August 31st, 2008
Blood Donations and Incentives: Evidence from a Field Experiment
Lorenz Goette
Federal Reserve Bank of Boston; Centre for Economic Policy Research (CEPR); Institute for the Study of Labor (IZA)
Alois Stutzer
University of Basel – Department of Business and Economics; Institute for the Study of Labor (IZA)
July 2008
IZA Working Paper No. 3580
Abstract:
There is a longstanding concern that material incentives might undermine prosocial motivation, leading to a decrease in blood donations rather than an increase. This paper provides an empirical test of how material incentives affect blood donations in a large-scale field experiment spanning three months and involving more than 10,000 previous donors. We examine two types of incentive: a lottery ticket and a free cholesterol test. Lottery tickets significantly increase donations, in particular among less motivated donors. The cholesterol test leads to no discernable impact on usable blood donations. If anything, it creates a small negative selection effect in terms of donations that must be discarded.
Date posted: July 14, 2008 ; Last revised: July 14, 2008
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August 29th, 2008
No matter what area of Business you are in, it all boils down to:
Meeting People
Making Appointments Opportunities for presentations and… The possibility of new business!
There are a lot of ATTITUDES that can come together to make this happen . . . But one of mine that I underscore again and again is to: “Live each day with a Do it Now! attitude.”
I have learned both personally and from study that success doesn’t result from luck or random chance. Success never just “happens to the fortunate few.” Instead, achievers make their own opportunities in business and in life by doing more than daydreaming or vaguely desiring.
They possess a “DO IT NOW!” attitude that motivates them to take actions required to soar above the rest and bridge the gap between their dreams and reality.
Through the ages, philosophers, heads of state, commanding generals, athletes, and businesspeople – leaders and go-getters of all types – have tried to kindle the flame of imagination and light the fire of enthusiasm so that the people can glimpse the heights they might reach, the richness of rewards they might savor, and the happiness they might enjoy.
The early Greek philosopher Plato said that if people would move the world, they must first move themselves. This statement offers one of the enduring truths of all time. To accomplish any personally meaningful and productive results, translate all of your ideas, your plans, and your decisions into immediate action.
The worst handicap any person can possess is the insidious habit of procrastination. Procrastination is responsible for missed opportunities, low productivity, and general dissatisfaction with life.
The most BRILLIANT IDEA, The most IMPORTANT DECISION, or The BIGGEST PROSPECTIVE SALE you will ever make will happen only when you TAKE ACTION and MAKE IT HAPPEN!!
Adopt a SPARK and FIRE of URGENCY, and you can turn your dreams and goals into reality!
A Do-It-Now attitude and self-generated urgency are universally available, and are the keys to success in your particular kind of business.
Anyone. . . including you. . . can become so motivated that you reach and surpass – important life goals.
The intensity of desire you develop depends on YOU; others cannot supply it for you.
And because I care about you, I want desperately in some way to help you achieve. . .
BUT THE TRUTH IS, the intensity of desire you develop depends on YOU and YOU ALONE – no one else can supply it for you.
You can’t be an achiever just because a family member was successful, or because your friends are successful business people. And although you can have mentors who give you guidance, they cannot succeed for you.
It is strictly in your hands. You are the only one responsible for your success.
SO. . .
Exercise initiative!
Always set goals.
Always put your plans in writing with specific deadlines.
Determine the time frames you will work.
Then not only take action, but take INTELLIGENT, RIGHT ACTION and proceed with unswerving singleness of purpose!
Adopt a DO IT NOW attitude, because: NOW IS THE TIME TO SUCCEED!!
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August 27th, 2008
In the blood business, Labor Day is the last hurdle of the donor-dry summer. Soon, college and corporate blood drives will get underway to replenish reserves. All that’s needed is to get through the holiday weekend with no chain-reaction freeway crashes or major train wrecks.
But a dwindling pool of donors nationwide could turn today’s seasonal shortages into a year-round drought, blood experts say. And Southern California would be hit especially hard. On average, just 5% of U.S. adults donate blood; here, it’s fewer than 3%.
The American Red Cross Blood Services of Southern California needs 1,500 units of blood every day to supply more than 150 hospitals in Los Angeles, Orange, San Diego and Ventura counties.
Already it must import 40% of that from the Midwest and rural areas in other parts of the country. An earthquake or bridge collapse could easily triple the organization’s needs.
“The general public presumes that nobody’s going to bleed to death because there’s not enough blood,” said Dr. Jeffrey McCullough, a professor of laboratory medicine at the University of Minnesota and an expert on the nation’s blood supply.
But getting donors, he said, “is more and more difficult, and the reforms make it more and more expensive.” An average adult has about 10 pints of blood, and a major trauma victim can need up to 100.
Generally, the public’s concern is blood safety, not supply. That’s been the case since the 1980s, when HIV-tainted blood infected more than 12,000 patients nationwide through transfusions.
Today a battery of tests screen blood for HIV, hepatitis, West Nile virus and other pathogens. A series of questions excludes donors who have visited countries with malaria or mad cow disease.
Temporary restrictions on everything from travel to tattoos often end up deterring donors permanently. A study by McCullough in the July issue of the journal Transfusion concluded that 37% of the U.S. population is now eligible to give blood, down from an estimated 60% in the 1990s.
“The blood supply is extraordinarily safe,” said Arthur Caplan, director of the Center for Bioethics at the University of Pennsylvania and a former member of a federal advisory committee on blood safety. “But you have to remember that having blood available is part of safety, too, particularly if you have some kind of disaster and you need a lot.”
The blood-bank system that people take for granted began during World War II as a way for citizens to help wounded soldiers on the front lines. Dr. Charles R. Drew – for whom the medical school south of Watts was named – discovered how to preserve and store blood and organized the first blood drive. Neither subsequent generations nor immigrants have embraced the donor habit as enthusiastically as the war generation.
“We don’t have a blood supply problem, we have a blood donor problem,” said Teresa Solorio, spokeswoman for American Red Cross Blood Services of Southern California. “It’s easier to get people to donate money than to donate blood.”
Meanwhile, even with the development of blood-conserving surgeries, the need for blood has risen because of medical advances and an aging population that needs hip replacements, heart surgery, cancer treatment and kidney transplants.
“As the baby boomers are getting older, they’re going to be needing more medical procedures,” said Dr. Ross M. Herron, the regional Red Cross center’s chief medical director. “And it’s going to fall to the Gen Xers and the millennial generation, just like Medicare and Social Security and everything else.”
Type O blood
Blood shortages occur in pockets across the nation, especially in Los Angeles, New York and other large metropolitan areas, which tend to be faster-paced and have less of a sense of community than parts of the Midwest and South, blood experts say. But natural disasters, for example the recent floods in Oklahoma, can mean less blood from states that usually have enough to export.
Recruiting new donors is even more urgent in Southern California because of its Latino population, whose blood type doesn’t always match that of Mid- western imports or even local donors.
Blood type, like eye color, is inherited. About 45% of whites have type O blood; an estimated 65% of Latinos have it. People with type O blood can receive only type O, and demand is growing as the Latino population grows.
Adding to the demand is the key role type O blood plays in emergencies: It alone can be transfused into patients with any of the four basic blood types – A, B, AB or O – without causing serious, even fatal, complications. This universality makes it crucial to have a supply for trauma patients who could bleed to death in the 20 minutes it takes to test and match blood.
A majority of blood donors in Southern California – 57% – are non-Latino whites, according to Red Cross figures; 23% are Latino.
The local Red Cross is targeting Latinos in an effort to “make our donor population match our patient population,” Herron said.
But because blood donors must present photo identification, potential donors who are in the United States illegally often fear detection, said Dr. Alexander J. Indrikovs, an associate professor of pathology at the University of Texas Medical Branch in Galveston.
Other barriers to increasing blood donations among Latinos are cultural.
“Many of us come to the U.S. with a culture that is not a culture of donating blood,” said Indrikovs, who is originally from the Dominican Republic. “We see it as necessary only when a family member needs blood.”
Until that changes, Indrikovs said, “we are going to be seeing increasing shortages.”
Family donations used to be more of a tradition in the United States when hospitals charged a “replacement fee” for transfused blood and families and friends of patients could pay it off by giving blood. Changing insurance and billing practices did away with that fee.
Today, the two nonprofit groups that supply most of the nation’s blood – the American Red Cross and America’s Blood Centers – rely heavily on college and corporate blood drives and on regular donors who give more than once a year. Families that host blood drives tend to do so because their personal experience has shown them how vital it is to have blood available when it’s needed.
But in Mexico and many other Latin American countries, Indrikovs said, it is far more common to sell blood than to donate it. In the United States, only plasma, the fluid part of blood, can be sold, and it is used in making some blood products. By law, only donated blood can be used in transfusions. Health officials believe that payment can motivate people to lie on questionnaires meant to screen out drug use and other health risks.
The donation rate in many Latin American countries, Indrikovs said, is less than 1%.
Changes urged
The Bioethics Center’s Caplan argues that blood banks nationwide need to streamline questionnaires, especially for repeat donors, keep longer hours and make the process more inviting for all donors.
“We haven’t made blood donation as painless, as simple and as rewarding as it should be,” he said.
For now, blood banks and hospitals juggle supplies and pray they get through holidays. So far, no hospital has run out of blood. But nationwide, 135 hospitals reported canceling elective surgeries on one or more days because of blood shortages in 2004, the most recent year for which statistics are available. That year, just 4.5% more blood was available for transfusions than was used, the smallest margin ever measured.
Blood suppliers aim to have a three- to five-day supply on hand to distribute to hospitals in case of emergencies. As of Friday, American Red Cross Blood Services of Southern California was down to about a 6-hour supply, or 217 units of O positive blood and 35 units of O negative, the most versatile of all.
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August 24th, 2008
The secret life is the key to a quality life and that in turn is the key to a quality culture, products, and services. Once in New York City, I attended the Broadway play, The Secret Garden. The play was particularly poignant for me that evening because my mother had just died.
The Tony Award winning musical is the story of a young girl whose mother and father die of cholera in India as the play begins. She is sent to live with her uncle in a large British manor. The old house is filled with romantic spirits. As the restless girl explores the grounds of the estate, she discovers the entrance to the magical secret garden, a place where anything is possible.
When she first enters the garden, she finds that it appears to be dead, much like her cousin, a bedridden boy, and her uncle, still haunted by memories of his lovely wife who died giving birth to the boy. In harmony with natural laws and principles, the girl faithfully plants seeds and brings new life to the garden. As the roots are warmed and the garden cultivated, she brings about a dramatic transformation of her entire culture within one season.
In my many years of teaching and training, I have seen several such transformations brought about by proactive people who exercise principle-centered leadership and the Seven Habits in their secret, private, and public lives.
When I returned home to Salt Lake City the next day to speak at my mother’s funeral, I referred to the Secret Garden, because for me and many others, my mother’s home was a secret garden where we could escape and be nurtured by positive affirmation. In her eyes, all about us was good, and all that was good was possible.
Our Three Lives
We all live three lives: public, private, and secret. In our public lives, we are seen and heard by colleagues, associates, and others within our circle of influence. In our private lives, we interact more intimately with spouses, family members, and close friends. The secret life is where your heart is, where your real motives are the ultimate desires of your life.
Many executives never visit the secret life. Their public and private lives are essentially scripted by who and what precedes and surrounds them or by the pressures of the environment. And so they never exercise that unique endowment of self-awareness the key to the secret life where you can stand apart from yourself and observe your own involvement.
Courage is required to explore our secret life because we must first withdraw from the social mirror, where we are fed positive and negative feedback continuously. As we get used to this social feedback, it becomes a comfort zone. And we may opt to avoid self-examination and idle away our time in a vacuum of reverie and rationalization. In that frame of mind, we have little sense of identity, safety, or security.
Examine Your Motives
The most critical junctures in my life take place when I visit my secret life and ask, “What do I think? What do I believe is right? What should my motives be?” These are times when I choose my motives. One such time occurred when I first heard Dag Hammarskjold say, “It is more noble to give yourself completely to one individual, than to labor diligently for the salvation of the masses.” That statement had such a profound effect on me that I started to say to myself in regard to my relationships with other people, “Wait a minute it’s my life. I can choose whether I want to make reconciliation with this person or not. I can choose my own motives.”
One of the exciting fruits of the “secret garden” is an ability to consciously choose your own motives. Until you choose your own motives, you really can’t choose to live your own life. Everything flows out of motive and motivation that is the root of our deepest desires.
Now, when I get into a frustrating or perplexing situation, I enter into my secret life. That’s where I find not only motives but also correct principles; that’s where the inner wisdom is. As I learn to be proactive in exploring the secret life, I tap into self-awareness, imagination, conscience, and into the exercise of free will to choose another motive.
People who regularly explore their secret life and examine their motives are better able to see into the hearts of others, practice real empathy, bestow real empowerment and affirm worth and identity.
A healthy secret life will benefit your private and public lives in many ways. For example, when I’m preparing to give a speech, I read aloud a favorite discourse on faith, hope, and charity because it helps me to purify my motive. I lose all desire to impress. My only desire is to bless. And when I go to a public setting with that motive, I have great confidence and inner peace. I feel more love for the people and feel much more authentic myself.
Executives who attend our leadership training in the mountain setting of Sundance often tell me, “This is the first time in many years that I’ve done any soul searching. I’ve seen myself as if for the first time, and I’ve resolved that my life is going to be different. I’m going to be true to what I really believe.” Recently, many people have written me to say, “Your habits and principles have made the difference. I’d never really thought about some of them before, but I resonate with them.”
That’s because these principles are found in people’s secret life.
And yet most of us spend our busy days privately doing our thing, never pausing long enough to enter the secret life, the secret garden, where we can create masterpieces, discover great truths and enhance very aspect of our public and private lives.
Having a healthy secret life is the key to having a quality private and public life, as well as a quality culture, product or service.
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August 22nd, 2008
For my whole life, I have opened my car door by inserting a metal key into a physical lock. Now, I can unlock the doors and start the car at the push of a button. It seems like magic to me, but it´s actually a simple application of science.
Keyless entry and keyless ignition are made possible when a transmitter within your key fob communicates with a radio receiver inside the car. Two conditions are necessary for this communication to take place: 1) the transmitter must be set to the same frequency as the receiver, and 2) the transmitter must send a uniquely coded message which the receiver has been programmed in advance to recognize.
Communication acts as a leader´s “keyless entry” into relationships. It can open the mind of an employer, the wallet of investors, and the hearts of loved ones. Talented communicators seem magical when they weave their words together. However, much like the concept of keyless entry, great communication depends on two simple skills—context and delivery. Context attunes a leader to the same frequency as his or her audience. Delivery allows a leader to phrase messages in a language the audience can understand.
As we explore context and delivery, we’ll draw upon Steven K. Scott’s book, The Richest Man Who Ever Lived. In the book, Scott offers commentary on the words of King Solomon, the wealthiest man in history. Renowned for his wisdom, Solomon writings are filled with advice about effective communication.
CONTEXT
Listen before Speaking
“He that answers a matter before he hears it, it is folly and shame unto him.” ~ Proverbs 18:13
Earn the right to be heard by listening to others. Seek to understand a situation before making judgments about it. As the Greek philosopher, Epictetus, observed, “We have two ears and one mouth so that we can listen twice as much as we speak.”
Understand Human Nature
“Reckless words pierce like a sword, but the tongue of the wise brings healing.” ~ Proverbs 12:18
Words are powerful, and they can build up or tear down those who hear them. Regardless of your audience or avenue of communication, the following principles enable you to communicate constructively.
People are insecure. Leaders can bestow confidence by demonstrating their trust and belief in a person’s abilities. People want to feel special. Leaders win a loyal following when they are generous with compliments and acts of appreciation. People are looking for a better future. Leaders inspire through an optimistic outlook and words of hope. People are selfish. Leaders learn to motivate when they begin speaking to the needs of their people.
Be Emotionally Aware
“Like one who takes away a garment on a cold day…is one who sings songs to a heavy heart.” ~ Proverbs 25:20
Communicating within context involves taking the emotional temperature of others. Pay attention to facial expressions, voice inflection, and posture. They give clues to a person’s mood and attitude.
DELIVERY
Adopt an Appropriate Tone
“A soft answer turns away wrath but grievous words stir up anger.” ~ Proverbs 15:1
When you’re emotionally aware, you’re halfway to effective communication, but you still have to deliver your words appropriately. Many times it’s not what you say, but how you say it. Adopt a fitting tone to address the emotional state of those around you, and your words will have their desired effect.
Speak Persuasively
“The heart of the wise teaches his mouth and adds persuasiveness to his lips.” ~ Proverbs 16:23
The National Storytelling Festival, held in Jonesborough, Tennessee features some of America’s most captivating communicators. Listen for awhile, and you’ll discover traits that allow them to persuade listeners to take interest in the stories they tell.
Enthusiasm. The storytellers obviously enjoy what they are doing, expressing themselves with joy and vitality.
Animation. The presentations are marked by lively facial expressions and gestures.
Audience Participation. Almost every storyteller involves the audience in some way, asking listeners to sing, clap, repeat phrases, or do sign language.
Spontaneity. None of the storytellers have notes.
The festival is truly an oral event. Storytellers didn’t read their stories; they tell them, which allowed for eye contact.
Be Honest
“He who conceals his hatred has lying lips, and whoever spreads slander is a fool.” ~ Proverbs 10:18
In an effort to persuade, leaders may be tempted to cross the line into manipulation. When doing so, facts may be fabricated or spun deceptively. Lies add complexity to life since the liar has to operate under the guise of falsehood. Eventually, lies are brought to light and undermine credibility. Leaders protect their character by using discretion in their language. They speak truthfully—even when honesty is costly.
SUMMARY
Poor communication is the number one culprit of failed relationships—in business and at home. Since relationships are the foundation of success, leaders would be wise to invest in the communication skills of context and delivery. Master them, and you’ll more easily gain favor, more readily make friends, and more effectively motivate others.
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August 21st, 2008
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August 21st, 2008
If you were to evaluate the major influences in your life that have shaped the kind of person you are; this has to be high on the list: the people and thoughts you choose to allow into your life. Mr. Shoaff gave me a very important warning in those early days that I would like to share with you. He said, “Never underestimate the power of influence.” Indeed, the influence of those around us is so powerful! Many times we don’t even realize we’re being strongly affected because influences generally develop over an extended period of time.
Peer pressure is an especially powerful force because it is so subtle. If you’re around people who spend all they make, chances are excellent that you’ll spend all you make. If you are around people who go to more ball games than concerts, chances are excellent that you’ll do the same thing. If you are around people who don’t read, chances are excellent that you won’t read. People can keep nudging us off course a little at a time until finally, we find ourselves asking, “How did I get here?” Those subtle influences need to be studied carefully if we really want our lives to turn out the way we’ve planned.
With regard to this important point, let me give you three key questions to ask yourself. They may help you to make better analysis of your current associations.
Here is the first question: “Who am I around?” Make a mental note of the people with whom you most often associate. You’ve got to evaluate everybody who is able to influence you in any way.
The second question is: “What are these associations doing to me?” That’s a major question to ask. What have they got me doing? What have they got me listening to? What have they got me reading? Where have they got me going? What do they have me thinking? How have they got me talking? How have they got me feeling? What have they got me saying? You’ve got to make a serious study of how others are influencing you, both negatively and positively.
Here’s a final question: “Is that okay?” Maybe everyone you associate with has been a positive, energizing influence. Then again, maybe there are some bad apples in the bunch. All I’m suggesting here is that you take a close and objective look. Everything is worth a second look, especially the power of influence. Both will take you somewhere, but only one will take you in the direction you need to go.
It’s easy to just dismiss the things that influence our lives. One man say’s, “I live here, but I don’t think it matters. I’m around these people, but I don’t think it hurts.” I would take another look at that. Remember, everything matters! Sure, some things matter more than others, but everything amounts to something. You’ve got to keep checking to find out whether your associations are tipping the scales toward the positive or toward the negative. Ignorance is never the best policy. Finding out is the best policy.
Perhaps you’ve heard the story of the little bird. He had his wing over his eye and he was crying. The owl said to the bird, “You are crying.” “Yes,” said the little bird, and he pulled his wing away from his eye. “Oh, I see,” said the owl. “You’re crying because the big bird pecked out your eye.” And the little bird said, “No, I’m not crying because the big bird pecked out my eye. I’m crying because I let him.”
It’s easy to let influence shape our lives, to let associations determine our direction, to let pressures overwhelm us, and to let tides take us. The big question is, are we letting ourselves become what we wish to become?
Next week we’ll take a look at the three forms of disassociating from negative influences. Until then, to your success.
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August 19th, 2008
Tough and challenging times will surely come. That is a given. The question is what kind of leadership we will demonstrate during those times. Those who are weak leaders will see lasting damage done, if not see the organization fall apart completely. With Extraordinary Leaders at the helm, however, an organization can actually become stronger and thrive in spite of the tough and challenging times. That should be our goal, so here are some ideas on how to be an Extraordinary Leader in tough and challenging times!
1. Keep Your Eye on the Big Picture. When things get tough, everybody’s temptation is to become acutely focused on the problem. The Extraordinary Leader, however, will keep his or her eye on the big picture. This doesn’t mean that we don’t address the problem. In fact, we have to address the problem. But what separates a leader from a follower is that the leader doesn’t get caught up in the problem. The leader sees the big picture and keeps moving toward the vision. The further they take their followers toward the vision, the further away from the problem they get.
2. Don’t Get Caught in the War or the Friendly Fire. When it gets tough even the most loyal team members can be tempted to start shooting and, unfortunately, they sometimes shoot each other! Rather than focusing on the enemy on the outside, they begin to question each other and find many faults with one another that they normally would not have seen. The Extraordinary Leader is the one who can keep from being drug into the fray. They keep their eye on the big picture and act rationally and objectively. They understand that people are heated and are saying things they don’t really mean. The people are firing because they are angry or scared. The Extraordinary Leader understands this and rises above it. This way, they take fewer arrows and they set the example for their followers.
3. Be First to Sacrifice. When it gets tough, like when there has to be cuts in salaries etc, the leader should do just that – lead. They need to not only be the one who is rewarded the greatest when all is well, but they need to be the first to sacrifice. The Extraordinary leader says, “I know many of you are concerned with the salary cuts. I am too. In the long run we will be healthy again but for the mean time, this is necessary. Understanding this, I want you to know that I am taking a 20% pay reduction myself. I want you to know that we are in this together.” The Extraordinary Leader is the first to sacrifice and will be rewarded with the loyalty of his or her followers.
4. Remain Calm. Panic is one of the basest of human emotions and no one is immune to it. The Extraordinary Leader, however, takes time out regularly to think the issues through so they can remain calm. They remind themselves that all is not lost and there will be another day. They remind themselves that being calm will enable them to make the best decisions – for themselves and for their followers. Panic only leads to disaster, while calm leads to victory.
5. Motivate. In tough and challenging times, people are naturally down. They tend to be pessimistic. They can’t see how it is all going to work out. Thus, they have a hard time getting going. The Extraordinary Leader knows this and will focus in on being the optimistic motivator. He or she will come to the office knowing that for the time being, the mood of the group will be carried and buoyed by them and their attitude. Above all else, they seek to show how the end result will be good – and with this they motivate their followers to continue on, braving the current storms, and on to their shared destiny.
6. Create Small Wins. One of the ways to motivate is to create small wins. The Extraordinary Leader knows that in tough times his or her people think that all is lost. They wonder if they can win. So the Extraordinary Leader creates opportunities for the team to win, even if they are small. They set smaller, more achievable goals and remind and reward the team members when they hit those goals. With each small win, the leader is building the esteem and attitude of his followers, digging them out of their self-created hole of fear.
7. Keep a Sense of Humor. Look, hardly anything in life can’t be laughed at. The Extraordinary Leader knows that even if the whole company goes down the drain, we still go home to our families and live a life of love with them. The Extraordinary Leader keeps perspective and knows that we humans act irrationally when we get scared and fail, and sometimes that is humorous. Don’t ever laugh at someone’s expense in this situation, because that will be perceived as cold and heartless, regardless of what you meant by it, but do keep the ability to laugh at yourself and the situations that present themselves. By doing this you will keep yourself and your team in an attitude that will eventually beat the tough times.
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August 18th, 2008
In 1644, a child was born. He lived to be 93 at a time in history when the average life span was but 35 to 40. He taught himself his trade and began his career. He often worked alone with primitive tools, but his focus every day was to put the best he had into his work. The man made violins. He labored over each and every process and step to ensure that he had “autographed” them with excellence and the best that was in him. He created his own personal standard of excellence for his craft, and he actually signed his name on each instrument that passed the test.
Today, some three hundred years later, the name of this craftsman who was committed to excellence is the benchmark for the best in musical instruments. His name? Antonio Stradivari! His Stradivarius violins sell for hundreds of thousands of dollars because they are the best.
When Stradivari labored, he did not know of the legacy he was creating. He was doing his best, day in and day out, to reach his standard of excellence. He didn’t spend the extra time and care to get the accolades of upper management or to be the top producer in the company. He did it because excellence was part of his focus, mission, and obsession.
It is easy to do world-class work when a boss is looking or a supervisor is around. But the test is in what you do when no one is looking. High achievers have developed the ability to stay focused when no one else is around. Does your quality or performance fluctuate based on who is in the office or which customer you are serving? Excellence is not something that you can just turn on and off whenever you feel you need it. It is a habit rooted in your attitude about your life and career.
Are you just going through the motions day to day, or are you creating a masterpiece? Autographs are valuable because they are rare and are tied to excellent performance. In today’s world, superior effort and service are becoming endangered species. Is the autograph you place on your work and service each day a Stradivarius or a Michael Jordan or a Tiger Woods? Or is it unknown, with little value? Autograph your career and your life with excellence.
Having a firm commitment to excellence, like Stradivari, has an amazing effect on your achievement motivation. When people who are simply going through the motions or who are just working for a paycheck hit a challenge or obstacle, they often run to their boss and get him or her to do it, or they procrastinate by getting a cup of coffee or shuffling the papers on their desk. On the other hand, when individuals who are committed to excellence hit a similar challenge, they immediately bounce back with energy, and they are actually exhilarated by the chance to stretch themselves to overcome the problem. A commitment to excellence will create focus, and focus will assist you in maintaining your positive motivation and in creating a balanced life.
So, start today and autograph your work with excellence!
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August 16th, 2008
In 1991 Reebok was entrenched in a battle with Nike for top spot in the athletic shoe market. Looking to gain an advantage, Reebok gambled on an ad campaign featuring decathletes Dan O’Brien and Dave Johnson — co-favorites to win a gold medal at the 1992 Olympic Games in Barcelona.
Dan was trendy and hip; Dave was straight-laced and steady. Dave held a 3-to-2 edge in contests against Dan, while Dan had recorded the highest-ever point total in a decathlon. The athletes’ good looks, dissimilar personalities, and tremendous talent made their rivalry the perfect fit for Reebok’s marketing strategy.
During the 1992 Super Bowl, Reebok introduced Americans to Dan and Dave. The cleverly written commercials were a sensational hit, and, almost overnight, Dan and Dave were vaulted to celebrity status. Sensing the popularity of the TV spot, Reebok poured $30 million into its efforts to put Dan and Dave at the forefront of their brand’s promotions.
From January through June, Dan and Dave were ubiquitous on television and in American pop culture. Anyone who cared anything at all about sports chose sides. Reebok executives patted themselves in the back (and padded their wallets) on account of their decision to market via Dan and Dave.
DAN & DAVE: THE EMBARRASING FAILURE
At the American Olympic Trails in June of 1992, the unthinkable happened. Dan O’Brien, gold medal favorite and marketing icon, failed to qualify for the Olympics!
Overestimating his ability in the pole vault, Dan set the bar too high — an epic blunder. On his first attempt, he missed. No worries though, he still had two more tries. On his second attempt, he didn’t even come close. By his final attempt, Dan was so tight with pressure that he had no hope of clearing the bar. His Olympic dream was dashed, Reebok’s ad campaign was trashed, and Dave Johnson headed to the Olympics alone.
DAN O’BRIEN: OLYMPIC CHAMPION
After the anguish and public humiliating of missing the Olympics, Dan could have given up his dream of winning Olympic gold. He was the laughingstock of the media, and he had missed a rare opportunity to compete on the world’s greatest stage. However, Dan was a competitor, and he bounced back.
For four long years, Dan O’Brien funneled the emotions of his failure to fuel his resolve to make the 1996 Olympic Games. Rather than drowning out the memory of his mishap at the Olympic Trials, O’Brien repeatedly watched his botched attempts in the pole vault. Refusing to wallow in his setback, he learned from it, and he redoubled his training efforts.
At the 1996 Olympics in Atlanta, O’Brien gained redemption and achieved his dream by capturing the gold medal in the decathlon.
LEADERSHIP LESSONS FROM FAILURE
“That failure set the path of my life for the next four years,” Dan O’Brien said in reflection. “I learned more from it than I had learned the previous 30 years combined.”
Dan O’Brien’s Olympic journey is instructive on the nature of failure. Here are a few lessons from his experience:
1. Failure is inevitable
Everyone, even the most decorated Olympian, knows the taste of failure. We all lose, fall short, or miss the bar during life.
2. Failure is a fork in the road
When we fail, we have several paths in front of us.
- We can blame our failures on others.
- We can identify with our setbacks to the extent that we view ourselves as failures.
- We can ignore or deny our failure.
- OR, we can embrace failure, learn from it, and use it as a springboard to get better.
Our response dictates where we end up on the path of leadership.
3. Failure is fruitful
Failure is the surest path to success. It tests, strengthens, and refines us. Passing through it qualifies us to lead.
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