INSIDER: Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork
Dan Sullivan and Dr. Ben Hardy’s book, Who Not How, details the benefits of expanding your horizons through teamwork. The fundamental idea posed in the book is a mentality shift from “How can I accomplish this?” to “Who can help me achieve this?” The authors write, “Everyone needs a who. Whatever you’re trying to do, you need a who.” The premise of the book rests on certain people—the Whos—who can accomplish what you need more effectively than you can.
THINK POINT #1: Who Not How Gives You More Money
Benjamin Franklin once said, “Time is money.” We often attribute a certain respect to people who are “doing it all” and seem to be juggling a thousand hats at once. While this can seem impressive, Dan and Ben argue that doing so is impractical and unwise. To illustrate this concept, imagine a young professional named Harrison, an investment banker in downtown Dallas. He gets to the office early each morning and typically won’t leave until 9:00 pm. As a result, his apartment is often in disarray, which stresses Harrison out to no end. He doesn’t have time to clean and will sometimes be late to work to ensure his apartment is in a semi-manageable state. He mentions how upset this makes him to a coworker, who recommends that he hire a housekeeper to clean his house while he’s at work. For Harrison, the money he spends each month on his housekeeper is easily offset by the additional time he can now spend at work. Note the shift from “How can I clean my apartment” to “Who can clean my apartment?”
Initially, you may not want to invest in hiring an office assistant to answer phones and schedule meetings; but as business grows and responsibilities increase, your time will be best spent on more valuable tasks, such as meeting clients and scoping out potential properties. Ask yourself whether you really want to spend your time and energy on a particular task. If not, hire a Who to do the task for you. Why spend two hours saving $100 when you can earn twice that by focusing your job? The value of your time is better spent on things you do best, so you should find a Who to complete less complicated tasks in order to maximize the value of your time.
THINK POINT #2: Who Not How Gives You More Time
In 1974, musician Harry Chapin released an iconic song that cautioned people from spending too much time at work and neglecting the more important things in life. The song, “Cat’s in the Cradle,” was an international hit and an oft too-relatable reminder to people to spend time with their family. In the same way that the previous point can allow you to refocus your time at work to more important issues, you can also hire Whos so that you can take time off to focus on life outside of work. Seneca, a Stoic philosopher, wrote that people tend to live life as if they will live forever. Yes, work is important, but most people tend to agree that other things should take precedent. While it can often be difficult to relinquish control to people we hire, consider the cost of the decision from 20 years in the future: perhaps your new hire sent a poorly-phrased email that cost you a client, but you were able to attend your daughter’s ballet recital. Twenty years from now, what is more important to you? Remember Amy. Give Whos freedom to do their jobs, because your time is limited.
THINK POINT #3: How to Find the Right Who
Giving up control can often be terrifying. However, that is only the case when you don’t trust your Whos to do their How. Sullivan and Hardy advise treating employees as investments, not as costs. If members of your team feel like and are treated like valuable assets to the team, they are much more likely to become valuable assets to your team. We’ve all heard the adage, hire for attitude, train for aptitude. Sullivan and Hardy use an analogy: relationships should be like clothing; they should fit well and be functional. If not, then the relationship doesn’t make any sense. You should enjoy and trust your Whos, especially when you work closely with them.
When hiring employees and looking to expand your network, there are two simple mindsets to take into account. You should avoid those with a “what’s in it for me” mindset. There is a delicate balance between wanting to maximize your worth and taking advantage. In simple terms, avoid takers who are only concerned with their own wellbeing. The ideal mindset, according to Sullivan and Hardy, is the “what’s in it for them.” These people are committed to helping others first. An interview question to gauge this is to ask for an example of a time you helped someone who couldn’t help you back. You want to fill your organization with people who are willing to help others, and thus create a healthy and trusting workplace. Then, as you invest in your employees, you will be left with a highly competent workforce who are all able and willing to help.
Conclusion
At the core of Who Not How is the reminder of the importance of teamwork. Michael Jordan, the all-time basketball great, didn’t win a single NBA championship until his teammate Scottie Pippin and coach Phil Jackson joined the Bulls several years into his professional career. If Michael Jordan needed Whos, then you do, too. The next time you contemplate an issue, don’t think, “How can I accomplish this?” Rather, consider who can help you accomplish your goals.
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Recommended Reading
Sullivan, Dan and Benjamin Hardy (2020), Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork, Hay House: Carlsbad, California.
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About the Author
Dominic Alioto, MBA
Baylor University
Dominic Alioto is currently pursuing his MBA in Healthcare Administration. He earned his BBA from Baylor University with majors in Business Fellows, International Business, and Economics, also completing the Honors Program and a minor in Mathematics. Dominic aims to work several years as a hospital executive, then return to school for a PhD in the health economics field.
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