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Learning From The Links

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Outline of some key ideas from Learning from the Links: Mastering Management Using Lessons from Golf (The Free Press, 2002)
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Learning from the Links Learning from the Links Learning from the Links Mastering Management Using Lessons from Golf By David K. Hurst (Professional Manager and Fanatical Golfer) Mastering Management Using Lessons from Mastering Management Using Lessons from Golf Golf By By David K. Hurst David K. Hurst (Professional Manager and Fanatical Golfer) (Professional Manager and Fanatical Golfer) Speaker, Consultant and Writer At the Booz, Allen Classic Pro-Am in 2005 The Book
Transcript
Page 1: Learning From The Links

Learning from the LinksLearning from the LinksLearning from the LinksMastering Management Using Lessons from

Golf By

David K. Hurst

(Professional Manager and Fanatical Golfer)

Mastering Management Using Lessons from Mastering Management Using Lessons from GolfGolf

ByBy

David K. HurstDavid K. Hurst

(Professional Manager and Fanatical Golfer)(Professional Manager and Fanatical Golfer)

Speaker, Consultant and Writer

At the Booz, Allen Classic Pro-Am in 2005 The Book

Page 2: Learning From The Links

2

Golf and Management are Taught Using the Golf and Management are Taught Using the Same Same FaultyFaulty Theory of Learning and ChangeTheory of Learning and Change

TheTheMagazinesMagazines

Are the SameAre the Same

•• Well written and fun to readWell written and fun to read•• Stories of the starsStories of the stars--ofof--thethe--hour and their hour and their ‘‘secretssecrets’’•• Assume that thought always precedes actionAssume that thought always precedes action•• All you have to do is follow instructionsAll you have to do is follow instructions……

ManagementManagement GolfGolf

Page 3: Learning From The Links

3

Imagine what it would be like if your Bossset your golf goals in the same way

that he “helps” you set your business goals

Imagine what it would be like if your BossImagine what it would be like if your Bossset your golf goals in the same way set your golf goals in the same way

that he that he ““helpshelps”” you set your business goalsyou set your business goals

YouYou Your BossYour Boss

3333

Learning from the Links: Presentation by David K. Hurst

Page 4: Learning From The Links

4

It’s time to set goals for next year. What do you plan to shoot in an average round on your home course?

Well…O.K., based on past performance and allowing for some improvement it looks like 85…

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Learning from the Links: Presentation by David K. Hurst

Page 5: Learning From The Links

5

That’s totally unacceptable! Par is 72 and we won’t take anything worse than that! What

have you got on the first? It’s a par 4 isn’t it?

Well I don’t have the card filled in hole- by-hole; that was an overall score…I’ll

have to break it down…

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Learning from the Links: Presentation by David K. Hurst

Page 6: Learning From The Links

6

I’ve got a five on the first – it’s tough opening hole and sometimes it takes a

while to get going… Are you crazy? You can’t start that way and hope to shoot par or better…what’s the best

score you ever made on that hole?

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Learning from the Links: Presentation by David K. Hurst

Page 7: Learning From The Links

7

Well I once made a three, but I was playing off the white tees…

See…you can do it! Write in 3!

O.K…if you say so….

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Learning from the Links: Presentation by David K. Hurst

Page 8: Learning From The Links

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But I’ve never reached that green in two shots; it’s just too far for me…

Now look at the second…it’s a par 5 and you should birdie that!

With the new composite driver you’re getting that will be no

problem. You’re just too negative in your thinking. Write in 4!

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Learning from the Links: Presentation by David K. Hurst

Page 9: Learning From The Links

9

But I haven’t seen the driver yet and it will take some time to get used to it

Nonsense! The manufacturers say it will take strokes off your game right

away and all the pros are using it!

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Learning from the Links: Presentation by David K. Hurst

Page 10: Learning From The Links

10

Well it looks short but it’s a tough dogleg left and I slice the ball…I

usually have a blow-up somewhere on the course and I’ve put it there…

What’s that triple-bogey 7 on the par 4 6th? It looks like an easy hole to me

That’s ridiculous! We can’t stand surprises like that! No doubles or triples allowed under any circumstances! Take

them off the card!

Later…LaterLater……

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Learning from the Links: Presentation by David K. Hurst

Page 11: Learning From The Links

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That par on the 18th should have been a birdie but we’ll let it go at that for now.

What’s your total score?

Well if I can play like that, I’ll shoot 69!

Later still…Later stillLater still……

Excellent! I like your positive attitude. Submit that number and we’ll watch

you do it hole by hole!

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Learning from the Links: Presentation by David K. Hurst

Page 12: Learning From The Links

12

Maybe I need some lessons…

It’s too late for that now; anyway, we’ve slashed the training budget. You’re on the tee and don’t forget

the incentive plan!

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Learning from the Links: Presentation by David K. Hurst

Page 13: Learning From The Links

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This kind of goal-setting doesn’t work for golf and it doesn’t work for management!

This kind of goalThis kind of goal--setting doesnsetting doesn’’t work for t work for golf and it doesngolf and it doesn’’t work for management!t work for management!

The ProblemThe ProblemThe Problem

• The stress is on performance instead of learning

• The focus is on results instead of processes

• Senior managers sit as judges rather than coaches

• Stretch performance goals when tied to financial incentives lead to cheating and gaming the system

•• The stress is on The stress is on performanceperformance instead of instead of learninglearning

•• The focus is on The focus is on resultsresults instead of instead of processesprocesses

•• Senior managers sit as Senior managers sit as judgesjudges rather than rather than coachescoaches

•• Stretch performance goals when tied to financial Stretch performance goals when tied to financial incentives lead to incentives lead to cheatingcheating and and gaming the systemgaming the system

Most budgets are tools of organizational repression!Most budgets are tools of organizational repressionMost budgets are tools of organizational repression!!

Learning from the Links: Presentation by David K. Hurst

Page 14: Learning From The Links

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First We Need a Better Theory of Learning:the top-down method is too indirect

First We Need a Better Theory of Learning:First We Need a Better Theory of Learning:the topthe top--down method is too indirectdown method is too indirect

Instructor

Expert

Learner

Novice

INSTRUCTIONSINSTRUCTIONS

Learning from the Links: Presentation by David K. Hurst

Page 15: Learning From The Links

151515

Actions create feelings that must be translated into words; and then words have to be translated back into feelings!

Actions create feelings that must be translated into words; Actions create feelings that must be translated into words; and then words have to be translated back into feelings!and then words have to be translated back into feelings!

Instructor

Expert

Learner

Novice

INSTRUCTIONSINSTRUCTIONS

First the expert has to be First the expert has to be able to express what heable to express what he

does in words, thendoes in words, thenissue instructionsissue instructions

and then theand then thelearner haslearner hasto translateto translatewords intowords into

Action!Action!Learning from the Links: Presentation by David K. Hurst

Page 16: Learning From The Links

161616

Learning Gets Lost in Translation!Learning Gets Lost in Translation!Learning Gets Lost in Translation!

Instructor

Expert

Learner

Novice

INSTRUCTIONSINSTRUCTIONS

Learning from the Links: Presentation by David K. Hurst

There are a thousand ways to There are a thousand ways to swing a golf club and each swing a golf club and each one feels slightly different. one feels slightly different. But there are only a few But there are only a few words to describe them. words to describe them.

EveryoneEveryone’’s body is unique; s body is unique; what works for one person what works for one person

often wonoften won’’t work for anothert work for another

Page 17: Learning From The Links

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We Need a “Bottom-up” Theory of Learningthat begins with behavior, not thinking

We Need a We Need a ““BottomBottom--upup”” Theory of LearningTheory of Learningthat begins with behavior, not thinkingthat begins with behavior, not thinking

Instructor

Expert

Learner

Novice

Observation and ImitationObservation and Imitation

Timely, specific feedbackTimely, specific feedback

Learning from the Links: Presentation by David K. Hurst

The solutionis to start with

action, setting upthe conditions forlearning-by-doing,

imitation and feedbacka.k.a. “the scientific method”

The solutionThe solutionis to start withis to start with

action, setting upaction, setting upthe conditions forthe conditions forlearninglearning--byby--doing,doing,

imitation and feedbackimitation and feedbacka.k.a. a.k.a. ““the scientific methodthe scientific method””

Page 18: Learning From The Links

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The problem in management is that budgeting mixes up the future (forecasting) with the past

(performance management)

The problem in management is that budgeting The problem in management is that budgeting mixes up the future (forecasting) with the past mixes up the future (forecasting) with the past

(performance management)(performance management)

• Separate the future from the past

• Use rolling forecasts to predict financial results

• Base rewards retrospectively on actual performance

• Compare actual outcomes with competitors and industry

• Use a bottom-up performance improvement approach that focuses on processes and allows people to learn

through controlled experimentation

•• Separate the future from the pastSeparate the future from the past

•• Use rolling forecasts to predict financial resultsUse rolling forecasts to predict financial results

•• Base rewards retrospectively on actual performanceBase rewards retrospectively on actual performance

•• Compare actual outcomes with competitors and industryCompare actual outcomes with competitors and industry

•• Use a bottomUse a bottom--up performance improvement approach up performance improvement approach that focuses on processes and allows people to learn that focuses on processes and allows people to learn

through controlled experimentationthrough controlled experimentationLearning from the Links: Presentation by David K. Hurst

Page 19: Learning From The Links

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The bottom line for golfers and managers who want to develop their talent is…

The bottom line for golfers and managers The bottom line for golfers and managers who want to develop their talent iswho want to develop their talent is……

Learning from the Links: Presentation by David K. Hurst

•• There are no quick fixes and no one to copy: you There are no quick fixes and no one to copy: you have to find your own have to find your own ““swingswing””

•• Get a good coach whose teaching style matches Get a good coach whose teaching style matches your learning styleyour learning style

•• Work on only one thing at a time, holding Work on only one thing at a time, holding everything else as stable as possibleeverything else as stable as possible

•• Focus on execution, not outcomes; stay in the Focus on execution, not outcomes; stay in the present, doing what you have to dopresent, doing what you have to do

•• Try to get timely, specific, visceral feedback ; only Try to get timely, specific, visceral feedback ; only perfect practice makes perfectperfect practice makes perfect

•• Things may get worse before they get betterThings may get worse before they get better……

Page 20: Learning From The Links

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An Integrating DiagramAn Integrating DiagramAn Integrating Diagram

Developed byDeveloped byDeliberate PracticeDeliberate Practice

Helped byHelped byStrategicStrategic

FrameworksFrameworks

Built byBuilt byCommitmentCommitment

ProcessProcessFocus W

ill

Capability

ACTION!

MustDo

CanDo

CouldDo

Page 21: Learning From The Links

21

The “Do”

LoopThe The ““DoDo””

LoopLoop

Goal

Page 22: Learning From The Links

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This is just a very small sample of the material covered in my book Learning from the Links

This is just a very small sample of the material This is just a very small sample of the material covered in my book covered in my book Learning from the LinksLearning from the Links

I teach on EMBA programs, consult I teach on EMBA programs, consult to organizations and run executive to organizations and run executive

development seminars. Together with development seminars. Together with a golf professional colleague, I a golf professional colleague, I design and run joint golf and design and run joint golf and

management development programs. management development programs.

Contact details:

Email: [email protected]: www.davidkhurst.com

The teaching approach used in both disciplines is bottomThe teaching approach used in both disciplines is bottom--upup

Learning from the Links: Presentation by David K. Hurst


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