Building Higher Trust 131 Smart Trust

July 16, 2023

Stephen M.R. Covey coined the term “Smart Trust” in his second book. The title was Smart Trust: Creating Prosperity, Energy, and Joy in a Low-Trust World.

Smart Trust refers to a high-trust approach that combines discernment and analysis with a willingness to trust others. It involves making informed judgments about the trustworthiness of individuals or situations based on evidence, credibility, and past performance.

Smart Trust in contrast to blind trust

Blind trust, refers to placing trust without verifying relevant information or assessing the credibility of individuals or situations. It involves accepting information, claims, or the actions of others without critical evaluation or validation.

In Smart Trust, trust is not given blindly. It is based on a thoughtful analysis of the situation and the people involved. The book emphasizes the importance of balancing trust and healthy skepticism. It involves assessing risk and considering factors such as competence, integrity, and track record.

Smart Trust requires balance

Blind trust can lead to vulnerability and potential negative outcomes. In contrast, Smart Trust seeks to strike a balance between trust and discernment. It encourages individuals to be open to trust and make informed decisions about whom to trust and when.

One of my favorite quotes from Covey’s book is, “Though we’ve become very good at recognizing the cost of trusting too much, we’re not nearly as good at recognizing the cost of not trusting enough.”

Here are some suggestions to avoid falling into blind trust:

  1. Be aware of your own biases. Recognize that humans are prone to biases, which can cloud judgment and lead to blind trust. Stay vigilant and question your own assumptions and preconceived notions.
  2. Verify information. Rather than accepting information at face value, take the time to verify it from reliable sources. Cross-reference information, fact-check claims, and seek multiple perspectives before forming conclusions.
  3. Develop critical thinking skills. Cultivate your ability to think critically and analytically. Ask probing questions, and consider alternative explanations, to avoid blindly accepting information or opinions.
  4. Seek diverse perspectives. Engage with people who hold different viewpoints and perspectives. This habit helps you gain a broader understanding of issues. It prevents you from relying solely on one source or viewpoint.
  5. Evaluate credibility and expertise. Assess the credibility and expertise of individuals or sources before placing trust in them. Consider their track record, qualifications, experience, and reputation in the relevant field.
  6. Trust but verify. It is important to have a certain level of trust in relationships and interactions but avoid blind trust. Trust should be built gradually based on evidence, consistency, and reliability. Verify information and observe actions to ensure they align with the trust you place in someone.
  7. Embrace healthy skepticism. Adopt a healthy level of skepticism without being overly cynical. Question claims, seek evidence, and be open to changing your beliefs based on new information.
  8. Learn from past experiences. Reflect on instances where blind trust may have led to negative outcomes. Use those experiences as learning opportunities to develop a more discerning and cautious approach.

Remember that avoiding blind trust does not mean becoming overly suspicious or distrusting of everyone. The best idea is to maintain a balanced and rational approach. Question when necessary, and make informed decisions based on evidence and critical thinking.

 

Bob Whipple, MBA, CPTD, is a consultant, trainer, speaker, and author in the areas of leadership and trust.  He is the author of: The Trust Factor: Advanced Leadership for Professionals, Understanding E-Body Language: Building Trust Online, and Leading with Trust is Like Sailing Downwind.  Bob has many years as a senior executive with a Fortune 500 Company and with non-profit organizations.  For more information, or to bring Bob in to speak at your next event, contact him at www.Leadergrow.com, bwhipple@leadergrow.com or 585.392.7763.

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Leadership Barometer 149 Smart Pills

June 8, 2022

One of my leadership students shared an observation that led to the concept of “smart” pills for leaders. She said that some of the decisions the leaders in her organization make are not smart. These decisions reflect a misunderstanding of their impact. The leaders end up doing things that are at cross purposes to what they want to accomplish.

I told the student to buy some “smart” pills for the leaders to take. The pills will let them know when they do things that take them in the wrong direction.  Then I realized that I already had discovered the “smart” pill several years ago.  I have taught leaders how to administer this magic potion for quite a while. 

Determine the impact ahead of time 

Allow leaders to determine the impact of their decisions on the organization at the time they make those decisions. This knowledge will reduce the number of wrong-headed actions.

Picture a leader of 90 individuals. There are 90 people who can tell her the truth about the impact of poor decisions while they are under discussion. They would gladly do this if the leader had created the right environment. People need to know it is safe to challenge an idea generated in the leader’s mind. How would a leader go about creating such an environment?

Create a safe environment

A smart leader makes people glad when they tell her things she was really not eager to hear. Then those people will eventually learn it is safe to do it. They have the freedom to level with the leader when she is contemplating something they feel is really dumb.

It does not mean that all dumb things the leader wants to do need to get squashed. It simply means that if the leader establishes a safe culture, she will be told. She will know in advance that a specific decision might not be smart. 

It depends on perspective

Sometimes, due to a leader’s perspective, what may seem dumb to underlings may be the smart thing to do. In this case, the leader needs to educate the doubting underling on why the decision does make sense.

Here is an eight-step formula that constitutes a “smart” pill.

  1. Let people know in advance the decisions you are contemplating, and state your likely action.
  2. Invite dialog, either public or private. People should feel free to express their opinions about the outcomes.
  3. Treat people like adults, and listen to them carefully when they express concerns.
  4. Factor their thoughts into your final decision process. This does not mean you always reverse your decision but do consciously consider the input.
  5. Make your final decision about the issue and announce it.
  6. State that there were several opinions considered when making your decision.
  7. Thank people for sharing their thoughts in a mature way.
  8. Ask for everyone’s help to implement your decision whether or not they fully agree with it.

Of course, it is important for people to share their concerns with the leader in a proper way at the proper time.  Calling her a jerk in a staff meeting would not qualify as helpful information and would be a problem. 

Encourage people to speak up, but coach them on how and when to do it effectively. Often this means encouraging people to give their concerns in private. Have a helpful intent for the organization rather than an effort to embarrass the boss.

The leader will still make some dumb decisions, but they will be fewer, and be made recognizing the risks. Also, realize that history may reveal some decisions thought to be dumb at the time to be actually brilliant.

Understanding the risks allows some mitigating actions to remove much of the sting of making risky decisions.  The action here is incumbent on the leader.  Praise people when they speak truth, even if it flies in the face of what the leader wants to do. People become open and more willing to confront the leader when her judgment seems wrong.

Look for consistency but not perfection

A leader needs to be consistent with this philosophy, although no one can be 100%. That would be impossible. Once in a while, any leader will push back on some unwanted “reality” statements.

Most leaders are capable of making people who challenge them happy about it only a tiny fraction of the time. Figure about 5%. If we increase the odds to something like 80%, people will be more comfortable pointing out a potential blooper.  That is enough momentum to change the culture.

Recognize that making people glad they brought up a concern does not always mean a leader must acquiesce. All that is required is for the leader to treat the individual as someone with important information. Listen to the person carefully, and consider the veracity of the input. Honestly take the concern into account in deciding what to do.

Sometimes the leader will go ahead with the original action, but she will now understand the potential ramifications better. By sincerely thanking the person, the leader makes that individual happy she brought it up.  Other people will take the risk in the future. That action changes everything, and the leader now has an effective “smart” pill.

The preceding information was adapted from the book Leading with Trust is like Sailing Downwind, by Robert Whipple. It is available on www.leadergrow.com.  

Robert Whipple MBA CPTD is also the author of The TRUST Factor: Advanced Leadership for Professionals and, Understanding E-Body Language: Building Trust Online. Bob consults and speaks on these and other leadership topics. He is CEO of Leadergrow Inc. a company dedicated to growing leaders.

 

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Leadership Barometer 57 Dumb is Smart and Smart is Dumb

July 5, 2020

In his famous program, “Effective Negotiating,” Chester A. Karrass, makes the observation that, in negotiations, often appearing dumb is a great strategy.

The idea is that acting clueless causes the other party to fill in some blanks with information that may ultimately be helpful to you in the negotiation.

Conversely, acting as if you know everything is usually a bad strategy, because you end up supplying too much information too early in the conversation. This habit gives your opponent in the negotiation a significant advantage.

As I work with leaders in organizations of all sizes, a similar observation could be made about leadership. Being dumb is sometimes smart, and being too smart is often dumb. Let’s examine some examples of why this dichotomy is a helpful concept.

To make enlightened decisions, leaders need good information. It sounds simple, but in the chaos of every day organizational issues, it is sometimes difficult to determine which set of information is true.

Rather than blurting out their preconceived notion of what is going on, if leaders would simply act a little confused, like the brilliant detective Colombo, they would elicit far more information from other people.

The way to execute this strategy is simple. Refrain from making absolute statements, and ask a lot of open ended questions. This draws out alternate points of view from individuals and allows the leader to hear many nuances before tipping his or her hand.

When leaders display hubris, and expound their perspective on every issue before others have a chance to voice their ideas, it stifles collaboration and creativity. Therefore, being smart is often a dumb strategy.

Of course, no rule of thumb works in every situation. Leaders need to know when the time is right to divulge their opinion.

Unfortunately, due to over active egos, most leaders like to weigh in on issues far too early. This colors objective conversation and cuts off interesting alternate perspectives.

The same logic holds when making decisions after the information has been gathered. If leaders would say, “I wonder what we should do,” instead of, “Here is what we have to do,” they would draw out the best ideas available.

Smart is dumb and dumb is smart in terms of getting a smorgasbord of options from which to choose. It creates a diversity of ideas that may lead to superior decisions.

The antidote to this problem is simple. Leaders need to understand this dynamic and catch themselves in the act. By being alert to the dangers of advocating too early, leaders can improve their batting average at allowing everyone to enter the conversation at an appropriate level.

Sometimes in a crisis situation, it may be necessary for a leader to be highly directive and quick on the draw. Usually, it is better for the leader to allow conversation around sensitive issues, and then work with people to find the best solution.

If you are a leader, it is important to catch yourself on this issue and begin to train yourself to have more patience and improve your listening skills.

It has been said many times that the Lord gave us two ears and one mouth, because we should listen twice as much as we speak. Many leaders do not understand this simple logic, and it works to their detriment.

They are dumb because they are too smart.


Bob Whipple is CEO of Leadergrow, Inc. an organization dedicated to growing leaders. He can be reached at bwhipple@leadergrow.com

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Successful Supervisor 88 Better Team Building

August 11, 2018

Much has been written about the various Team Building methods. Different consultants have their favorite exercises for helping groups of people work better together.

A common technique is to take a group off their normal site to do some outdoor experiential activities, like rock climbing or zip lining. These event-based team building exercises do get the attention of people, but I believe there is a better experiential activity that does a better job of knitting a team together.

Carve out some time to work on a strategic framework as a team. I had a whole section in my first book, “The Trust Factor: Advanced Leadership for Professionals,” where I described the process of taking a group of people through a strategy process so everyone on the team had a hand in designing the future.

For this short blog article, I will not describe the entire process, but I will outline and define the major parts of a strategy process and give some tips I have learned from facilitating numerous groups through the process of developing a strategy. Note, the order of the parts is important. The exercise has a kind of flow to it that helps the team bond.

Values – Start the process by documenting a set of values for the group. Everyone can suggest a few key values, so use an affinity process to distill down a list of 4-6 key values for the entire group.

Vision – Identify where the group intends to end up. As Stephen Covey stated, you need to begin with the end in mind to have a workable plan.

Mission – This is a short and very specific statement of what the group is trying to achieve right now. Avoid long lists of items, or management speak; keep it to the central idea of the group.

Behaviors – This step is frequently left out, and that is a big mistake. Identify specific behaviors that the team agrees to abide by. This helps when holding people accountable if they fail to live by the behaviors. Two examples of team behaviors might be 1) We will act like adults at all times, and 2) When we disagree, we will do it without being disagreeable.

SWOT – Brainstorm a list of the Strengths, Weaknesses, Opportunities and Threats for the group. The first two items are like looking at the group through a microscope, and the last two are like looking at the environment the group is operating in through a telescope.

Identify Needed Changes – What must change in order for the group to actually achieve the vision?

Identify the Strategies – How is the group going to achieve the needed changes in a timely manner? Here it is important to avoid having too many strategies. I believe five strategies at any one time is optimal. What you are doing is trying to focus the effort of the group on a few key drivers.

Specify the Tactics – Identify the specific actions that are required to accomplish the strategies. Who is going to do what and by when? Make sure the tactics are reasonable so people are not overloaded.

Identify measures – How is the group going to identify progress toward the vision? The measures must be expressed as SMART Goals. SMART stands for Specific, Measurable, Assignable, Realistic, and Time-bound.

It is critical to get this work done quickly or the team will become frustrated by a long, drawn-out process over a number of months. I like to facilitate groups to develop their strategic plan in less than 8 hours duration. That may seem unrealistic, but I have developed a process that is actually quite doable with the proper preparation done ahead of time.

Creating a solid Strategic Framework is the best team building activity a team can do, because it engages everyone in creating an exciting future for the group.

This is a part in a series of articles on “Successful Supervision.” The entire series can be viewed on http://www.leadergrow.com/articles/supervision or on this blog.

Bob Whipple, MBA, CPLP, is a consultant, trainer, speaker, and author in the areas of leadership and trust. He is the author of four books: 1.The Trust Factor: Advanced Leadership for Professionals (2003), 2. Understanding E-Body Language: Building Trust Online (2006), 3. Leading with Trust is Like Sailing Downwind (2009), and 4. Trust in Transition: Navigating Organizational Change (2014). In addition, he has authored over 500 articles and videos on various topics in leadership and trust. Bob has many years as a senior executive with a Fortune 500 Company and with non-profit organizations. For more information, or to bring Bob in to speak at your next event, contact him at http://www.Leadergrow.com, bwhipple@leadergrow.com or 585.392.7763

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Smart is Dumb

January 3, 2015

Dud ManagerIn his famous program, “Effective Negotiating,” Chester A. Karrass, makes the observation that, in negotiations, often appearing dumb is a great strategy.

The idea is that acting naïve causes the other party to fill in some blanks with information that may ultimately be helpful to you in the negotiation.

Conversely, acting as if you know everything is usually a bad strategy, because you end up supplying too much information too early in the conversation. This habit gives your opponent in the negotiation a significant advantage.

As I work with leaders in organizations of all sizes, a similar observation could be made about leadership. Being dumb is sometimes smart, and being too smart is often dumb. Let’s examine some examples of why this dichotomy is a helpful concept.

To make enlightened decisions, leaders need good information. It sounds simple, but in the chaos of every day organizational issues, it is sometimes difficult to determine which set of information is true.

Rather than blurting out their preconceived notion of what is going on, if leaders would simply act a little confused, like the brilliant detective Colombo, they would elicit far more information from other people.

The way to execute this strategy is simple. Refrain from making absolute statements, and ask a lot of open ended questions. This draws out alternate points of view from individuals and allows the leader to hear many nuances before tipping his or her hand.

When leaders display hubris, and expound their perspective on every issue before others have a chance to voice their ideas, it stifles collaboration and creativity.

Therefore, being smart is often a dumb strategy. Of course, no rule of thumb works in every situation. Leaders need to know when the time is right to divulge their opinion.

Unfortunately, due to over active egos, most leaders like to weigh in on issues far too early. This colors objective conversation and cuts off interesting alternate perspectives.

The same logic holds when making decisions after the information has been gathered. If leaders would say, “I wonder what we should do,” instead of, “Here is what we have to do,” they would draw out the best ideas available.

Smart is dumb and dumb is smart in terms of getting a smorgasbord of options from which to choose.

The antidote to this problem is simple. Leaders need to understand this dynamic and catch themselves in the act. By being alert to the dangers of advocating too early, leaders can improve their batting average at allowing everyone to enter the conversation at an appropriate level.

Sometimes in a crisis situation, it may be necessary for a leader to be highly directive and quick on the draw. Usually, it is better for the leader to allow conversation around sensitive issues, and then work with people to find the best solution.

If you are a leader, it is important to catch yourself on this issue and begin to train yourself to have more patience and improve your listening skills.

It has been said many times that the Lord gave us two ears and one mouth, because we should listen twice as much as we speak. Many leaders do not understand this simple logic, and it works to their detriment.

They are dumb because they are too smart.

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Smart Pill for Leaders

September 20, 2014

Smart Pill croppedOne of my leadership students laments that some of the decisions the leaders in his organization make relative to policies and size of workforce are not smart.

These decisions reflect a misunderstanding of their impact, so the leaders end up doing things that are at cross purposes to what they want to accomplish.

I told the student to buy some “smart” pills for the leaders to take, which will let them know when they do things that take them in the wrong direction.

Then I realized that I already had discovered the “smart” pill several years ago and have taught leaders how to administer this magic potion for quite a while.

Leaders need a way to determine the impact of their decisions on the organization at the time of making those decisions. This knowledge will reduce the number of wrong-headed actions.

Picture a leader of 90 individuals. There are exactly 90 people who are capable of telling her the truth about the impact of poor decisions before she makes them. They would gladly do this if the leader had established an environment where it is safe to challenge an idea generated in her mind. How would a leader go about creating such an environment?

If a leader makes people glad when they tell her things she was really not eager to hear, those people will eventually learn it is safe to do it. They have the freedom to level with the leader when she is contemplating something really dumb.

It does not mean that all dumb things the leader wants to do need to be squashed. It simply means that if the leader establishes a safe culture, she will be tipped off in advance that a specific decision might not be smart.

Sometimes, due to a leader’s perspective, what may seem dumb to underlings may, in fact, be the smart thing to do. In this case the leader needs to educate the doubting underling on why the decision really does make sense. Here is an eight-step formula that constitutes a “smart” pill.

1. As much as possible, let people know in advance the decisions you are contemplating, and state your likely action.

2. Invite dialog, either public or private. People should feel free to express their opinions about the outcomes.

3. Treat people like adults, and listen to them carefully when they express concerns.

4. Factor their thoughts into your final decision process. This does not mean you always reverse your decision, but do consciously consider the input.

5. Make your final decision about the issue and announce it.

6. State that there were several opinions that were considered when making your decision.

7. Thank people for sharing their thoughts in a mature way.

8. Ask for everyone’s help to implement your decision whether or not they fully agree with the course of action.

Of course, it is important for people to share their concerns with the leader in a proper way at the proper time. Calling her a jerk in a staff meeting would not qualify as helpful information and would normally be a problem.

The leader not only needs to encourage people to speak up but give coaching as to how and when to do it effectively. Often this means encouraging people to give their concern in private and with helpful intent for the organization rather than an effort to embarrass the boss.

The leader will still make some dumb decisions, but they will be fewer, and be made recognizing the risks. Also, realize that history may reveal some decisions thought to be dumb at the time to be actually brilliant.

Understanding the risks allows some mitigating actions to remove much of the sting of making risky decisions. The action here is incumbent on the leader.

It is critical to have a response pattern that praises and reinforces people when they speak the truth, even if it flies in the face of what the leader wants to do. People then become open and more willing to confront the leader when her judgment seems wrong.

A leader needs to be consistent with this philosophy, although no one can be 100%. That would be impossible. Once in a while, any leader will push back on some unwanted “reality” statements, especially if they are accusatory or given in the wrong forum.

Most leaders are capable of making people who challenge them happy about it only a tiny fraction of the time, let’s say 5%. If we increase the odds to something like 80%, people will be more comfortable pointing out a potential blooper. That is enough momentum to change the culture.

It is important to recognize that making people glad they brought up a concern does not always mean a leader must acquiesce. All that is required is for the leader to treat the individual as someone with important information, listen to the person carefully, consider the veracity of the input, and honestly take the concern into account in deciding what to do.

In many situations, the leader will elect to go ahead with the original action, but she will now understand the potential ramifications better.

By sincerely thanking the person who pointed out the possible pitfall, the leader makes that individual happy she brought it up. Other people will take the risk in the future. That changes everything, and the leader now has an effective “smart” pill.

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Who Can I Trust?

August 19, 2012

Imagine you have just been parachuted into a new area or organization where you do not yet know the people. All of us have been in that situation more than once in our lives. You recognize that first impressions are incredibly important and want to start off on the right foot. Of course, you introduce yourself and immediately try to get to know your new working buddies.

There is an interesting dynamic that goes on for the first few days upon entering a new organization. You are sizing up people, and they are evaluating you. Actually, behavioral scientists say the first few moments when meeting another person are incredibly important in terms of establishing the starting point for each relationship.

In his book, Blink, Malcolm Gladwell refers to a phenomenon he calls “thin slicing.” He contends that human beings have a knack of sizing up other people in only 2-3 seconds, and that impression has a lot to do with how well the relationship proceeds. Of course, it is the consistent behaviors over time that ultimately determines the level of trust between people, but the rate of development is hugely impacted by the first impression.

So you are in your new environment. You recognize that some of these people will become your close confidants while others will be held at arm’s length and never fully trusted. How can you know quickly who can be trusted? Is that even important to do? I believe it is critical to identify the following seven factors as soon as possible:

1. Genuine or phony? – Does this person ring true as a person of high integrity, or is he/she a blowhard who will say things for effect?

2. Smart or Dumb? – Is the person capable of operating effectively in the working world, or is he/she bluffing along without the skills needed to be effective?

3. Friendly or Aloof? – It is easy to spot someone who is genuinely interested in you versus someone who just talks a good game.

4. Trustworthy or Shaky? – To gauge trustworthiness, be alert for eye contact. Either too little or too much eye contact can be a problem. The normal level of eye contact to be viewed as trustworthy is about 70%.

5. Consistent or Flighty? – This aspect is difficult to judge quickly. Obviously time will tell if this person is good at follow-up, but you can quickly judge the intent to be consistent. That is a starting point for some trust to grow on over time.

6. Respected or Suspect? – Other people will have knowledge of the individual you are just meeting. Watch the body language and comfort level the new person has with others in the area. That will tell you a lot about your chances of connecting with the person.

7. Honest or a Crook – Spotting someone who will lie cheat or steal is not as easy as it seems. Competent liars are out there, so you need to read signals carefully. Watch the body language, particularly the eye contact. .

It is inevitable that you will do something during the first few days that appears to be clumsy or goofy. It is normal to have a moment or two of embarrassment as you get to know new people. Don’t be thrown when this happens to you. I have found when I have done or said something stupid, it helps to say something like, “Well we always make some bonehead comment at first, I’m glad we got it out of the way so soon.” That logic plays well with other people because you signal that you do not take yourself too seriously.

When you are in a new environment, there is a lot at stake. If you get off on the wrong footing, it will take months, perhaps years, to set things right. Obviously it is important to watch your own behaviors, but beware of trying too hard. You cannot fake the body language; people will read you accurately with incredible speed. The best advice is to relax, be yourself, and be genuinely delighted to be making new friends.

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Leaders: Be Smart, Act Dumb

October 2, 2011

In his famous program, “Effective Negotiating,” Chester A. Karrass, makes the observation that, in negotiations, often appearing dumb is a great strategy. The idea is that acting naïve causes the other party to fill in some blanks with information that may ultimately be helpful to you in the negotiation. Conversely, acting as if you know everything is usually a bad strategy, because you end up supplying too much information too early in the conversation. This habit gives your opponent in the negotiation a significant advantage.

As I work with leaders in organizations of all sizes, a similar observation could be made about leadership. Being dumb is sometimes smart, and being too smart is often dumb. Let’s examine some examples of why this dichotomy is a helpful concept.

To make enlightened decisions, leaders need good information. It sounds simple, but in the chaos of every day organizational issues, it is sometimes difficult to determine which set of information is true. Rather than blurting out their preconceived notion of what is going on, if leaders would simply act a little confused, like the brilliant detective Colombo, they would elicit far more information from other people. The way to execute this strategy is simple. Refrain from making absolute statements, and ask a lot of open ended questions. This draws out alternate points of view from individuals and allows the leader to hear many nuances before tipping his or her hand.

When leaders display hubris, and expound their perspective on every issue before others have a chance to voice their ideas, it stifles collaboration and creativity. Therefore, being smart is often a dumb strategy. Of course, no rule of thumb works in every situation. Leaders need to know when the time is right to divulge their opinion. Unfortunately, due to over active egos, most leaders like to weigh in on issues far too early. This colors objective conversation and cuts off interesting alternate perspectives.

The same logic holds when making decisions after the information has been gathered. If leaders would say, “I wonder what we should do,” instead of, “Here is what we have to do,” they would draw out the best ideas available. Smart is dumb and dumb is smart in terms of getting a smorgasbord of options from which to choose.

The antidote to this problem is simple. Leaders need to understand this dynamic and catch themselves in the act. By being alert to the dangers of advocating too early, leaders can improve their batting average at allowing everyone to enter the conversation at an appropriate level. Sometimes in a crisis situation, it may be necessary for a leader to be highly directive and quick on the draw. Usually, it is better for the leader to allow conversation around sensitive issues, and then work with people to find the best solution.

If you are a leader, it is important to catch yourself on this issue and begin to train yourself to have more patience and improve your listening skills. It has been said many times that the Lord gave us two ears and one mouth, because we should listen twice as much as we speak. Many leaders do not understand this simple logic, and it works to their detriment. They are dumb because they are too smart.

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