Begin at the End: What You & IBM Have in Common

The best advice I ever got in my career was that I needed to begin at the end. I needed to visualize my legacy. Most people associate a legacy with the transfer of worldly possessions from one generation to the next. So it’s not a great leap to realize that each of us also create personal and professional legacies related to our character, core values, and social impact. The key is to define that legacy – determine exactly who you want to be (not what you want to be), what you want to accomplish, and then focus all your time and energy on making it a reality.

This concept of a visualized legacy is focused on defining and achieving goals. And it gets to the heart of true self-awareness. Visualization is usually associated with athletes – particularly peak performers. Baseball players picture themselves hitting a home run, sprinters see themselves bursting over the finish line ahead of the pack, and gymnasts see themselves performing a perfect routine and sticking the landing to a standing ovation. The process works the same for the rest of us mortals. Architects visualize their design, fully constructed, with people walking through the doors and gliding up the escalators. Attorneys see themselves in the courtroom with the judge and jury hanging on their every word. And marketers of every stripe see their efforts ringing the cash register.

Like all things, visualization does not come easy. It requires practice. Visualization is far different than simply saying “I think I can, I think I can.” It involves images rather than words and narration. And the more vivid the image – the more detailed and nuanced – the more impact it will have on your success.

A Lesson From The Greatest Visualizer Of All-Time

Thomas Watson, Sr. became general manager of the Computing Tabulating Recording Corporation (CTR) in 1914. At the time, CTR was a manufacturer of automatic meat slicers, weighing scales, and punched card equipment. The company had fewer than 400 employees; but Watson had big plans for the small company and, in 1924, he renamed it International Business Machines.

Watson’s description of his thought processes and game plan for the company is far too powerful to paraphrase. So here, in Watson’s own words, is the secret of his personal and professional success:

IBM is what it is today for three special reasons. The first reason is that, at the very beginning, I had a very clear picture of what the company would look like when it was finally done. You might say I had a model in my mind of what it would look like when the dream – my vision – was in place.

The second reason was that once I had that picture, I then asked myself how a company which looked like that would have to act. I then created a picture of how IBM would act when it was finally done.

The third reason IBM has been so successful was that once I had a picture of how IBM would look like when the dream was in place and how such a company would have to act, I then realized that, unless we began to act that way from the very beginning, we would never get there.

In other words, I realized that for IBM to become a great company it would have to act like a great company long before it ever became one.

From the very outset, IBM was fashioned after the template of my vision. And each and every day we attempted to model the company after that template. At the end of each day, we asked ourselves how well we did, and discovered the disparity between where we were and where we had committed ourselves to be, and, at the start of the following day, set out to make up for the difference.

Every day at IBM was a day devoted to business development, not doing business.

We didn’t do business at IBM, we built one.

What’s Your Vision?

Thomas Watson, Sr. didn’t invent the concept of visualization but he embraced it with a fervor that should be an inspiration to us all. Interestingly, it would be very easy to reword Watson’s quote and replace “IBM” with your own name. To wit:

Thirty years from now, I will have achieved all that I am capable of for three special reasons. The first reason is that, starting today, I have a very clear picture of what a successful career will look and feel like when I retire.

The second reason is that now that I have that picture, I can ask myself how a successful career like that would have to be built. I can then create a picture of how I would have to act and interact to achieve that goal.

The third reason I will have been so successful is that once I had a picture of what my career would look like when the dream was in place and how I would have to act, I realized that, unless I began to act that way from this day forward, I would never get there.

In other words, I realize today that for me to become a great __________ (writer, physician, teacher, etc.) I would have to act like a great _____________ long before I ever became one.

From the very outset, my career was fashioned after the template of my vision. And each and every day I attempted to model myself after that template. At the end of each day, I would ask myself how well I had done, and discovered the disparity between where I was and where I had committed myself to be, and, at the start of the following day, I set out to make up for the difference.

Thomas Watson, like Richard Branson and Elon Musk, realized that life is short. And he realized that the sooner he articulated his vision the more time he would have to achieve it. The same truth applies to every single one of us.

(This article is adapted from the author’s books 20/20 Mind Sight and Marketing for Rainmakers.)


The Unequivocal Why in the Horror of Nice, Orlando, and Istanbul

indoctrination canstockphoto5952193The American philosopher William James often argued that human beings were blind “to the feelings of creatures and people different from ourselves.” It is this blindness that, if left unchecked, can progress from a simple preference for similar-looking/same-thinking people to ideological fanaticism.

Everyone is prejudiced to some degree. We may suppress those feelings from being outwardly expressed, or we may deny them even to ourselves. The key to keeping biases to a minimum is to turn off the personal filters that cloud judgment and focus instead on accepting other people’s realities. Acknowledge the differences and then accept, embrace and appreciate them.

The importance of personal reflection and self-knowledge to creating a blinders-free perspective cannot be overstated. People who truly know themselves and feel comfortable in their own skin tend to be the most open-minded – i.e., the most impartial and the least judgmental. They are confident about their own values and beliefs and, as a direct result, do not feel compelled to force those values and beliefs on others. On the other hand, people who have never delved deep inside to test and question their beliefs and values are far more likely to fear and denigrate the mass of others who do not look, sound, or act exactly like they do. These less reflective individuals are driven to persuade and/or punish the “others” to accept and validate their particular worldview. It’s “my way or the highway” for those whose self-knowledge is constrained by ideology and indoctrination – as well as a lack of general curiosity about and appreciation for the larger world around them. Their life’s journey consists of a single track in the shape of a circle. They go round and round seeing the same things over and over again. And the more they see those same things, the more partial they become towards them.

This circular journey drives the why in every terror attack and hate crime, and it’s the why that becomes the focus of law enforcement and the media in the immediate aftermath. Why would this or that seemingly normal person turn into a senseless killer? Why attack so randomly knowing that many innocent people (including children) will be among the dead and injured? The focus is on the search for a specific cause – a specific rationale – ranging from Islamic jihad to ethno-centric separatism to religious fundamentalism, homophobia, and pure racism.

Whatever the “specific” cause, the root cause is unequivocally indoctrination followed by blind faith to a person, organization or orthodoxy. Blind faith refers to beliefs that are held without true understanding, reasoned discrimination, or experiential proof. While an argument can be made that all “faith” is “blind” by definition, let’s focus on the articles of faith that serve to dehumanize and engender hate.

Take a moment to consider your most deeply held beliefs, and then focus on those that originated from an external source. The beliefs you hold because you were taught to hold them. Examples might include the belief that women are subservient (and belong in the kitchen and out of the boardroom), homosexuality is an abomination (and gay marriage will destroy traditional marriage), Muslims are terrorists (and shouldn’t be allowed to build mosques in “our” neighborhood), Jews are stingy and greedy (and plotting to take over the world), and Mexicans are lazy (and so we have to build an electrified fence on our southern border to keep them out and stop them from taking our jobs). No one – and I truly mean no one – ever derived these beliefs on his or her own. They are the result of indoctrination by one or more of the groups we belong to (family, school, church, friends, etc.), and the lack of a questioning mindset of our own.

Our educational, corporate and community institutions have trained us to repeat and regurgitate. Introspection and personal reflection are unvalued, ignored, discouraged or – in extreme cases – punished. We’ve become a world of blind followers with little insight into our personal character, and our society suffers as a result.

Most people believe what they’ve been taught to believe. They do what other people tell them to do, and say what others expect them to say. That’s why the “lives of quiet desperation” that Thoreau described are so prevalent today and why civil discourse has been replaced with the coarse language of divisiveness and disdain.

Few people take this blind faith to the extreme of the Orlando and Charleston shooters, the Istanbul bombers, or the maniacal truck driver in Nice; but we all suffer from it. The only way to truly overcome and eliminate blind faith – and the indoctrination that nurtures it – is to focus on personal reflection and self-knowledge. If you can’t explain what you believe, then you don’t truly “believe” it. You’ve simply been taught to believe it.

Adapted from content in 20/20 Mind Sight by Phil Fragasso and Jillian Vorce.

The Benefits of Keeping Your Mouth Shut

woman gaggedOne could make a strong argument that the three scariest words to state aloud (particularly in the political realm) are these: I don’t know. That phrase is an explicit admission that we’re less than perfect. Our fear of saying I don’t know is amplified by the worries that we should know it and that everyone else knows it.

There are two alternative approaches to saying I don’t know. The first is to remain silent. You might look away and hide your head, try to change the subject, or excuse yourself to go to the bathroom or refill your coffee. The second, and far more damaging in the long run, is to act like you know. Think about times when you’re asked a question and you’re confident about the answer. Your response will be concise, definitive, and coherent. If you’re anything like the rest of us, there have probably been occasions when you haven’t known the answer to a question but felt compelled to respond nonetheless. In those situations your response was probably lengthy, convoluted, and effectively meaningless. We use far more words to cover up a lack of knowledge than when we actually know what we’re talking about. And because we have no idea what the hell we’re talking about, we’re far more likely to commit a verbal faux pas that could haunt us in the future.

The recent campaigning in the New York GOP primary provides proof positive. The majority of politicians are Christians, but man do they ever love the Jews come election season. They chow down on bagels and gefilte fish, and wax poetic about core Jewish values like education, family, and hard work. But that’s where they stop, and that’s where John Kasich flubbed it. On a Brooklyn sidewalk, Kasich decided it was time to preach to the choir. These were his words regarding Passover: “It’s a wonderful, wonderful holiday for our friends in the Jewish community.” He could have stopped there and demonstrated a modicum of knowledge re the Jewish calendar and the fact that Passover was indeed approaching. But no, he felt compelled to go further and describe “The great link between the blood that was put above the lamp posts…The blood of the lamb, because Jesus Christ is known as the lamb of God. It’s his blood.” That statement is wrong on so many levels, but the key point is that Kasich would have been far better off keeping his mouth shut rather than spouting off gibberish that wasn’t just nonsensical but was actually offensive.

While Kasich was lecturing on Judaism, Donald Trump was nearby declaring, “I love the Jews. I love’em.” Trump probably couldn’t even spell “Passover” or what it means to the Jewish people, but who cares? He loves the Jews. Notwithstanding the cloying pandering inherent in “I love the Jews,” there is nothing controversial or offensive in the statement. That’s partly why Trump wins. He says so little that it’s difficult to assess anything he truly stands for.

The moral of the story? Do not “fake it ‘til you make it.” Either shut up or admit your ignorance. Acknowledging that you are not an all-knowing automaton is a sign of self-confidence. It will demonstrate your integrity, engender respect and, most significantly, encourage others to embrace the same openness. The culture of an organization, community, or family can be positively impacted when people feel comfortable about sharing their shortcomings. Over time you’ll experience a greater sense of teamwork, increased risk-taking, and more innovative thinking when the fear of looking dumb is removed. It’s a win-win by any standard of measure.