Doing One More Push-Up

In the dynamic world of business, differentiation is key. This principle is powerfully illustrated by General Colin Powell's story shared during a national sales kickoff meeting I had the opportunity to attend years ago.  Powell's mantra, "I did one more push-up than everyone else," encapsulates a lesson that can profoundly impact managers and leaders aiming to distinguish themselves and their teams. This essay explores the essence of Powell's lesson and provides actionable insights on applying it in a business context to foster success.

By Jim Lord, C.Mgr. | Chartered Managers Canada

The Origin of the Mantra

General Colin Powell's journey to becoming a four-star general is a testament to perseverance and the power of small, consistent efforts. Beginning his military career at the lowest ranks, Powell faced the same challenges and rigorous training as his peers. During routine physical training exercises, he made it a point to do one more push-up than required. If the standard was fifty push-ups, he did fifty-one. This small act of going beyond the expected set him apart in a sea of uniformity, catching the attention of his superiors.

Powell's commitment to doing one more push-up was not limited to physical training. It became a guiding principle throughout his career. Sometimes, it meant volunteering when others refrained, staying late when others left, or offering assistance where others hesitated. These small, extra efforts consistently differentiated him from his peers.  The big idea was to simply look just a little different than everybody else.  Stand out from the crowd.  Do one more push-up. 

Translating the Mantra to Business

The principle of doing one more push-up can be seamlessly translated into various aspects of business operations and leadership. Here’s how managers and leaders can apply this principle to achieve success:

1. Enhancing Employee Engagement and Motivation

Encourage employees to go beyond the call of duty. Recognize and reward those who show initiative and exceed expectations. Such recognition not only boosts morale but also sets a benchmark for others, fostering a culture of excellence.

2. Elevating Customer Service

Exceptional customer service can be a game-changer in a competitive market. Train your team to provide personalized, attentive service that goes beyond customer expectations. A small extra effort, like a follow-up call or a handwritten thank-you note, can convert a satisfied customer into a loyal advocate.

3. Fostering Innovation and Problem-Solving

Promote a culture of innovation by encouraging employees to think creatively and take calculated risks. Reward those who propose innovative solutions and improvements, even if it involves deviating from the norm. This approach not only drives progress but also makes the organization more adaptable and resilient.

4. Commitment to Personal Development

As a manager, lead by example. Demonstrate your commitment to continuous improvement by acquiring new skills, staying updated with industry trends, and seeking feedback. Your dedication to personal growth will inspire your team to pursue their development actively.

5. Strengthening Team Collaboration

Create an environment that encourages collaboration and mutual support. Encourage team members to assist each other and share knowledge. Going the extra mile to help a colleague can enhance team cohesion and overall productivity, making the organization stronger and more efficient.

Practical Implementation Strategies

Implementing the principle of doing one more push-up can be challenging, especially in a corporate culture that values uniformity and compliance. Here are some strategies to overcome these challenges:

• Lead by Example: Embody the principle of going the extra mile. Your actions will set a powerful precedent and inspire your team to follow suit.
• Communicate the Benefits: Clearly articulate the advantages of exceeding expectations, both for individual career growth and the organization's success. When employees understand the value of their extra efforts, they are more likely to embrace this mindset.
• Provide Support and Resources: Ensure that your team has the necessary tools, training, and support to excel in their roles. Removing obstacles and providing the right resources will make it easier for them to put in the extra effort.
• Celebrate Small Wins: Regularly recognize and celebrate the small acts of going above and beyond. This recognition will reinforce the desired behavior and motivate others to adopt a similar approach.

Real-World Applications

Consider the following real-world examples of how the principle of doing one more push-up can be applied in various business scenarios:

• Sales Teams: Encourage sales representatives to make one additional follow-up call each day. This small effort can lead to increased sales and stronger customer relationships over time.
• Customer Support: Train support staff to spend a few extra minutes resolving customer issues thoroughly. This can lead to higher customer satisfaction and loyalty, as customers feel valued and understood, while reducing callbacks or repeat calls.
• Product Development: Foster an environment where team members are encouraged to explore one more idea or iteration. This approach can lead to innovative products and solutions that set the company apart from competitors.
• Leadership Development: Encourage emerging leaders to seek out one more learning opportunity each month, whether through reading, attending workshops, or engaging in mentorship. This continuous learning will prepare them for future challenges and opportunities.  Take it a step further and have them teach others what they’ve learned! 

Conclusion

General Colin Powell's story of doing one more push-up offers a timeless lesson for managers and leaders in the business world. By embracing and exemplifying the principle of going the extra mile, managers can foster a culture of excellence, innovation, and differentiation. While implementing this mantra may require effort and perseverance, the rewards—both for individuals and the organization—are significant. Embrace the challenge, inspire your team, and witness how small, consistent efforts can lead to extraordinary success. 

(Note: These views are mine and not necessarily those of my current or any former employer.)

About the Author:
Jim Lord, C.Mgr., has more than twenty-eight years of experience as a business leader, encompassing a wide variety of management  and executive leadership responsibilities.  Jim eventually earned his B.A. degree from Providence College, graduating Magna Cum Laude.  His business experience spans driving positive outcomes related to Client Experience, Employee Experience, Sales Growth, Revenue Growth, Client Retention, and overall P&L accountability.  Jim has a very authentic approach to leadership.  His unique, down-to-earth approach enables him to foster valuable relationships, leading to positive results in relationship building, leadership & talent development, quality, service innovation, change management, and success turning around underperforming teams.  Jim is currently the President of ADP Canada and resides in Toronto, ON with his wife and two small dogs.