I've spent years working at, and with, numerous companies - large corporations, small service agencies and start-ups. And almost every one of those companies had the same problem, one that Sinek so clearly outlined in this book, Start with WHY.
Companies are excellent at telling you WHAT they do. "We provide x, y and z to a, b and c." Sometimes they will even explain HOW they do it - a process they think actually differentiates them from their competitors. (Me being the constant cynic, never bought into the process differentiator, as almost every company in a particular field executes in very similar fashions.) But what Sinek says needs to be defined first, before any description of what or how, is the WHY. WHY they exist, what is their purpose or cause, why they get out of bed every morning to do what they do.
Over the years, in working with small companies to define/redefine their market position, business strategies and product/service offerings, I've seen this problem countless times. I could see the gap, knew there was a problem in the message and communication, but was never was able to articulate it. But I have now seen the light. And looking back to those companies, those situations, it is now clear what was missing. When Sinek writes about starting with why, however, he somehow implies that companies eventually get to it. But in my experience, most companies never even consider the why. If at one point some of those founders who I'm thinking of did know what their WHY was, sadly, almost none translated that into their day to day business or communicated that to their customers, partners or most important, their employees.
Using examples like Apple, Southwest, Walmart and Harley Davidson, he explains why these companies' consumers eat up everything they do and are loyal to the end. Even if those faithfuls can't articulate their loyalty to a pollster or to themselves (and he explains this too..), they remain true in their commitment because the company remains true to themselves. Whether it is Southwest's championing the common man, or Apple's ability to continually challenge the status quo, with every product and/or service they offer, their WHY stays consistent.
I am now in the midst of starting a new company with two "artists" (both hate the word) and this simple concept has become a guiding principle for our very new beginnings. Having spent my entire career balancing the vision of creatives with the realities of business, the simplicity of this concept has become, well, the perfect place for us to start - and is now helping us transform our approach and process into something that makes sense for all of us. Sinek says that knowing your WHY isn't the only way to be successful. And as I've seen companies that have hammered away fairly successfully for years without it, he's correct. But he also says that it is the only way to "maintain a lasting success and have a greater blend of innovation and flexibility." And this I believe is true - which is why we're starting with WHY.
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