The Right Incentives

Whether you are in politics, education, academia, business or the home, most of what we do ends up being about people management. Management of ourselves, and management of the way we engage with others. Why do we do things? What drives us, and what pulls us? Incentives and processes that will bring out the best in us. What does the best mean? Do we agree? Are we working with or against each other? In "All Marketers are Liars", Seth Godin argues that we are all Marketers. If you have an idea you believe in, you need to be a Marketer. All Marketers are storytellers. We are all storytellers.

Two stories I have come across are forms of incentivization that contrast quite strongly. The "Wolves at the Door" and the "Money off the table" approach.

The first turns the heat up. It works for underconfident overachievers. The idea being that in order to get the best out of someone, you have to put them in a corner and keep them hungry. Nothing is every good enough. There is always more to do. There is always something you got wrong. There is never cause for celebration that does not come with a caveat of "must do better".

The second turns the spirit up. It works for people with deeply internalized motivation. The crude incentives (like money, promotions, prestige) are no longer important because there is something else that gets the person out of bed. Things are good enough as they are. Sometimes there is nothing to do. Mistakes are simply a positive part of the learning process in that they mean you are exploring rather than repeating. They are a sign of life. There is a pulse of celebration.

Personally, I don't work well in a corner. I recognize that some people love it. Anxiety, busyness, and a tinge of fear keep them sharp. Fight mode. When that fire goes away, the systems switch off and motivation is a challenge. A lot of people look for corners.

I have the opposite response. I believe there is seldom value in rushing. Sometimes the smartest thing to do is just keep quiet. To admit you don't know the answer, and it will take time to explore the options. To chip away slowly at the problem. Start early and breathe.