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The importance of fika time to a startup

October 16, 2017

My newest venture, thestartupfactory.tech, https://thestartupfactory.tech/ has been up and running for three months now, and we’re in good nick, building our confidence, rhythm, spirit, cadence and culture. We’re a team of passionate folk who work with tech startups to turn their vision into a reality, enabling innovation and customer-centred thinking into their new tech product and business.

We’re entrepreneurs, software engineers, designers, analysts, and agile practitioners. We’re also bloggers, explorers, speakers, swimmers, dog lovers, coffee addicts, campers, walkers, musicians, gamers, footballers, readers, travellers, gardeners, parents, and optimists.

That list is about ‘who we are’. We bring our true selves to work. Our business is defined by who we are, our values and the culture we create. More grit than glamour, we’re built on the spirit and down-to-earthiness of Manchester, ‘factory’ being an acknowledgment of the industrial heritage of what made Manchester special, and also taking the disruption, innovation and ethos of one of the city’s most evocative businesses, Factory Records.

With an attitude of graft and guile, we are factory workers, we get our hands into the machinery of building a startup, we roll our sleeves up, get dirt under our nails and get stuck in.

The essential moving parts of any startup are the people capital, not the venture capital, as Drucker said, culture eats strategy for breakfast, and we’ve spent time thinking and building our culture ahead of any rush to market.

When setting out on our venture, we looked to other entrepreneurs for a steer as to what makes for a happy and healthy business. We found this quote from Jeff Bezos: Find the things that are important to you and invest heavily in those things.

So we created the Five Pillars, to stay focused on a list of meaningful things that created and sustained intimacy and interaction between us, and connected us at a personal level. I spend more time with the team that I do with my dog, so there had to be reason to be here.

So here is the list of Five Pillars, it’s on our web site.

Vision & Values

  • Our business is about people capital, not venture capital
  • Reach beyond your expectations, every day
  • First names are important, job titles are not
  • Trusting each other is the platform for everything we do
  • Everyone practices humility and self awareness, but also self-esteem
  • We know the mentality to be successful and we have it in abundance

Culture

  • No office hours, but minds always open
  • 40 hours a week maximum; 32 summer hours – 4 day weeks, July & August
  • Weekend starts 1pm Friday
  • We pay for one weekend holiday a year for everyone
  • Fresh fruit breakfast in the office every day; pay for a weekly ‘Hello Fresh’ shop once a month
  • Team social last Thursday of every month

Knowledge

  • Everyone has a personal R&D project
  • Host Lunch & Learns third Thursday in the month
  • Run four hackathons a year
  • Wednesday afternoon is your personal learning time
  • Everyone goes to one event a month; everyone has a monthly book allowance
  • Performance of the business is transparent to everyone

Social impact

  • Lead a Code school in Manchester for under 11s
  • Provide a platform for unemployed people to get back into work
  • Sponsor & help the homeless in Manchester
  • Mentor a Social Enterprise
  • Provide paid internship opportunities
  • Be an active contributor to Manchester Tech Trust

Success

  • We will keep our company small and intimate, with reasonable expectations
  • Our place of work is a welcoming oasis, not a chaotic kitchen
  • Anxiety is not a pre-requisite for progress
  • We are calm by choice and practice
  • Everything is about having a reasonable day, going home, and living your life
  • Success is looking at a visible horizon, and getting there in the long run

We’ve not done everything yet, there’s a few wrinkles and edges to sort as we’re not doing some things as well as we can, but the Five Pillars gives us clarity and purpose about our direction.

I’ve long been interested in entrepreneurial cultures and the underlying philosophies, how you create the conditions to spark a startup based on the emotional intelligence and connectivity of the people. We’re more reflective than rebels, and on crafting the Five Pillars came across a concept from Ikea, ‘fika’, which we’ve implemented.

At 9.45am every day, we have ‘fika’ time. We each stop what we are doing and huddle around a table, have a cup of tea or coffee, and just be with each other. We chat about anything and everything but work. Friday was about Chuck’s pending house move; James neglecting his desk cactus; Jake’s obsession with 3D printing; and my ridiculous new waistcoat wardrobe. We also get loud about curating our tsf.tech Spotify list.

What we sample is an experience and unique word at the heart of Swedish life and work – ‘fika’ (pronounced ‘fee-ka’). According to the Swedish Culture website it is described in this way:

Swedes prefer not to translate the word fika. They don’t want it to lose significance and become a mere coffee break. Fika is much more than having a coffee. It is a social phenomenon, a legitimate reason to set aside a moment for quality time.

Coffee is traditionally at the heart of the fika. When coffee arrived in Sweden in 1685, it became so popular that it upset the rest of the import business. So much so that it was banned five times in Swedish history!

Fika is a combination of the Swedish colloquial word for cafe – fik – and coffee – kaffe. Who knows, perhaps the term fika served as a kind of code for those who took part in this once illegal activity. It is said that during the bans, Swedes were forced to drink their coffee secretly, out into the woods

Making time for fika is so sacred to Swedes that it’s built into many employee contracts. Some even say that the best ideas spring from fika breaks. We use fika time to cultivate an almost tactile sense of connection, here’s what we are trying to bring into our business.

Communicate frequently and constantly In tsf.tech we are always active on collaboration tools like Jira, Zoom and Slack instant messenger. Besides work content, we post links to interesting items, videos, learnings and stories. The point is that in the physical workplace we know we can relax and chat to people when we see them, but when we’re away from our work space and operating in the more detached digital world, we need to work harder at connecting, talking and feeling close. Fika gives us this.

Be open, vulnerable and honest Not every day is intense, but what works in the digital workplace is to reveal what matters to each of us. Speaking in your own authentic voice is essential. Honesty creates intimacy in digital worlds just as much as it does in the physical. Connecting becomes a deliberate rather than assumed experience. In tsf.tech we say that you do not need to be present physically but you do need to be present digitally, so if you can’t make fika face to face, connect using the tools.

Place your leadership front and centre The beauty of the digital workplace is that it has qualities that are impossible in the physical world. So take IKEA for example. In the physical world, their leaders cannot be everywhere in person having coffee and chatter with colleagues. But in the digital world, through real-time and other collaborative services, they can be ‘felt’ across far more frequently and with a much greater reach. But you have to invest time and authenticity in making it happen.

Use all the technology you can to bring you closer In tsf.tech we grab every new tool that may make us slicker and faster, as well as strengthen our bonds and connections. There is also a level of curiosity and experimenting. We do this because we like to be a ‘digital workplace lab’, we are in a position to experiment and innovate with new digital services in a way that large companies may not be. With all the team save myself under twenty-six, they are ‘digital natives’ and have a natural instinct for UX and gamification.

Make the social side of connection richer and deeper I dislike the term ‘social media’, it’s an oxymoron, because it drives isolated experience and consumption, it connects but doesn’t create engagement. Social for me is sitting next to someone and talking, and the things we talk about and do that are explicitly not work – they are social. Yes, we use social and online tools and the ways in which we use them are clear and distinct, engendering personal connection and relationships inside and outside the company. The point is we share our lives – issues, pets, families and homes. This generates the culture of closeness that the Swedes so value.

Use your own voice to talk and listen I mention voice particularly because on a phone call, Zoom or Webex we are talking and listening in reality. So far the only aspect of me as a human being that can be communicated digitally in the same way as if we are sitting together is my own voice, tone, intonation. I believe how we listen also matters hugely and when someone is listening to another person attentively, the talker can see that quality of listening. This is a key underpinning of fika.

We also have a ‘Your Voice’ item on our fortnightly team meeting agenda, when I encourage sharing ourselves with each other about how work ‘feels’. We also challenge each other and have debates and even arguments when needed at fika time, but we do that using our own voices because our vocal cords and tone of voice are such a powerful and distinct part of who we each are.

Meet in person when you can and make it matter Sometimes for some meetings this is not possible, but using opportunities to meet face-to-face does make a difference. It’s easy to default to the smart tech tools, but if we can meet in person, it adds to the richness of relationship, looking people in the eye and getting a sense of their body language is of much more value to see how we are.

While fika is good for mental and physical wellness, offering a period of calmness in a busy working day schedule, it can also help us to stay focused in the long run. Research has shown that taking breaks increases productivity. Sometimes, during the middle of a task, you might be stuck. With fika, you can have a break, come back refreshed and look at things from a different perspective. We insist that work talk is prohibited in fika. It forces you away from your work so you can re-evaluate things, come back refreshed and prioritise tasks when you do return.

So another year, another Scandinavian lifestyle trend. In 2016, the UK was fascinated by the Danish practice of hygge (finding the simple pleasure everyday life). For me, fika is an opportunity to slow down, come together for a face-to-face and interact. The social aspect of work is incredibly important.

The essential part is making a little space in your day to take a break. In our modern, hectic lifestyles, this is the part that is important: that we take a few moments to slow down in our day and make time to just sit and appreciate the moment.

So, perhaps there are aspects of the IKEA fika around coffee and cake that you can create inside your own digital enabled workplace, like we have in tsf.tech, to enable you to enjoy that atmosphere and chemistry of connection the Swedes love so much. The only part missing so far for us is the cake, but I guess we’ll just have to wait for Jake’s 3D printing of food and add that to the digital workplace menu at tsf.tech fika meetings.

 

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Networking tips for startup founders

October 9, 2017

Manchester’s tech startup community is bursting with events, meet-ups, workshops, hackathons and networking talks. Getting out there and connecting with like-minded folks is an essential activity for a startup, and building a great network is key to the success of any entrepreneur. Almost every breakfast, lunch and evening it seems is packed with invitations and opportunities to hang out at popular hubs and co-working spaces.

Don’t get me wrong, depending on your level of introversion, they can be a lot of fun, and you can meet some thought-provoking people and build vital connections. Then again, if you’re not careful, you could also spend most of the week chasing every single gathering of coffee and croissants, beer and pizza, using valuable time that you could and should be spending, you know, actually working on your startup.

Throughout it’s rich historic tapestry of disruption, growth and innovation, Manchester has seen many iconic meetings in the city, and this list is sure to give you inspiration for your next get-together in Manchester:

Charles Rolls & Henry Royce After Royce built a car in his factory in Cook Street, a meeting was set up with Rolls at the Midland Hotel in 1904. Rolls was impressed by the cars that Royce had made and agreed to take them, branding them ‘Rolls-Royce’. The combination of Rolls’ wealth and Royce’s engineering expertise spawned the creation of one of the most iconic car and engineering brands of all time, as Rolls-Royce Limited setup in 1906.

Marx & Engels It was in Manchester in the mid C19th that the Friedrich Engels and Karl Marx met to discuss revolution and the theory of communism. The desk and alcove where Marx and Engels worked and studied at Chetham’s Library in 1845 are still there today and remain unaltered. It truly was a meeting that shaped the world.

Graphene Fridays Professor Sir Andre Geim and Professor Sir Kostya Novoselov, at the University of Manchester, often held ‘Friday night experiments’ where they would try out experimental science. One Friday, the two scientists removed some flakes from a lump of bulk graphite with sticky tape and noticed that some flakes were thinner than others. By separating the graphite fragments they managed to create flakes, which were just one atom thick – and had successfully isolated graphene for the first time.

Women’s Social and Political Union A meeting at 62 Nelson Street, Manchester was the birthplace of the Suffragette movement, at the first meeting of the Women’s Social and Political Union. This historically significant building was the home of Emmeline Pankhurst and her family who led the Suffragette campaign and ‘Votes for Women’.

The Free Trade Hall, June 4, 1976 This was a gig that changed the face of Manchester culture forever, The Sex Pistols show defined music for generations to come. In the audience were future members Joy Divison (Ian Curtis, Bernard Sumner and Peter Hook), two founders of Factory Records (Martin Hannett and Tony Wilson), Mark E. Smith of The Fall, and one Steven Morrissey, who would form The Smiths.

Whilst we’d all give our right arm to be at meeting that would create such an impact to move our business forward, I can assure you that you simply do not need to attend 99% of the networking events you see cluttering your diary.

In fact, many respected entrepreneurs built their businesses from the ground up without jumping at every networking event they came across in their city. They chose instead to focus on building their businesses and gaining their customers’ trust, before eventually earning the respect of those they want to meet and establish relationships with.

One example is Mark Zuckerberg, who chose to focus on growing his social network independently into something of value, teaming up with just a couple of friends from Harvard to build it up in the early days. For two years he kept his head down, didn’t seek funding; he didn’t flock to every event to talk about and evangelise his idea.

Another example of entrepreneurs who focused first on ensuring their startup had real market value before attempting to build relationships with other entrepreneurs were the Whats App co-founders, Brian Acton and Jan Koum. Steve Jobs also never spent his days attending a bunch of networking events. He and Steve Wozniak spent all their time building and improving their product.

These examples demonstrate that instead of jumping around to every event before you have any traction with your own business, build your startup and let networking organically follow. Yes, get out of the building, but do so to test your ideas and validate your learning.

Our natural tendency is to see successful people as reflections of our own desires and values, and I see many embryonic startup founders beating a trail to every event, almost addicted to going to and being seen at networking occasions. This creates false expectations that will eventually cause a detrimental emotional reaction. It’s often the smaller, quiet moments on your own in startup life that create the biggest impact, which is often overlooked.

So, here are some thoughts to help guide your selection of which networking events you should attend:

Attend industry-specific networking events What business does a computer scientist have in an energy networking event? If it’s to meet prospects that may invest in their tech-related startup, they may have already wasted a lot of time. Anyone there is probably only interested in anything energy related. Attending a networking event outside of your own direct industry should be done if your tech solution could either directly solve a problem in that field, or if you were specifically invited. Otherwise, stay at home and work.

Attend activity based events Activity-based networking events involve you directly in the entrepreneurial process. Carrying out tasks with co-entrepreneurs offers some genuine peer-group learning and reflection. Don’t just go to events and listen to people talking about themselves. How will this take you forward? Participating in an activity, doing something with someone, means a short-lived partnership that means hands-on, in the moment thinking, that can end up laying the groundwork for learning and a pivot in your product.

Attend invitation-based networking events Invite-only events usually have top quality guests present with something meaningful and relevant to say. Knowing that an event is packed only with people invited makes it a lot easier for people to build relationships with others they meet. If a person you’ve identified as someone to meet is attending, then hustling the ticket is a great bet for you. Remember, even though most in the startup world are pretty chummy with each other, this is business. Time is an essential ingredient in all startups, make it count. Rather than appealing to your emotions in a bid to sprout a friendship, appeal instead to your self-interest.

Research who you want to meet Before you attend an event, research the speakers and others entrepreneurs in attendance. Prioritise who you want to get to know, as this will help you craft a plan to make the most of the event. The goal of attending any networking event is to build quality relationships, this involves you approaching and talking to people who would add value to your thinking and your business. Knowing who to engage in a conversation largely requires a preset plan before you arrive.

Even better, people enjoy people via some exchange of value. When you try to impress with nothing to back it up, the relationship you thought you were building will fizzle away. What can you add to their thinking? The people we surround ourselves with at the outset of our venture are too important for us to be hasty or wasteful with our time and energy. They can determine a lot in our future, so be focused on the potential for making connections that could trigger both customer acquisition and growth opportunities.

Network with a purpose Do not go to a networking meeting aimlessly. Have a purpose. Your goal is to meet people that you can help and people who can help you. You do not know who they are yet so you have to mix with a fair number to improve your chances. But you must have an overall goal. It helps other people to help you if they know what you are looking for.

The old saying, ‘It is not what you know; it is who you know’ is true, you can significantly increase your chances of success in almost any field if you know or can get in touch with the right people. This is the power of networking, but it has to be focused. Frankly, I’m fed up of be asked to play in ‘name check entrepreneur bingo’ – do you know Mr X, or Mrs Y? What’s the point?

You must target networking events where you can determine that you’ll have a chance for real conversations. Too many of these events involve quick chats, exchange of details about each other’s’ businesses, and move on. How many have offered real follow-up value?

Prepare your introduction Sounds obvious, but do you have a crafted and elegant introduction, as this is the best way to start the conversation. You don’t just go barging in and start talking about your startup being an investment opportunity, and don’t make it sound like an elevator pitch. Be polite and friendly, let them know who they’re talking to, make it personal, warm and interesting.

After a clam introduction, talk about something they’ve done that has amazed you when you learned or read about it. Doing this will make the person more open to you, knowing one of their products or services has had an impact. Show your curiosity, make yourself someone genuinely worth knowing.

Next, find something in common, that will start to create a deeper connection and build trust. Also, instead of just imposing your ideas and thoughts dominating the conversation, spend more time asking intelligent questions and listening to the replies than talking about yourself.

Understand that it involves more than exchanging business cards. Your challenge is to build a human connection. That means you’re not doing all the talking, but encouraging give and take with good, insightful questions that show you sincerely are interested in how the other person thinks. It also means you pay attention to the answers. There is no value in a pocket of business cards at the end of the event if you haven’t agreed to a follow up.

Circulate and know when to get out A key message for introverts who are uncomfortable with networking, or extraverts who get deep into a conversation quickly and dominate – don’t stay the whole time making comfortable small talk with the first group you meet. After a while make a polite excuse and move around the room spending say ten to fifteen minutes with each new person. You will find that you can leave conversations without being brusque. Networking means circulating and people at the meeting are aware of this.

Your time is better spent, and a much better connection made, when you linger with those where you’ve sparked good give-and-take. Get out gracefully, when you feel you’ve been cornered by someone who isn’t a good match.

Follow Up You’ve invested time in getting to the event, three days after making a new connection, give them a call and re-introduce yourself. If you don’t follow up, where is the return on your investment? This is the chance to meet for a more purposeful one-to-one conversation. It is important to stick to the three-day follow up rule, as any time longer than that may diminish the relationship established at the event.

Some sort of follow-up is important, though this will depend on the quality of the connection – the extent to which you really ‘click’ personally and professionally. What’s important to remember is that the best relationships are mutually beneficial, so the first meeting is just that, you have to nurture the connection: the more you put into it, the more will come back to you.

Attending every networking event ultimately robs you of the time you could have spent building your startup and understanding your customers. You become part of the ‘celebratory startup circuit’ where you have to see and be seen. Whilst you can get inspiration from hearing about the journey of others, it’s actually perspiration – your own – that will ultimately move your business forward.

Realistic expectations are only part of doing networking right. It’s also important to understand that doing it right takes time. Focus on quality and forging genuine friendships, respect, trust and rapport, not ‘contacts’, or being able to say ‘I was there’ at an event.

I’ve met so many who have opened doors for me and remained in my life both personally and professionally. After a while, networking doesn’t feel like ‘networking.’ It’s both serendipitous and unpredictable, and something that just naturally becomes part of your work life and your personal life.

However, don’t keep score, it’s not about the ‘who and how many’, rather connect with people because there is value, and nurture the relationships that will truly help propel you towards accomplishing great things. Ultimately, focus on having in-depth conversations with fewer people about subjects relevant to your growth.

Startup stories: David v Goliath, where agility beats scale

September 11, 2017

The next time you hear a ‘David versus Goliath’ business story, where an emerging startup has knocked over a large, established enterprise, don’t think of an underdog that got lucky. Instead, think of a confident competitor who is more than happy to be underestimated, and used it’s own unique capabilities to out wit and out manoeuvre a larger entity.

David’s victory over Goliath, in 1 Samuel Chapter 17 of the Old Testament is the battle between the Israelites and the Philistines. Twice a day for 40 days, Goliath, a nine feet tall giant wearing full body armour and the champion of the Philistines, challenged the Israelites to send out a champion of their own to decide the outcome in single combat. But Saul, the King of Israel, and all the Israelites were afraid.

One day David was sent to the battle lines by his father to bring back news of his brothers. David was probably just a young teenager at the time. While there, David heard Goliath shouting his daily defiance, and he saw the great fear stirred within the men of Israel.

David hears that Saul has promised to reward any man who defeats Goliath, and accepts the challenge. Saul reluctantly agrees and offers his armour; David declines, dressed in his simple tunic, carrying his shepherd’s staff, sling, and a pouch full of stones, David approached Goliath. The giant cursed at him, hurling threats and insults.

David and Goliath confront each other, Goliath with his armour and shield, David with his staff and sling. David hurls a stone from his sling with all his might, and hits Goliath in the centre of his forehead. Goliath falls on his face to the ground, and David cuts off his head.

David then took Goliath’s sword, killed him and cut off his head. When the Philistines saw that their hero was dead, they turned and ran. The Israelites pursued, chasing and killing them and plundering their camp.

In popular culture, we refer to the outcome of this battle when a smaller entity has overcome a much larger adversary, and victory is held to be an anomaly. But it is not, Davids win all the time.

The political scientist Ivan Arreguín-Toft looked at every war fought in the past 200 years between strong and weak combatants. The Goliaths, he found, won in 71.5% of the cases. That is a remarkable fact, especially when the result is in the context of the sample of conflicts analysed was where one side was at least ten times as powerful in terms of armed might and population as its opponent – even in those lopsided contests the underdog won almost a third of the time.

Why, what happened? Simply, the underdogs acknowledged their weakness and chose an unconventional strategy. In those cases, David’s winning percentage went from 28.5% to 63.6%. When underdogs choose not to play by Goliath’s rules, they win, Arreguín-Toft concluded.

Entrepreneurs perpetually play the role of David against their Goliath competitors, and, just like their biblical counterpart, small businesses can defeat their large competitors by outmanoeuvring, out-imagining, and outperforming them. The business lesson is this: when underdogs choose not to play by Goliath’s rules, they win.

Entrepreneurs are perfectly positioned to operate as insurgents against their entrenched corporate competitors, because they’re more willing to take risks, challenge the conventions about how commercial battles are supposed to be fought, and are generally more alert and agile.

Large companies build assets of all sorts in anticipation of large-scale engagements, serving mass markets, but, despite their size and strength, they can be lumbering in their decision making an getting new products to market, rarely prepared to confront nimble and fast-moving adversaries that refuse to challenge them on the battlefield of their own design.

Possibly the best example is Airbnb. Large companies are often scaled to compete in the mass market, often paying less attention to niches, which can still be lucrative. All you have to do is take advantage of their ego, serve these small niches with passion and customer service, and you’ll win business.

So what’s the strategic mindset of a David in today’s market? Here are some thoughts.

Expect to win David had faith that Goliath could be defeated. Faith is simply the ability to act despite tremendous doubt. As an entrepreneur, you must never see your competitors as infallible. You must see a possibility to out perform them. If you execute and implement your competitive strategy with this mindset, success will be yours.

Self-Belief In David and Goliath the Israelites had faith that Goliath will someday be defeated but only David had the self-belief that he was the one to do it. As an entrepreneur, you must believe your business can do it. Ask yourself why not?

Another way to strengthen your self-belief is by drawing courage and inspiration from your past achievements and track record. David drew courage from his past achievement of killing a bear and a lion.

Leverage Give me a lever and a place to stand and I will move the earth, said Archimedes. Leverage is simply the ability to do more with less, and ask yourself: how can I position my business to compete favourably with fewer resources?

David knew Goliath was stronger, more skilled. He won by sheer courage, determination and focus. David asked the question; how can I defeat Goliath without engaging him in a hand-to-hand combat? That answer came in the form of leverage. That leverage was his sling.

For a small business, leverage can be in the form of personal commitment, energy and timing of response, personalised service and agile thinking. In fact, there are many ways to surpass your competitors using leverage as a tool.

Velocity Your greatest and most powerful business survival strategy is going to be the speed at which you handle the speed of change. Goliath was armed with a shield, spear and a sword but David had only a sling and a stone. Now what was the difference?

The weapons of both had the potential to kill but the difference emerged in their speed. David’s weapon was lighter and smaller, it had the ability to reach its target faster than that of Goliath. The sling and stone had the power of speed. How fast is your plan and how fast is your strategy?

Agile Strategy David’s strategy and tactics surprised Goliath, he wasn’t expecting to be confronted by such an opponent, and David’s agile outwitted and outsmarted Goliath’s ego and complacency. He wanted it more, and made it happen for himself.

Now in the game of business, you must develop a smart strategy to help you achieve your aim. You will note that David was strategic in his approach towards Goliath. His strategy was to subdue Goliath with minimal effort. To ensure the successful implementation of this strategy, David employed the following tactics:

  • He picked five stones instead of one just in case the first stone didn’t make the hit.
  • He avoided engaging Goliath in a hand to hand combat
  • He exploited Goliath’s ego and over confidence
  • He aimed at achieving his goal with the first shot
  • He took Goliath by surprise and caught him off guard

Focus on the customer as an individual Giant companies suffer when they lose touch with the granularity and simplicity of their business model, they become complacent and lazy about their approach to customers. Often the giants will make compromises in quality and service, thinking customers won’t swap to a smaller operator. Often they’re not close enough to their customer. Some distant manager adjusts a few numbers on a spreadsheet, but customers react and in a click of decimal points, they switch to a rival.

The value of an individual customer is always greater for small businesses than for large corporations, and understood as such. Your business is important to me. Make each customer feel they are your only customer, and the only thing that matters in that moment.

The primary reason is that small businesses are able to feel their own pulse, the stream of day-to-day events as they occur, you feel all of these things as they happen and can react and direct accordingly. This high level of sensitivity is unique to small businesses. The pulse gives you a sixth sense for change and how to retain your customers.

Play to your own strengths Big competitors’ perceived advantages can often mask their even bigger disadvantages, David is a lowly shepherd boy, and yet he’s the only person willing to fight Goliath. He also refuses to wear armour. Why? Because David realises that heavy armour weighs a warrior down. Goliath could easily kill David with his sword, but only if David were foolish enough to walk right up to Goliath. Of course, that’s the last thing David plans to do.

The final misconception is the idea that David goes into battle with only a sling. But it’s a highly effective weapon David has used many times to protect his flocks from wild animals. He’s not going to fight Goliath in hand-to-hand combat, he’s using his experience and expertise to fight on his own terms, Goliath can’t counter this. When David lines up, he has every intention and every expectation of being able to hit Goliath at his most vulnerable spot between his eyes.

That’s exactly what David did, walks right up to Goliath (but still far enough away that Goliath’s swords and javelin are useless) and kills Goliath with a single shot to the head. Recall, the scene in Indiana Jones shoots the intimidating Arab swordsman in Raiders of the Lost Ark – he made the most of the moment on his own terms

Take a look at the story again. The lesson isn’t simply that when a powerful competitor takes on a smaller one, the smaller one might nevertheless win by chance. Instead, understand that the real keys to competition are sometimes obscured by our misconceptions. Perceiving them correctly can amount to a new basis of advantage.

Are you facing what you believe to be a giant problem or impossible situation? Stop for a minute and refocus. Can you see the situation more clearly from David’s vantage point?

Just be yourself and use the familiar skills and talents you have. Look at the challenge from a different perspective – lean forward, how can I win? – we see more clearly, and we can fight more effectively – rather than leaning back with anxiety. What is our strategy that they can’t counter, don’t take the battle on their terms, create the conditions where you have an unfair advantage on your terms, reframe the debate.

George Mallory’s entrepreneurial mindset: because it’s there

July 11, 2017

Research into the motivational drivers of entrepreneurs has highlighted that far from being the opportunity to earn financial gains, it is the extra-rational motivations, the psychological rewards, that provide the stimuli for relentless drive, sacrifice and determination:

  • the thrill of competition
  • the desire for adventure
  • the joy of creation
  • the satisfaction of team building
  • the desire to achieve meaning in life

Ask any entrepreneur how much blood, sweat and tears they’ve put into their startup, and you’d get an imprecise answer at best. They are more driven by success, more likely to take course of action that is uncertain, and to do something unproven. It’s because the challenge exists, it’s because it’s there.

Those three words, Because It’s There. This was the driver of George Mallory, possibly the first man to reach the summit of Everest. The Fight for Everest is the account of George Mallory and Andrew Irvine’s 1924 expedition, when they disappeared near the summit, giving rise to folklore as to whether they were the first men to have reached the top of the world, some 30 years ahead of Edmund Hilary.

The book’s black-and-white photographs and fold-out maps capture the imagination and carry you away to the Himalayas. You can see the distant white peaks, snow storms approaching and the climbers reaching up the ice-walls on the North Col, scaling with ropes. You can imagine the physical and mental challenge.

I have marked the passage of the book that etched an enduring memory, the description by Noel Odell, the expedition geologist, of his last sighting of Mallory and Irvine, 800 vertical feet from the summit on June 9, 1924:

There was a sudden clearing of the atmosphere above me, and I saw the whole summit ridge and final peak of Everest unveiled. I noticed far away on a snow slope leading up to what seemed to me to be the last step but one from the base of the final pyramid, a tiny object moving and approaching the rock step. A second object followed, and then the first climbed to the top of the step. As I stood intently watching this dramatic appearance, the scene became enveloped in cloud

Over and over I read that passage, and I wanted nothing more than to be one of those two tiny dots, fighting for survival in the thin, icy air, unfazed by adversity. That was it. I lived intensely with and through these explorers, spending evenings with them in their tents, thawing pemmican hoosh.

No evidence, apart from this testimony, has been found that they climbed higher than the First Step (one of three final physical stages to the summit) as their spent oxygen cylinders were found shortly below the First Step, and Irvine’s ice axe was found nearby in 1933. They never returned to their camp and died high on Everest.

Mallory took part in the first three British expeditions to Everest in the early 1920s, joining the 1924 Everest expedition believing that at 37, it would be his third and last opportunity to climb the mountain. Mallory’s grandson, also named George Mallory, reached the summit of Everest in 1995. He left a picture of his grandparents at the summit citing unfinished business.

The grand prize of mountain climbing is Everest, for obvious reasons. It’s not the most difficult or dangerous mountain, but it invites the adventurous to stand at the peak of the world, the spot closest to the moon and stars, the ultimate junction of earth and sky, of horizon and zenith. It allows the brave to revel above the clouds, look upwards into the void and leave the earth behind. This is what drives people to risk physical exhaustion, dehydration, even death.

Only a fraction of people have ever exalted in that experience and lived to say: I climbed Mount Everest. But for Mallory, this was not recreation or physical challenge, that was not what he sought – he pursued the pure adventure of climbing. It was Mallory with the famous aphorism that, to this day, best summarises the avid climber’s pursuit, quoted as having replied to the question Why do you want to climb Mount Everest? with the retort Because it’s there, which has been called ‘the most famous three words in mountaineering’.

It turns out that Mallory actually did answer his own question more fully, and perhaps even more beautifully, a year prior to his famous quip:

The first question which you will ask and which I must try to answer is this, ‘What is the use of climbing Mount Everest?’ and my answer must at once be, ‘It is no use’…. if you cannot understand that there is something in man which responds to the challenge of this mountain and goes out to meet it, that the struggle is the struggle of life itself upward and forever upward, then you won’t see why we go.

What we get from this adventure is just sheer joy. And joy is, after all, the end of life. We do not live to eat and make money. I look back on tremendous efforts & exhaustion & dismal looking out of a tent door on to a dismal world of snow and vanishing hopes.

Mallory is one of our last great explorers and one of the greatest truly ambitious men, exhibiting all the traits of an entrepreneur. While today climbing Everest is almost commonplace, back then it was possibly the most daunting physical challenge available. The highest peak that had been ascended was Montblanc, at 15,000 feet, which Mallory had climbed.

Remember this was the 1920s, Mallory had to hike through miles of Nepalese jungle without a map – this was all uncharted. He hadn’t even seen Everest until he arrived there, and yet from the second he heard the idea he never hesitated. He is so revered that the ice-wall on the North Col which must be climbed for all who summit Everest via the North Route is named after him, the Mallory Step.

On 1 May 1999, a frozen body was found at 26,760 ft. on the north face of the mountain. Name tags on the body’s clothing bore the name of G. Leigh Mallory. No subsequent searches have found either Irvine or a Kodak camera, known to be in their possession, which could hold the answer as to whether they were on the top of the world 30 years before Hilary and Tenzing.

Mallory carried a photograph of his wife, which he was to leave at the summit. When his body was discovered, the photograph was missing. Whether it will be proven that he reached the top or not, he certainly had climbed to an altitude of at least 28,000 feet in 1924 with clothing and equipment far inferior to what is available today, a remarkable feat.

President Kennedy quoted Mallory in his speech announcing the NASA programme in 1962, his own words with the same sentiment of ambition: We choose to go to the moon in this decade and do the other things, not because they are easy, but because they are hard, because that goal will serve to organize and measure the best of our energies and skills, because that challenge is one that we are willing to accept, one we are unwilling to postpone, and one which we intend to win, and the others, too.

Mallory epitomises the same unwavering entrepreneurial ambition and attitude to succeed – focus and clarity on his goals, a tenacious will-to-win. Starting and running a small business is a lot like climbing a mountain for the first time, look at the similarities:

  • Inner drive Entrepreneurs are driven to succeed, they see the bigger picture, set massive goals and stay committed to achieving them regardless of challenges that arise. Mallory had this in abundance.
  • Strong self-belief Entrepreneurs have a strong and assertive personality, focused and determined to achieve their goals and believe in their ability to achieve them. Mallory had this confidence.
  • Search for innovation Mallory had a passionate desire to be the first man on Everest, just as entrepreneurs look to bring new ideas first to market. Both are pioneers in their aspirations and approach to the risk and opportunity before them.
  • Competitive Successful entrepreneurs thrive on competition. The only way to reach their goals is to be the best they can be. Mallory’s wasn’t competitive with other climbers – but with himself and the mountain before him.
  • Highly energised Mallory was always on the go, full of energy and highly motivated. Entrepreneurs have a similar high energy, restless and always trying to get to where they want to get.
  • Accepting of obstacles Entrepreneurs are on the front line and hear the words it’s never been done, it can’t be done as opportunity. They readjust their path, obstacles are an expected part of the journey. Everest was both a physical and mental obstacle in Mallory’s journey.

Sometimes you need to remind yourselves as to why you’re working so hard every day. If you haven’t looked up from the grindstone for sometime, your vision can get cloudy. Mallory’s story and attitude reminds me that there’s a purpose and a reason for your dedication, discipline and hard work.

Don’t get lost in life’s busy shuffle. Mallory reminds me not to just ‘do things’ but to do them with a passion and a purpose bigger than ‘just turning up’. Do them because it matters. Not just to cross it off a list but for the purpose of a creating a story to tell that what you’ve done matters, and that it makes a difference.

As Mallory said in one of his final interviews, when trying to explain why he’s climbing Everest, I have dreamed since I was a boy of standing atop this mountain, and it’s worth it to risk your life to make a dream come true. Business life isn’t as risky to life and limb, but there is no finishing line, just keep reaching out and pushing yourself, and ask yourself why do I want this?

Because It’s There, was his answer.

Do them because it matters. Not just to cross it off a list but for the purpose of a creating a story to tell that what you’ve done matters, and that it makes a difference. Mallory provides a new perspective on our own aspirations and inspires us to strive for our own Everest. Because it’s there.

How penguins on a melting iceberg can inform a startup’s change strategy

June 19, 2017

Charles Darwin, the English naturalist, biologist and geologist, is best known for his contributions to the science of evolution, a process that he called ‘natural selection’ in the struggle for existence. He is undoubtedly one of the most important and influential figures in human history.

As every schoolchild knows, Darwin spent five years living on the Galapagos Islands as part of his voyage on HMS Beagle, and studied the finches. He was intrigued that each island had its own distinct species, and worked out that they shared descent from a common ancestor and were a product of evolution.

Puzzled by the geographical distribution of wildlife and fossils he collected on the voyage, Darwin began detailed investigations and he conceived his theory of natural selection. Although he discussed his ideas with several naturalists, he needed time for extensive research, and his geological work had priority.

Two decades on from his HMS Beagle voyage, he was writing up his theory in 1858 when Alfred Wallace sent him an essay that described the same idea, prompting immediate joint publication of both of their theories. Darwin’s work established evolutionary descent with modification as the dominant scientific explanation of diversification in nature. Today, Darwin’s scientific discovery is the unifying theory of the life sciences explaining the diversity of life.

His hypothesis in The Origin of Species was that man had descended from chimpanzees. Nature, red in tooth and claw, had used the survival of the fittest to weed out the imperfect and weak. Homo Sapiens at the top of the evolutionary tree had achieved her desired end: they had evolved and responded to the changing environment, something that the dinosaurs patently had not.

Racked by guilt at replacing the doctrines of the Church with a vision of man as a shaven primate in an amoral universe, Darwin retired into obscurity. He repented his blasphemy on his deathbed. He is buried in Westminster Abbey, where he still lies, trampled by tourists.

There are, however, a number of inaccuracies in the montage of Darwin’s legacy. The word ‘evolution’ does not appear in The Origin of Species, and the phrase the survival of the fittest is not his, but was coined by the philosopher Herbert Spencer to summarise the notion of natural selection, the central tenet of Darwin’s evolutionary theory.

However, Darwin’s visionary thinking was truly ground breaking, as much as any disruptive tech startup today, and has application to thinking about startup strategy, where the dimensions of change – competition, economics and pace of tech innovation – exhibits similar characteristics and potential impact to those outlined in Darwin’s evolution theory based on finches and humans.

For example, startups can be grouped in to sets (species), revolving around solving one problem, where the basis of competition is providing a different value proposition to get ahead of others in the market. In doing this, it becomes survival of the fittest to win customers and market share in a changing environment, a fierce competition where sharp elbows and minds are needed.

There’s no grand theory of startups, nothing comparable to the theory of relativity for physics or the theory of evolution for biology. Neoclassical economic theory is the only real contender, where from a few simple assumptions about self-interested rational actors, you can derive equations for everything from employment, inflation and money supply. For Darwin read Malthus, Mill, Smith and Ricardo.

However, the science of economics has fallen upon hard times and lost credibility as a result of its lacklustre inconsistency in predicting economic trends or informing policy – in fairness the thinking was forged in C18th and C19th, and C21st tech has ripped up the rulebook of supply and demand, and market equilibrium. Today, it’s a laundry list of paradoxes and anomalies that are difficult to relate to C21st markets.

But you can apply Darwin’s fundamental postulates to startups quite rationally: the strong do crush the weak; startups exhibit incremental ascent with modification as new ideas evolve; semi-random innovation occurs via trial and error to find product-market fit; tech creates market disruption which drives selective survival, and other evolutionary Darwinian features.

It’s his statement that It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change where Darwin has the most resonance for startups, and brings me to a story about penguins to illustrate this.

On the face of it, Harvard’s John Kotter’s seminal book Our iceberg is melting is a simple tale of a group of penguins who are scared about losing their home and lifestyle because their current habitat – their iceberg – is melting, and yes, even more scared of the changes that could entail.

The book narrates how the penguins discovered the problem, which highlights a need for change, and how they then go through a process to secure survival, captured in Kotter’s eight principles of change. Through this simple allegory of their struggle for finding their new home, the story delivers a powerful message that is relevant for startups as they search for their isolated icebergs of opportunity that are sustainable.

In the story, Fred is an observant and curious penguin – maybe a data scientist in a penguin’s disguise? He observes that their iceberg home was melting. Not one to just wait for his daily quota of squid, he spoke to Alice.

Alice is one of the leaders of the colony, practical and mentally tough. Of course Alice initially wondered if Fred was suffering from a personal crisis or if he missed his morning fishmeal. But she gave him a patient hearing, which rapidly changed to alarm when she saw the cracks and fissures in their iceberg.

Alice brought Fred’s concern to the rest of the leadership team, and eventually the colony waddled their way to a miraculous solution in the book, enjoying quite a few squids on the way, showing that in order to achieve change, you need a vision, a process and a team that can drive that change.

Let’s cut back to the reality of our startup world, where the tech market is the iceberg and is never solid, melting in a maelstrom of new, emerging paradigms, contradictions, red herrings (Alice’s second favourite food) and more twists and turns than a King Emperor swimming at 30mph in the Antarctic sea.

Facing a startup CEO is a plethora of data looming across channels from transaction information to marketing automation and digital marketing platforms. Then there are blogs, meet-ups and accelerators offering insights and ambiguities on trends, opinions and comments. Against this backdrop of constant change, she has to balance branding and positioning, innovation and selling, people and finance, to respond and grow both in the near and long term.

Let’s look at the eight steps for change outlined in Kotter’s book and the penguin’s situation, and see how they apply for a startup trying to survive, grow and evolve in a shifting, mutating market.

1. Set the scene

Create a sense of urgency – don’t wait until the iceberg starts to melt Fred discovered the iceberg where the colony lives is melting. He tells Alice, who is initially sceptical, but she sees how urgent the situation is. Alice tells the leading council of penguins, most of whom don’t believe her. But Fred shows the penguins the urgency of the situation.

For startups, it’s a combination of instinct, hunches and data. But the message from the iceberg is that difficult problems won’t go away, and you need to help others see the need for change and the importance of acting immediately.

Pull together the guiding team A team of five penguins is put together to deal with the situation, they immediately start brainstorming ideas. This team has to focus on driving a balance between creativity and data driven decisions. Unexpectedly, their inspiration for a solution comes from a passing seagull, which happened to land on their iceberg.

For startups, the lesson is to ensure there are problem solving skills, not just creative thinking skills in the team, and to maintain a sense of balance around domain expertise and outward looking curiosity of your immediate environment for potential disruptive ideas. Never get complacent that you have all the questions – let alone the answers.

2. Decide what to do

Develop the change vision and strategy The inspiration from the seagull led to a solution, which would change the way the penguins lived. They would become a nomadic colony that moved to locations suitable for living, rather than being static. This would be a big change to the penguins, who had lived in one location for years, and were used to their current way of life.

The business learning here is to keep an open mind, and be prepared to pivot – in essence to start again. To find a sensible version of a better future, hold you vision – keep all the penguins together – but have a strategy that responds to the changing environment, and one that isn’t constrained by previous thinking.

Communicate for understanding and collaboration Though the team had now found a potential solution, they needed to get the buy-in of other penguins. There were penguins that were very sceptical and thought either the whole thing about the melting iceberg was nonsense, or it was too dangerous to move.

In a startup, avoid hierarchies and promote open communication at all times, change makes people nervous, and uncertain times combined with gaps in communication makes this worse. Ensure frequent and open communication with regular and personal attention.

3. Make it happen

Empower others to act The team found ways to include other penguins to become part of the solution, and because others felt part of the solution, the opposition decreased.

Opposition to change arises because of a lack of engagement and inclusion, and creates a feeling of not being valued. Remove as many these barriers as possible – a change of direction in a startup, as a result of the iceberg melting, needs everyone to be engaged, empowered and together.

Produce short-term wins When other penguins got involved they started achieving short-term goals, which were necessary on the way to the end result. This encouraged and motivated the penguins to keep working towards the solution.

Create some visible, unambiguous successes as soon as possible. Short-term wins create a positive atmosphere that everything will be ok, even if there are some tougher challenges ahead.

Don’t let up The colony finally moved to a new iceberg, but they didn’t stay there. They found a better one and moved again. They were not giving up but kept looking for better living situations for the colony.

The lesson for startups is to remain restless and ambitious, never resting on your laurels, adopting a culture of continuous learning, pressing harder and faster after the first successes. Be relentless with initiating change until the vision is a reality.

4. Make it stick

Create a new culture Actions were taken to cement the new culture in place, there was no going back to old ways of living. This ensured that the changes would not be eroded by stubborn, hard-to-die traditions or a lack of focus on the future.

It’s an oxymoron for startups, but innovation starts with their own business model and behaviours, constantly looking forward to new horizons and not getting stuck in a way of being that is successful in the market of today. Nothing is new forever, like Darwin’s statement, it’s those that respond to change who are the most successful in the face of uncertain conditions.

Ask yourself whether you are living on a potentially melting iceberg. Melting icebergs for startups come in many forms: aging products becoming irrelevant for new market needs; new, alternative offerings disrupting your market space; a growth strategy implementation that is slowing and getting stuck in pack ice.

The reality is that tech startups encounter constant changes as the pace of innovation quickens at a macro level, and scaling yields internal challenges. You maybe fit for purpose today but it is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.

Why should anyone be led by you?

June 12, 2017

Why should anyone be led by you? This is a great question for self-reflection for any leader, focused on your leadership identity, values and purpose. It’s also the title of a book of Rob Goffee & Gareth Jones, and a piece of research I use when working with startup founders to help shape and articulate their leadership style.

More and more people and organisations are on the quest for authenticity of leadership. People want to be led by people they trust, respect and who are sincere. Goffee and Jones identify some key concepts – know and show yourself often, get close to your people but also keep your distance, and communicate with care.

The recipe is to get connected to one’s inner self and to start talking and acting in a real, emotionally connected way to enhance engagement and creativity. Organisations want more sincere leadership, more initiative. But leadership isn’t easy. It requires focus and practice.

The tumultuous result from last week’s General Election was as much about the leadership credentials of May and Corbyn as their opposing political ideologies. May’s frequent tortured physiognomy haunted me like a Spitting Image retrospective, contrasting to Corbyn’s calm, principled style of communication, which confused me when set against the narrative of his seemingly naïve and unclear approach to leadership we’ve seen historically.

When May called the general election, Corbyn was widely regarded as the weakest leader the Labour Party had since Michael Foot in 1983 or perhaps even since George Lansbury in 1935. Today he is the comeback king, undisputed leader of the Labour Party.

Whatever your politics, May’s leadership will be remembered for one big, disastrous gamble. She called a snap election, seemingly to bank a bigger majority against an apparently shambolic Labour opposition, characterised by Corbyn’s weak leadership, a safe one-way bet to a landslide and renewed five-year majority term. But there followed one of the most dramatic collapses in British political history.

Corbyn’s conviction politics caught the imagination, his principles overtaking the doubters who stalled at May’s lack of personal empathy and engagement. There will be no ‘strong and stable’ government that May said the country needed when she called the vote. Things fell apart for May, despite Diana Abbott’s mathematical malfunctions.

Whoever becomes British Prime Minister will have to lead a fractured country and grapple with three crises. Firstly there is chronic instability. We are a divided and confused country – between outward and inward-looking Brexit voters, gapping polarity between young and old, the divide between cosmopolitan cities and the rest (don’t get me started on rural broadband in Rossendale versus 4G in Manchester), and the gulf between nationalists and unionist perspectives.

Secondly, I anticipate economic turbulence ahead. Whereas in 2016 the UK economy grew the fastest of the G7, in Q1 of 2017 it was the slowest. Unemployment remains at its lowest in decades, but with inflation at a three-year high and rising, real wages are falling. Tax revenues and growth will suffer as inward investment falls and net migration of skilled Europeans tails off. Maybe it’s just me, but the economy was given little visibility in the Election and voters are blissfully unaware of the coming crunch.

The third issue is on the next page of my diary: in just a week’s time the most important and difficult political negotiation Britain has attempted in peacetime will be upon us. Brexit involves dismantling an economic and political arrangement that has existed for over fifty years, linking Britain to the economic bloc with which we send half of our exports, from which come half of our migrant population, and which has helped to keep the peace in Europe and stability beyond.

May or Corbyn – neither has given any clarity how to negotiate Britain’s trickiest-ever divorce, neither fully answered the question of how the economic pain of Brexit will be shared. We seem resigned to the fact that we were duped by promises of a Brexit dividend of more cash for the NHS, but no one has been held truly accountable. May’s demise is more of a lack of confidence in her personally than retribution for the Bullingdon Boys’ private spat spinning out of control.

From an apparent position of strength and boasting the fatuous slogan that I am a bloody difficult woman, May’s leadership credentials unravelled, undermined by the reluctance to face voters directly, such that a beleaguered May now faces a backlash and is fighting for her political life, seeking a coalition of convenience to bolster her chances of keeping her Government alive.

She’s a hostage inside the Tory Party and in an invidious position, isolated and waiting until someone knocks on her door and tells her to sling her hook. I’m sure those grey men in grey suits at the apex of the Conservative hierarchy are putting their heads together and trying to stitch up some sort of a way forward.

Meanwhile Corbyn started the Election looking like a partisan rebel, supported largely by a small group of faithful hard-leftists in his office, and, outside Parliament, by Len McLuskey, boss of the Unite trade union, and by Momentum, a grassroots pressure group of activists.

In contrast, many have had a fundamental rethink, as Corbyn demonstrated clear values-based leadership, standing for what he really believes in, always been proud of his socialist record rather than cleaving to the middle ground. He has also demonstrated that the tabloids are no longer the influencers to be feared, reaching out to the younger constituency with his manifesto of #forthemanynotthefew and inspired a new cohort of voters.

Corbyn fought a strong campaign against all expectations. He may not have won the Election but, unlike the leader of the Conservative Party, he now has the aura of a winning leader, whereas May looks to be a floundering leader. As it’s a choice between the two, let’s ask the question of May and Corbyn – why should anyone be led by you? – and look at the detailed research from Goffee and Jones, and see how they shape up.

Their research found that successful leaders modify their behaviour to respond to the needs of their followers and the circumstances they encounter – while simultaneously remaining true to who they are. They produce results by being crystal clear on their unique differentiators and by addressing four critical needs of their followers:

·     Community: followers long for a sense of belonging, to feel part of something bigger. Leaders must help them connect to others (not just to the leaders themselves) as well as to the overarching purpose of the organisation.

·     Authenticity: followers choose to be led by humans, not titles or credentials. Leaders must be able to identify and deploy their personal differences, foibles, and strengths to inspire employees to apply their energy and talents.

·     Significance: followers want to believe their efforts matter. Leaders need to recognise contributions in a meaningful way, with highly personalised feedback.

·     Excitement: followers need a spark to trigger their exceptional performance. Leaders who articulate their own passion, values, and vision provide the energy and enthusiasm employees hunger for.

Besides the above skills and attributes, everyone agrees that leaders need vision, energy, authority, and strategic direction. That goes without saying. But Goffee and Jones also discovered that inspirational leaders shared four unexpected qualities:

·     Vulnerability: by exposing some vulnerability, they reveal their approachability and humanity. By selectively revealing their weaknesses (weaknesses, not fatal flaws), this lets employees see that they are open and transparent, building an atmosphere of trust which helps galvanise commitment.

·     Intuition: inspirational leaders have a heavy reliance on intuition to gauge the appropriate timing and course of their actions. Such leaders are good ‘situation sensors’, they can sense what’s going on without having things spelled out for them, acting on gut instinct.

·     Tough empathy: managing employees with ‘tough empathy’ is the third quality of exceptional leadership. Tough empathy means giving people what they need, not what they want. Leaders must empathise passionately and realistically with people, care intensely about the work they do, and be straightforward with them.

·     Personal uniqueness: the fourth quality of top-notch leaders is that they capitalise on their differences. They use what’s unique about themselves to create a social distance and to signal separateness, which in turn motivates employees to perform better.

All four qualities are necessary for inspirational leadership, but they cannot be used mechanically, they must be mixed and matched to meet the demands of particular situations. Most importantly, however, is that the qualities encourage authenticity among leaders.

The main body of leadership thinking focuses on the characteristics of leaders, giving it a strong psychological bias, seeing leadership qualities as inherent to the individual. The underlying assumption is that leadership is something we do to other people. However, in Goffee and Jones’ view, and one that I subscribe too, leadership should be seen as something we do with other people.

You can’t do anything in a startup business without followers, startup leaders must find ways to engage people and rouse their commitment to company goals. It should be noted that effective leadership is not about results per se, the focus is on leaders who excel at inspiring people, in capturing hearts, minds, and souls. This ability is not everything in business, but great results may be impossible without it.

So, May or Corbyn? Who knows themselves and shows themselves enough with authenticity? Who makes it personal, always present in the moment as a person? Who shows the most ‘tough empathy’, managing their social distance, use bandwidth to shift from distance to closeness as needed? Finally, who communicates with care?

It’s not about the cult of personality, the perceived strength or weakness, rather facing the schisms in our country, the drifting performance of the economy and the challenges of Brexit, political leadership must always be viewed as a relationship between the leader and the led. To be a true leader, be yourself.

Maybe neither are the leaders we aspire for, when compared to Justin Trudeau, the current Canadian Prime Minister, who captured his leadership ethos with these words:

Connecting with Canadians isn’t about what you say, it’s about what you’re listening to. It’s about what you understand. Who cares about winning? We should focus on serving. It’s important that people understand who I am and where I come from and not just have it shaped by purely political discourse.

What organisations need – and what followers want – are authentic leaders who know who they are, where the organisation needs to go, and how to convince followers to help them take it there. So, May or Corbyn, who gets your vote as the next leader of Britain? And how does this thinking speak to your own leadership virtues and values?

Be resilient: avoid the path of least resistance

May 30, 2017

The path to entrepreneurial success is forged via breakthroughs, small steps and iterations, each possible because you have your eyes and ears wide open and you’re able to reflect and adjust time after time, with the resilient mindset to keep going.

Resilience is the virtue that enables entrepreneurs to move through hardship and achieve success. No one escapes heartache, uncertainty and disappointment, yet from these setbacks comes wisdom, if we have the virtue of resilience.

Many misunderstand what’s at work in resilience. For me, it’s not about ‘bouncing back’, rather its about the ability to integrate harsh experiences into your entrepreneurial thinking, learn and apply the lessons, and then be motivated to go again, and expecting to go one better.

Entrepreneurs choose this life of challenge and hardship, gambling for achievement, seeking success with joy and humour, but also inevitably encountering times marked by confusion, chaos and disappointment. This is true of everyone’s lives, of course, but the entrepreneur consciously chooses a life in which they are likely to have higher highs and lower lows, in which the peaks and troughs are more vivid than if safer choices made.

Entrepreneurs jump on the roller coaster ride where the tracks haven’t yet been fully built. They’d have it no other way, happy with the wind in their faces and going round blind corners and crazy inclines. A good part of it is fighting the urge to revert back to their comfort zone, and fall back into old habits.

Please make yourself uncomfortable. Becoming a successful entrepreneur is never a straight line. There are lots of ups and downs and zigzags along the way. As it turns out, how you emotionally handle the downs is key. Resilience means not giving up, and being energised by what you have learned, experiencing multiple setbacks along the way, but persevering. As Thomas Edison said, I have not failed. I have just found ten thousand ways that won’t work.

It is not all bad, but it is not all good, it is not all ugly, but it is not all beautiful, it is life, life, life – the only thing that matters, a quote from Thomas Wolfe, which summarises the entrepreneur’s attitude. So stop trying to be realistic, and be resilient.

And that enables you to fight back. It can’t be done. What? You want to build an airplane? You’re crazy. You’ll never make it. Everyone fails and so will you. 1,000 songs in your pocket? You must be kidding, right? An electrical car with a range of 300 miles? You want to be an artist? It’s safer to get a job.

You don’t need guts to get a normal job, and do the usual stuff. Most people are realistic. It’s not realistic to be the first one to build an airplane. It’s not realistic to build an electric car.

But what’s the fun of living a life when you know the outcome already and it’s steady away? Ok, if you never try, you never have to deal with the pain and hurt of failure I’ll give you that. But most of that is self-inflicted. But is that a reason to not do something? Life is also not a contest of ‘my problems are worse than yours’. If it’s attention that you want, get a dog.

The truth is this: you’re trying to be realistic, and I’m telling you stop thinking that way. Think outside the box. Think of flying cars. Unconventional being. Do extraordinary things. People do not decide to become extraordinary. They decide to accomplish extraordinary things said Sir Edmund Hillary, and he should know.

Being resilient means your life doesn’t have to play out like a video on demand that is looping, you’ve seen a dozen times. Is it still worth it to sit through it? Yeah, sure. But it’s not extraordinary. You know the plot, you know the dialogue and you know the we-all-live-happy-ever-after. The End.

So rather than being realistic, think Go. Go. Go, and be resilient. Ryan Holiday, in his book The Obstacle Is The Way, draws lessons from philosophy and history and says if you want to achieve anything in life, you have to do the work, be prepared for knockbacks – but most of all, be resilient.

The Obstacle Is The Way was the first book that I read back to back for some time. Yes, I read the book, thought it was so good that I flipped back to page one and started reading it again. This is a book that gets better every time you read it.

If everyone used the advice from the book, we would all be a lot bolder and mentally able to handle the pressure of running a startup. Here are some quotes from the book, which I think say a lot about building your resilient mindset.

Where the head goes, the body follows. Perception precedes action. Right action follows the right perspective. When something happens, you decide what it means. Is it the end? Or the time for a new start? Is it the worst thing that has ever happened to you? Or is it just a setback? You have the decision to choose how you perceive every situation in life.

No thank you, I can’t afford to panic. Some things make us emotional, but you have to practice to keep your emotions in check and balanced. In every situation, no matter how bad it is, keep calm and try to find a solution. Sometimes the best solution is walking away. Entrepreneurs find it hard to say no, but that can be the best solution at times.

No one is asking you to look at the world through rose-coloured glasses. See the world for what it is. Not what you want it to be or what it should be. Hey, we’re back to being realistic – but it’s also about optimism, the mindset to expect the best outcome from every situation – and that’s resilience to make it happen. This gives entrepreneurs the capacity to pivot from a failing tactic, and implement actions to increase success.

If you want momentum, you’ll have to create it yourself, right now, by getting up and getting started. If you want anything from life, you have to start moving towards it. Only action will bring you closer. Start now, not tomorrow. Maintain active optimism, observing how others were successful in similar situations, and believing you can do the same.

Ask not that events should happen as you will, but let your will be that events should happen as they do, and you shall have peace, Epictetus, a Greek Philosopher said. It’s not what happens to you, but how you react to it that matters.

It’s okay to be discouraged. It’s not okay to quit. Entrepreneurial life is competitive, and if you want to achieve anything, you have to work hard for it. When you think life is hard know that it’s supposed to be hard. If you get discouraged, try another angle until you succeed. Every attempt brings you one step closer. Don’t have a victim’s mindset, have courage to take decisive action.

Show relentless tenacity and determination. Remember, giving up is simply not an option. Learn that tenacity is self-sustaining when persevering actions are rewarded. Find tenacious role models, and garner the support of peers and friends. Great entrepreneurs become tenaciously defiant when told they cannot succeed. Then they get it done.

We must be willing to roll the dice and lose. Prepare, at the end of the day, for none of it to work. We get disappointed too quickly. The main cause? We often expect things will turn out fine, we have too high expectations. No one can guarantee your success so why not expect to lose? You try with all your effort, it doesn’t work out, you accept it, and move on.

Decisiveness mitigates adversity, helps you rebound, take responsibility, and promotes growth. Building decisiveness requires eliminating fear, procrastination, and the urge to please everyone. Practice making decisions as a positive learning experience. Understand that any decision is usually better than no decision.

The path of least resistance is a terrible teacher. Don’t shy away from difficulty. Don’t do things just because they’re easy. How do you expect to grow? Nurture yourself: gain strength from the unrealistic achievements of others. Surround yourself with high achievers. Avoid toxic people like the plague.

The world might call you a pessimist. Who cares? It’s far better to seem like a downer than to be blindsided or caught off guard. Just doubting yourself just doesn’t work, expecting things not to turn out and to lose is not good enough if you want to accomplish something remarkable. If you rehearse everything that can go wrong in your mind, you will not be caught by surprise when things actually go wrong. The Stoics called this Premeditatio malorum, the premeditation of evils. To be remarkable, you have to expect unreasonable things of yourself.

Don’t waste a second looking back at your expectations. Face forward, and face it with a smug little grin. We can’t choose what happens to us, but we decide how to respond. Successful, resilient entrepreneurs don’t just accept what happens to them. Everything happens for a reason. It’s all fuel that you can use to move forward. It defines you.

The great law of nature is that it never stops. There is no end. When you overcome one obstacle, another one waits in the shadows. Entrepreneurial life is a process of overcoming obstacles, one after the other. The obstacle becomes the way so you might as well enjoy it.

We all need a guiding light when adversity strikes. I’m pretty sure that if you reflect upon and apply one of the above quotes, you’ll top up your own entrepreneurial resilience. You don’t have to use every message from Ryan Holiday, just pick one quote, apply it, and see what happens. For me, it changed everything when I shared this with a number of my startup clients.

Resilience means rebounding back and getting right back in the game, remaining optimistic in the face of adversity. Resilience is accepting your new reality, but being able to take a step back to take a step forward. If you quit in the face of adversity, you’ll spend the rest of your life wondering about it. It’s never to late to be the person you could have been. The goal of resilience is to thrive in adversity.

I’m often struck by the ability of a single individual entrepreneur to change the world. Think Thomas Edison, Elon Musk and Anne Wojcicki, to name a few. They each started with no money and no technology, just their passion and perseverance.

Ultimately, three things make anything possible: People, technology and money. But money and technology alone, without the persistent and passionate human mind driving things forward, are useless.

If I had to name my superpower, it would be my persistence, resilience and mental toughness – maybe it’s my Northern grit – not giving up, even when everyone tells me it isn’t going to work. Had I given up in the face of the criticism or adversity, you wouldn’t be reading this blog post.

The only thing that I see that is distinctly different about me is I’m not afraid to be the last man standing when something needs to be done. I will not be outworked, period. You might have more talent than me, you might be smarter than me, you might be sexier than me, you might be all of those things – you got it on me in nine categories.

But if we get on the treadmill together, there’s two things: You’re getting off first, or I’m going to die. It’s really that simple. For me, my resilience keep me going. Remember that true failure only comes when you give up.