Below is an excerpt from Chapter 2 of my latest book, Draw to Win, available now (September 13, 2016):
I don’t think there is any race driver that could really tell you why he races. But I think he could probably show you.
Business Has Always Been Visual
In your business, you can no longer afford not to be visual. Our visually driven world now demands that pictures step to the front. But this is not a new phenomenon; pictures have always been at the heart of great breakthroughs in science, economics, technology, politics, and business. What is new is that you can’t ignore the visual anymore. And that’s a good thing.
Why? Because there is a simple unwritten rule about the power of pictures that you can always rely on: Whoever draws the best picture wins.
What It Means to Win
In business, winning is a pretty straightforward formula: You find something that you can do well enough to earn enough money to keep doing it. That’s the business cycle: Do something other people want (if you’re lucky, it’s something you also love to do), find a way to sell it to them, keep improving how you do it, and train someone else so that they can do it when you’re gone. There are a million variations, but that’s the basic theme.
No matter what your business does, these four tasks keep you driving forward: You must lead, you must sell, you must innovate, and you must train. Do all four well and your business will win for a long time; miss any of the four and sooner or later your business will stop.
But just because the formula is simple doesn’t mean it’s easy. There are an infinite number of ways to lead, sell, innovate, and train. The beauty of pictures is that they help clarify and streamline all four tasks.
- Lead: Pictures help you clarify your vision and share it so that other people see where you want to go.
- Sell: Pictures help you deeply understand a problem and then show other people that you have a way to solve it.
- Innovate: Pictures help you look at the same old things in new ways—and then find ways to make those old things undeniably better.
- Train: Pictures help you map out the steps of what you do so that you can show other people how they can do it too.
So here’s this chapter’s rule again, only this time with its mercenary subtext:
Whoever best describes the problem, solution, or idea will be the best understood.
Whoever draws the best picture gets the funding.
That’s the essence of this chapter: If you’re truly serious about solving your problem, selling your solution, or explaining your idea—let’s be blunt: if you want your project or business to get funded— the best way is to provide the clearest picture of what you’re trying to say. It really is as simple as that: If you draw the best explanation of an idea, you will win. Why? Because when you see something that makes sense to you, it lodges in your brain and activates your memory in a way that words never will.
Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind
Get ready for the ultimate crash course in communicating and solving problems through simple pictures. Get ready to draw to win.
Excerpted from Draw to Win by Dan Roam with permission of Portfolio, an imprint of Penguin Publishing Group, a division of Penguin Random House LLC. Copyright © Dan Roam, 2016.