Yearly Archives: 2026


Why failure is essential to progress   Recently updated !

Science and perfection

It is easy to blame scientists for not getting things right the first time. Debates about COVID pandemic decisions often focus on what went wrong: masking, the virus’s origins, vaccination and mRNA vaccines, distancing, and transmission. Blame is easier after years of data. But this reflects a misunderstanding of science. We expect answers to be correct from the start, when science learns as it evolves. What seems possible one year can prove wrong the next. The earth is flat. The sun goes around the earth. Flies arise from spontaneous generation. All wrong. More recently, we assumed gene expression depended directly on DNA changes; epigenetics showed that life experiences can change gene activity without altering DNA.

Science knows it may be wrong and accepts that possibility. That is the basis for continued inquiry. Science is rarely satisfied with what we know; it seeks more knowledge and accepts that yesterday’s conclusions may be incomplete. That is why we can trust it. Science does not claim absolutes. It keeps working toward the closest possible version of the truth.

Yet society wants absolutes. We want “the” answer. People have asked me for the “trick” to coaching or the “recipe” for perfect decision-making. We do not accept failures or mistakes. One VP of Sales once told me, “We absolutely welcome and accept failures,” then added, “but people better not make another one.” Find me someone who has never made a mistake—or even someone who has not made one in the past week. The most dangerous mistakes are the ones left unacknowledged, unreviewed, and unused for growth. That is what I respect about science: it not only admits mistakes, it seeks them, always trying to get closer to right.

The way society treats scientific evolution—and attacks decisions made with the information available at the time—is counterproductive. We expect perfection from the very people devoted to finding better answers. To borrow from Adam Grant’s Think Again, we often accept preaching (“I tell you I am right”), prosecuting (“I tell you, you are wrong”), and politicizing (“I tell you what you want to hear”) when the scientific approach must always be: “This is what I think today based on what we know, but I am open to better ideas and will keep looking for better answers.”

In the end, science is not weakened by revision; it is strengthened by it. Progress depends on humility, curiosity, and the courage to say, “We know more now than we did before.” When we prosecute people for decisions made with yesterday’s knowledge, we discourage the very risk-taking and course correction that help humanity move forward.

The business case for imperfection

In my last post on the reality of scientific progress, I concluded that science is not weakened by revision; it is strengthened by it. Progress depends on humility, curiosity, and the courage to say, “We know more now than we did before.”

Put simply, science can be right one day and wrong the next. We must accept that if we want to move forward. Failure is not the opposite of progress; it is often the path toward it. As Thomas Edison famously said after countless attempts to invent the light bulb: “I have not failed. I’ve just found 10,000 ways that won’t work.”

I spent 12 years in pharma and another 25 consulting on talent development. In my experience, most businesses tolerate the idea of failure far better than failure itself. They may acknowledge that mistakes are part of life, but missed sales targets, implementation errors, disappointing clinical results, or unmet expectations are often treated as unacceptable. Eventually, someone is expected to pay for the mistake.  And to make this acceptable, even necessary, many business leaders will invoke that in the wild, mistakes can be fatal.  But nature does not punish to make a point, protect egos or blame others for its own benefit.  Consequences exist but they are not political or serve ill-advised purpose. 

The result is a corporate culture that quietly encourages people to hide errors, assign blame, avoid risk, preserve the status quo, and, eventually, drift toward obsolescence. Nokia, BlackBerry, Kodak, and countless others remind us of what happens when invention, creativity, and courage are pushed aside.  Failures and mistakes do happen and must serve progress for all.

In another publication (https://aseret-uido.com/accountability-as-part-of-a-mindset-leading-to-real-success/), I argue that accountability depends directly on psychological safety. We need accountability. Organizations need people willing to do what is necessary – ethically and legally – for a team, group, or company to advance and thrive. But when failure is unacceptable, people cannot be truly accountable without putting their safety, livelihood, relationships, and sense of self at risk.

Progress in business happens when we take chances, collaborate across boundaries, and candidly examine what worked and what did not. To win, we must be willing to lose, because losing is often what gives us the courage to try something different. Bell Labs developed the first silicon solar cell in 1954, yet the United States now trails far behind China in solar panel technology and production. Penicillin took nearly 20 years to move from Fleming’s discovery to mass production, where it saved thousands of soldiers’ lives in World War II. Instant gratification is a mirage we must move beyond if we want our industries – and our people – to thrive, discover, and innovate.

Organizations that punish every stumble teach people to stand still. Those that learn from failure give their people permission to be honest, accountable, and brave enough to build what does not yet exist.

The political cost of certainty

In earlier posts, I argued that science can be right one day and wrong the next. That is not weakness; it is progress. Science understands this and accepts it. The scientific method is built on the willingness to question what we believe, test better explanations, and accept that new discoveries may overturn old theories. The same acceptance of error and failure must exist in business and invention. Companies must be willing to fail, learn, and advance because of those failures. The third prong is politics.

In the United States, politics is largely shaped by two competing instincts. One side leans progressive; the other leans conservative. Policies are often designed either to control business practices or to free markets from constraint. One side tends to protect workers; the other tends to protect corporations. One believes government must oversee and regulate; the other believes government has grown too large and should get out of the way. Both perspectives can be right, and both can be wrong. Too much regulation can slow progress and create enormous costs. Too little intervention can discourage investment in science and long-term innovation because it favors only what produces immediate returns.

More damaging is the inability of either side to admit mistakes. Because political leaders must satisfy their base, remain visibly conservative or clearly progressive, and win the next election, politics rarely rewards collaboration. Helping the other side look reasonable is treated as weakness. This is the opposite of the scientific approach, where failure is not an embarrassment to hide but evidence to examine.  The most effective and viable businesses favor collaboration, teamwork and constant innovation.

Why address politics at all? Because politics shapes whether a society encourages risk, curiosity, and long-term investment – or punishes them. Over the last few decades, the United States has often originated powerful ideas but failed to develop, scale, or sustain them as effectively as others. We point to the iPhone and Tesla, but the iPhone is manufactured largely in China, and Tesla depends heavily on battery supply chains rooted in Asia. Internet infrastructure, high-speed rail, mobile payments, electric vehicles, public transit, smartphones, and many other life-changing innovations were either invented or pioneered in the United States, then developed more aggressively elsewhere. In many cases, politics is part of the reason. We either overprotect ourselves from abuse in ways that burden honest innovators, or we invest only in what creates quick wealth, with too little patience for long-term discovery. We have become risk averse. We struggle to admit mistakes. We narrow our horizons. And the price we pay may be enormous, even if it is hard to measure.

Progress requires more than brilliant scientists and courageous businesses; it requires a political culture humble enough to learn. When politics cannot admit error, it does not protect the future. It protects the past.

The boring work that builds the future

I discovered a fascinating book by happy accident. Abundance, by Ezra Klein and Derek Thompson, is a powerful reminder of how much better life has become, and why. It traces the hard-won lessons behind progress, points to practical solutions, and confronts some of the ways science has gone – and is still going – wrong. I want to use it as another reason to address a key aspect of our lives, one that is too often overlooked: taking risks, accepting mistakes, and learning from both. Fundamental research is the area I would like to visit today. To many people, it looks boring, wasteful, or detached from real life – the domain of eccentrics, outsiders, and antisocial weirdos. Yet, as Patricia Pitcher argues in Artists, Craftsmen, and Technocrats, we tend to prize results, outcomes, measurements, and immediate usefulness above the deeper work that makes those outcomes possible.

Take the iPhone. We often elevate Steve Jobs as the lone genius behind it. That takes nothing away from his brilliance, but he could not have created the iPhone without decades of essential contributions from people pursuing ideas that once seemed impractical, obscure, or even absurd.

The transistor was invented in 1947. Lithium-ion batteries emerged from research in the 1970s. Cellular networks began taking shape in the late 1970s. Touchscreens were first imagined in the 1960s, and GPS technology traces back to the 1970s. These are only a few of the scientific advances required to create the device we now treat as obvious.

The same is true in medicine. How many people are now treating diabetes or losing weight because of GLP-1 drugs? That story began with a researcher studying the saliva of a venomous lizard because of its ability to fast for months. At the time, it may have looked like an odd curiosity. Today, it is changing lives.

As a society, we too often forget the obscure individuals behind the progress we enjoy. We mock their questions, dismiss their obsessions, and undervalue their contributions—until their work becomes part of everyday life. Then we call it normal.

We easily overlook the efforts invested in figuring out how Nature does what it does.  It is true that countless investigations into obscure realities have failed to produce immediately applicable knowledge.  At times, the “failed” findings lead to nothing.  In other cases, they become relevant years after their discovery as a “dead end”.  Boolean algebra is a good example.  A logical system using the very simple “true” and “false” in mathematics.  It took 100 years for the concept to become relevant and generate the invention of digital computers and microchips. 

Fundamental research faces more skepticism than almost any other human endeavor. Failed attempts to explain natural phenomena are common. But if we measure its value only by immediate results, or only by whether the findings confirm the original premise, we put progress at risk. When we treat failed experiments, wrong turns, or unexpected results as wasted effort, we are not saving resources; we are divesting from the future. Science has failed often, but because scientists kept asking questions, testing assumptions, and learning from those failures, we now enjoy a quality of life unimaginable just 100 years ago. That willingness to adjust is the scientific mindset: accepting that what seems true today may not be tomorrow.

Perhaps that is the quiet genius of fundamental science: it asks questions long before the world understands why they matter. It gives us no guarantee, no quick reward, and often no applause. But somewhere in that uncertainty, someone is building the future we will one day take for granted.

Not every failure deserves applause.

That distinction raises the question readers often ask next: if failure can drive progress, does that mean all failures deserve patience, forgiveness, or praise? The answer is no. The value of failure depends on why it happened, what risk was visible beforehand, and whether anyone had the courage to learn from it.

When I argue that we must accept and learn from errors or failures, I am not defending reckless judgment, misguided intent, or careless action. A good failure begins with a responsible attempt to improve something: a process, a principle, a product, a treatment, or any effort meant to support clients, strengthen a company, or help a team succeed ethically. It remains a good failure only if we learn from it and use that learning to improve. New treatment options tested on the basis of early research fail often. We rarely see those failures, but they are part of how better solutions eventually emerge.

Corporations avoid failure because it costs money, reduces profitability, threatens reputation, and can damage perceptions of quality. But avoiding every possible failure can create far worse outcomes. It can hinder progress, stall discovery, and intensify the very risks leaders hope to avoid. Mistakes are not the main issue. The real problem is making mistakes for the wrong reasons, then refusing to learn from them. Nokia, BlackBerry, Kodak, Sears, and Blockbuster are examples of companies that stopped challenging themselves and tried too hard to avoid failure. In the end, that avoidance became its own kind of failure.

Failures that come from poor planning, impulsive action, or the conscious dismissal of available evidence are bad failures. The Challenger space shuttle disaster in 1986 is a painful example of a predictable failure. Groupthink, siloed decision-making, image management, dismissal of evidence, and other warning signs all contributed to a disaster that could have been avoided. Launching despite available knowledge about the O-rings led to the loss of lives and damaged NASA’s reputation and public support. The tragedy did focus attention on the O-ring issue, but that lesson did not require catastrophe. That is a bad failure.

Chernobyl is another example of a failure that should have been avoided. So was the Titanic. In both cases, warning signs existed, and people in positions of responsibility failed to act on them. Hubris, complacency, and deference to power are often the foundations of awful decisions and avoidable disasters.

Many failures do produce results that are much more positive than negative.  The discovery of penicillin was caused by a lack of attention to possible contamination which was not very clear in those days and could hardly be predicted.  Coca-Cola was originally created as a medicinal product.  The Berlin Wall came down when it did because incorrect information was given to the population.  A mistake that accelerated the movement of liberation and changed people’s lives for the better very quickly.

By definition, a bad failure is one that has evident negative outcomes putting people’s livelihood at risk, and which outcomes are dismissed or consciously overlooked.  Another variation is a failure based on illegal, unethical or intentionally harmful intent.  A “good” failure comes from the intent to help, contribute to growth or add value.  Edison’s intent was to develop a device that would change people’s lives for the better.

Failing is not the problem. The value of failure depends on why it happens, what risk was visible beforehand, and whether anyone has the courage to learn from it.

Progress can be messy.  Moving humanity forward implies mistakes and failure at the beginning.  As we learn from failure, we move in the right direction, or at least in a “better” direction.  As much as we must celebrate success, we must also celebrate failure.  We do not do this blindly or excuse negligence, we accept failure for the opportunities it opens.

If we want better science, stronger organizations, wiser politics, and more durable innovation, we must build cultures that can admit error without collapsing into blame.   Rewarding curiosity leads to new learning which in turn helps us adapt to various situations.  Accepting mistakes encourages accountability which promotes our determination to continuously improve and aim for some form of excellence.  Our future depends on our courage to fall and determination to get back on our feet to evolve.


Accountability as part of a Mindset leading to real success

Accountability has seen a significant increase in investment over the last year.  What is accountability?  Why is it important? What does it change to results and team dynamics?  Why are people not accountable?  What will foster accountability? Those are a few of the questions leaders ask and where they seek solutions. Our efforts have been aimed at explaining accountability, putting it in the perspective of a productive mindset, and helping teams define where they must be accountable and what they will gain from it.

What is accountability?

Many people see accountability as a tool to blame others when things don’t go as planned.  In the news we often read demands to identify who is accountable for such and such events.  In most cases, it means that we try to identify a person or group to blame.  At Aseret, we do not think that accountability should serve that purpose.  Who wants to be accountable if it is used to assign blame?  Accountability must empower people, help them accept ownership of both success and failure so that they can evolve, grow and develop solutions.  We aim to help individuals, teams and corporations to be accountable and guide their actions in the most productive manner possible.  Accountability should always be a call to action to benefit all stakeholders.  Here is an example on which we worked with a client this year.  This applies to all customer-facing individuals in the company.  Accountability: For every customer, find out their reasons to opt for any product other than ours, put that information in the correct perspective, and figure out what it will take for them to choose or consider our option. 

Accountability is the ability to actively engage in every reasonable action that aim to optimize results for all stakeholders.

Why is it important? 

It is a plan of action to generate results that are beneficial to all stakeholders.  By insisting on every customer, it tells the accountable person that they must consider each customer as potential.  While it is true that corporations have specific target lists based on a multitude of proven parameters, data is not perfect.  It is also a great exercise for anyone to determine if indeed the data is accurate.  It may reveal potential that was overlooked.  This accountability statement also tells team members that discounting clients they don’t like or don’t get along with is not a sufficient reason to abandon efforts.  The statement also says that we must seek first to understand why the customers opt for any product or solution.  It implies that team members must be sufficiently curious to find ways to ascertain the decision making process of each customer.  It also implies that we learn from those customers, that we gain knowledge directly from them.  It is that very knowledge that will guide systematic, structured and logical actions.  This then forms the guidelines for the last section of the statement, to define what will most likely help customers opt for the adapted solutions we can offer and support.

What does it change to results and team dynamics?

Being accountable is realizing that we, as individuals in a team, must take upon ourselves to move forward and generate optimal results.  It implies that if I find out that a customer needs information that I do not have, I must find a way to provide that information.  Instead of saying, “that’s not my expertise therefore I am not responsible if the information is not available”, the individual will engage with other members of the team or the corporation to unearth the information and determine how to best transmit it to the customer. 

Imagine that you are hosting a Zoom conference with 50 people.  Your house or office loses power, and you cannot run the meeting.  Will you simply do nothing, let people wonder why the session is not starting and blame the power company for your inability to do your job?  What efforts will you deploy that are not technically part of your responsibilities?  Why are you taking such actions?  What are your efforts likely to generate? 

What if you are hosting very important customers in the boardroom in the morning and there is a roaring retirement celebration in that same boardroom the evening before and, because the power outlets in that boardroom did not work for some reason, the cleaning crew did not vacuum the carpet, leaving all kinds of detritus scattered on the floor.  How would you respond to the leader of that crew stating that it is indeed the responsibility of the cleaning team to vacuum but if there is no power for their tools, they are not able to do their job?  What would an accountable cleaning team do in such circumstances?

Imagine a very similar situation but exchange the cleaning crew with the vice-president of marketing and the vacuum replaced with a laptop and projector for the Power Point presentation.  It is the responsibility of the VP to make the PowerPoint presentation.  What does an accountable VP do in case the power outlets do not work? Do they spend their time blaming the building manager?  Or do they find a way to make the presentation?  In this case, the accountability of the VP is not to make the PowerPoint presentation, their accountability is to ensure that the information is transmitted in the optimal manner to the client, verify how the information is perceived, and how it will help the client decide.  If the presentation is made on a flipchart, only with a black marker, it may not be pretty or dazzling, but if it does transmit the necessary information and engages the client in a productive discussion, who cares if the colors are not right?

Why are people not accountable? 

Back to where we started this short discussion, an important factor to explain why people are not accountable (or don’t see the value of accountability) lays in the tendency to blame others for errors or failures.  In the book The Right Kind of Wrong, Amy Edmondson helps us better understand how failures have been an incredible engine for innovation.  Allegedly, Thomas Edison said the following on inventing the light bulb after countless attempts that resulted in busts: “I have not failed, I just found 10,000 ways that won’t work.”  He did not say this to dismiss failures; he simply expressed that success often comes after or because of failures.  It is also a great link to accountability.  Edison understood that perseverance (be curious), learning from mistakes (acquire knowledge), searching for better ways to obtain a set objective (be adaptable) and diligent efforts were fundamental to the end result.  There is a tendency in business to easily blame any mistake or failure and, at the same time, only praise outstanding outcomes.  I have referred to the following data many times over the past 20 years.  I am using it again to help illustrate the issue with accountability.  Sadly, engagement statistics have been consistent since the mid 90’s.  For the last 30 years in the US, only 25 to 30 % of employees are deemed engaged in their work.  For those individuals, engagement means that they are actively interested in their job, are trying their best to be efficient, they care about their impact and are interested in learning.  According to Gallup in a publication of 2025 some of the reasons for employees to be disengaged revolve around 1- a lack of clarity on expectations, 2- the feeling that they are not sufficiently treated as a person, 3- do not receive encouragement for their development.  If we only look at those three factors, it can explain why people are not accountable.  How can one be accountable if expectations are not clear, and if they feel unimportant?  Add to this a generalized lack of recognition, low value for teamwork, loss of purpose and we can better understand some of the reasoning behind a reduced level of accountability.

Accountability should free us to do what actually makes a difference.  It implies that we will try things that may fail at times.  In a culture of psychological safety, where failures are discussed and seen as an opportunity rather than a way to blame others, people actually embrace accountability and understand that it ultimately generates growth and success.  Being accountable does not imply that everything will be perfect, go as planned or even succeed.  It does infer that a person or a team take upon themselves to try their best to get the intended results.  The cleaning crew imagined earlier may try to find battery operated vacuum cleaners, mechanical sweep brooms or simply do the best possible job using what they have in hand.  It may not be perfect or impeccable, but they aim for the best possible results.

Here is an actual situation, something that happened to someone I know.  The person showed up for a doctor’s appointment and asked the receptionist if the intended exam was covered by Medicare.  The response was, “I don’t know, you can ask the doctor when you see her”.  While it is true that the receptionist may not be directly responsible to know the information and provide it to the patient, if that individual was accountable to provide optimal service to a patient, the answer would have been something like “let me check for you with our billing team”.  An accountable person will do whatever is reasonable to ensure clients have the necessary information they need.

What will foster accountability?

  1. Define specific accountabilities and why they must be put in place (sense of urgency)
  2. Establish psychological safety.  Failure is welcome, discussed, viewed as an opportunity to learn, a launchpad for improvement.
  3. Empower people.  It is a personal as well as a team necessity.
  4. Track and recognize accountable behaviors, highlighting the positive outcomes.
  5. Celebrate the results of accountability.
  6. Make accountability a part of the culture for success.
  1. Define and be specific. 

We often hear comments such as “we know what our accountabilities are.” or “We completely understand what must be done”.  Very often, it is only partially true.  And in most cases, accountabilities are misunderstood and viewed as the same as responsibilities.  In reality, they are often quite “different” even if they do work together.  If a team is responsible for transmitting the messaging for a product or service to customers, they should be accountable to ensure that the messaging is indeed shared in a manner that makes sense to each individual customer.  To do so, people in the team must understand what is important to each customer and “translate” the messaging in a manner that has value.  For example, safety of a product is an important message, and it will be a significant aspect for a large number of customers.  It is, however, critical to understand that safety may not mean the same thing to every customer.  This is an example of a specific statement of accountability defined by one client: “We commit to fully understand the various requirements our team may have and determine the best way to facilitate and implement adapted and creative solutions within the confines of the law and rules of engagement of our industry.”   In this statement, there is recognition that all members of a team may not have the same requisites, motivations, or aspirations, meaning that one solution that fits all will not be sufficient, even acceptable if the intent is for the whole team to find ways to work as a team and collaborate optimally.

  1. Establish psychological safety.

Most people will agree that accountability is vital to any business endeavor.  While we can easily argue that accountability is essential in a plethora of other situations, not just business, let’s stay with business.  The question now is, how can we ensure that a majority of people are indeed accountable?  We stated earlier that accountability should not be a tool to blame people.  It is therefore important to avoid retribution for unaccountable behaviors.  While it may work, repression and fear-based practices are usually short-lived.  The rebound effect may also be brutal.  Imagine that people in any company work very hard to hide mistakes or failures.  They may do so because failure is considered unacceptable or, if it is accepted, there are immediate and often long-term consequences.  Individuals, even after one mistake, get a negative reputation.  They are not assigned to key projects or not well integrated in teams.  If and when that happens, people notice, and avoid being “that guy”.  Blaming people for failures is probably one of the most destructive corporate behaviors and is a major hindrance to growth, to discovery, to improvements that may generate tremendous success.  How many failures happened in the course of inventing the telephone, the explosion engine, most tools we use in kitchens, the computer, television, radio, airplanes, safe heating systems, sewers, medications, vaccines, heart transplant, etc.  If mistakes, failures, embarrassment, or discouragement were banned or blown out of proportions, we may still live in caves.  Countless misfiring and initial fiascos resulted in life altering discoveries.  Penicillin is a prime example.  X-rays is another.  And so are the pacemaker, superglue, the micro-wave oven, Velcro, the smoke detector, matches, warfarin, etc.  Imagine your life without those.  Imagine if a single failure was treated in such a way that inventors stopped their efforts.  The first solution to accountability is to accept and discuss failures as a way forward.

  1. Empower people

In addition to being safe, people in a group must have the ability to express their accountabilities, discuss them, and encourage others in their actions.  Let individuals refine group accountabilities to ensure they own them. In line with psychological safety, let people try different approaches to their accountabilities.  Allow them to share their successes as well as their failures or challenges.  Encourage sharing of actions and their outcomes.

  1. Track and recognize accountable behaviors, highlighting the positive outcomes.

As people are empowered and share what they have put into place, there must be a system in place to track all actions, those that resulted in progress, and those that will help build a roadmap for continued growth.  We always ask teams to discuss, define and write their accountabilities so that everyone has them.  Teams are then encouraged to get together on a regular basis (every 3-4 weeks) and review how they implemented their accountabilities and what resulted, trying to turn every failure or difficulty into a learning opportunity, and clearly identifying the positive outcomes.  This way, efforts are discussed and turned into valuable growth moments.  We want to encourage effort as well as possibly rephrasing or re-organizing accountabilities if there is a need.

Behavioral changes are often best established on positive outcomes.  The more we look at actions often and with an eye to validate the outcomes, the more comfort we gain with the necessary actions, and they eventually turn into new or more stable habits.

  1. Celebrate the results of accountability.

Some of the findings, learning opportunities and outcomes from step 4 must receive more energy, they must be celebrated.  A celebration must be specific.  It must highlight precise behaviors or actions and detail the outcomes. By verbalizing the outcome(s) (reaction), giving them a meaning, we validate the accountable behaviors and continue to reinforce their habitual implementation.  And following the precepts already outlined, it is important to celebrate both successes and failures.  Celebrating failures is honoring what was learned from them and how they contributed to perseverance and guiding the way to improved actions.

  1. Make accountability a part of the culture for success.

What results from steps 4 and 5 is the integration of accountable action into the team culture.  Here again, we must not expect that it will happen organically, without addressing it.  The chances are that as we celebrate the results of accountability, habits are formed and then become part of the culture.  While this is true, it remains necessary to “officially” state the culture evolution as it influences the vision and mission of the group.

One last essential aspect is to understand that accountability does not live on its own. As we have defined in the Congruent™ Mindset, Accountability can only thrive when used in congruence with Adaptability, Knowledge and Curiosity.  To be accountable, an individual must show a certain level of flexibility (adaptability).  As one is accountable, they learn and acquire knowledge that feeds their accountability and outcomes.  Finally, one learns and adapts by using curiosity.  By opening their minds to new knowledge and novel ways to approach situations.  It is therefore part of being accountable to seek growth and innovative endeavors.

One final thought.  How much is your company spending on market research, market access, data and other tools or systems?  What is the return on those investments?  Now, think of a team of people that are truly accountable, adaptable, knowledgeable and curious.  A team that embraces those competencies fully.  How much can such a team tell you about the market, your clients, the way to access them, what has most influence on their choices and all those pieces of information for which the company is paying other people to tell you.  An accountable and curious team will probably accumulate highly valuable market data at no additional cost.  They will gain access more naturally.  Their adaptability will allow them to maximize returns on the most basic tools they use.  Accountable people are also fair, honest, humble and reasonable individuals which in turn makes them pretty effective at gaining valuable and actionable knowledge.  Why not invest in building that kind of team as opposed to spending enormous amounts of resources and hope they will be used efficiently?