30 Apr Pull Your Own Upset

A few weeks ago, I gave an interview to Men’s Health magazine about the power of the Underdog in sports and specifically basketball, which you can read below.  It’s amazing how the Underdog/Insurgent approach and mindset wins in sports and business—everywhere we’re watching, studying and working today.  Scott Miller and I will be including many of these stories in our forthcoming book: The Insurgent Advantage: How to Win in the Richest and Riskiest Business Environment Ever.

Good luck playing more and more offense in your own battles.

David

http://www.menshealth.com/best-life/pull-your-own-upset?category=men’s-health-live

In some ways we’re all underdogs. Whether you’re an entrepreneur launching a startup in your garage or a rookie salesman with no contacts, plenty of competitors are gunning for you. But as March Madness proves, once you earn a spot on the court, victory is within reach. We asked David Morey, coauthor of The Underdog Advantage and a strategy consultant on President Obama’s winning 2008 campaign, to explain what we can learn from the biggest upsets in recent college hoops history.

2006: George Mason (#11) forces Connecticut (#1) to show some respect
Some said George Mason shouldn’t have been included in the tournament, and coach Jim Larranaga used that disrespect to fire up his squad: He told them UConn didn’t even know what conference George Mason was in! The Patriots won in overtime.

LESSON
Get pissed off. An underdog with something to prove is a formidable foe, says Morey. “He’ll go further to get what he wants.”

2012: Rather than submit, Lehigh (#15) hits Duke (#2) with all its muscle
From the opening tip-off, the Mountain Hawks played with surprising aggression, forcing turnovers and drawing hard fouls. They beat Duke by 5.

LESSON
Intimidation works. “The top dog might not be expecting a tough fight, but if you keep attacking him, you create confusion,” says Morey. Example: a foot race. If you throw in a few early surges, you’ll make him think you’re stronger than you really are.

2011: Virginia Commonwealth (#11) shocks Kansas (#1)
The Rams unleashed a full-court press to take an early 18-point lead. At that point most teams would have let up on the relentless pressure, but VCU kept pouring it on.

LESSON
Do something surprising. “Successful underdogs play by different rules,” says Morey. It’s the same in business. If you call a client’s office on Saturday, and he answers, he’ll appreciate your working on the weekend.

2013: Florida Gulf Coast (#15) makes Georgetown (#2) uncomfortable
To attack the strong-but-slower Hoyas, the Eagles ramped up the pace of the game and clinched the win with a 21-2 second-half run.

LESSON
Play outside your opponent’s comfort zone. “You’ll pit your strengths against their weaknesses,” says Morey. Vying for a promotion against talented colleagues? Beat them to the office every day and speak up more in big meetings.

2010: Butler (#5) overthrows Kansas State (#2) and Syracuse (#1)
In both games, the Bulldogs lost the lead with less than six minutes to play. So they ramped up the intensity, shooting unexpected threes and drawing fouls. The result? A 12-2 run against Kansas and 11-2 against Syracuse.

LESSON
Never admit defeat. Change your approach and be aggressive instead. “Keep your opponent reacting to you instead of the other way around,” says Morey.

David Morey
Author, The Underdog Advantage
Vice Chairman, Core Strategy Group
CEO, DMG, Inc.
www.PlayOffense.com
www.UnderdogAdvantage.com