The Importance of Selling Yourself

 I’ve just been watching a Ted Talk on YouTube by Martin Gutmann, a historian in leadership, who talks about why we celebrate “incompetent leadership.” The crux of Mr. Gutmann’s talk centres around what we call the “action fallacy” principle where we all get caught up with the story and appearance of good leadership. The talk given by Mr. Gutmann can be found at:

https://www.youtube.com/watch?v=DU06c7f9fzc

 

 Running into this gem on YouTube is particularly poignant as we are only weeks away from the conclusion of the most important leadership election in the world, namely the US Presidential election. Donald Trump, who is one of the greatest showmen to step onto the global political stage. Whatever the polls may be saying, there is a good chance that Mr. Trump is likely to be the President again.

You could say that Mr. Trump is the greatest living example the “action fallacy principle” in action. If you look at the Trump Presidency, you’ll notice that the most defining incident of his administration was a total failure. The Trump Administration’s leadership and handling of Covid was such that Covid killed more people that the wars America fought and as the world saw images of American medical professionals having to don ski mask and makeshift bandanas because they simply didn’t have enough surgical mask, the “leader” of the free world was spending his time suggesting that people inject bleach and undermining health care professionals as he bragged about what a good job he was doing. In the meantime, actual third world countries like Vietnam were actually getting their act together ensuring that curfews were enforced and people wore mask.

Yet despite this glaring failure of leadership when it mattered most, Mr. Trump has a very realistic chance of getting back into power. So, its worth asking why someone who failed so miserably during the moment when leadership was most required?

If you talk to enough people, you’ll get answers like “He’s got energy” or “under him, there was prosperity,” and “the world was safer.” Simply put, Mr. Trump has projected an image of something that people seem to like, regardless of what he’s actually done.

Sure, when compared to his successor as President, Mr. Trump does look more energetic even if a lot of it a “interesting” rambling. However, the fact remains that Mr. Trump’s only real achievement is that he’s sold himself better anyone else is. Let’s face it, he is a leader who flunked a national crisis so badly that more people died under your watch that any previous war in history and everyone who has worked for him has come out to say that he’s grossly incompetent, and yet remains a serious contender for office. The fact should place him as a “genius” salesperson.

Whenever I think of Trump being a serious contender for the presidency, I’m reminded of how my ex-boss, Monica Alsagoff who made the point that “It’s not the best person for the job but the person who sells him or herself best.”

One only needs to look at the average working place and wonder what makes the person in charge deserving of their job. More often than not, it’s the ability to sell and promote him or herself over rivals who may be better at the technical skills.

I have to admit that I am a “lucky” example. When I worked at the Bistrot, just about every fresh customer assumed that I owned the Bistrot. When I told one customer that I was only working for the French guy, his reply was, “I get it, you’re the typical Chinese businessman who puts the Ang Moh in front.”

Why did people assume that about me? Well, I guess it boils down to the fact that I speak reasonably well and was always fresh whenever I worked there (it was the luxury of being part-time staff, I could go home and rest). I “looked” the part.

However, while I looked the part the “real” leader was a Filipino guy called Raffe who did the real work. He ensured that the drinks were stocked and coffees were made. He cleared the trash and knew the ins and outs of the system in the restaurant.

He did the work and I looked the part. If anyone should have been a leader, it should have been him and not me. Likewise, there’s the classic example of Lee Kuan Yew and Goh Keng Swee. In Singapore, we continue to worship Lee Kuan Yew as the man who brought us into “advanced” world status and Goh Keng Swee gets a footnote mention that he was the guy who built our institutions.

Sometimes bluster is very attractive and leadership is often a team effort. When the front man recognizes the need for competence and gives credit accordingly, you have effective leadership that gets things done. However, if you promote the guy who looks the part and all he’s interested in is appearance and the guys who do the work get shoved aside, you’re setting yourself up for disaster.