What are we really here for?

That seems like one of those larger than life questions people occasionally ask - or is it? In today's hypercompetitive business environment, this should be a simple question to answer. Simply put, organizations should be 'here to win". This is the premise of the new Harvard Business School Press book "Hardball" by George Stalk and Rob Lachenauer. The sub-title says it all "Are you playing to play, or playing to win?"

In many cases, it often looks to us like companies are playing to play, or worse yet, playing to survive. The rigid organizational lines of command, the plentiful rules and regulations and the enforced SOP's are often simply a way to maintain the status quo. They are a means to survive - not grow. In today's business reality, no matter what the short-term illusion may indicate, this type of 'strategy' will ultimately lead to failure.

If you are in business today and truly hope to be there tomorrow, the only option you have is to play to win. To be the first in your sector to make fundamental changes. The first to break new ground. The first to play hardball.

Winning is a good thing. It helps build morale, create passion, release desire, foster teamwork, and, ultimately, to attract top talent – the true winners.

A League of Your Own

If rules and attitudes are set up simply to keep people in line, the cost is most readily measured in terms of a decline in breakthrough innovation and an ossification of the culture. Sure, you can leave new product/service creation to the R&D department, however, in many cases, the true innovations are conceived and created in other areas of the organization, most often by those who are much closer to the customer. The innovations you desperately need to ensure winning conditions are the innovations made by employees with a 'hardball mentality', employees who truly want the company to win, and aren't afraid to put their organization in a position to succeed, day after day.

Hardball Mentality

So, what exactly is this hardball mentality?

Amongst other things, you can spot the hardball players by their thirst. A thirst that is almost impossible to quench. You can spot the hardball player because they don't sweat – they breathe in a very measured and self-assured manner. You can spot the hardball player by their eyes – eyes that tell you they will use everything in their power to gain a competitive advantage. Finally, you can spot the hardball player in the dressing room after the game - they challenge the team to up the ante. The hardball player challenges teammates to re-invest their returns into the organization, to improve processes, and to motivate their employees.

Softball League

There is a big difference between softball and hardball and the biggest difference is in tempo, pace and intensity. Simply put, if your organization is not playing hardball, how do you expect to create enough excitement inside your company to attract customers and/or new players?

Dell, Walmart, SONY, Starbucks, RIM and GE are all hardball companies who have transcended their industries and become organizations with legions of global 'fans'. These hardball companies know that to attract fans you need to play an exciting brand of sport.

Everything else is just softball

Hardball Competencies

In order to be a hardball team with hardball players, there are key four characteristics the organization must not only possess but also value and nurture.

The first of these is Intellectual Toughness. This competency serves to help the hardball organization with focus and discipline when they are planning their next ambitious move or a change in the rules of the game.

Next is Emotional Connectivity, a key component of character. Without emotional connectivity, organizations will struggle to build a true and thriving corporate culture that encourages the promotion of Hardball strategies and attitudes.

Thirdly, there needs to be a high level of Chronic Dissatisfaction. Without this deeply seeded source of internal frustration with the status quo there would be no true Hardball organizations. This never ending will to win; to raise the bar; to self motivate keeps these organizations focused, and on target.

Finally, Hardball organizations have an unquestioned Passion for their Business. Regardless of industry or geography, Hardball organizations live and breathe their products, services, and brand. They defend their brands not by fences and gates and walls and barriers; they defend their brand by never allowing it to grow stale or fall behind. They would rather set the bar high and fail, than set it low and succeed. They know that striving to win is what makes a true leader.

Without these competencies, organizations cannot strive to this next level of dominance. When a Hardball organization comes to the forefront of your industry, there may be little chance of victory for your organization.

Steps to building a Hardball Organization

Get the first round picks - It doesn't matter how you do it. You can sign free agents, trade for better value, and offer future picks for proven players, whatever it takes, just get the top players. Winners want to play for winners.

Get a Great Manager - Phil Jackson, Joe Torre, and Scotty Bowman are all great at one thing, getting their star players to play as a team. They are great at forging alignment. If your organization wants to win playing hardball, you have to be aligned and pay big bucks to get the best. It will pay off.

Study the Film - Great teams, great players, and great organizations constantly monitor their performance. No matter how big the win, they focus on the next task. They get themselves ready for their next goal. They analyze how they could have been even better. They look for flaws, they welcome feedback, and they fix it – fast.

Swing for the Fences - Winners play to win. Homeruns help win games. Sure, base hits are important, but winners want to win, and win big. Load your team up with power hitters who are confident to point deep in to left field over the wall, and hit it out of the park. Not only does this help them, it shows everyone else at your organization that anything is possible.

Make the Clutch Plays - Bottom of the ninth, bases loaded, down by three, final game. It's do or die. Winners don't choke. They stride up to the plate, and stare the competition down, and do what needs to be done. Hardball players will do anything to win. Remember, they're not there just to play.

Our Monthly Rant...
Don't you get it?

Small companies get it.

Entrepreneurs get it.

Even great big ugly organizations get it.

But - do you get it?

You see it is quite simple. They are coming. Someone, somewhere is going to attack you sooner or later. It doesn't matter if you're a Fortune 500 global player, or a 10-employee restaurant. They are coming for you.

Far too often organizations seem to believe they are immune. They don't want to believe it will happen to them but it will - at some point. How many people in your organization truly understand this reality and come to work every day motivated to not allow it to happen. The answer is not enough, so stop passing through everyday doing the same old stuff. Stand up. Scream. Get your head out of the sand, and get it in the game.