Dick Davies Presentation to the Leadership breakfast and ManTech University about how humans define the meaning of their lives and tribes.

1. The View From
The Center of
The Universe
Dick Davies
Sales Lab Incorporated

2. Today’s Presentation
A Little About The Book
The Presenter
The Problem
The Solution
How It Is Working
How Are You Using the
Technology?

3. Historical Perspective
All societies have had a
creation story, which
made people feel they
had a central place in the
universe.
Galileo and Copernicus
ended the story that Earth
is the center of the
universe.

4. A Modern Perspective
The Cosmic Uroboros - the
universe is a continuity of
vastly different size-scales.
Earth is about two orders of
magnitude smaller than the
sun.
~Sixty orders of magnitude
separate smallest from largest.
From cosmic horizon (largest)
to the Planck length (smallest).
Human beings are just about
the center.
(The View From The Center Of The Universe, page 160)

5. A Modern Perspective
We are made of the most
precious matter in the
universe.
If you take out the
– dark energy (70%),
– cold dark matter (25%),
– Invisible atoms (4%),
– hydrogen and helium
(.05%),
– all other visible atoms
are .01% of the universe.

6. About Your Presenter
Currently starting two new industries and
creating profitable exits for portfolio companies
in a venture capital fund.
Had the good fortune to play key roles
in the introduction of cellular phones,
the world’s largest help desk, the
dominant internet browser, and several
successful local completions.
Happiest building high performance teams.

7. Different Views of The Same Problem
I say to my partner, “This person will make it, that
person won’t.” He says, “How do you know?”
“How Do I Know You’re Working If I Can’t See
You?”
It used to be, “The government is where your boss
has no idea what you are doing.” Now that is
common everywhere.
What is a repeatable process to consistently create
extraordinary performance from everyone on my
team?

8. My Solution
Everyone deserves a personal creation story.
“Where am I going, how do I fit?”
A good story puts the person, the role, and the
job in a useful context. “Why I am the hero of my
own story?”
Creates a reason to do the ugly and the tedious
with a right good attitude.
Reduces the need for close supervision.

9. Stories
What do you think about the idea that your
actions are affected by your story about
yourself?
Are stories part of your communication?
What are the drawbacks?
My partner observes, “Anything you remember
is a story.”

10. How does this work?
Managing 5,000 job changes, we learned that
without a personal vision, the customer perishes.
At McCaw, we built a program for 60 heroes in
each of 40 cities. Ended up buying AT&T.
“And make it look easy!”
Magicsoft got a new website in 1, ulp, 2 weeks.
I have long term relationships with hundreds of
people who are still building their stories.

11. The Downside
My partner asked, “How Do You Know?”
When someone can’t tell and believe in their
own story, I haven’t been successful working
with them, or seen them be successful.
If I can’t understand their story, I will ask to hear
it from them again and again. A person’s story
continues for decades.
I used to say some people, “ran past their
vision.” Now I think their story needs refreshing.

12. Your Contribution
Now that you know how I see it,
where have you used stories to improve
results?
What is an example of someone operating
from personal stories that influenced their
actions?
Dick Davies – Present@DickDavies.com
ThroughTheBrowser.blogspot.com