Mental Shift

03 Nov Mental Shift

Malcolm Gladwell, wild-haired author of The Tipping Point, Outliers and other books translates social science research into practical applications. His ideas have had an enormous impact on our society. However, in his latest book Revenge of the Tipping Point, he admits that many of those ideas were dead wrong. To fall upon one’s sword admitting wrong is rare.

In a New York Times interview, Gladwell states that now he communicates his uncertainty along with the insights he presents. It’s a caution for speakers as well. When you present new ideas, approaches or programs, be honest about their likelihood of success. Yes, we want you to deliver with certainty and commitment, but market conditions can change, and plans can fail. Add to that, your thinking will undoubtedly mature as you put plans into action.

Be honest, and your discerning clients will respect you for it. Hucksters sell anything with over-the-moon schtick, but they also feel the wrath of disappointed clients when gold-plated promises tarnish. Find the balance between caution and enthusiasm. That’s your sweet spot.