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Copyright © 2016 Zircon Management Consulting Limited. All rights reserved.

Winning Attitudes

What does it take to be successful?

The 10 Attributes of a Winning Attitude

August 2016

Winning Attitudes

2 Copyright © 2016 Zircon Management Consulting Limited. All rights reserved.

www.zircon-mc.co.uk

Foreword

Most of us in business and life at one time or another, have been either fascinated or at least

curious about what separates a true leader and a Winner from the rest of us. What separates the

‘Bransons’ from the ‘Brents’!

Is it that there is some magical elixir or a secret ingredient? Exactly what

is it that creates a Winning Attitude?

In this study, Dr Amanda Potter lifts the lid on this endlessly fascinating topic. The difference I see

in Amanda’s work in comparison to so much that has been previously written is that she asks the

all-important questions: what is it and why do only 1 in 100,000 people demonstrate the Winning

characteristics necessary to get to the Olympic podium, Broadway or the lofty ranks of CEO?

Through her work, she shares the personal stories of Winners from all walks of life and

backgrounds: from business savvy corporate CEOs and edgy entrepreneurs, committed Olympic

and sporting stars through to charismatic media personalities.

This study is probing, insightful and a compelling read for anyone who has an interest in getting

inside the mind of a true Winner.

Russell Amerasekera,

Executive Brand and Image Coach & Entrepreneur

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Contents

THE AIM 6

THE QUESTIONS 6

THE CONTRIBUTORS 6

THE METHOD 6

PUBLISHED RESEARCH 7

WHAT IS A WINNING ATTITUDE? 7

THE CHARACTERISTICS OF A WINNING ATTITUDE 7

OUR FINDINGS 9

PART 1: THE EXTERNAL FORCES 9

PART 2: THE INTERNAL FORCES 11

PART 3: THE CORE STRENGTHS OF WINNERS 17

CONCLUSION 20

ABOUT THE AUTHORS 21

CONTRIBUTORS 23

REFERENCES 28

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Introduction by the Author

Research suggests that there are many characteristics that contribute to an individual making it

to the top of their sport or industry. Less information exists however about the critical elements

that make the real difference and catapult people to the dizzy heights of the Olympics, Global

Business or West End success. Here, success means a person being at the top of their game,

achieving significant results and being championed by others as a Winner; a success that others

only aspire to achieve. As a result, in this research we have worked to understand the ingredients

that make up a ‘Winning Attitude’. Our 20 years of working in the talent arena have shown all of

us at Zircon that while many of us are talented and have Strengths that help us to succeed, real

success requires more than just talent.

Our research interviewing 42 Winners has shown us that both internal and external forces are

required for Winners to grow, persist and succeed. The internal forces are an individual’s state of

mind and attitude and our research has identified 10 internal forces or Winning Attitudes that are

key to unlocking an individual’s ability to reach their full potential. By contrast, the external forces

are circumstance and experience; our research found only a few external forces identified as

being triggers for success. Winning and success is therefore down to a few key ingredients, such

as having a Burning Ambition or an Unwavering Belief. The Winners do not need to demonstrate

all 10 attributes of a Winning Attitude in order to succeed, but they do tend to have at least more

than a couple of them.

All of the Winners have a huge amount of passion, determination, focus and belief. Although all

of the interviewed Winners at times questioned their ability to succeed or win, they all persisted,

picking themselves up after adversity and never wavering from their goal. Their single-minded

determination meant that it impacted on every part of their lives; their family, work and friends.

In addition to this, they also each have clear Strengths and use these Strengths to both motivate

and energise themselves and others. Combining the ingredients of Strengths and Winning

Attributes with the right external forces or triggers, is the recipe for success.

I have found this research to be the most humbling and inspirational of all of my work as a

Chartered Psychologist. Over the past 20 years I have met, interviewed and worked with hundreds

of interesting and successful “high potential” individuals and leaders from around the world. Each

of them has given me an insight into how their Strengths contribute to their success.

However, the interviews with the carefully selected 42 Winners have been another thing

altogether and the stories they shared were raw, honest and unguarded. The interviewees have

brought me to tears and laughter in moments of anguish and delight. The openness and candour

of the interviewees in describing how they have strived, struggled, sacrificed, lost and indeed won

has been a privilege to witness. They have each described enormous sacrifice, commitment and

hard work. Each interview encouraged me and my colleagues to want to achieve more, to be

stronger, more focussed, more aspirational and more giving as leaders, colleagues and human

beings.

As Mark Foster Olympic Gold medallist stated, “When you do something you love, and it becomes

your job, then it becomes your life and your passion.”

Dr Amanda Potter, CEO, Zircon Management Consulting

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The Winning Contributors

Thank you to the following…

17 Sport and Media Personalities: NAME FIELD

MARK FOSTER Olympian (Swimming) ADAM FREEMAN-PASK Olympian (Rowing) BRIAN JACKS Olympian (Judo) JON ELEY Olympian (Short Track Speed Skater) GOLDIE SAYERS Olympian (Javelin) LUCY MACGREGOR Olympian (Sailing) ZOE JAMES Olympian (Synchronised Swimming) HANNAH JAMES Olympian (Synchronised Swimming) LEON TAYLOR Olympian (Synchronised Diving) and TV Personality MARTIN HEWITT Paralympian (Skiing) RICKY BALSHAW Para-Equestrian (Dressage) SIR CLIVE WOODWARD OBE 2003 Rugby World Cup Manager WAYNE OTTO OBE 9 times World Karate Champion PETER WINTERBOTTOM England Rugby Player GARY REES International Rugby Player RUTHIE HENSHALL Actress, Singer and Writer - West End/Broadway MAYOR HARRY RILLING Mayor of Norwalk, Connecticut

15 CEOs who were the Founder Entrepreneurs: NAME ORGANISATIONS

DENYS SHORTT OBE DCS Group, DealTrack Ltd, Enable ID, Enliven, Natural Elements JUSTIN GORMAN Man Alive Entertainment DANIEL SACHS Proventus AB SIR WILLIAM GOODENOUGH BT Design Bridge JEREMY SNAPE Sporting Edge DAN GERMAIN Innocent Drinks PROFESSOR PETER SAVILLE SHL & Saville Consulting SINCLAIR SELLARS Sinclair Sellars RUSSELL AMERASEKERA Pearls & Poison REX KURZIUS Asset Panda, Timberhorn NICOLA MURPHY The River Group JOHN TIMPSON Timpson CLIVE JACOBS Holiday Autos, Jacobs Media Group, The Caterer MIKE CLARE Dreams, Clarenco LLP, The Clare Foundation KATIE PIPER Katie Piper Foundation

And 10 CEOs and Presidents: NAME ORGANISATIONS

LAURENT LE MOAL PayU ROBIN BOWIE Dexion Capital CHRIS DAVIES Global Payments MARTIN SPURLING HSBC (Latin America) NICK WINSOR HSBC (Offshore) DOUGLAS LAMONT Innocent Drinks MARY KENNY Eversholt Rail JACQUELINE GOLD CBE Ann Summers PETER ALDIS Holland & Barrett PROFESSOR GERAINT JONES Dean of Education, University of Buckingham

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The Aim

The Questions The aim of this research was to gain an

understanding of what ingredients make up

a ‘Winning Attitude’. We purport that

individual achievement can often be due to

being talented, having certain Strengths and

showing a good fit with teams, divisions and

an organisation’s future requirements.

However, real success requires more than

just talent and this research aims to identify

the core differentiators for this success.

During our interviews, we explored the

extent to which an individual’s state of mind

and attitude is the key to unlocking their

ability to reach their full potential. The

questions explored the interviewee’s prior

successes, ambitions, passions, critical life

experiences in order to understand the

critical elements of success in order to

explore what it takes to have a Winning

Attitude.

We conducted:

An in-depth interview with our 42

identified Winners comprising of

open ended questions

The Unique Strengths® Questionnaire

The Contributors We interviewed 42 Chief Executive Officers

(CEOs), Presidents, Founder-Entrepreneurs,

Sports Stars, Olympians and Media

personalities. 24% of contributors were

female, 76% were Male.

The Method Each of the contributors were identified as

Winners and were invited to participate in an

interview with our Psychologists. Each

interview was between 45 and 90 minutes in

length.

The interviewees were then invited to

complete the Unique Strengths®

Questionnaire. The questionnaire explores

an individual’s motives, preferences and

Strengths. The individual is presented with a

series of 133 statements (E.g. “I enjoy solving

challenging problems”) and asked to indicate

the extent to which they feel the statements

best describe them.

The interviewees who completed the online

Unique Strengths® Questionnaire were then

given feedback and coaching, articulated in

the Strengths report, to validate their top 7

Strengths.

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Published Research

What is a Winning Attitude?

Success stems from having the drive and passion for something, whether it be a product, sport,

idea or otherwise. Individually we are more likely to achieve goals that we are more interested in

pursuing, find energising and where we can use our Strengths.

Real success however requires more than this. An individual’s state of mind, their attitude, is the

key to unlocking their ability to reach their full potential. We sought to explore the extent to which

attitude plays a role in this and in doing so we attempt to disentangle success from circumstance.

How do we explain the successes of individuals for whom intelligence cannot be the sole

explanation? For example, Muhammad Ali, a World champion boxer, had an IQ of 78 and stated:

“I said I was the greatest, not the smartest.” (Ingle, 2016).

The Characteristics of a Winning Attitude

Anecdotal evidence suggests that a Winning Attitude or mind-set does exist. Jessica Ennis-Hill’s

mother said that the British track and field star “wanted to do everything… [Jess] wanted to win

everything” (Moreton, 2012). Michael Jordan, the renowned American basketball player, also had

a similar mind-set with the drive to work hard to succeed, despite setbacks. The mind-set

demonstrated in these examples has been termed a Growth Mind-set (Dweck, 2010). Individuals

with such mental make-up overcome adversity time and time again, becoming a stronger force as

a result. This resilience is aptly summarised by Arnold Schwarzenegger:

“Strength does not come from Winning. Your struggles develop your Strengths.

When you go through hardship and decide not to surrender, that is the true

Strength.”

Such evidence of resilience, motivation and

drive supporting the notion of a Growth

Mind-set is a common theme amongst the

most successful Winners. Dweck’s research

claims an individual with a Growth Mind-set

welcomes challenges; seeks out obstacles;

embraces criticism, failure and learning; and

finds inspiration and lessons in the successes

of others (Dweck, 2010, 2011). Providing an

individual has a Growth Mind-set, their talent

and attitude can be developed over time,

with intelligence not being the fundamental

predictor of success.

Contributing to this debate, Duckworth

(2013) suggests that grit and self-control are

the key attributes that predict success, with

intelligence playing a supporting role

(Duckworth et al., 2005, 2007). This was

reiterated by former government adviser and

author Alastair Campbell (2015) who found

grit, specifically the ability to sustain the

Winning mind-set, was the tipping point from

being technically gifted to attaining a

legendary status.

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Being able to cope with pressures and

setbacks acts as an opportunity to excel

(Campbell, 2015). Success stems from

pressure (McCann, 2015) and complacency or

lack of pressure can result in failure. McCann

(2015) suggests that individuals who have

reached the top of their field have one of two

mind-sets: a go-to mind-set, where your

central motivation is the desire to win; and a

move from mind-set, where your big driver is

a fear of failure. A go-to mind-set and

unwavering determination to win is what

Rugby World Cup-Winning coach Sir Clive

Woodward deems the most integral and

differentiating quality leading to his success.

Meanwhile, displaying a move from mind-set,

world-renowned entrepreneur Richard

Branson, founder of Virgin Atlantic,

reportedly loathes British Airways; likely

using that as one of the driving forces for his

persistence to achieve on a greater scale.

Likewise, Charles Dunstone from TalkTalk

has openly shared a distain for competitor

BT.

One striking theme from the research is that

more often than not, the ‘success factors’

(drive, determination, resilience, pressure,

competitiveness) stem from a position of

adversity. Many of the world’s most

successful men and women have made

reference to an event, environment or time

of hardship that has spurred them on and

acted as a key driving factor (Campbell, 2015).

We have all heard the saying “if at first you

don’t succeed, try again”. On the face of it,

this would appear as no more than a hollow

expression, however this mind-set in the

presence of adversity seems to be the key

ingredient for unparalleled success. Such

examples of this can be seen from Bill Gates,

founder of Microsoft, whose first business

was deemed a failure; Jim Carrey, one of the

best comedic actors of our era who had a

difficult start; Ben Ainslie, a world renowned

sailing champion who was bullied at school;

and Steven Spielberg, one of the most

prolific filmmakers of all time who was

rejected from the University of Southern

California twice.

Considering all of the aforementioned

findings, we concur that a growth mind-set

and an attitude to win are critical for success,

perhaps even more so than talent and skill.

Developing this anecdotal research to the

next scientific level, our research seeks to

identify the distinct attitudinal facets that

lead to success, as evidenced by today’s most

successful role models. We want to identify

the key factors that enable individuals to

reach their full potential and, in the words of

Muhammad Ali, “live the rest of their lives as

champions”.

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Our Findings

Part 1: The External Forces

Throughout our research, a few key experiences or external forces propelled the interviewees to

harness the situation and change their attitude or mind-set. These external forces were shown to

trigger a new way of thinking, acting and behaving. They were the triggers for a heightened drive

for success and the need to win, and often prove to themselves and others that they could

succeed.

While many of these triggers and experiences were positive and the interviewees talked about

being inspired, challenged, encouraged and supported, many of the interviewees also described

significant difficulty, loss, pain and rejection, thus supporting research by Campbell (2015). These

moments of loss were described by most as being the core and most pivotal moment that

changed the way they viewed themselves and the world around them. It helped to create the

hunger and drive they needed to succeed. Like McCann (2015), we found the positive and the

negative experiences triggered either a go-to or a move-from mind-set. The two external forces

for our Winners were as follows:

Negative Force

Many of the interviewees have experienced

significant adversity, failure or loss in their

lives. This loss has been the catalyst for our

Winners to persist and work even harder to

prove themselves. These setbacks often

occurred during childhood, resulting in

tenacity and the drive to succeed for both

themselves and their families. The

interviewees identified one key turning-point

in particular that shaped their lives and

meant that they wanted to move away from

their current situation.

“When I had set backs and wasn’t selected for England,

I never thought I wouldn’t get back. I knew that once I

got my focus I would win.” Peter Winterbottom,

England Rugby Player

“The loss created the drive.” Clive Jacobs,

Entrepreneur, Holiday Autos, Travel Weekly (UK) and

The Caterer

“Dancing saved me. It was somewhere to put the fear

and the lack of feeling safe. My career helped me to

find my voice and believe in myself” Ruthie Henshall,

Star of the West End and Broadway

“The setbacks were a motivating factor. If not

selected, I would always want to show them. I never

took being selected for a side for granted. There is a

fine margin between being selected and not, and

winning or not.” Peter Winterbottom, England Rugby

Player

“My father used to put me down, that drove me to

prove myself. It gave me determination and focus.”

Clive Jacobs, Entrepreneur, Holiday Autos, Travel

Weekly (UK) and The Caterer

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Positive Force

Individuals with a Winning Attitude seek and

identify those who can provide them with a

strong motivational force. They have a highly

supportive network of teammates, family

and friends who are equally as dedicated to

making the individual a success as the

individual. This support network is

understanding of the drive and passion that

the individual has for their field, and they will

selflessly be there every step of the way to

help make the individual’s dreams a success.

As a result, the individual with a Winning

Attitude is able to rely on those within their

support network to have their best interests

at heart. Some of the athletes’ Winning

Attitudes were also triggered by the

introduction to an inspiring figure who had

been highly successful in their sport.

“It was my very talented coach; they did an amazing job of managing us throughout the event.” Lucy MacGregor, Olympian, Sailing

“At 11 Duncan Goodhew came to the swimming club - swimming along with Goodhew, I saw his Olympic medal. How wonderful it looked and easy. I thought - I want be like that.” Mark Foster, Olympian, Swimming

“Having a father like mine was a great inspiration, he believed that I could do it. Every time he was proud, it would push me on more.” Brian, Jacks, Olympian, Judo “My greatest achievement is having an understanding family that knows what I want to achieve.” Wayne Otto, 9 Times World Karate Champion

“Everything felt like a team effort, especially with those not involved in the sport. That’s very special.” Jon Eley, Olympian, Short Track Speed Skater

As a family, we are very close knit; you know they have your best interests at heart and they will support you.” Sinclair Sellars, Entrepreneur, Sinclair Sellars

“I never underestimated the impact my wife had on it all, she set the company's social conscience and supported me with a constant supply of common sense.” John Timpson, Chairman, Timpson

“My mum was the driving force.” Mark Foster, Olympian, Swimming

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Our Findings

Part 2: The Internal Forces

Throughout the published research, the

themes around a Winning Attitude suggest

that grit, self-control, adversity, pressure, and

having a growth mind-set, go-to mind-set, or

move-from mind-set are linked to success.

We sought to define these elements more

clearly to understand the fundamental

ingredients that make up a Winning Attitude.

Our research identified that there are 10 key

and distinct internal elements that are

fundamental in building a Winning Attitude.

As Sports Psychologist Bill Cole (2016) stated

as a result of his interview with British

5,000m and 10,000m Olympic champion Mo

Farah: “Champions reach the heights and

succeed because they have inner qualities

others do not possess. Their behaviour is also

different. They are willing to do things lesser

achieving athletes may not be willing to do”.

While individuals do not need to possess all

10 characteristics in order to succeed, our

research suggests that they each have at

least more than a couple of these

characteristics, and that they have a different

combination of attributes depending on their

Strengths, engagement and experience.

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Burning Ambition Winners aim and aspire for the stars. They focus on the future and create

stretching goals and challenging targets in order to help them achieve this.

Having the drive, motivation and dedication to continuously focus on the

task at hand was the most frequently used description of a Winning Attitude

in our research. An individual with Burning Ambition fights for what they

want to achieve, has a hunger for success and a desire to strive for

achievement. Their aspirations and sustained motivation mean that they have the drive to persist.

They willingly go beyond the brief putting in discretionary effort to achieve and succeed. They

seek to win and give 100% in every activity. As Olympic Sports Psychologist Cole (2016) states “they

sacrifice more, work harder, control their mind and emotions and have a deeper desire for success

than those who only come close to winning”.

“You need a vivid of view of where you are heading, be ambitious, and have a clear goal.” Jeremy Snape, Founder, Sporting Edge

“True entrepreneurs make incredible self-sacrifice.” Clive Jacobs, Entrepreneur, Holiday Autos, Travel Weekly (UK) and The Caterer

“I was very driven; I wanted to be someone. I never took no for an answer. I knew what I wanted.” Ruthie Henshaw, Star of the West End and Broadway

“I was never content with mediocrity. I’m not about running from failure, even when I got it wrong. I did not compete

with others to win, I competed to be the best I could be.” Mark Foster, Olympian, Swimming

Dogged Determination Having unwavering determination and picking yourself up when things do

not go to plan are core to having a Winning Attitude. Winners work hard, try

even harder and have another go even if they see themselves as an

underdog or behind the curve. Their mental resilience through adversity is a

key element to a Winning Attitude, dealing with uncertainty and thriving

under pressure. They are determined to succeed and focus every part of

their life to the pursuit of the goals and targets they set themselves and others.

“You need to have survival mentality.” Adam Freeman-Pask, Olympian, Rowing

“You have to have the ‘hard work gene’.” Sir Clive Woodward, 2003 Rugby World Cup Manager

“The terrain to success is not a motorway, it is a swamp with ups and downs.” Jeremy Snape, Founder, Sporting Edge

“You need to keep going in one direction and strive. If there is a bump in the road, go around it.” Nicola Murphy, CEO, The River Group

“I was determined not to be dependent or reliant on anyone.” Clive Jacobs, Entrepreneur, Holiday Autos, Travel Weekly (UK) and The Caterer

“You need to push yourself to deliver at all times. You choose to work; it’s about the determination to succeed.” Martin Hewitt, Paralympian, Skiing

“I was deemed too tall to be a diver at 5ft 11, as a result many others had more potential than me. However, I would still be in the pool practicing long after everyone else had gone home; it was my tenacity and determination that served me rather than an abundance of potential and talent.” Leon Taylor, TV Personality/Olympian, Synchronised Diving

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Realistic Optimism Being a realistic optimist and turning a negative into a positive is critical to

success. Our Winners are optimistic about the future, always finding a way

to turn the most negative situations into a positive. This does however need

to be combined with a dose of reality. They are realistic in their pursuit of

their dreams and do not allow negative comments to affect them, working

past setbacks in a positive way. These individuals are also comfortable with

risk and are willing to take calculated risk in order to survive, achieve and succeed.

“Having a positive energy, even if I feel down, I can click out of that and put a smile on my face.” Mike Clare, Entrepreneur,

Dreams

“You need to be a realist but an optimist.” Martin Hewitt, Paralympian, Skiing

“We hired radiators who exude positive energy and we removed the drains, who suck the life out of you.” Mike Clare,

Entrepreneur, Dreams

“The greatest Winners conquer their fears, they move away from a fear of doing the wrong thing to focusing on the right

thing and taking calculated risks that will help to make a difference in the world.” Russell Amerasekera, Entrepreneur,

Pearls & Poison

Unwavering Belief Our Winners didn’t necessarily start their journey with unwavering belief,

nonetheless by the time they get there they have a “high degree of self

confidence and believe they truly belong” (Cole, 2016). Winners measure

their success in their achievements and have an intrinsic need to prove

themselves. The success and achievement of goals and targets help to

reinforce and confirm their self-belief. They demonstrate the belief through

bringing energy, passion and enthusiasm to all tasks. “They believe they deserve to be a winner,

and their high self-image reflects this deep conviction” (Cole, 2016). Our Winners are also self-

aware: they know their limits and accept their imperfections, choosing to build on their personal

Strengths and self-improve in order to achieve their successes. As a result, they have a clear

understanding of what they can and cannot control, and they are not afraid of not winning or

succeeding; this only makes them stronger.

“I wasn’t afraid of failure, I did what I could to succeed.” Mark Foster, Olympian, Swimming

“The power is to believe that you are right, even when others tell you are not.” Dan Germain, Entrepreneur, Innocent Drinks

“You have to have belief in what you are doing, even if it is different to what other people are doing.” Adam-Freeman Pask, Olympian, Rowing

“We really wanted it, so put lots of energy into thinking we ARE going to win, not we WANT to win.” Hannah James, Olympian, Synchronised Swimming

“If I didn’t get picked, I worked harder to strengthen my perceived weaknesses. I always had a view – selection is only an opinion and the selectors may have got it wrong. Find out what they are looking for and prove to them that you are good enough.” Gary Rees, International Rugby Player

“You have got to believe in what you are doing, find it in you to want to fight for it.” Martin Hewitt, Paralympian, Skiing

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Intrinsic Generosity

A striking and surprising finding was the extent to which our Winners are

generous and put others first. They spend time and money to care for

colleagues, family members and teammates; wanting to help them to

achieve and succeed. They trust these people implicitly, they look to them

for support and advice and are happy to ask for feedback and decision

making support. Our Winners recognise the importance of this and enjoy

helping others, giving back as much as possible.

“My greatest success is having created 350 jobs and looking after 350 families.” Denys Shortt OBE, CEO, DCS, DealTrack Ltd, EnableID

“I changed people’s lives, it meant more than everything.” Clive Jacobs, Entrepreneur, Holiday Autos, Travel Weekly (UK) and The Caterer

“You don't make the money, your team does it for you; your role is to give them support and clear the obstacles out of their way.” John Timpson, Chairman, Timpson

“I am most proud that I was able to help people and that people still write to me and ask me to be their mentor.” Martin Spurling, Group General Manager, HSBC Latin America

“People think Entrepreneurs are money driven. It is not about the money at all: it is about the people, about the society, the community and sustainability.” Denys Shortt OBE, CEO, DCS, DealTrack Ltd, EnableID

Mutual Respect Persuasiveness, empathy and tolerance are the elements that make up this

characteristic of a Winning Attitude. This relates to an individual’s ability to

be a strong leader within a team and bring people along with them on the

journey. Our Winners in this research respect their colleagues, fellow

competitors and team, they build strong relationships and consider other

people’s perspectives. They work within their moral compass and show an

interest in understanding the motivations of others in order to build effective teams. They gain

buy-in and support through having credibility and honouring promises. They realise the

importance of being one ‘cog‘ in the team machine and value collaborating with others to create

a strong team ethic.

“Compassionate. It’s about trying to be considerate to customers and your team which makes us work hard.” Mary Kenny, CEO, Eversholt Rail “Belief comes from the leader. You need to lead by example; people look to you for direction.” Jacqueline Gold CBE, CEO, Ann Summers

“Successful people do it with and through other people: they inspire and motivate, stimulate and challenge you and drive you to keep doing it every day.” Laurent Le Moal, CEO, PayU

“I implicitly trust the people around me, they are a fantastic group of people.” Nicola Murphy, CEO, The River Group

“You need everyone on your side and to motivate others to play well. Anything is possible if you are willing to try together.” Peter Winterbottom, England Rugby Player

“The rocking chair test: when I look back at what I was proud of, it is the emotions of the team, the pride and warmth.”

Douglas Lamont, CEO, Innocent Drinks

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Maximising Opportunities Taking full advantage of every opportunity was frequently mentioned as

being key to success. The Winners see an opportunity and grasp it with both

hands and make full use of the situation or task. They do not take their

situation for granted and are grateful for the opportunities that have come

about, seeking to make the most of their situation. Our Winners were

effective at identifying a gap in the market and working to identify a

solution to fill the gap.

“Sometimes I can be a little bit pig headed. I convince myself it can be done and eventually we find a way to deliver.” Chris Davies, President, Global Payments

“Luck got me into Eversholt Rail but it was ‘tenacity and hard work’ that got me to my position.” Mary Kenny, CEO,

Eversholt Rail

“As an entrepreneur, timing is fundamental. It is the alignment of the stars, the right product, time, people combined

with good fortune and the recognition that you have struck on a once-in-a-lifetime opportunity.” Clive Jacobs,

Entrepreneur, Holiday Autos, Travel Weekly (UK) and The Caterer

Disruptive Thought As change agents, Winners challenge themselves and others to think and

operate differently. They embrace change, questioning the status quo in

order to better themselves and others. They are innovative in solving critical

problems and remain open minded when assessing and analysing a

situation. These individuals are always thinking a couple of moves ahead as

they have a holistic or big picture view of the situation. They are problem

solvers, testing theories in order to achieve continuous long term success. They are able to

balance instinct and logic to take a proactive approach to removing boundaries.

“Every time you step outside your comfort zone, you have the opportunity to change your life.” Jacqueline Gold CBE,

CEO, Ann Summers

“I would describe myself as a change agent; I don't simply accept the status quo and will always look to improve things.” Nick Winsor, CEO, HSBC (Offshore)

“In order to win, you need to embrace the unexpected. My greatest successes have come from having an eclectic view of the world.” Russell Amerasekera, Entrepreneur, Pearls & Poison

“It is so easy to play it safe, it is much harder to make the leap when you are unsure about the outcome. It is like making the leap off the titanic when it is going down.” Robin Bowie, CEO, Dexion Capital

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Constant Curiosity Having the ability to learn from past mistakes and others is key. Individuals

with this characteristic absorb huge amounts of information, learn from

each challenge and take any opportunity to develop their skills. They are

both curious and inquisitive and have an intrinsic need to continually grow.

They are agile learners who conduct large amounts of research into

competition, the market and their own performance, looking for new

opportunities to learn and grow.

“I would say and accept if I was wrong. I will put my hand up and listen and get it right.” Professor Peter Saville, Entrepreneur, SHL & Saville Consulting

“You need to really understand the business, be constantly curious and use the data to think and look at the external market.” Peter Aldis, CEO, Holland & Barrett

“An ability to absorb all information and learn. That is it! We are on a continuous learning journey. Use all opportunities to learn from the market and experts; learn from the trends.” Laurent Le Moal, CEO, PayU

“I learnt more from people out of my sport rather than in the sport, such as Colin Jackson, so that I removed the tunnel vision and would take a different approach. I was never afraid of change and trying something different.” Mark Foster, Olympian, Swimming

Single Minded Focus Having a high attention to detail is critical for success as Winners regularly

monitor and refine practices. Winning individuals take a methodical

approach and focus on perfecting on the small, daily tasks so that the larger

tasks take care of themselves. Individuals who are single minded plan for

both success and failure and prioritise tasks to try and ensure the best

outcome possible. They break down the task or problem into smaller parts

in order to create simplicity and clarity in everyday tasks, before putting the pieces back together

to create a holistic solution. They are also vigilant and willing to dig into the details to work out

how to deliver results.

“Medals aren’t won in the arena, they are won when training at home.” Ricky Balshaw, Para-Equestrian, Dressage

“Focus in all training sessions and competitions. Distraction means you’re not working hard enough.” Zoe James, Olympian, Synchronised Swimming

“Don’t consider failure. You need to be focused on the detail and determined get the basics right, monitor and be vigilant.” Peter Aldis, CEO, Holland & Barrett

“If you have a choice of two things and you do not know which one to pick, the first thing you do is you clarify by picking them to pieces.” Brian Jacks, Olympian, Judo

“The process you go through to be successful needs to be focussed. You have got to be aware of all the little things and make sure they are dealt with.” Sir William Goodenough, Director, Design Bridge

“You get leaders that stand on their ship and talk romantically but they don't want to talk about the boiler room, the hard stuff, to look inward and get their hands dirty.” Geraint Jones, Dean of Education, University of Buckingham

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Our Findings

Part 3: The Core Strengths of Winners

The 10 identified Winning Attributes form a

Winning mind-set, which drives the individual

forwards. These attributes are maximised

when an individual is given the chance to

identify and use their Strengths. Strengths or

energisers are the things we find motivating

and enjoy doing and therefore become

proficient in.

Individuals who identify and use their

Strengths are six times more engaged, have

six times more positive psychological

wellbeing, and are three times more

productive (Rath and Conchie, 2008). An

individual’s Strengths moderate and

maximise their Winning Attitude and the

relative outcome. In other words, Strengths

help to enhance and heighten the impact of

the Winning Attitude on success and

winning.

The Top 7 Unique Strengths that were

present within our Winners include being

Responsible, Competitive, Methodical,

Composed, Positive and Innovative. They

were also energised by Networking and

engaging with others.

The Winning Strengths are:

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Responsible People who are responsible are energised by being held accountable for their actions and the actions of the teams that they work within. They are reliable and amenable, accepting responsibility for their work.

“You are responsible for your own destiny. You need to have in your head the clarity for your ambitions.” Justin Gorman, CEO, Man Alive Entertainment

Composed People who are composed are energised by being able to withstand and recover

quickly from difficult conditions. They are determined to achieve and are

accepting of challenges with a view to creating an opportunity. As Sports

Psychologist Cole (2016) states “champions focus on what they can directly

control. They have a “laser-like, deep and unwavering degree of concentration

in the biggest moments”.

“Belief, resilience; where you are made of rubber, reform, shape and bounce back.” Dan Germain, Entrepreneur, Innocent Drinks

“Although failure is not an option, it happens and you learn from it.” Harry Rilling, Mayor of Norwalk, Connecticut

Positive People who are positive are energised by being upbeat in the face of adversity,

always remaining optimistic even in difficult circumstances. They readily focus

upon achievements and positive outcomes.

“Even if negative, we have to take every opportunity and turn it into a positive. We have to

use the negative experiences to be better.” Clive Jacobs, Entrepreneur, Holiday Autos, Travel

Weekly (UK) and The Caterer

“Failure is practicing for success.” Katie Piper, Presenter/Entrepreneur, Katie Piper Foundation

Competitive People who are competitive are energised by their desire to be successful and achieve more than others. They benchmark themselves and gain energy from improving their position; ultimately striving to win. As stated by Olympic Sports Psychologist Bill Cole (2016), “Olympic champions have a big vision and set huge goals for themselves”.

“I am personally very addicted to being the best I possibly can be in every aspect of my sport. I do not accept average effort.” Goldie Sayers, Olympian, Javelin

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Networker People who network are energised by building relationships and extending their professional network. They gain energy from meeting new people and act as a channel for new relationships to develop. “I try to support the people around me, without people there is nothing.” Justin Gorman, CEO, Man Alive Entertainment

“You need to pick and choose the people around you to be successful.” Martin Hewitt, Paralympian, Skiing

“I am able to put things into their language and able to communicate with them.” Professor Peter Saville,

Entrepreneur, SHL & Saville Consulting

Innovative People who are innovative are energised by scanning their environment for new ways of working and generate improvements to enhance working practices. They are conceptual thinkers, considering new ways of working.

“When I look back at my career, my greatest success is the ‘standout’. It is the innovation beyond innovation.” Leon Taylor, TV Personality/Olympian, Synchronised Diving

Methodical People who are methodical are energised by taking a systematic and deliberate approach to tasks. They are well organised and logical; planning, preparing and thinking ahead. “Have a set of guiding principles which is the roadmap for short and longer term decision making.” Rex Kurzius, Entrepreneur, Asset Panda “In decision making I try to blend instinct with a robust logical assessment. The key to success is to make sure the

more structured thinking happens quickly: fast decision making is so critical in today’s competitive landscape, so

don’t wait for all the information; if you're 70% sure then go for it. Building a really organised delivery plan and

bespoke delivery team in parallel gives you confidence in your ability to execute your decisions effectively.” Douglas

Lamont, CEO, Innocent Drinks

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Conclusion

Our research has identified six main conclusions:

Each Winner is Different

Our research has identified that the Winners have a high preference for a number of the Winning

Attributes. It is the arrangement of how these elements interact in combination with their personal

Strengths that enables them to be successful and reach their full potential. Each of the groups of Winners

demonstrated different combinations of Strengths and Attributes. For example, the sports stars focused

on the details, were determined and passionate about success. The entrepreneurs looked for

opportunities and identified ways to challenge the status quo. The media and entertainment stars were

passionate and had a burning ambition to perform and succeed. The CEOs were methodical, work oriented

and structured; they collaborated and built two-way respect and understanding.

Strengths Elevate Success

Although the 42 contributors all had significant external factors that triggered their desire, determination

and passion for success, the research suggests that this alone is not sufficient for these Winners to

succeed. It requires energy and focus in a combination with Winning Attitudes and Strengths in order to

succeed and win. It requires them to be “spiky” leaders and to use their Strengths.

The Environment Matters

A common theme within the Winners’ dialogue was an early age independence and unconventional

childhood experiences. Such independence includes living away from parents or not having present male

role models during childhood. Other unconventional experiences include moving countries and changing

schools multiple times or suffering adversity as a child. These events are likely to have been life-defining,

with our Winners seizing the opportunity to use their setbacks to their advantage and develop an inner

confidence and winning drive.

Real Winners are Never Complacent

“Champions have a strong will to win and possess a competitive nature; they hate to lose,” claims Cole

(2016). Winners are never complacent or take their success for granted. In contrast, they are more likely to

overuse their Strengths and push too hard in the pursuit of their goals, dreams and desires.

Winners have an Internal Locus of Control

We all have difficult losses and moments, some of us becoming victims of circumstances and blaming the

situation, team or organisation. The Winners among us never give up. They persist, are determined and are

unwavering in their pursuit of their goals and their dreams.

Winners are Created, not Born

It is Cole’s belief that “Olympic champions are first born, and then made” (Cole, 2016) as there are some

“mandatory requirements that cannot be manufactured out of thin air, no matter how much time and

effort is put in”. We do not however concur with this as our research suggests that everyone has talent

and the potential to be Winners in some way. Look for example at Leon Taylor, the Olympic Medallist, who

“was deemed too tall to be a diver at 5ft 11”. The key is to understand what you are passionate about and

what your Winning Attributes and core Strengths are. This awareness, combined with the clarity, focus

and determination to succeed, creates a winning formula. The formula is different for all of us depending

on our aspirations, motivations and Strengths.

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About the Authors

Dr Amanda Potter BSc (Hons) MSc (Dist.) CSci CPsychol

Amanda founded Zircon in 2000 and Be Talent Ltd in 2016. Amanda has

worked in the Psychology and talent arena since 1995 and has significant

experience in the areas of leadership assessment, development, executive

coaching, change management, high performing teams, organisational

culture, Strengths and learning. Amanda is a Chartered Occupational

Psychologist, has an Undergraduate and Postgraduate Degree in Psychology

and a PhD in Occupational Psychology from the University of London. She is

an Associate Fellow of the division of Occupational Psychology and a founder

member of the Association of Business Psychologists. Amanda’s interests are

talent management, talent assessment, high performing teams, inspiring

leaders, Winning Attitudes, talent and potential. Amanda has led the research

and published four white papers looking at talent and potential.

Lauren Albrecht BSc (Hons) MSc (Dist.) MBPsS

Lauren is a Consultant Business Psychologist at Zircon Management

Consulting and Be Talent Ltd. She has extensive experience in leading the

design and delivery of projects around Talent Management, Employee

Engagement and Executive Recruitment within a range of sectors

internationally. She has a strong interest in the identification and

development of High Potential across all levels of an organisation and the

impact that aspirations, engagement and motivation can play in an

individual’s success. Lauren achieved a First Class Degree with Honours in

Psychology and a Masters in Occupational Psychology with Distinction.

Lauren conducted the analysis for this research and has previously been a

Research Associate within academia and a research-led Selection and

Assessment Consultancy.

Beatrice Redfern BSc (Hons) MSc (Dist.) MBPsS

Beatrice’s expertise lies in Employee Wellbeing, Engagement and Talent

Management, which she draws on in her work with both public and private

sector clients. Beatrice achieved a First Class Degree with Honours in

Psychology and a Masters in Occupational Psychology with Distinction. Since

she has been with Zircon, Beatrice has contributed to the research and

development of the Be Talent suite of tools.

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Catherine Jane Sinclair BSc (Hons) MSc (Dist.) MBPsS

Catherine is a Business Psychologist with experience of working in a number

of financial services and executive recruitment organisations. Catherine

studied for her BSc in Psychology at the University of Manchester and an MSc

with Distinction, placing in the top 2% of her class. Catherine has experience

within Talent Management, recruitment, project coordination, competency

based interviewing, client engagement and business development, working

with FTSE 100 clients as well as entrepreneurs and SMEs.

Sarah Linton BA (Hons)

Sarah has been a Director of Zircon since 2006 and co-founded Be Talent Ltd

in 2016. Sarah has worked in the psychology and talent arena since 2002 and

has significant experience in the areas of leadership assessment,

development, executive coaching, change management, high performing

teams, organisational culture, Strengths and learning. Her expertise is talent

assessment and development and she has 10 years’ experience in FTSE 100

companies. Sarah’s interests are talent management, succession, high

performing teams, inspiring leaders, Winning Attitudes, talent and potential.

Sarah has supported Amanda and the team to research and deliver four white

papers looking at talent and potential.

We would like to thank the Winners who contributed to this research, who have inspired us with

their phenomenal stories of hardship, hard work and success. It has been a privilege to hear and

understand your stories.

Thank you also to Andrea Conti, John McKenna, Sarah Green, Syrie Bibby and to our guiding light

Russell Amerasekera, without whom all of this would not have been possible.

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Contributors

Laurent Le Moal: Former Vice

President of PayPal. Currently CEO of PayU with responsibility for operations across 16 countries, leading multiple teams across

diverse global markets.

Douglas Lamont: CEO of Innocent from joining the company as Head of New Opportunities in 2006 - a testament to his sharp business

acumen and his critical role in the doubling of sales in recent years.

Robin Bowie: Founded Dexion Capital in 2000. Robin developed

the company into a specialist alternatives business, with net

assets of over £450 million. Dexion was acquired by Fidante Partners in

2015.

Mary Kenny: CEO of Eversholt Rail

Group. Began her career in Forward Trust Group and worked with Eversholt Leasing in 1997 until

2007. Returned to Eversholt as CFO in 2007 before becoming CEO.

Chris Davies: President of Global Payments. Prior to this, Chris spent

35 years with HSBC and Midland Bank. Known throughout the

finance world for his extensive knowledge and business acumen.

Jacqueline Gold CBE: Successful entrepreneur and CEO of Ann Summers and Knickerbox. Has

received accolades including Retail Week’s Most Powerful Woman in Business. Awarded CBE in 2015.

Martin Spurling: Group General

Manager and Chief Remediation Officer of HSBC Bank, Latin

America. Previously CEO and Deputy Chairman for HSBC Turkey.

Peter Aldis: Joined Holland &

Barrett in 1990. In 2008 he was appointed as CEO after several years working within Holland & Barrett's parent company NBTY

Europe.

Nick Winsor: Commercial banker with over 30 years’ international

experience within HSBC. Has lived and worked internationally and is a Fellow of the Institute of Directors.

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Professor Geraint Jones: Dean of

Education at the University of Buckingham. Previously Director for Europe’s largest International School

Provider. Founder of ‘Wake and Shake’, a PE programme.

Mike Clare: Entrepreneur, best known as

the founder of Dreams. Started with 1 store in 1987, growing to over 200

superstores. Mike sold most of his shares in 2008 and formed Clarenco LLP in

2009.

Katie Piper: A philanthropist and

television presenter. Katie now runs her own charitable organisation, ‘The Katie Piper Foundation’ raising awareness for

burn victims.

Denys Shortt OBE: Founder, Chairman

and CEO of several successful organisations including: DCS Group UK,

DealTrack Ltd, Natural Elements and Enable Software.

Professor Peter Saville: Founded SHL in 1977, sold in 2004. Founded Saville

Consulting in 2004. A leading authority in the field of Organisational Psychology,

often referred to as the ‘assessment guru’.

Justin Gorman: Former Head of

Entertainment at Channel 4. Justin is now the Creative Director and CEO of

Man Alive Entertainment, with investment from world-renowned

FremantleMedia.

Sinclair Sellars: Former high-flying

Lawyer and now co-founder (with her sister India) of Maids to Measure, a

dedicated bridesmaid’s dress company based in Fulham.

Daniel Sachs: Successful entrepreneur and CEO of Proventus AB since 2003,

where he also serves as a board member. Nominated Young Global

Leader by The World Economic Forum in 2007.

Russell Amerasekera: Entrepreneur and

specialist coach in personal brand, image, presentation skills and leadership

communications. Previously Communications Director for TUI Travel

plc and presenter of Wish You Were Here.

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Sir William Goodenough: Group

Executive Chairman of Design Bridge. Ascended Mount Blanc in 1997 to raise money for The Richard Langhorn Trust

for disabled and underprivileged children.

Rex Kurzius: Serial entrepreneur and

founder of Asset Panda and Timberhorn. Investor in LRK Partners, sought after speaker and mentor to entrepreneurs

and rising stars.

Jeremy Snape: Former English Cricketer. Founded Sporting Edge and joined the

LMA as a Non-Executive Director to their leadership and management

programmes.

Nicola Murphy: CEO and founder of The

River Group, one of the UK's top 10 content marketing agencies. Trustee of

The Good Rock Foundation and director/trustee of The Katie Piper

Foundation.

John Timpson: Managing Director of William Timpson, a family run business. Awarded a CBE in 2004 for Services to the Retail Sector. Author and regular contributor to the Daily Telegraph.

Clive Jacobs: Entrepreneur, co-founded

Holiday Autos, sold to Lastminute.com in 2003. Chairman of Travel Weekly and The

Caterer. Accolades include Honorary fellowship to Tourism Society (2014).

Dan Germain: The first employed co-

founder of Innocent. Currently Group Head of Brand and Creative, responsible

for building the brand from scratch. Named UK Designer of the Year in 2014.

Leon Taylor: Former Synchronised

Olympic diver, securing Britain’s first medal in the sport for 44 years in the

Athens 2004 Olympics. Renowned speaker, Coach, Mentor, Ambassador

and ITV Splash! Judge.

Mark Foster: Former International

Swimmer. Represented GB for 23 years, won 47 international medals, competed

in 5 Olympics, is a 6 times World Champion and has broken 8 World

Record times.

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Martin Hewitt: Former Army Captain.

Formed Disabled Ski Team and represented GB in Paralympic World Championships. In 2011, he walked

unsupported to the North Pole with Prince Harry.

Adam Freeman-Pask: Elite International rower. Represented GB in the London 2012 Olympics. Winner of several Gold

World Cup Medals, as well as a European Silver Medal.

Ricky Balshaw: Para-Equestrian rider.

Represented Great Britain in the Beijing Paralympics, winning silver. Holds two world-championships and a European

Award.

Brian Jacks: British Judo champion.

Won Britain’s first medal at the World Championship in Salt Lake City (1967),

taking Bronze. Gained second Bronze at the Munich Olympics in 1972.

Sir Clive Woodward OBE: Former English rugby union player and coach. Coached

the England team 1997-2004, helping them to victory in the 2003 Rugby World

Cup.

Jon Eley: Short Track Speed Skater.

Competed in the 2006, 2010 and 2014 Winter Olympics. Member of the British relay team who broke the world record

in February 2011. Flagbearer for GB in 2014 Winter Olympics.

Wayne Otto OBE: 5th Dan black belt in

Karate and the winner of 5 World Championship gold medals and 7

European Championship gold medals. Awarded OBE to show outstanding

commitment and achievement.

Goldie Sayers: British Javelin thrower. British Javelin record holder, Olympic

medallist and 11 times British Champion.

Peter Winterbottom: Former England rugby union player, 1982-1993. Now

heavily involved in ‘Ride of the Lions’, cycling across the UK to raise money for

charities such as Help for Heroes.

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Lucy MacGregor: At only 29 years old,

Lucy is an international sailing champion. She won gold at the ISAF

World Championship and achieved 7th place in the London 2012 Olympics.

Gary Rees: A former England rugby player from 1984-1991, 23 caps for

England and 2 tries. He is now a sought-after Rugby Speaker and is often asked to attend business events and evening

events.

Hannah James: Is a member of the GB

Synchronised Swimming team alongside her sister Zoe and has been selected for the European Championships in Croatia.

Zoe James: Is a member of the GB

Synchronised Swimming team. Zoe competed with the team in the French

Open 2016, winning bronze.

Ruthie Henshall: An international

performer on Broadway and in the West End, Ruthie is a five time Olivier Award nominee. She has also been voted the

‘Most Popular Musical Actress’.

Mayor Harry Rilling: Elected in 2013,

Harry is the current mayor of Norwalk, Connecticut USA. Previously Harry

served as Norwalk’s Chief of Police for 17 years.

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References

Ali, M. [Muhammad Ali]. (2013, February 15). I hated every minute of training, but I said, “Don’t quit. Suffer now and live the rest of your life as a champion”. Retrieved from https://twitter.com/muhammadali/status/3024 Campbell, A. (2015). Winners: And how they succeed. London, UK: Random House.

Cole B. (2016). Are Olympics Champions born or made? BBC I Wonder. http://www.bbc.co.uk/guides/zw7jk7h

Duckworth, A. (2013). The key to success? Grit. Ted: Ideas worth spreading. Retrieved from http://www.ted.com/talks/angela_lee_duckworth_grit_the_power_of_passion_and_perseverance Duckworth, A. L., & Seligman, M. E. (2005). Self-discipline outdoes IQ in predicting academic performance of adolescents. Psychological science, 16(12), 939-944. Duckworth, A. L., Peterson, C., Matthews, M. D., & Kelly, D. R. (2007). Grit: perseverance and passion for long-term goals. Journal of personality and social psychology, 92(6), 1087. Dweck, C. S. (2010). Mind-sets. Principal Leadership, 10(5), 26-29. Dweck, C. S. (2011). Developing Talent through a Growth Mind-set. Olympic Coach, 21(1). Ingle, S. (2016, June 4). The 20 best moments that made Muhammed Ali The Greatest. The Guardian. Retrieved from https://www.theguardian.com/sport/blog/2016/jun/04/muhammad-ali-death-20-best-moments Kasparov, G. (2015). The right mind-set. In Campbell, A., Winners: And how they succeed (pp. 162). London, UK: Random House. Lee, M. (2009, September 12). Michael Jordan is just glad to be part of the hall of fame class. The Washington Post. Retrieved from http://www.washingtonpost.com/wp-dyn/content/article/2009/09/11/AR2009091103730.html McCann, A. (2015). The right mind-set. In Campbell, A. (2015). Winners: And how they succeed (pp. 160). London UK: Random House. Moreton, C (2012). In Olympics: How Jessica Ennis became the face of the Olympics. Retrieved from http://www.telegraph.co.uk/sport/olympics/athletics/9452218/London-2012-Olympics-How-Jessica-Ennis-became-the-face-of-the-Olympics.html

Rath, T., Conchie, B (2008). Strengths based leadership. Gallup Press.

https://twitter.com/muhammadali/status/3024

http://www.ted.com/talks/angela_lee_duckworth_grit_the_power_of_passion_and_perseverance

http://www.ted.com/talks/angela_lee_duckworth_grit_the_power_of_passion_and_perseverance

https://www.theguardian.com/sport/blog/2016/jun/04/muhammad-ali-death-20-best-moments

https://www.theguardian.com/sport/blog/2016/jun/04/muhammad-ali-death-20-best-moments

http://www.washingtonpost.com/wp-dyn/content/article/2009/09/11/AR2009091103730.html

http://www.washingtonpost.com/wp-dyn/content/article/2009/09/11/AR2009091103730.html

http://www.telegraph.co.uk/sport/olympics/athletics/9452218/London-2012-Olympics-How-Jessica-Ennis-became-the-face-of-the-Olympics.html

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Notes

winning attitudesmind and attitude and our research has identified 10 internal forces or winning...

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