A Checklist Never Saved a Life

CB051647When I read The Checklist Manifesto: How to Get Things Right by Atul Gawande three things occurred to me.  The first was a joke someone sent me in e-mail last week. “ A man is recovering from surgery when the Surgical Nurse appears and asks him how he is feeling. ’I'm O. K. but I didn’t like the four letter-words the doctor used in surgery,’ he answered.  ‘What did he say?’ asked the nurse.   He said, ‘Oops!’   

The second was a quote by Norman Cousins, longtime editor of the Saturday Review.  After being hospitalized with ankylosing spondylitis, he said, “I soon realized a hospital was no place for a person with a serious illness.”  I would certainly not recommend The Checklist Manifesto to anyone scheduled for surgery.  Even with the impressive gains he reports for hospitals using the checklist methodology, a lot of dangerous things still happen in the surgery suite.  

The third was that team leadership is not a highly developed skill of most surgeons.

Dr. Gawande defines a checklist as a way of organizing that empowers people at all levels to put their best knowledge to use, communicate at crucial points, and get things done. 

I can tell you with certainty that a checklist does not empower anyone to take critical actions required to avert disaster or even to question the actions of other team members.  The history of aviation is filled with examples of co-pilots who will not question the captain of an airliner even when he observes the captain making a fatal error.  Dr. Gawande gives an example of one in his book. The Tenerife airport disaster in 1977 occurred when a KLM plane crashed into a Pan AM flight that was still on the runway.  Twice when questioned about whether clearance to take-off had been given, once by the co-pilot and once by the engineer, the captain ignored them and continued the take-off resulting in the deadliest airline disaster in history. 

Is it possible that even with checklists, a nurse or resident would fail to correct an action of the surgeon?  Dr. Gawande says that Brian Sexton, a Johns Hopkins psychologist, found that 25% of surgeons believe that junior team members should not question the decisions of a senior practitioner.

Dr. Pronovost, who started the checklist idea at John’s Hopkins, said in an interview in The New York Times, “When I began working on this, I looked at the liability claims of events that could have killed a patient or that did, at several hospitals — including Hopkins. I asked, “In how many of these sentinel events did someone know something was wrong and didn’t speak up, or spoke up and wasn’t heard?”

He went on to say, “Even I, a doctor, I’ve experienced this. Once, during a surgery, I was administering anesthesia and I could see the patient was developing the classic signs of a life threatening allergic reaction. I said to the surgeon, “I think this is a latex allergy, please go change your gloves.” “It’s not!” he insisted, refusing. So I said, “Help me understand how you’re seeing this. If I’m wrong, all I am is wrong. But if you’re wrong, you’ll kill the patient.” All communication broke down. I couldn’t let the patient die because the surgeon and I weren’t connecting.  So I asked the scrub nurse to phone the dean of the medical school, who I knew would back me up. As she was about to call, the surgeon cursed me and finally pulled off the latex gloves.” 

I ask you, what nurse, resident or anesthesiologist would have done what Dr. Pronovost did? Consider the power of position, of rules of conduct, and of histories of reinforcement for ‘showing respect’ in the medical field. 

A checklist is nothing more than a job-aid.  We have helped people in all kinds of organizations develop and use them for almost 40 years, so I don’t dispute their value.  While a checklist adds value to almost any process, the real value is determined by what happens to the behaviors surrounding actions required by the checklist.  What Dr. Gawande fails to realize is that he is really introducing a new process into the surgery room.  The checklist only gives him access to opportunities for implementing his process.  It does not empower anyone, it is just another of the tools that assist medical personnel in completing the job in the best possible manner.  If the checklist did what he purports, “empowers people at all levels to put their best knowledge to use, communicate at crucial points, and get things done,” surgery omissions and other errors could be immediately addressed by giving all who enter a checklist to follow.  

In all the successful cases reported in the book, the behavioral consequences were changed for the surgery team.  The task of constructing a checklist forces the surgery team to pinpoint tasks, roles and responsibilities more specifically than before.  In addition, spending time together deciding on content and conduct of the checklist changes the working relationships. 

Most of the places where good results were obtained were places where the surgeon personally introduced the checklist.  This generally produces a different reception of a new process than if someone from Training or Infection Control had done it. By having the surgeon introduce the checklist, at a minimum it implies, even if it is not said, that “I want us to follow this procedure during this surgery.”  This  immediately changes the consequences of speaking up or calling attention to items on the checklist.  It actually increases the probability that the behavior of stopping the process or calling attention to a problem will be positively reinforced rather than punished. Simply taking time to introduce the members of the team to one another before starting the operation, which is not always done, produces expectations in many people that this is a different kind of operating room than they encountered in the past.  Such a seemingly inconsequential step can change the consequences for team member behavior.  Consequences change behavior; checklists don’t. 

In spite of everything I have written, I would not discourage any hospital from using anything that produces a safer experience for the patient.  It is just that when surgeons, and hospital personnel in general, understand the behavior change process, results will be even better and sustained longer than when they think that major improvements can be made and sustained just by creating a checklist.  What saves lives is people doing  the right things at the right time and in the right way.

In my opinion, hospitals, and med schools need to focus on recruiting physicians who are team players and training the existing ones in the science of behavior.  In order for a good process to work anywhere every team member must feel comfortable speaking up when things don’t seem right.  Team members should be positively reinforced for questioning the actions of any team member, not be punished or ignored. While Dr. Gawande might have thought he was saying these things, the focus of his book is on the checklist not the interactions of the team members—the real key to creating and sustaining change. 

Some of the key actions that must be reinforced to produce the best outcome in the operating room are:

  1. introducing the team,
  2. reviewing the surgery and all relevant facts about the patient,
  3. verbally thanking anyone who questions a procedure, calls attention to a step on the checklist,
  4. after the surgery reviewing what went right and what was problematic,
  5. calling attention to good performance of individual team members during surgery, and
  6. modifying the checklist as necessary so that the next team will be able to perform even better than before 

In the final analysis, following a checklist requires behavior.  Whether it will be done well, poorly or at all is dependent on the consequences surrounding them.  Without a good understanding of the behavioral process, checklists have an uncertain future in the operating room or any other part of medical practice.  With it more lives will be saved.

Little Evidence of Talent in the Winter Olympics: Business should take a lesson

wb051353I watched a lot of the Olympics over the past two weeks and the skill levels were amazing.  There were not just a few skilled performers, there were many.  Often the difference between Gold Medal Performance and Bronze was a second or less.  I said skilled rather than talented because in post event interviews when asked how they medaled, I never once heard an athlete say, “I guess it was just God-given talent.”  They all said the reason they won was because they had trained very hard for the last four or more years.

I think the problem is that they made their performance look incredibly easy, almost as if they were born doing it.  When people see someone execute a complex task easily, they want to attribute it to “talent.”  When people say someone is talented, they usually don’t realize that it devalues the accomplishment.  If God did it, what role did the individual play?  It diminishes the sacrifices the athlete made to pursue his or her dream.  They could have been relaxing, partying or hanging-out with friends.  It devalues the discipline required to practice in uncomfortable and occasionally miserable weather conditions, not to mention a schedule that requires rising to practice before school or work and again later that day before bed.

I define “talent” as unrecognized practice.  There was no one who won who did not practice, and most often practice more than the ones that didn’t win.  You can’t see the practice when they perform.  Maybe they should post the number of hours practiced on the TV screen to put their performance in a perspective that would allow viewers to better value the accomplishment.

While it is not worth the ink to argue the fact that we all come into this world with different behavioral predispositions (if you want to see it, go to a hospital nursery and watch the newborn), but the evidence shows that it is more about good coaching and practice than it is what you start with.

Business should take a lesson. 

From Enron to AIG, we’ve seen that an organization’s success is not assured by having smart and talented people.

I think business should stop focusing solely on talent and begin to look instead at evidence that the perspective employee has a history of discipline and hard work.  Talent management people should admit that they are selecting people for increased coaching and practice, not because they have some God-given ability.  I believe that we should always select the best candidate for the job, however, the problem is in how we determine “best candidate.”  If it is determined by intelligence, we are looking at the wrong thing.  Look for accomplishments that reflect behavior patterns that have value for the corporation.

This is an important lesson for all managers as their actions or lack there of impacts whether or not an employee reaches his or her highest potential.  Managers don’t teach someone to the limit of the employee’s ability, but rather to the limit of the managers’ ability.  Managers should focus on the following:

  1. Aggressively train and promote people: As a manager, it is your job to retain and develop people. A part of any reward system for managers and supervisors should be the number of employees they keep and promote within the organization.
  2. Spend the time and money to train people to fluency: One of the most costly mistakes companies make is to put people in jobs before they are fluent in the critical aspects of the job.  The amount of repetition required for fluency is far more than the average trainer understands, but the extra time pays off in happier customers and more confident and competent employees.
  3. Have a way of positively reinforcing and rewarding employees who put in extra time and effort: This requires observing behavior to make sure that htose people who put in the extra effort are not overlooked or ignored.  It has been proven that people who are rewarded for extra effort not only work harder on assigned tasks but also work harder on other tasks as well.

The business that understands that outstanding accomplishments come from good coaching and lots of practice rather than native talent and intelligence, open up an unlimited pool of potentially outstanding performers.

When watching “LOST”; think “Washington”

lost1Last week at the insistence of Tyler, our Assessments & Surveys Guru, I watched an episode of the TV series, LOST, and boy was I lost!  I quickly concluded this is not the kind of series that you can join in on the 108th episode and make any sense of what is going on.  Characters are flashing forward, backward, and sideways; a series of numbers from previous episodes reappear; clues to old mysteries pop up around every turn in the jungle path; and challenges to leadership are apparently on-going and critical to the preservation of the island and its powers.

As I was struggling to make sense of what was happening, I couldn’t help but think about Washington.  It seems to me that our elected officials are lost.  We elect leaders who create some followers and wander around till the followers realize they are not getting anywhere.  Then another leader emerges, or re-emerges, to say he knows the way out. After passing familiar landmarks along the trail, the followers realize the new leader is really no better than the last.  While some long for the last leader, some say that the new leader just needs more time to find the way, and others claim that only a new leader can ever hope to take them in a direction that will solve their problems.

A friend from New Zealand, Stig Ehnbom recently sent me a Spiegel On-line article on monetary policy, “China Has a Plan; Washington Doesn’t.”  His comment on the article was, “Considering also that China is buying up resources all over the world – mines, oil and gas deposits, forests, fishing rights, land for gowning food, water resources for farming and that China controls 95% of the world known REE’s (Rare Earth Elements) forming key parts in batteries and electronics for defense and imagery – China has a plan all right and working on it while we in the West are flying around the world attending conferences at exotic resorts exchanging hot air and dreams. Dreams without money (China has got the purse) are called hallucinations and it is a sign of senility to keep doing the same thing and expecting different results.”

Indeed we do seem to keep doing the same thing repeatedly, expecting a different result.  Politicians long for the days of Clinton or Reagan, acting as though nothing has changed in the world for the last 20 years and that the same things they did would work now.

The problem as I see it is even when we have a plan we never seem to learn from its success or failure.  In fact, we can’t even tell if we had a success or failure.

I remember several months ago when the $787 billion stimulus was being debated in Congress, a reporter questioned a Congressman about the wisdom of the stimulus.  His response was, “We’ve got to do something.”  In other words he had no idea whether it would work but thought that a $787 billion experiment, with no effective experimental design, was a wise thing to do.  Clearly, he was lost.  How many times have you heard a politician tell you that even though the country is not making progress on jobs, if we hadn’t done what we did it would have been worse?   I don’t think there is any evidence to support such claims.  How can they prove such a statement?  How can they prove that anything they do is helpful?  Most people seem to believe that the best situation for the citizens is when one party controls the White House and another controls the Senate and the House.  That way the politicians can work long and hard on laws that the President can veto.  At least their waste of time would not cost the taxpayers much tax.

I think Congress is  lost on most of the problems they are trying to solve.  Whether it is health care, global warming or the stimulus, politicians rarely put themselves in a position to be wrong.  With the possibility of being wrong, there is accountability – what politicians want from everyone but themselves. 

I think that every law that is passed and every government program that Congress institutes should include a document specifying its clearly intended outcomes, the measures of success, to include timelines for achieving it, and Senators and Congressmen who sign-on should be praised for success and required to stand and explain faulty logic and execution in their failures.  This way the public can see who is qualified to make our laws and spend our money in ways that really benefits the public they serve.

What is the probability that will happen?  It is about the same as the characters on LOST finding out their true purpose for being on the island. However, as the show’s creators insist, all of our questions will be answered in this final season. When might we expect such assurance from our elected officials in Washington?

TARP: A classic study in poor contingency management by the government

Last week Neil Borofsky, Special Inspector General of the Troubled Relief Asset Program, said   that a number of the bail-out’s key goals “have simply not been met.”  moneyThe question I have is who outside of Washington thought they would be met.  If you look at TARP from a behavioral analytic perspective, it is clear to anyone who knows anything about behavior that it would never work.

It has been pointed out by many writers that TARP funds served as a reward for risky lending practices and other money dealings.  Even Congress was surprised at the “business as usual” behavior of the banks that received the money.  If a bank was poorly managed and it received billions of dollars, what behavior would that change?  They still had lavish meetings in exotic places and they continued to give big bonuses.  Why not?  What gets rewarded gets repeated.  They fact that they continued to do what they had always done was proof that the bailout, even if inadvertently, provided reinforcement for those behaviors.

In an interview on Fox news Barosfky said that it’s “hard to see how any of the fundamental problems in the system have been addressed to date.”  I can’t help but think of a problem faced by many parents of teenage boys.  The son has a habit of not completing school work.  He comes to mom or dad and says he is going out with a friend for the evening.  The parent says,”You are not going anywhere until your homework is done,” at which point the son begins to plead his case.  Finally, worn down by his arguments, the parent says, “Alright, I am going to let you go if you promise me that you will come back in time to do your homework before you go to bed.”  There are a great many parents (some of them obviously work for the Federal Government) that don’t realize that they have just positively reinforced the son to make promises, not to do homework.  Next time, he will make a better, more convincing case for going out without doing his homework first.

If you give a bank billions of dollars and say, “I am going to give you this money but I don’t like it.  Nevertheless, since we are in such a bind I am going to give it to you anyway but with the understanding that we have to work on fixing the system” the bankers probably agreed they needed to do that and went on their merry way with a big sigh of relief.  If you don’t understand contingencies of reinforcement, you don’t have a prayer of fixing the system in any efficient and effective way.

What incentive was there in the TARP for personal bankers or mortgage brokers, people at the frontline of the financial institutions to change their behavior?  If the consequences stayed the same for people at that level of the institution, what behavior change would that promote?  What consequences were there for managers to change their behavior to support the changes needed at the frontline of the bank?

Most of the TARP recipients did not think about planning the consequences for those people who deal with the customer as the critical activity for promoting culture change.  If the consequences for behavior change are not right, the results will not be right and the culture will remain the same.  They should be planned first, not last.  Unfortunately in the case of the financial institutions, as far as I can tell, they were not planned at all.

The White House has proposed a tax on big banks.  For the love of Pete how will that increase lending to consumers and prevent foreclosures?  When you get the contingencies of reinforcement right, reaching the goals of TARP is a no brainer.  When you don’t know the basic laws of behavior, reaching those goals has about the same probability as winning from an airport slot machine.

Five Essential Stages of Safety Using a Behavioral Approach

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If you’re interested in or responsible for workplace safety I recommend you read this recent two-part post in Safety Daily Advisor identifying the five essential stages of safety using a behavioral approach.  This reprint, from the subscription-only OSHA Compliance Advisor, was written following an interview with my colleague, Judy Agnew.  Judy is also author of a behavior-based safety bestseller, Removing Obstacles to Safety, which is currently being translated into Spanish. 

Part 1: What’s Behavior Got to Do with Safety?

Part 2: Reinforcing and Evaluating Behavior-Based Safety

If you missed Undercover Boss, watch the re-run

After an intense Super Bowl game does not seem like a prime spot in the TV schedule to premiere a new show, but according to ratings, Undercover Boss proved to be one of the most watched post-Superbowl shows, and I can understand why. I thought it was a very good show, with a very important message.  If you did miss it, I highly recommend watching the rerun, particularly if you are a manager or executive in your company.  The show had humor, touching emotions, empathy, sympathy and revelations about work that I am satisfied executives can get from no other experience.

Photo Credit: CBS

The pilot episode was about the President of Waste Management, Larry O’Donnell, who went undercover and posed as an entry level employee for several different jobs in the company.   Although the presence of cameras weren’t well explained (it might have been the hour or the post-game let-down (I was pulling for the Colts) it didn’t seem to affect the employees as they seemed to cut the boss no slack.  He was even terminated by one supervisor because of poor performance.  He sorted cardboard from paper, cleaned portable toilets, did administrative tasks and collected residential garbage.  I won’t spoil the show by relating the details, but to say that I was personally touched by Larry and am sure that the experience changed him forever.

Let me list some lessons that I took away from the first episode:

1.       Every job is a skilled job.  The skills may not require a lot of formal education, but they are skills nevertheless.  Picking up paper on a windy hillside seems like a snap, until you have to do it.  You will probably learn quickly, as Larry did, that it requires more physical conditioning, coordination and persistence than you may possess initially.

2.       Every company has incredible people who give discretionary effort in repetitive, low-paying jobs.  What makes a job meaningful is determined by the consequences you experience daily, not the pay and benefits or the behaviors involved.

3.       People in “dirty jobs” often do them cheerfully and with pride.  Who would think that cleaning portable toilets every day could be done with a whistle, a smile and a lift in your step? For some employees, it’s all in what you make of it.

4.       Variance in how senior-level decisions are implemented is huge by the time they reach the frontline of the organization.   I predict that in future episodes of the show, many executives will be frightened by what they see supervisors doing in an effort to get the results required by policy and process changes coming from corporate.  This will always be a problem if initiatives are not started at the front-line.  This is the very thing that created the problems on Wall Street and Enron, to name two management disasters of the recent past.

Photo Credit: CBS

Hats off to Larry!  He is the kind of person for whom I would want to work. 

I don’t think that all the Undercover Boss shows will be as uplifting and rich in real human stories as this one, but I think all the executives will learn valuable lessons in leadership from the experience.  I predict that many other executives will try this (not on TV) and will make a mess of it. They will end up punishing more people than they reinforce and will in some cases punish the wrong people. 

Some executives will try to get the same information not going undercover but by visiting people on the frontline.  That won’t work for at least three reasons: First, you can’t watch frontline employees do what they do and understand all the things that impact the performer.  Second, watching employees do jobs that they have done for some time makes the job look easy when it is not.  Third, the fact is that when an executive watches employees work, it changes what they do and what they say to the boss.

Watch the show.  It will entertain you, surprise you, disgust you and possibly even educate you.



Photo Credits: CBS

Our fascination with sociopathic bosses

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I invite you to read my blog in the Guest Insights section of the

Washington Post online.

 

Related Posts: OOPS! The Biggest Mistakes Made By TV’s Top Bosses

Pitfalls of Performance Appraisal

No activity in corporate life is more universally despised, by both managers and employees, than performance appraisal.

Richard Warner and I discuss the pitfalls and what to do instead.

Still Driving

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My recent post DRiVE Me Crazy!, sparked a dialogue in the blogosphere and in particular, blogger Lisa (www.managementcraft.com) and I continued to trade thoughts.

Here is her last entry:

[Lisa] I believe in good, healthy, debate about things of importance like these, and I thank Aubrey Daniels for taking the time to share his thoughts on Management Craft. In his comment, he asked: “When you have a manager who for decades has never told one employee that he liked, valued or appreciated her work, how do you get him to the point of showing “admiration, gratitude, and care?”

[Lisa] This is a common problem, for sure. I would first ask, what is the root cause of the problem? On what basis is this manager deciding what to do, what to communicate, and how to manage? Often what I see is that the only training this manager has received has reinforced the wrong things (paternal practices, a focus on extrinsics, and that people are essentially machines – although it is usually phrased less directly) and that what needs to happen so that the manager can improve is a shift in his or her thinking about how to best manage people. Well intended structure with forms and check sheets will only reinforce the old and inadequate beliefs that underlie a detached management style.

Aubrey also asserts that he thinks we need to give managers pretty specific guidance. I wonder if he is suggesting that I think managers ought to be taught abstract and broad concepts and not trained on the specifics of what great management looks like. Actually, Aubrey, you and I agree that specifics are important. I think that the specifics we each recommend would be quite different, however (as related to motivation).

Also, I think that we know more about motivation – scientifically – than Daniels seems to believe.


My response

[Aubrey] In response to the question, “How do you get him (a manager who has never told one person that he liked, valued or appreciated their work) to the point of showing “admiration, gratitude, and care?” , you state, “I would first ask, what is the root cause of the problem?” My question to you is what if he told you that he never felt loved by his parents, that he studied engineering because he didn’t really like people and would rather work alone but because he was an excellent engineer he was promoted to supervise an engineering function?

What would all that information about his past do to help you get him to the point where he was sensitive to the effort and accomplishments of those who worked with him and for him? Would his history change what you would do? Frankly there are a lot of opinions about whether a cognitive or behavioral approach would solve the problem, but few who have these opinions have ever had the task of actually helping such a person make those changes.

Over the last 40 years we have worked with literally thousands of managers who had that problem and been successful in helping these people achieve what others who knew them – before and after – called a “personality transformation” and all without invading their privacy or personal history. I am not suggesting that what you would do would not be effective, but as the scientist would ask, “Which of the two was most efficient?” As a student of science, you understand parsimony. If two steps would solve the problem, why would we need three, assuming equal outcomes. Only science can reveal the answer.

On another point you say. “…what needs to happen so that the manager can improve is a shift in his or her thinking about how to best manage people.” I would not argue that point except to ask, how do you do that? How do you get people to shift their thinking? Do you tell them, persuade them, and convince them? I can tell you that these attempts are at best inefficient and there is much scientific evidence to support it. A shift in thinking seems to follow a shift in consequences – not the other way around.

You say, “Well intended structure with forms and check sheets will only reinforce the old and inadequate beliefs that underlie a detached management style.” I don’t know the research behind this statement. I do know that although forms and check sheets don’t change behavior, they can be used as a way to shape behavior from a “detached management style” to one that is involved and empowering.

You say that, “We know more about motivation – scientifically – than Daniels seems to believe.” I don’t know who “We” is but if you mean that there is more that science has learned than I know, you are correct. I spend some of every day trying to catch up with what science knows, but after 74 years I am beginning to think I never will. In the end Science doesn’t care what I believe. It is what it is. I only hope to know more of what is real.

My concern remains. Too many popular writers present ideas as though they are scientifically supported when they are not. Because it is difficult for most people to tell which are and which are not, they take action that produces unintended and often negative consequences.

 

How The Mighty Fall

42-16673940With 1:55 left in the game and with the Minnesota Vikings leading the Dallas Cowboys 27 to 3, the Cowboys had no real chance of winning. Surprisingly to many, Viking’s quarterback Brett Favre completed a pass in the end zone to Visanthe Shiancoe for the final score. There was conversation in the announcer’s booth about “running up the score” and Terry Bradshaw, my movie double, was indignant. He said that when he was playing, he called his own plays and he would never do what Favre did. In other words, it was unsportsmanlike to score that late in the game when the game was won. Only one of his fellow sports announcers disagreed.

Is it unsportsmanlike to run up the score? Think of it this way, if a team plays in a way not to score, is it fair to the fans? If the game is won, why not just stop playing? Why doesn’t the losing team declare the game over? There is no point to further play.

Can you imagine a coach saying to his/her team before playing a clearly inferior team, “Good news, you don’t have to do your best to win today.” Most sports fans would think that absurd. What about saying in the last two minutes of a game, “Looks like we have this one in the bag, so just go through the motions till the game is over.” How patronizing is that? Do we play just good enough to win and then lay back? Is that enough? Any team or company for that matter that plays only good enough to win will ultimately lose.

Corporations should take heed. Too many companies that once dominated their industry and business sector no longer exist. I would suggest that one of the main contributors to their demise was the fact that when you are on top, there is a period of time when employees no longer have to do their best to stay on top. During that time bad habits can develop. When you are on top the acceptable margin of error is very small and taking your eye off the ball for an instant can cause major problems. Even mighty Toyota is learning that lesson with the current recall of millions of vehicles. The problem affects a very small number of cars, but it has shaken the confidence of many Toyota owners and perspective buyers. Unfortunately, many companies only realize habits have changed when it is too late because you cannot talk yourself out of a bad habit or into a new one. Mark Twain said it best, “Habit is habit and not to be flung out of the window by any man, but coaxed downstairs a step at a time.”

Years ago in the textile industry, there were companies that could actually sell off-quality goods for a higher price than first quality – a perverse situation, to say the least. In the mid-seventies demand for their products was so high, many textile companies were “sold out.” The only way that new customers could get product was to buy “second quality goods.”

In the five years between 1974 and 1980, the inflation rate was 49.33%. Because the first-quality prices were locked-in by long term contracts, some companies were actually losing money due to what the high rate of inflation had done to their costs. Price increases were possible only for off-quality goods. Unfortunately, the natural consequences favored producing poor quality, and lots of it.

The problem came when a recession hit the textile business in the early ‘80s. Over night the demand for off-quality goods was zero. Now customers were looking very carefully for the slightest defect as a reason to reject a shipment and get out of a high-priced contract. Habits that had been developed when quality was not important could not be turned around on a dime and some companies failed to adjust in time and went out of business.

The lesson for business and sports is this, play every play as though it will be the determining factor between success and failure. This is the only way that you can stay on top of your game. Just one play where a player gives a half-hearted effort weakens habits and the drive to excel on the next play. The seduction for managers and coaches alike is that the change in a habit after one play is imperceptible but the effect is cumulative over time and eventually shows itself in inattention to detail and a lackadaisical approach to the task.

There is an old saying, “Every success sows its seeds of destruction.” For teams that are good enough to win easily, each easy victory has the potential of undermining motivation. It is the best coaches who understand that fact and create positive reinforcers for players and employees to give their all on every play. The score should be of no concern to the players. The already legendary basketball coach, John Wooden, said he never told players to win– only to play their competitive best. He said that if the players played their competitive best and the team lost, that was a reflection of his behavior, not the players.

I hope no one who reads this will assume that I am saying that we live in a “dog eat dog” world in which you should attempt to win at all costs. Lack of civility is all too common in the world today and it is of great concern to me. Doing your best in sports and at work should in no way refer to aggressive, mean, unfair, illegal, unethical or immoral behavior. It simply means playing to your competitive best within the context of what society expects from its heroes.

When your mother told you to always do your best, she knew what she was talking about. Follow her advice and you will always be on the top of your game.