Peter D. Kaufman

If you could see the world the way that I see it, you'd understand why I behave the way that I do.

And so two things follow from this.

First, to understand someone's behavior, you must see the world as they see it.

Second, to change their behavior, you must change how they see the world.

Peter gives a business example.

Most employees see the world as employees.

But what if you could shift their perspective to that of an owner?

Do you think that's going to change how they behave?

It totally changes how they behave.

Employees don't care about waste.

Owners care about waste.

Employees don't self-police our place.

Owners do.

But if you want to listen to a case study on this example, check out the Outliers episode with Les Schwab.

He built a multi-billion dollar business selling tires by treating his employees like owners.

His businesses out-competed every competitor simply because his employees cared more.

Peter has a formula for ensuring you have zero blind spots.

He says the secret to leadership is to see through the eyes of all six important counterparty groups and make sure that everything you do is structured in such a way to be win-win with them.

So here are the six, your customers, your suppliers, your employees, your owners, your regulators, and the communities you operate in.

When I look back at some of the outliers episodes we've covered over the past year, I see repeatedly that the businesses they built almost uniformly had win-win relationships with all of these counterparties.