Why -> How -> What: Where do we move the heart?
http://everythingisbetweenus.com/wp/?p=343
Simon Sinek's TEDTalk on "Start With Why"
what: Every person knows what they do.
how: Some know how they do it. That is called a differentiated value proposition, a proprietary process, or USP.
why: A very few know why they do what they do.
But "why" here does not mean profit generation. Profit is a result.
"Why" means: what is your purpose, what is your reason, what is your belief.
Why does your organization exist? Why do you get up early in the morning? Why should anyone care?
As a result, the way we think, act, and communicate goes from the outside in. It is obvious.
Starting from the obvious and moving toward the most difficult.
1. what — what we do (mission): We provide great computers.
2. how — how we differ: They have very beautiful design,
3. why — how they are good: they are easy to use and convenient.
vs
1. why — reason, analytical thinking, language: In everything we do, we believe in challenging the status quo, in thinking differently.
2. how — the belief of the loyal: the way we challenge the status quo is by designing our products beautifully, making them simple to use and convenient.
3. what — feeling, human behavior, decision-making: And that is how we ended up making these great computers.
Consumers choose based not on what you do (mission), but on why you do it (belief).
(That is why people buy an MP3 player from a computer company, not from a dedicated MP3 company.)
Do not sell what you have to people who need what you have (do not hire those who need a job),
sell to people who believe what you believe (hire people who believe what you believe).
Lack of capital, employees' inadequate abilities, bad market conditions — none of these can be reasons for failure.
The Wright brothers worked with the belief that they could change the world. Langley worked for wealth and fame.
Geoffrey Moore: Crossing the Chasm
Early adopters did not buy because the technology (iPhone, flat-screen TV..) was great. They bought simply for themselves.
It was because of their beliefs about the world and how they wanted others to see them. They were first.
* TiVo
Product features first -> We do not trust you. We do not need that product and we do not like it.
You are scaring us.
VS
If you are someone who wants complete control over every aspect of your life, here is the product you want.
* Martin Luther King
He did not tell people what was needed to change in America.
He spoke about his beliefs. I believe. I believe. I believe.
People took his reason and made it their own, told it to others, and a few of them organized.
To pass it on to more people.. And here came 250,000 people on that very day, at that very hour.
How many came out for him? They came out for themselves.
Their belief in America made an eight-hour bus journey possible, and they gathered not over a conflict of black and white, but around their belief. (25% white)
He said: there are two types of laws in the world. One is made by power, the other is made by human beings.
And only when every law made by human beings aligns with the law made by power will we live in a just world.
We did not follow for him — we followed for ourselves.
He gave the speech "I Have a Dream." Not "I have a plan."
There are leaders in the world, and there are those who lead. Those who lead inspire.
We follow them not out of obligation but because we want to.
People who start with "why" have the ability to inspire those around them, or to find others who inspire.
+
Martin Davis's The Universal Computer
Montessori education
Why not?
Who, and why, had to create that knowledge or that technology in that era?
