor a drunkard on the earth.” Building on his rhetorical advice, Lincoln tried to place

Syn paid the bill and they headed to the door with lust so thick around them, Syn couldn’t help but wonder if anyone else could see it. Furi reached back for Syn’s hand and he gladly offered it. He looked over his shoulder and threw him a seductive wink when Syn crowded in close behind him. As soon as Syn made it out the door, he saw four members of his team walking up the sidewalk. Well fuck me. “Hey, Sarge.” Pendleton, his demolitions expert was the first to speak up. Syn threw down Furi’s hand and quickly put some distance between them. “Yeah, hey fellas.” They’d all stopped and were staring back and forth between him and Furi. Syn couldn’t even look Furious in his eye after what he’d just done. Detective Green cleared his throat and pointed at Furi. “Don’t I know you?” “Hardly,” Furi mumbled. “Um, this is ... uh, uh. He’s my ... uh.” Syn cursed under his breath. Obviously his team already knew who Furious was. They all had detailed lists of Illustra’s entertainers and Furious’ image was not easy to forget. “Sarge, who’s your friend?” Detective Ruxsburg asked, a sly smile playing on his handsome face. “He’s um.” “He’s leaving,” Furi’s deep voice cut in as he eased his way through and walked in the opposite direction of Syn’s truck. “Fuck,” Syn whispered as he watched Furi turn the corner. “You better go after him and be ready to do some serious groveling,” his IT Detective said in his calm, cool voice. Syn didn’t say anything. His guys walked around him and went into the bar, leaving him feeling ashamed. He thought about running after Furi but choose to get in his truck and cut him off at the corner. He sped around the block and pulled into an alley hoping to intercept his angry date. When Syn got out of the truck Furi was turning the corner coming toward him. Oh hell. Furi had his hands crammed into his pockets and if the scowl on his face didn’t indicate how angry Furious was, then his choice of words when he finally reached Syn sure as hell did. “Get the fuck away from me.” “Furious, I know you're upset.” Furi spun around and glared at him with midnight eyes. “Upset! Upset! Look at my face goddamnit! Does this just look upset to you?” Syn put his hands up in a calming gesture. “Alright, you’re angry, and you have every right to be. I reacted badly back there. I was just caught off guard.” Furi was in Syn’s face and people on the street had begun to stop and stare. “Can we please move this off the sidewalk?” Syn tried to usher Furi farther into the alley and away from the nosy fuckers on the street. “Don’t fuckin’ touch me!” “I’m not gonna touch you! Damn, calm down. I just want to explain,” Syn argued. It seemed every time he was around Furi he was apologizing for something. “I’m sorry, okay. I should have introduced you properly to my team.” “How would the–” “Please, Furious. Let me finish. I should’ve told them your name and introduced you as my friend at a minimum. I’m sorry. I told you I fuckin’ suck at this dating shit, and if you don’t tell me to go fuck myself and give me another–” “Go fuck yourself,” Furi interrupted. He tried to move around Syn but Syn grabbed him around the wrist and backed him against the side of his truck. “No! I will not go fuck myself. I would rather fuck you.” “Well you pretty much shot that chance all to hell,” Furi yelled right back at him. “Have I?” “What do you think?

Aggressively whisk the egg mix until it's well integrated with the ale. Once the two of them are over their differences and appear to be getting along well, introduce the gin. Your aggressive whisking will make the ale, eggs and gin forget their differences as they vow to team up against you.

John Howard performed a triple reverse somersault on his promise to never, ever introduce a GST under a government he led, and was met with no such opprobrium. Unlike Gillard, he consistently lied to the Australian people about his intentions.

Manage Your Team’s Collective Time Time management is a group endeavor. The payoff goes far beyond morale and retention. ILLUSTRATION: JAMES JOYCE by Leslie Perlow | 1461 words Most professionals approach time management the wrong way. People who fall behind at work are seen to be personally failing—just as people who give up on diet or exercise plans are seen to be lacking self-control or discipline. In response, countless time management experts focus on individual habits, much as self-help coaches do. They offer advice about such things as keeping better to-do lists, not checking e-mail incessantly, and not procrastinating. Of course, we could all do a better job managing our time. But in the modern workplace, with its emphasis on connectivity and collaboration, the real problem is not how individuals manage their own time. It’s how we manage our collective time—how we work together to get the job done. Here is where the true opportunity for productivity gains lies. Nearly a decade ago I began working with a team at the Boston Consulting Group to implement what may sound like a modest innovation: persuading each member to designate and spend one weeknight out of the office and completely unplugged from work. The intervention was aimed at improving quality of life in an industry that’s notorious for long hours and a 24/7 culture. The early returns were positive; the initiative was expanded to four teams of consultants, and then to 10. The results, which I described in a 2009 HBR article, “Making Time Off Predictable—and Required,” and in a 2012 book, Sleeping with Your Smartphone , were profound. Consultants on teams with mandatory time off had higher job satisfaction and a better work/life balance, and they felt they were learning more on the job. It’s no surprise, then, that BCG has continued to expand the program: As of this spring, it has been implemented on thousands of teams in 77 offices in 40 countries. During the five years since I first reported on this work, I have introduced similar time-based interventions at a range of companies—and I have come to appreciate the true power of those interventions. They put the ownership of how a team works into the hands of team members, who are empowered and incentivized to optimize their collective time. As a result, teams collaborate better. They streamline their work. They meet deadlines. They are more productive and efficient. Teams that set a goal of structured time off—and, crucially, meet regularly to discuss how they’ll work together to ensure that every member takes it—have more open dialogue, engage in more experimentation and innovation, and ultimately function better. CREATING “ENHANCED PRODUCTIVITY” DAYS One of the insights driving this work is the realization that many teams stick to tried-and-true processes that, although familiar, are often inefficient. Even companies that create innovative products rarely innovate when it comes to process. This realization came to the fore when I studied three teams of software engineers working for the same company in different cultural contexts. The teams had the same assignments and produced the same amount of work, but they used very different methods. One, in Shenzen, had a hub-and-spokes org chart—a project manager maintained control and assigned the work. Another, in Bangalore, was self-managed and specialized, and it assigned work according to technical expertise. The third, in Budapest, had the strongest sense of being a team; its members were the most versatile and interchangeable. Although, as noted, the end products were the same, the teams’ varying approaches yielded different results. For example, the hub-and-spokes team worked fewer hours than the others, while the most versatile team had much greater flexibility and control over its schedule. The teams were completely unaware that their counterparts elsewhere in the world were managing their work differently. My research provide

The first visible effect of converting from departments and batches to product teams and flow is that the time required to go from concept to launch, sale to delivery, and raw material to the customer falls dramatically. When flow is introduced, products requiring years to design are done in

Software development requires the cooperation of everyone on the team. Programmers are often called “developers,” but in reality everyone on the team is part of the development effort. When you share the work, customers identify the next requirements while programmers work on the current ones. Testers help the team figure out how to stop introducing bugs. Programmers spread the cost of technical infrastructure over the entire life of the project. Above all, everyone helps keep everything clean.

I had a dream about you. You wanted to go for a walk, and I wanted to start a parade. I suggested we team up, but you said you’d rather have sex with a cactus. I was taken aback, but then I offered to introduce you to a Congressman, because I think he could really benefit from your kind of loving.

More important than any gimmick you introduce is a change in attitude. People must learn that it’s okay sometimes not to answer their phones, and they must learn that their time–not just the quantity but its quality–is important.

I then allowed complexities that produced first life and then intelligence, and use it as a source for a research team, not because I need the aid, but because it would introduce a new random factor. I found I could not predict the next interesting piece of knowledge gained, where it would come from, by what means derived.

At least one of Ailes’s own contributions was rejected for going out of bounds. The proposed ad, titled “Bestiality,” featureed simple text scrolling across a black screen: “In 1970, Governor Michael Dukakis introduced legislation in Massachusetts to repeal the ban on sodomy and bestiality.” As the word “bestiality” appeared, a soundtrack of bleating barnyard animals would play. Ailes told his team that ads like “Bestiality” weren’t actually “negative.” They were “comparative.

M113 Family of Vehicles Mission Provide a highly mobile, survivable, and reliable tracked-vehicle platform that is able to keep pace with Abrams- and Bradley-equipped units and that is adaptable to a wide range of current and future battlefield tasks through the integration of specialised mission modules at minimum operational and support cost. Entered Army Service 1960 Description and Specifications After more than four decades, the M113 family of vehicles (FOV) is still in service in the U.S. Army (and in many foreign armies). The original M113 Armoured Personnel Carrier (APC) helped to revolutionise mobile military operations. These vehicles carried 11 soldiers plus a driver and track commander under armour protection across hostile battlefield environments. More importantly, these vehicles were air transportable, air-droppable, and swimmable, allowing planners to incorporate APCs in a much wider range of combat situations, including many "rapid deployment" scenarios. The M113s were so successful that they were quickly identified as the foundation for a family of vehicles. Early derivatives included both command post (M577) and mortar carrier (M106) configurations. Over the years, the M113 FOV has undergone numerous upgrades. In 1964, the M113A1 package replaced the original gasoline engine with a 212 horsepower diesel package, significantly improving survivability by eliminating the possibility of catastrophic loss from fuel tank explosions. Several new derivatives were produced, some based on the armoured M113 chassis (e.g., the M125A1 mortar carrier and M741 "Vulcan" air defence vehicle) and some based on the unarmoured version of the chassis (e.g., the M548 cargo carrier, M667 "Lance" missile carrier, and M730 "Chaparral" missile carrier). In 1979, the A2 package of suspension and cooling enhancements was introduced. Today's M113 fleet includes a mix of these A2 variants, together with other derivatives equipped with the most recent A3 RISE (Reliability Improvements for Selected Equipment) package. The standard RISE package includes an upgraded propulsion system (turbocharged engine and new transmission), greatly improved driver controls (new power brakes and conventional steering controls), external fuel tanks, and 200-amp alternator with four batteries. Additional A3 improvements include incorporation of spall liners and provisions for mounting external armour. The future M113A3 fleet will include a number of vehicles that will have high speed digital networks and data transfer systems. The M113A3 digitisation program includes applying hardware, software, and installation kits and hosting them in the M113 FOV. Current variants: Mechanised Smoke Obscurant System M548A1/A3 Cargo Carrier M577A2/A3 Command Post Carrier M901A1 Improved TOW Vehicle M981 Fire Support Team Vehicle M1059/A3 Smoke Generator Carrier M1064/A3 Mortar Carrier M1068/A3 Standard Integrated Command Post System Carrier OPFOR Surrogate Vehicle (OSV) Manufacturer Anniston Army Depot (Anniston, AL) United Defense, L.P. (Anniston, AL)

Prayer is conversation with God. ~ Shirley Tye         What Is A Prayer Partner?     “And pray in the Spirit on all occasions with all kinds of prayers and requests. With this in mind, be alert and always keep on praying for all the saints” (Ephesians 6:18).     As a teenager, I read Dale Carnegie’s book, How To Win Friends and Influence People. His simple advice to win friends by becoming genuinely interested in them intrigued me. To show interest all you needed to do was to ask questions and listen to their responses.   But for me, even better than being listened to is being prayed for. I am delighted to have formal prayer partners and to be a member of prayer groups.   One such partner is JoAnn. We met briefly at a 3-day women’s conference. When we first arrived at this conference, the organizers took our photos. On the last day, we were given the picture of another woman – our prayer partner. I keep a picture of her beside my computer. She is posed in front of a stone fireplace with a shy smile. On the back of the photo, I have written her name and address with the names of her husband and two grown children. Although I have not talked to JoAnn in many years, I still pray for her and I am confident that she prays for me.   I am also a member of a Christian writers’ group, The Word Guild. I have joined a smaller team within this group, aptly called the Prayer Team. Members of the Guild submit their prayer requests via email, and we pray for these people. On top of that, the organizer picks four specific members to pray for each week. Many of these people I may never meet and may know nothing more than their names. But I pray for them regularly and I am confident that they pray for me.   Lastly, at my church, a program called Secret Sisters has been introduced. I filled out an information form, including my favourite scripture verse, and submitted it to the organizer. In return, I received the name of a church “sister” to pray for over the next year. At the end of the year, we will reveal ourselves to our secret sisters. I pray for my sister regularly and am confident that she prays for me.   I hold these partners in high esteem and count them as some of my best friends. There is power in prayer. If you are not already praying for someone specific, I challenge you to seek out a partner.       Prayer is talking to Him and listening to Him, too. Sweet communion! ~ Pat Gerbrandt        

Over the past few months, we have introduced a number of great benefits and tools to make us more productive, efficient and fun. With the introduction of initiatives like FYI, Goals and PB&J, we want everyone to participate in our culture and contribute to the positive momentum. From Sunnyvale to Santa Monica, Bangalore to Beijing—I think we can all feel the energy and buzz in our offices. To become the absolute best place to work, communication and collaboration will be important, so we need to be working side-by-side. That is why it is critical that we are all present in our offices. Some of the best decisions and insights come from hallway and cafeteria discussions, meeting new people, and impromptu team meetings. Speed and quality are often sacrificed when we work from home. We need to be one Yahoo, and that starts with physically being together. Beginning in June, we’re asking all employees with work-from-home arrangements to work in Yahoo offices. If this impacts you, your management has already been in touch with next steps. And, for the rest of us who occasionally have to stay home for the cable guy, please use your best judgment in the spirit of collaboration. Being a Yahoo isn’t just about your day-to-day job, it is about the interactions and experiences that are only possible in our offices. Thanks to all of you, we’ve already made remarkable progress as a company—and the best is yet to come. Jackie

Flexible organizational structures, in which teams across functions or disciplines organize around solutions, can facilitate good connections. Media conglomerate Publicis has “holistic communication” teams, which combine people across its ad agencies (Saatchi & Saatchi, Leo Burnett, Publicis Worldwide, and so on) and technology groups to focus on customers and brands. Novartis has organized around diseases, with R&D more closely connected to markets and customers; this has helped the company introduce pathbreaking innovations faster, such as its cancer drug Gleevec. The success of Seagate’s companywide Factory of the Future team at introducing seemingly miraculous process innovations led to widespread use of its core-teams model.

The lack of diversity is harmful to the vitality of a healthy team ecosystem—the climate needed to engender creativity and insight. For it is the diversity of experiences, perspectives, and skills that introduces increased quantities of creative solutions.

The most noteworthy knock-Shaq-on-his-rear addition took place on June 26, 2002, when the Houston Rockets used the first pick in the NBA draft to select Yao Ming, the 7-foot-6, 310-pound center who had recently averaged 38.9 points and 20.2 rebounds per game in the playoffs with the Shanghai Sharks of the Chinese Basketball Association. Though he was just 21 and unfamiliar with high-caliber competition, Yao’s arrival was considered a direct challenge to O’Neal’s reign as the NBA’s mightiest big man. Sure, Shaq was tall. But he wasn’t this tall. Within weeks, a song titled simply “Yao Ming” was being played on Houston radio stations, and Steve Francis, the Rockets’ superstar guard, was being introduced to audiences as “Yao Ming’s teammate.” There was talk—only half in jest—of a Ming dynasty. Put simply, the NBA’s 28 other franchises were doing their all to shove the Lakers off their perch. If that meant copying elements of the triangle offense (as many teams attempted to do), so be it. If that meant adding Mutombo or Clark, so be it. If that meant importing China’s greatest center, so be it. And if that meant throwing punches—well, let’s go.

To Bring Acquisitions into the Fold . . . •​Put integration plans in place before the deal closes, covering management, metrics, and other relevant topics. •​Personally review and approve the plan. •​Tighten up the executional details. •​Put dedicated, full-time integration teams in place, and assemble these teams early. •​Make changes and communicate them immediately to shape the mind-set. •​Stay alert for processes in acquired companies that you like, and introduce them as innovations into your own company. •​Personally perform regular follow-up to ensure that the acquisition really is performing even better than predicted by the valuation model.

Introducing Team Spectrum As I noted in the previous chapter, the autism community is really strapped for heroic representation, at least on the comic book superhero front. I wish to rectify this. Introducing ... Before I go any further, I want to make it clear that I’m not going on some diatribe about how technology is the devil and it’s

The output of a manager is the output of the organizational units under his or her supervision or influence. The question then becomes, what can managers do to increase the output of their teams? Put another way, what specifically should they be doing during the day when a virtually limitless number of possible tasks calls for their attention? To give you a way to answer the question, I introduce the concept of managerial leverage, which measures the impact of what managers do to increase the output of their teams. High managerial productivity, I argue, depends largely on choosing to perform tasks that possess high leverage.

More specifically, we follow leaders who connect us to a mission we believe in, who clarify what’s expected of us, who surround us with people who define excellence the same way we do, who value us for our strengths, who show us that our teammates will always be there for us, who diligently replay our winning plays, who challenge us to keep getting better, and who give us confidence in the future. This is not a list of qualities in a leader, but rather a set of feelings in a follower. When we say to ourselves that leadership is indeed a thing, because we know it when we see it, we’re not really seeing any definable characteristic of another human. What we are “seeing” is in fact our own feelings as a follower. As such, while we should not expect every good leader to share the same qualities or competencies, we can hold all good leaders accountable for creating these same feelings of followership in their teams. Indeed, we can use these feelings to help any particular leader know whether or not she is any good. Those eight items introduced in chapter 1 are a valid measure of a leader’s effectiveness. We need not dictate how each leader should behave, but we can define what all good leaders must create in their followers. And since we measure this by asking the followers to rate their own experiences, rather than rating the leader on a long list of abstract leader qualities, this measure of leader effectiveness is reliable. Leadership isn’t a thing, because it cannot be measured reliably. Followership is a thing, because it can.

change. I’m sure we’ll need your help from time to time, and maybe one of these days we’ll be able to return the favor.” Higgins felt that bubble of word vomit rise in his throat and spill out of his mouth before he could help himself. “Beirut,” he said. There was a change in the atmosphere as soon as the word slipped out, but he hammered on. “You lost a lot of Marines.” “Higgins.” Zyga’s voice was sharp. Stokes’ voice was colored with sadness as he said, “I keep telling myself we could’ve done something to prevent it.” “That’s why you’re here,” Higgins said. “When Director Thatcher told me about this program, I jumped at the chance to help build a better relationship between the Marine Corps and the CIA. My colleagues aren’t thrilled at the idea of getting into bed with your lot, but I have a great deal of respect for what you do. That’s why I’m here. Like the CIA, some of us in the Marine Corps are planning for the future. Terrorism will only grow in the coming years. Beirut was just the beginning. Lucky for me, your bosses and I agree.” He looked from one team member to another. “I heard about your first mission, and I’m glad it was a success. I’m glad you all made it out of there alive.” “Major Stokes will be stopping by every so often to check on our progress and offer additional advice and support,” Decker said. “I know it’s a bit unorthodox, but this man has seen it all. Don’t let his dumb grunt act fool you. His help will be invaluable to us as we move forward.” “Now we just need to get the Feds on board.” Stokes laughed, and the room joined him. “Good luck with that,” Abrams called out. “They hate us more than you do.” “That they do,” Stokes said. “They’ve been working on their program since the late ‘70s. Same sort of deal. If you can get into the mind of a killer, really understand how your enemy works, then you have a better chance of catching him before he hurts anyone else. We’re usually sent in after it’s too late. I want to change that.” “Might put you out of a job,” Higgins joked. Stokes laughed again. “Honestly, I don’t think that’d be so bad. Maybe I’ll join up with you. Maybe in a perfect world.” “In a perfect world, there wouldn’t be a need for any of us,” Higgins said. “You’re exactly right, Mr. Higgins.” “Doctor,” Higgins corrected automatically. His face flushed. “Ignore him,” Abrams said, reaching across Spencer to whack Higgins in the stomach. “He thinks just because he has two doctorates that he’s better than us.” “I do not,” Higgins mumbled. He felt his face grow even hotter. Stokes held up a hand in surrender. “You earned those degrees, Dr. Higgins. Wear them with pride.” Higgins shot a look at Abrams while the rest of the room continued to chuckle. Thatcher looked down at his watch. “It seems my time is up here,” he said. “I assume you can find your way back, Major?” “I’ll try not to steal any secrets on the way out.” “See that you don’t,” Thatcher said, shaking Stokes’s hand again before exiting the room. Everyone took their turn introducing themselves to Major Stokes, except Higgins, who hung back to observe how this new player interacted with everyone in the room. Where Higgins lacked interpersonal skills, Stokes excelled in the area. He could joke with Abrams in one breath and rein it in to speak in serious undertones with Spencer in the next. He and Johnson exchanged battle scars, and when it came to York, Stokes found a fellow intellectual to converse with. Higgins detected no condescension or disrespect in his voice even though she was the only woman in the room. As the personal introductions were finishing up, Stokes broke off from the group and walked over to where Higgins was still seated at the front of the room and sat down next to him. “More of an observer than a talker, right?” “You could say that.” “Should I be worried?” Higgins smiled.

photographer, talking with Jenn Fairhurst, the cake designer. The massive form of the security chief, Travis Houston, eclipsed the more rangy build of Nate Waterson, the IT expert. Margaret Ashworth and Kate Bryson, Married in Malibu’s stylist and garden designer, were having a quiet conversation in the corner. The team—her team—all looked up as Liz, Rose, and RJ walked inside. “Hello, everyone. It’s good to finally see you all together. I’d like to introduce you to Rose and RJ Knight, the owners of Married in Malibu. As this is the first time we have all been in a room together, and given that Rose and RJ

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Wait a minute. Let me get this straight. You gave me a six because you liked me, and you thought it would make you stop liking me?” “I thought it would be weird liking a guy who was living in my house. And I sorta promised Mom I wouldn’t do that. Really like the guy who was living here. Only I do.” “But you’ve been hanging out with Mac.” “Not really. I’ve been kissing Mac.” I put my elbows on the table, buried my face in my hands. “God, I’ve created such a mess.” I finally lifted my head and looked at him. “I’m not noble. I’m not like Tiffany with her orphans. I talked my parents into sponsoring a player not because guys needed a place to stay. I did it…because I wanted a boyfriend.” “You thought I’d be your boyfriend?” “No, that was too icky to even consider. I mean, you’ve seen my underwear. I’ve seen yours.” His mouth twitched. “I thought you’d introduce me around,” I continued. “I’d do things with the team. The players would get to know me, become interested. I just wanted a boyfriend.” It sounded so pathetic, so desperate. “And now you’ve got one,” he said. “But I don’t know if he’s the right one.” He grabbed the ice pack, stood up. “Let me know when you figure it out.” I watched him walk out of the room.

In chapter 1, I introduced the idea that a design team should expect to move through three overlapping spaces over the course of a project: an inspiration space, in which insights are gathered from every possible source; an ideation space, in which those insights are translated into ideas; and an implementation space, in which the best ideas are developed into a concrete, fully conceived plan of action.

In 2011, the NASSCOM team introduced me to Aloke Bajpai, who, like others on his young team, cut his teeth working for Western technology companies but returned to India on a bet that he could start something—he just didn’t know what. The result was Ixigo.com, a travel search service that can run on the cheapest cell phones and helps Indians book the lowest-cost fares, whether it is a farmer who wants to go by bus or train for a few rupees from Chennai to Bangalore or a millionaire who wants to go by plane to Paris. Ixigo is today the biggest travel search platform in India, with millions of users. To build it, Bajpai leveraged the supernova, using free open-source software, Skype, and cloud-based office tools such as Google Apps and social media marketing on Facebook. They “enabled us to grow so much faster with no money,” he told me. It

Uh-Oh . . . One year I was the guest speaker at an annual conference. The person who coordinated the agenda mistakenly typed my name as “Sue” rather than “Susan.” I felt odd and a little disrespected because they didn’t take the time to ask the spelling of my name. It felt awkward when I saw it on all the tables throughout the ballroom, to say the least. I asked, “Please make sure that you introduce me as Susan because I’ve never been called Sue.” The initial impression was sticky for an instant, but they quickly made it right. The correction was shared and everything turned out fine. Even an innocent and unintentional name error can impact your first impressions. Making a joke about it once I was on stage was a light-hearted way to confirm my real name.

Wearing Nametags- On Others I enjoy reading nametags and calling people by their names before we have officially met or been introduced. It provides an instant icebreaker. Walking up to someone and saying, “Hi Brenda! I’m Susan!” creates a quick connection that might not have happened were her name not displayed.

They chose to be introduced as a team.

PayPal’s big challenge was to get new customers. They tried advertising. It was too expensive. They tried BD [business development] deals with big banks. Bureaucratic hilarity ensued. … the PayPal team reached an important conclusion: BD didn’t work. They needed organic, viral growth. They needed to give people money. So that’s what they did. New customers got $10 for signing up, and existing ones got $10 for referrals. Growth went exponential, and PayPal wound up paying $20 for each new customer. It felt like things were working and not working at the same time; 7 to 10 percent daily growth and 100 million users was good. No revenues and an exponentially growing cost structure were not. Things felt a little unstable. PayPal needed buzz so it could raise more capital and continue on. (Ultimately, this worked out. That does not mean it’s the best way to run a company. Indeed, it probably isn’t.)2 Thiel’s account captures both the desperation of those early days and the almost random experimentation the company resorted to in an effort to get PayPal off the ground. But in the end, the strategy worked. PayPal dramatically increased its base of consumers by incentivizing new sign-ups. Most important, the PayPal team realized that getting users to sign up wasn’t enough; they needed them to try the payment service, recognize its value to them, and become regular users. In other words, user commitment was more important than user acquisition. So PayPal designed the incentives to tip new customers into the ranks of active users. Not only did the incentive payments make joining PayPal feel riskless and attractive, they also virtually guaranteed that new users would start participating in transactions—if only to spend the $10 they’d been gifted in their accounts. PayPal’s explosive growth triggered a number of positive feedback loops. Once users experienced the convenience of PayPal, they often insisted on paying by this method when shopping online, thereby encouraging sellers to sign up. New users spread the word further, recommending PayPal to their friends. Sellers, in turn, began displaying PayPal logos on their product pages to inform buyers that they were prepared to honor this method of online payment. The sight of those logos informed more buyers of PayPal’s existence and encouraged them to sign up. PayPal also introduced a referral fee for sellers, incentivizing them to bring in still more sellers and buyers. Through these feedback loops, the PayPal network went to work on its own behalf—it served the needs of users (buyers and sellers) while spurring its own growth.

Managers who apologize for any and all changes the team must accommodate are sowing the seeds of low morale and discouragement. Every time they introduce a new policy, product, system, rule, or project, they apologize for it. They imply that change is harmful to the well-being of the team and that change is something we would hope someday to not have to suffer so much of.

My call to action goes well beyond asking you to pressure your recruiting team to hire a couple of token employees. That's easy and you've been doing that for years. My call to action is that you dig deeper and place focus on making the work environment sustainable for the minorities you introduce to your team. I'm challenging you to refrain from the habitual practice of listening only to the jaded opinions of people that you are more familiar with. Consider that, although you may be under the impression that your employees have strong ethics, morals and values, there is a possibility that they mat not be telling you the entire truth when speaking about the performance or demeanor of minorities. Furthermore, I challenge you to accept that racism, ageism, ableism, classism, sizeism, homophobia, etc., are real and shaping the semblance of your organization. Accepting that fact does not mean that people you work with and trust are bad people. It simply means that many of them are naïve, fearful, and more comfortable with pointing fingers at the innocent than they are with facing and addressing their own unconscious and damaging biases.

Anti-Network Effects Hit the Google+ Launch A charismatic executive from one of the most powerful technology companies in the world introduces a new product at a conference. This time, it’s June 2011 at the Web 2.0 Summit, where Google vice president Vic Gundotra describes the future of social networking and launches Google+. This was Google’s ambitious strategy to counteract Facebook, which was nearing their IPO. To give their new networked product a leg up, as many companies do, it led with aggressive upsells from their core product. The Google.com homepage linked to Google+, and they also integrated it widely within YouTube, Photos, and the rest of the product ecosystem. This generated huge initial numbers—within months, the company announced it had signed up more than 90 million users. While this might superficially look like a large user base, it actually consisted of many weak networks that weren’t engaged, because most new users showed up and tried out the product as they read about it in the press, rather than hearing from their friends. The high churn in the product was covered up by the incredible fire hose of traffic that the rest of Google’s network generated. Even though it wasn’t working, the numbers kept going up. When unengaged users interact with a networked product that hasn’t yet gelled into a stable, atomic network, then they don’t end up pulling other users into the product. In a Wall Street Journal article by Amir Efrati, Google+ was described as a ghost town even while the executives touted large top-line numbers: To hear Google Inc. Chief Executive Larry Page tell it, Google+ has become a robust competitor in the social networking space, with 90 million users registering since its June launch. But those numbers mask what’s really going on at Google+. It turns out Google+ is a virtual ghost town compared with the site of rival Facebook Inc., which is preparing for a massive initial public offering. New data from research firm comScore Inc. shows that Google+ users are signing up—but then not doing much there. Visitors using personal computers spent an average of about three minutes a month on Google+ between September and January, versus six to seven hours on Facebook each month over the same period, according to comScore, which didn’t have data on mobile usage.86 The fate of Google+ was sealed in their go-to-market strategy. By launching big rather than focusing on small, atomic networks that could grow on their own, the teams fell victim to big vanity metrics. At its peak, Google+ claimed to have 300 million active users—by the top-line metrics, it was on its way to success. But network effects rely on the quality of the growth and not just its quantity

David versus Goliath Asymmetry lies at the heart of network-based competition. The larger or smaller network will be at different stages of the Cold Start framework and, as such, will gravitate toward a different set of levers. The giant is often fighting gravitational pull as its network grows and saturates the market. To combat these negative forces, it must add new use cases, introduce the product to new audiences, all while making sure it’s generating a profit. The upstart, on the other hand, is trying to solve the Cold Start Problem, and often starts with a niche. A new startup has the luxury of placing less emphasis on profitability and might instead focus on top-line growth, subsidizing the market to grow its network. When they encounter each other in the market, it becomes natural that their competitive moves reflect their different goals and resources. Startups have fewer resources—capital, employees, distribution—but have important advantages in the context of building new networks: speed and a lack of sacred cows. A new startup looking to compete against Zoom might try a more specific use case, like events, and if that doesn’t work, they can quickly pivot and try something else, like corporate education classes. Startups like YouTube, Twitch, Twitter, and many other products have similar stories, and went through an incubation phase as the product was refined and an initial network was built. Trying and failing many times is part of the startup journey—it only takes the discovery of one atomic network to get into the market. With that, a startup is often able to start the next leg of the journey, often with more investment and resources to support them. Contrast that to a larger company, which has obvious advantages in resources, manpower, and existing product lines. But there are real disadvantages, too: it’s much harder to solve the Cold Start Problem with a slower pace of execution, risk aversion, and a “strategy tax” that requires new products to align to the existing business. Something seems to happen when companies grow to tens of thousands of employees—they inevitably create rigorous processes for everything, including planning cycles, performance reviews, and so on. This helps teams focus, but it also creates a harder environment for entrepreneurial risk-taking. I saw this firsthand at Uber, whose entrepreneurial culture shifted in its later years toward profitability and coordinating the efforts of tens of thousands. This made it much harder to start new initiatives—for better and worse. When David and Goliath meet in the market—and often it’s one Goliath and many investor-funded Davids at once—the resulting moves and countermoves are fascinating. Now that I have laid down some of the theoretical foundation for how competition fits into Cold Start Theory, let me describe and unpack some of the most powerful moves in the network-versus-network playbook.

To begin the discussion of the Tipping Point, I’ll start with a prominent strategy, “Invite-Only,” that is often used to suck in a large network through viral growth. Another method to tip over a market is with a “Come for the Tool, Stay for the Network” strategy. Take Dropbox, for instance, which is initially adopted by many people for file backup and keeping files synced up between work and home computers—this is the tool. But eventually, a more advanced and stickier use case emerges to share folders with colleagues—this is the network. And if that doesn’t work, some products can always just spend money to build out their network, with a strategy of just “Paying Up for Launch.” For many networked products that touch transactions like marketplaces, teams can just subsidize demand and spend millions to stimulate activity, whether that’s in paying content creators for your social network, or subsidizing driver earnings in rideshare. If the hard side of the network isn’t yet activated, a team can just fill in their gaps themselves, using the technique of “Flintstoning”—as Reddit did, submitting links and content until eventually adding automation and community features for scale. In the end, all of these strategies require enormous creativity. And to close out the Tipping Point section of the book, I introduce Uber’s core ethos of “Always Be Hustlin’”—describing the creativity and decentralized set of teams, all with its own strategies that were localized to each region. Sometimes adding the fifth or one hundredth network requires creativity, product engagements, and tactical changes. In the goal of reaching the Tipping Point, teams must be fluid to build out a broad network of networks.

The importance of a group seeing one another may sound trivial, but it can be deadly serious. Until recently when medical teams gathered to operate on a patient, studies showed that they often did not know one another's names before starting. A 2001 John's Hopkins study showed that when members introduced themselves and shared concerns ahead of time, the likelihood of complications and deaths fell by 35%. Surgeons, like many of us felt they shouldn't waste time with the formalities of seeing and being seen, for something as important as saving lives, yet it was these silly formalities that directly affected the outcomes of surgeries. It was when [the surgical team] practiced good gathering principles that they felt more comfortable speaking up during surgery and offering solutions.

When Who Wants to Be a Millionaire was introduced in Russia, though, the production team noticed that the audiences there would often give the wrong answer—and not just to confused souls like Henri. Russian audiences didn’t discriminate—they deliberately misled both smart and less smart contestants alike.

Periodic relaunches are important in good times but crucial in times of uncertainty, as James’s story illustrates. The team might need to switch to a new mediating tool that calls for new norms of communication. The government might introduce new regulations or laws that affect people’s work patterns, as we saw when millions were switched to working from home during the first months of the COVID-19 pandemic. Countries, markets, or entire industries might make a sudden shift that requires the team to reorient their goals. Periodic relaunches are the only structured mechanisms to give teams the ability to quickly pivot in a systematic way.

in the content and bring ideas to discuss during the session. Then, when everyone was together, Craig facilitated a dialogue on the topic and ensured that everyone had a chance to share their thoughts and connect them to both their group and the work that they did. Prior to these sessions, Craig shared that his colleagues often squabbled over resources, resisted collaboration on even simple ideas, and it felt like people were actively working against one another to build up their own department while breaking down others. He was amazed that, as he introduced these leadership concepts, like team trust, credibility, and accountability, both the conversation and cooperation among peers gradually shifted. The risk that he took—reimagining meetings and sharing new ideas—transformed his environment.

Do you have a talented team of top performers who don’t seem to be running with the latest innovation or great idea you’ve introduced to the team?

This is exactly what Alan Mulally walked into when he took over as the new CEO at Ford in 2006. Ford was in serious trouble, and Mulally was brought in with the hope that he could save the company. Much as Chief Cauley had done at the CRPD, Mulally made it his first order of business at Ford to find out as much as he could about the current state of things from the people who worked there. The task, however, proved more difficult than he expected. To keep a pulse on the health of the organization, Mulally introduced weekly business plan reviews (BPRs). All his senior executives were to attend these meetings and present the status of their work against the company’s strategic plan, using simple color coding—green, yellow and red. Mulally knew that the company was having serious problems, so he was surprised to see that week after week every executive presented their projects as all green. Finally, he threw up his hands in frustration. “We are going to lose billions of dollars this year,” he said. “Is there anything that’s not going well here?” Nobody answered. There was a good reason for the silence. The executives were scared. Prior to Mulally, the former CEO would regularly berate, humiliate or fire people who told him things he didn’t want to hear. And, because we get the behavior we reward, executives were now conditioned to hide problem areas or missed financial targets to protect themselves from the CEO. It didn’t matter that Mulally said he wanted honesty and accountability; until the executives felt safe, he wasn’t going to get it. (For all the cynics who say there is no place for feelings at work, here was a roomful of the most senior people of a major corporation who didn’t want to tell the truth to the CEO because of how they felt.) But Mulally persisted. In every subsequent meeting he repeated the same question until, eventually, one person, Mark Fields, head of operations in the Americas, changed one slide in his presentation to red. A decision he believed would cost him his job. But he didn’t lose his job. Nor was he publicly shamed. Instead, Mulally clapped at the sight and said, “Mark, that is great visibility! Who can help Mark with this?” At the next meeting, Mark was still the only executive with a red slide in his presentation. In fact, the other executives were surprised to see that Fields still had his job. Week after week, Mulally would repeat his question, We are still losing tons of money, is anything not going well? Slowly executives started to show yellow and red in their presentations too. Eventually, it got to the point where they would openly discuss all the issues they were facing. In the process, Mulally had learned some tricks to help build trust on the team. To help them feel safe from humiliation, for example, he depersonalized the problems his executives faced. “You have a problem,” he would tell them. “You are not the problem.

when new technology for cardiac surgery was introduced, those medical teams with leaders who minimized concern for status differences—in other words, were willing implicitly to admit they didn’t have all the answers and take advice from underlings—had the most effective communication, learned the most, and found the transition the easiest.

We have a tradition of creativity—we really value it. For us, it’s all about riding that line between creativity and Clarity. We’ve got teams that move very quickly and customers asking for all kinds of new work, and we say, “Yes, we can do all that amazing and cool work.” But there’s a massive need for us to be able to deliver quality product. The process to drive quality can be frustrating. When we introduce a new framework to ensure quality, instead of asking creative questions and what we could do that is cool, fancy, and shiny, you have to spend time thinking about the framework and how to use it. At first, that is frustrating, but—and this has made the difference—as people get used to the framework, they don’t have to think about it anymore and they can be even more creative.

We assign a buddy or a mentor to help them with questions. We’ll schedule time with our executive director for the first day. We’ll schedule welcome lunches with their team and various other people.” But it starts on the first day. “We make certain the manager welcomes the new hire at the front door.” New hires are introduced at staff devotions, and their new coworkers pray for them and thank God that they are an answer to prayer. The whole experience is designed to give the new employees total confidence that they made the right decision and have truly taken the right next step in God’s pathway for their calling. The third stage is true onboarding, which takes place over the first ninety days. It revolves around not only role-centered training but also organizational mission, vision, values, and history, delivered in dialogue with multiple voices in the organization

After studying all the hidden data - the stuff that Facebook doesn't release to the public - the company's scientists reached a definite conclusion. They wrote: 'Our algorithms exploit the human brain's attraction to divisiveness,' and 'if left unchecked,' the site would continue to pump its users with 'more and more divisive content in an effort to gain user attention and increase time on the platform.' A separate internal Facebook team ...independently reached the same conclusions. They found that 64 percent of all the people joining extremist groups were finding their way to them because Facebook's algorithms were directly recommending them. This meant that across the world, people were seeing in their Facebook feeds racist, fascist and even Nazi groups next to the words: 'Groups You Should Join.' They warned that in Germany one-third of all the political groups on the site were extremist. Facebook's own team was blunt, concluding: 'Our recommendation systems grow the problem.' After carefully analysing all the options, Facebook's scientists concluded there was one solution: they said Facebook would have to abandon its current business model. Because their growth was so tied up with toxic outcomes, the company should abandon attempts at growth. The only way out was for the company to adopt a strategy that was 'anti-growth' - deliberately shrink, and choose to be a less wealthy company that wasn't wrecking the world. Once Facebook was shown - in plain language, by their own people - what they were doing, how did the company's executives respond? According to the Journal's in-depth reporting, they mocked the research, calling it an 'Eat Your Veggies' approach. They introduced some minor tweaks, but dismissed most of the recommendations.

made their way back through the campsite. Here and there, they saw more familiar faces: other Hogwarts students with their families. Oliver Wood, the old Captain of Harry’s House Quidditch team, who had just left Hogwarts, dragged Harry over to his parents’ tent to introduce him, and told him excitedly that he had just been signed to the Puddlemere United reserve team.

Anyway, the head of that team is taking me out to dinner tomorrow and wants to introduce me to a professor friend. I kind of feel like Harry Potter going to a Slug Club dinner party, but I’m also at prime laziness right now and am already dreading being out past my bedtime.” I didn’t think it was possible to be any more attracted to Quinn than I already am, but she wins me over more and more every time we talk. “If you’re trying to get a memory from this guy so you can defeat a dark wizard, don’t be so obvious.

Card counters formed informal networks and developed new and improved techniques. Beat the Dealer had introduced the idea of a team. Suppose several players, say five, each with a $10,000 bankroll, are playing separately, winning at an average rate of 1 percent or $100 an hour. Then the five players together will gain an average of $500 an hour. If instead they pool their money into one $50,000 bank, when one of them plays he can bet five times as much as he could safely risk on his own $10,000. Consequently he expects to win five times as much, namely, 1 percent of $50,000 or $500

good ideas don’t come along only during the planning cycle. They hit you at any time of the year,” Chee says. He introduced the idea of a rolling pitch season. Instead of forcing people to come in once a year and make a huge budget ask, we’ve set up a forum where anyone can pitch an idea whenever they want. If the idea gets approved, we fund a very small exploratory team, maybe as small as a fraction of a person’s time. The “team” gets just enough money to run a short experiment.

Think about the following before you team up for the long haul: Do not start a relationship with someone unless you really, really trust them. Do introduce vesting so that each of you earns your stock over several years. Do make sure you are aligned on your values, what you want to build, and how you want to build it. Do not ignore the possibility that one of you may leave. Plan for what a successful exit from the business may look like. Do have the hard conversations as early as you possibly can. Just like there’s no point in dating someone for five years before you figure out if they want what you want, early in any serious professional relationship, it is important to explore and understand each other’s values and ambitions. Because hard conversations get harder the longer you wait to have them. Here are some questions worth asking your potential partners: What does a happy relationship look like? What does success for this business look like? What does an exit look like? How fast do we want to grow? Why are we starting this together? Have these hard conversations again and again. Think about specific check-ins to reevaluate these goals so that disagreements don’t fester silently, and make sure that whatever path you plan on taking, you’re on the same page about

On top of this the IMF also wanted guarantees that the government would not introduce import controls or any other restrictions on free trade. “I’ll never get that through the Cabinet,” Wainwright told them. “Your problem, not ours,” said the American member of the IMF team, and it was he who did most of the talking. He went on, “We’re bankers, not politicians. We don’t make any distinction whether we are dealing with British social democrats or Turkish Generals.” “All very well,” replied Wainwright, “but Turkish Generals have ways of dealing with public opinion that aren’t open to British social democrats.

An integral part of a public offering is a “road show,” during which company leaders pitch their prospects to bankers and investment gurus. Brin and Page refused to see themselves as supplicants. According to Lise Buyer, the founders routinely spurned any advice from the experienced financial team they’d hired to guide them through the process. “If you told them you couldn’t do something a certain way, they would think you were an idiot,” she says. The tone of the road-show presentations was set early, as Brin and Page introduced themselves by first names, an opening more appropriate for bistro waiters than potential captains of industry. And of course they weren’t attired like executives—the day of their presentation of Google’s case to investors was one more in a lifetime of casual dress days for them. Google had prepared a video to promote the company, but viewers considered it amateurish. It was poorly lit and wasn’t even enlivened by the customary upbeat musical sound track. Though anyone who read the prospectus should have been prepared for that, some investors had difficulty with the heresy that Google was willing to forgo some profits for its founders’ idealistic views of what made the world a better place. On the video Brin cautioned that Google might apply its resources “to ameliorate a number of the world’s problems.” Probably the low point of the road show was a massive session involving 1,500 potential investors at the Waldorf-Astoria hotel in New York. Brin and Page caused a firestorm by refusing to answer many questions, cracking jokes instead. According to The Wall Street Journal, “Some investors sitting in the ballroom began speculating with each other whether the executives had spent any time practicing the presentation, or if they were winging it.” The latter was in fact the case—despite the desperate urging of Google’s IPO team, Page and Brin had refused to perform even a cursory run-through.

Over the next couple of years, we built and tested a series of prototypes, started dialogues with leading manufacturers, and added business development and technical staff to our team, including mechanical and aerospace engineers. Our plan was that PAX scientific would be an intellectual-property-creating R & D company. When we identified appropriate market sectors, we would license our patents to outside entrepreneurs or to our own, purpose-built, subsidiaries. Given my previous experience on the receiving end of hostile takeovers, we were determined to maintain control of PAX Scientific and its subsidiaries in their development stages. Creating subsidiaries that were market specific would help, since new investors could buy stock in a more narrowly focused business, without direct dilution of the parent company. We were introduced to fellow Bay Area resident Paul Hawken. A successful entrepreneur, author, and articulate advocate for sustainability and natural capitalism, Paul understood our vision of a parent company that concentrated on research and intellectual property, while separate teams focused on product commercialization. With his own angel investment backing, Paul established a series of companies to market computer, industrial, and automotive fans. PAX assigned worldwide licenses to these companies in exchange for up-front fees and a share of revenue; Paul hired managers and set off to sell fan designs to manufacturers.

Feature teams address many types of waste, but they may introduce a new type of waste of their own: delay.

Once a country is included on the “counterinsurgency” list, or any other such category, a move is made to develop a CIA echelon, usually within the structure of whatever U.S. military organization exists there at the time. Then the CIA operation begins Phase I by proposing the introduction of some rather conventional aircraft. No developing country can resist such an offer, and this serves to create a base of operations, usually in a remote and potentially hostile area. While the aircraft program is getting started the Agency will set up a high frequency radio network, using radios positioned in villages throughout the host country. The local inhabitants are told that these radios will provide a warning of guerrilla activity. Phase II of such a project calls for the introduction of medium transport type aircraft that meet anti-guerrilla warfare support requirements. The crew training program continues, and every effort is made to develop an in-house maintenance capability. As the level of this activity increases, more and more Americans are brought in, ostensibly as instructors and advisers; at this phase many of the Americans are Army Special Forces personnel who begin civic action programs. The country is sold the idea that it is the Army in most developing nations that is the usual stabilizing influence and that it is the Army that can be trusted. This is the American doctrine; promoting the same idea, but in other words, it is a near paraphrase of the words of Chairman Mao. In the final phase of this effort, light transports and liaison type aircraft are introduced to be used for border surveillance, landing in remote areas, and for resupplying small groups of anti-guerrilla warfare troops who are operating away from fixed bases. These small specialized aircraft are usually augmented by helicopters. When the plan has developed this far, efforts are made to spread the program throughout the frontier area of the country. Villagers are encouraged to clear off small runways or helicopter landing pads, and more warning network radios are brought into remote areas. While this work is continuing, the government is told that these activities will develop their own military capability and that there will be a bonus economic benefit from such development, each complementing the other. It also makes the central government able to contact areas in which it may never have been able to operate before, and it will serve as a tripwire warning system for any real guerrilla activities that may arise in the area. There is no question that this whole political economic social program sounds very nice, and most host governments have taken the bait eagerly. What they do not realize, and in many cases what most of the U.S. Government does not realize, is that this is a CIA program, and it exists to develop intelligence. If it stopped there, it might be acceptable but intelligence serves as its own propellant, and before long the agents working on this type of project see, or perhaps are a factor in creating, internal dissension.

The CIA officer at the black site relayed the report to his headquarters. The CIA’s director, George Tenet, was unhappy to learn that the FBI was leading the questioning. He ordered a CIA counterterrorism team to take over in Thailand. “We were removed,” Soufan said. “Harsh techniques were introduced”—at first, stripping the prisoner of his clothes and depriving him of sleep for forty-eight hours at a time—and “Abu Zubaydah shut down and stopped talking.” Then the FBI took over again.

Having been a Ship’s Captain, a Naval Officer a Mathematics & Science Teacher, most people would believe that my primary interests would be directed towards the sciences. On the other hand, those that know me to be an author interested in history, may believe me to be interested in the arts. University degrees usually fall into the general category of Art or Science. It’s as if we have to pick sides and back one or the other team…. With my degree in Marine Science I am often divided and pigeon holed into this specific discipline or area of interest. One way or the other, this holds true for most of us but is this really true for any of us. As a father I can certainly do other things. Being a navigator doesn’t preclude me from driving a car. Hopefully this article does more than just introduce Cuban Art and in addition gives us all good reason to be accepted as more than a “Johnny One Note.“ My quote that “History is not owned solely by historians. It is a part of everyone’s heritage” hopefully opens doors allowing that we be defined as a sum of all our parts, not just a solitary or prominent one. As it happens, I believe that “Just as science feeds our intellect, art feeds our soul.” For the years that Cuba was under Spanish rule, the island was a direct reflection of Spanish culture. Cuba was thought of as an extension of Spain's empire in the Americas, with Havana and Santiago de Cuba being as Spanish as any city in Spain. Although the early Renaissance concentrated on the arts of Ancient Greece and Rome, it spread to Spain during the 15th and 16th centuries. The new interest in literature and art that Europe experienced quickly spread to Cuba in the years following the colonization of the island. Following their counterparts in Europe, Cuban Professionals, Government Administrators and Merchants demonstrated an interest in supporting the arts. In the 16th century painters and sculptors from Spain painted and decorated the Catholic churches and public buildings in Cuba and by the mid-18th century locally born artists continued this work. During the early part of the 20th century Cuban artists such as Salvador Dali, Joan Miró and Pablo Picasso introduced modern classicism and surrealism to Europe. Cuban artist Wilfred Lam can be credited for bringing this artistic style to Cuba. Another Cuban born painter of that era, Federico Beltran Masses, known to be a master of colorization as well as a painter of seductive images of women, sometimes made obvious artistic references to the tropical settings of his childhood. As Cuban art evolved it encompassed the cultural blend of African, European and American features, thereby producing its own unique character. One of the best known works of Cuban art, of this period, is La Gitana Tropical, painted in 1929, by Víctor Manuel. After the 1959 Cuban Revolution, during the early 1960’s, government agencies such as the Commission of Revolutionary Orientation had posters produced for propaganda purposes. Although many of them showed Soviet design features, some still contained hints of the earlier Cuban style for more colorful designs. Towards the end of the 1960’s, a new Cuban art style came into its own. A generation of artists including Félix Beltran, Raul Martinez, Rene Mederos and Alfredo Rostgaard created vibrantly powerful and intense works which remained distinctively Cuban. Though still commissioned by the State to produce propaganda posters, these artists were accepted on the world stage for their individualistic artistic flair and graphic design. After bringing the various and distinct symbols of the island into their work, present day Cuban artists presented their work at the Volumen Uno Exhibit in Havana. Some of these artists were Jose Bedia, Juan Francisco Elso, Lucy Lippard, Ana Mendieta and Tomas Sanchezare. Their intention was to make a nationalistic statement as to who they were without being concerned over the possibility of government rep

Writing in 1954, the British author C. Northcote Parkinson introduced the notion that work expands to fill the time allocated for it, now known as Parkinson’s Law. If you didn’t know that few managers receive any management training at all, you might think there was a school they all went to for an intensive course on Parkinson’s Law and its ramifications. Even managers that know they know nothing about management nonetheless cling to that one axiomatic truth governing people and their attitude toward work: Parkinson’s Law. It gives them the strongest possible conviction that the only way to get work done at all is to set an impossibly optimistic delivery date. Parkinson

Here’s a proven sales meeting checklist of pre-meeting, during meeting, and post-meeting best practices and tips to follow and live by every day: Have clear meeting goals and expected outcomes documented and stated in email before and after meetings. Put agendas that are agreed to by your customers in meeting calendar invites. Meeting agendas should start with introductions and customers’ priorities/challenges review. Meeting agendas should close with discussion and time for questions. Research the company and recent announcements and know how their business is doing. Understand the context of their industry, too. Research the people attending your meeting and identify shared interests and shared executive connections. Connect with meeting attendees on LinkedIn before meeting. Some people believe this should be done after a meeting. My point of view is that it’s an important touch point when a prospect accepts your request to connect. Make the connection, and use your connection’s response and speed of response as a gauge of their awareness. If they connect fast, then it may mean they are excited to meet with you. If they don’t connect quickly, it could mean it’s not top of mind. Both are important to know. Don’t forget to personalize the message. Reconfirm agenda and meeting attendee participation. It’s good to do this the day before the meeting is scheduled to happen. Prepare a list of discovery and qualification questions to ask the prospect. The questions should preferably be open ended. Share the questions with your internal team to get alignment. It’s a requirement and best practice to brief executives attending the meeting with you beforehand. Share with your executives the context, current situation, and everything you learned during company, industry, and executive research. Your executives are busy. Help them help you. Be clear on what their role in the meeting is. Introduce meeting attendees at meeting outset, and let everyone have a voice. Go around and have people share their role and what they hope to get out of the meeting. Take thorough notes, capturing your customer’s words. Listen more and talk less. Watch the clock to begin and end meetings as promised. Leave time for questions and discussion at the end. Recap meeting outcomes and next steps before ending the call. Send meeting follow-up notes with clear action items the same day of the meeting using your customer’s words.

Most of the general considerations in the chapter on 'The Evolution of Ideas' equally apply to the evolution of art. In both fields the truly original geniuses are rare compared with the enormous number of talented practitioners; the former acting as spearheads, opening up new territories, which the latter will then diligently cultivate. In both fields there are periods of crisis, of 'creative anarchy', leading to a break-through to new frontiers-followed by decades, or centuries of consolidation, orthodoxy, stagnation, and decadence-until a new crisis arises, a holy discontent, which starts the cycle again. Other parallels could be drawn: 'multiple discoveries' -the simultaneous emergence of a new style, for which the time is ripe, independently in several places; 'collective discoveries' originating in a closely knit group, clique, school, or team; 'rediscoveries'- the periodic revivals of past and forgotten forms of art; lastly 'cross-fertilizations' between seemingly distant provinces of science and art. To quote a single example: the rediscovery of the treatise on conic sections by Apollonius of Perga, dating from the fourth century B.C., gave the ellipse to Kepler who built on it a new astronomy-and to Guarini, who introduced new vistas into architecture.

Steve Waugh in his excellent book on the World Cup campaign of 1999, No Regrets-A Captain’s Diary, writes that he told his team that it would be a ‘no regrets tour’; that irrespective of the result, his team would leave England with their heads held high. ‘Once in England, I introduced a new title—The No Regrets Tour—which reflected what I wanted from myself and all involved. Nothing left to luck, no “what ifs” or “if onlys”, simply a concerted, full-on team effort that would maximise our chances of victory.’ Not a single player, he said, would end the campaign believing they could have done more. The idea was that every player would deliver a 100 per cent every time he took the field or attended a training session or even, interestingly, a team meeting. So you didn’t land up for a team meeting merely to listen and think about dinner while someone else was talking. If the 100 per cent therefore was good enough to win the World Cup that was excellent but if it wasn’t good enough then so be it. The team would be proud of having done the best it could. It comes back to the truth that there is no shame in losing if you have done the best you can.

Psychiatrists and headshrinkers from realm to realm associate dreams of flight with sex for a reason. The thematic and mechanical differences are obvious—fewer bodily fluids tend to be involved in flight if all goes well, and the typical flight’s also short on funny faces. But there’s a breathless novelty to the first touch of both that experience tends to mellow. A flightless being’s first takeoff introduces her to a new dimension; the twentieth time her case team boards a dragon gondola to some mid-Kathic city that barely rates a dot on the map, the rush fades. Spend enough time away from skies or sheets, though, and the novelty returns.

The towns might have lacked air conditioning and laptops and cable television, but they managed to keep their Toyota 4Runners on the road. So Rosen approached Prestero with an idea: What if you made an incubator out of automobile parts? Three years after Rosen suggested the idea, the Design that Matters team introduced a prototype device called the NeoNurture. From the outside, it looked like a streamlined modern incubator, but its guts were automotive.

Reason #1: Downtime Aids Insights Consider the following excerpt from a 2006 paper that appeared in the journal Science: The scientific literature has emphasized the benefits of conscious deliberation in decision making for hundreds of years… The question addressed here is whether this view is justified. We hypothesize that it is not. Lurking in this bland statement is a bold claim. The authors of this study, led by the Dutch psychologist Ap Dijksterhuis, set out to prove that some decisions are better left to your unconscious mind to untangle. In other words, to actively try to work through these decisions will lead to a worse outcome than loading up the relevant information and then moving on to something else while letting the subconscious layers of your mind mull things over. Dijksterhuis’s team isolated this effect by giving subjects the information needed for a complex decision regarding a car purchase. Half the subjects were told to think through the information and then make the best decision. The other half were distracted by easy puzzles after they read the information, and were then put on the spot to make a decision without having had time to consciously deliberate. The distracted group ended up performing better. Observations from experiments such as this one led Dijksterhuis and his collaborators to introduce unconscious thought theory (UTT)—an attempt to understand the different roles conscious and unconscious deliberation play in decision making. At a high level, this theory proposes that for decisions that require the application of strict rules, the conscious mind must be involved. For example, if you need to do a math calculation, only your conscious mind is able to follow the precise arithmetic rules needed for correctness. On the other hand, for decisions that involve large amounts of information and multiple vague, and perhaps even conflicting, constraints, your unconscious mind is well suited to tackle the issue. UTT hypothesizes that this is due to the fact that these regions of your brain have more neuronal bandwidth available, allowing them to move around more information and sift through more potential solutions than your conscious centers of thinking. Your conscious mind, according to this theory, is like a home computer on which you can run carefully written programs that return correct answers to limited problems, whereas your unconscious mind is like Google’s vast data centers, in which statistical algorithms sift through terabytes of unstructured information, teasing out surprising useful solutions to difficult questions. The implication of this line of research is that providing your conscious brain time to rest enables your unconscious mind to take a shift sorting through your most complex professional challenges. A shutdown habit, therefore, is not necessarily reducing the amount of time you’re engaged in productive work, but is instead diversifying the type of work you deploy.

I cheer when Barnstorm is introduced. I’ve never known anybody on a team before. He waves a crutch in our direction, and a few of the other kids clap too. Then Rahim falls asleep. His head slumps over and conks the girl sitting next to him. We get kicked out

Ben may be a skeptic, but he's curious enough to be at my house Saturday afternoon when Maeve arrives along with her ghost-hunting team. "This is Todd and Evan, who'll handle the technical aspects tonight," she says, introducing the two burly young men who are unloading camera gear from a white van. They are brothers with identical red beards and they look so much alike that I can only tell them apart by their different T-shirts. Evan's is Star Wars, Todd's is Alien. I'm surprised that neither is wearing Ghostbusters. A VW comes up the driveway and parks behind the white van. "And that'll be Kim, our team sensitive," says Maeve. Out of the VW emerges a stick-thin blonde with cheeks so hollow that I wonder if she has recently suffered an illness. She takes a few steps toward us and suddenly stops, staring up at the house. She stands motionless for so long that Ben finally asks, "What's going on with her?" "She's fine," says Maeve. "She's probably just trying to get a feeling for the place and detect any vibrations.

Sports teams conduct practice sessions and call time-outs mid-game to quickly review what’s going wrong and introduce modified approaches. This is true even in sports that don’t allow breaks. In rowing, for instance, a coxswain might call on a crew to focus on a particular aspect of their technique for five or ten strokes to recover their timing. A basketball point guard might dribble a few seconds off the shot clock while shouting directions to her teammates so they can regroup. Similarly, leaders must reserve time for slowification. Toyota, studied for their organizational learning and outstanding performance, routinely puts breaks between shifts so leaders can run problem-solving and improvement activities before production resumes. When production is interrupted, downtime is often used as a slowification opportunity.

In the futures markets, they bought and sold paper contracts. Futures contracts had been around for more than a century and were an integral part of the food system. Corn, pork, and soybean futures were traded on the Chicago Board of Trade. The NYMEX specialized in eggs and butter. The futures market wasn’t big—traders in the market tended to be farmers and big grain millers. They used futures contracts to limit their risk. The owners of the NYMEX weren’t content with their sleepy corner of the financial world, and they decided to expand their business and sell contracts for new kinds of products. The NYMEX introduced the first futures contract for crude oil in 1983. At first, the birth of oil futures contracts looked like a threat to Koch’s business model. Howell and his team spent years figuring out how to be the smartest blind men in the dark cave of the physical oil business and making the best guess as to the real price of oil. Koch Industries had gained an expertise in exploiting the opacity of oil markets and wringing the best price out of its counterparties. The new oil futures contract created something that was anathema to this business model: transparency. When the NYMEX debuted its oil futures contract, it created a very visible price for crude oil that changed by the minute on a public exchange. Again, this wasn’t the price of real crude; it was the price for a futures contract on crude, reflecting the best guess of all market participants as to what a barrel of oil would be worth in the future. Even though the futures price wasn’t the real price, it provided everybody with a common reference point. Now, when Koch called up someone to buy oil from Koch’s tank farm in St. James, that customer could look at a screen and start haggling based on what the markets in New York were saying the price of oil was worth. “It was the first time that there was a common, visible market signal,” Howell said. “It just kind of sucked the oxygen out of the room for that physical trading.

As you continue to refine which specific category you’re writing in (and this is an ongoing process), you then have the opportunity to bring that same specificity into the writing itself. “Marketing is a great way to build exposure,” is a broad statement. “Content marketing is a great way to build exposure for your business” is more specific. “Content marketing is a great way to build exposure for your business,” is still a broad statement. “Content marketing is a great way to introduce new customers to your business and move them to the top of your sales funnel” is more specific. “Content marketing is a great way to introduce new customers to your business and move them to the top of your sales funnel,” is still a broad statement. “Content marketing, when published by your executive team opposed to your company’s blog, is a highly effective way to build organic exposure and trust with your target customers, moving them through your sales funnel without them feeling ‘sold to,’” is more specific.

would have introduced him to my beautiful girlfriend, Evelyn Kastanos. It wouldn’t have been at random but at your favorite restaurant or the café in Savage River. Of course, he already would have known all about you because you’re always on my mind and I would have talked about you on our weekly calls. He would have already known how smart you are, what a good sister you are, that we like the same music, that your playlists are better than mine. I would have told him I thought I was dreaming the first time I saw you. Your beauty is that surreal. He would have known you’d gotten Marco to smile and regularly bring me to my knees. He’d be keeping track of our swim statistics and know you’re the fastest girl on our team. He would know how long I’ve been stuck on you and what it felt like when you first kissed me. I would have told him you make me want to learn to be gentle and calm because you deserve to have a boyfriend who is that way with you.