Understanding your "WHY" is the cornerstone of motivation. This "WHY" is your deep-rooted purpose that fuels your actions and decisions. It's the essence of who you are at your best, shaped by your life experiences, lessons, and influences. When you comprehend your "WHY", it illuminates the "HOW" and "WHAT" of your actions, making it easier to navigate your day-to-day life in alignment with your purpose. This understanding not only inspires you to work but also brings fulfillment at the end of the day. While happiness is derived from "WHAT" you do, fulfillment stems from "WHY" you do it. Therefore, identifying your "WHY" is the first step towards a meaningful life, with the "HOW" and "WHAT" naturally falling into place thereafter. The "WHY" is essentially your origin story, a culmination of your experiences, lessons, and influences. It represents you at your natural best and is revealed through specific stories and experiences that have shaped you. Knowing your "WHY" instills a passion for your work and a sense of contributing to something larger than yourself. It's the key to feeling inspired and fulfilled every day. As Simon Sinek, David Mead, and Peter Docker put it, "If we want to feel an undying passion for our work, if we want to feel we are contributing to something bigger than ourselves, we all need to know our WHY".
Understanding the 'why' behind an organization's actions is as crucial as knowing the products or services it offers. This 'why' is often overlooked but is key to differentiating a company and building lasting relationships with customers who share similar values and beliefs. Organizations operate on three levels: what they do, how they do it, and why they do it. Typically, when meeting a new customer, the focus is on the 'what', such as "We sell paper at the best possible price." This approach, which emphasizes features and benefits, doesn't inspire emotions or build loyalty. In contrast, leading with 'why' you do what you do can create emotional connections and foster loyalty. For example, saying "Our company was established to help spread ideas from one person to another. We make paper for people to share their ideas," appeals to those whose values align with yours, encouraging them to do business with you repeatedly, even if another vendor offers a better price. The power of 'why' is not just a business strategy; it aligns with how the human brain works. The neocortex, the outer section of the brain, is responsible for rational and analytic thought, dealing with facts and figures. When you talk about 'what' you do, you're appealing to the neocortex. The limbic system, the middle section of the brain, generates feelings like trust and loyalty and is responsible for behavior and decision-making. By talking about 'how' and 'why', you're appealing to the limbic system. Articulating the 'why' of what you do provides a point of reference for everything you do moving forward and allows like-minded people to align with you. Companies, divisions, teams, and individuals all have their 'why'. Ensuring the right people are working in the right places in the right company can lead to the best results. While business has tangible, measurable aspects like profit and revenues, it also has intangible, hard-to-measure aspects like vision, inspiration, and trust. These intangibles, though often overlooked due to their complexity, are vital for a company's long-term well-being.
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