In my last post in this series I described the paradox of millionaires as described in the book The Millionaire Next Door. The typical millionaire was an average student who now employs his more studious, academically superior peers. In the corporate world, brilliant engineers with stratospheric IQ’s work for $80,000 a year while the salesman CEO makes millions.
I believe nothing happens by accident, and I happen to know this one from experience. Having talked to lots of people with engineering mindsets about entrepreneurship, and learning from my own mistakes, I think I understand why. Bluntly, most people with this mindset are gearheads who care more about technology, equipment, trivia, minutiae, etc than the far more boring, purely logistical things that have to be mastered to run a business.
To give you a couple of examples from my own experiences, I recently had occasion to purchase a laptop for someone who is going to work for me. Now, a decent laptop for full-time business use should cost about $1500; no matter where you buy, a good one should cost about that much (I like IBM Thinkpads based on bad experiences with the HP brand- plus Thinkpads have North American support- my last call into tech support had me talking football with a guy in Atlanta). However, something about the idea of configuring and purchasing a laptop triggered something in the “gearhead sector” of my brain. Instead of giving the employee a budget to work with and having him purchase and configure his own laptop (staying within the Thinkpad brand), I must have spent at least two hours of my time checking out specs, playing with configurations, and finally ordering the thing. It was a stupid waste of time, but my “gearhead sector”, the pleasure I get from interacting with machines and gear, overcame what should have been my better judgment.
Another example: until about six months ago, I used to program heavily. Now, I am NOT a trained programmer, but thanks to my level of interaction of Microsoft Excel (there’s some sort of Foxworthy-type joke here: if you open Excel twice as much as Word, you just might be an engineer…), and the fact my parents bought me a computer in the 4th grade where I proceeded to learn BASIC from the manual (thanks Mom and Dad- the $2000 in 1980’s dollars investment at Radio Shack is paying off nicely), I can hack my way around Visual Basic for Applications. Now, if you use Microsoft Office at all, VBA is like playing legos with the innards of the applications. You can do anything you can think of, automatically- MS Word and Excel can do almost anything you can imagine. You can see how this is going to work out badly for me in terms of time management.
So every now and then we have a programming need. If it were at all possible, I’d jump into it with enthusiasm, programming in VBA things that should never be in VBA; I even bought a book and considered learning PHP/MySQL to program tasks too complex for VBA. About six months ago, I came to my senses. I rediscovered a website I had used in the past called Scriptlance. This is a site, partially thanks to Bill Gates’ lobbying for a flood of H-1B visas to put American programmers out of work, where you can find genuine American programmers (I always try to favor my countrymen when possible, even if they’re more expensive) who are experts at programming and will work for $15 an hour (as an aside, I have discovered that all kinds of professionals will moonlight for much less than what they earn in their dayjobs- my guess it’s because of debt bondage, not necessarily unemployment, where they’ve tapped out their high-earning job and need a side job to make payments- yet another reminder that debt is slavery!). To continue, these guys will work for $15 an hour, and guarantee no overages- they quote a project cost at what they think it will take them to program it, and one rule of programming is that it always takes longer- but I only pay their project cost. The other benefit is that the freelance system bypasses the artificial credentialing rackets of the universities, as someone’s feedback profile on actual projects is more important than a diploma.
So while I was wasting weeks every year programming, I could have paid someone else who is better than I am at the task, and bought back my time very cheaply. Again, my “gearhead sector” got in the way of optimizing my time.
What causes the “gearhead sector”? Why is it that smart people with analytical minds get bogged down in meaningless details?
The answer is surprising. Two factors to consider:
1. The latest studies on autism and its milder cousin Asperger’s syndrome are revealing that genetics and the assortive mating of a highly mobile society are probably the driving factors behind the increase in autism over the past few decades. Specifically, autism hot spots in Silicon Valley tend to indicate that in areas with high levels of “geeky” genes, autism is more prevalent. In other words, when geeky guys have the chance to marry geeky girls, they tend to, and this results in higher prevalence of autism. Which probably indicates that…
2. The “engineering mindset” of analytical thinking ability is probably one point along a continuum between “normalcy” and autism. Many psychologists are now rejecting arbitrary category-based diagnoses, replacing discrete mental illnesses and syndromes with the concept of “shadow syndromes”, reflecting the reality of a continuum on nearly every measure of human personality.
Autism and Asperger’s, if you recall the Rain Man movie, can result in a sort of idiot savant behavior, where the sufferer is adept at specific tasks usually involving non-human objects like trivia, math, or even music. The two conditions are most marked in what they do not involve, specifically human expressions of emotion and an inability to deal with change.
I believe the “gearhead sector” I referred to earlier, whether this manifests itself in irrational obsessions with technology, machines, or even Lord of the Rings trivia, is an embryonic form of Asperger’s. It even could be that the “moral courage” of the engineering mindset that I referenced in my last post is really just a partial emotional numbness, an ability to resist peer pressure and the herding impulse because of an embryonic autistic mindset. However, whatever the cause, courage is as courage does- Robert E. Lee was himself an engineer by training.
So the reason smart people work for less-smart people is because the smart people have a mild mental condition that prevents proper focus. This condition must be managed, and it can only be managed if it is acknowledged to exist and prevented from biasing how everyday tasks are prioritized.
Personally, I’ve learned to manage my situation by compartmentalizing this part of my personality- in two ways. First, I allow myself to study technology as a hobby- I subscribe to PC Magazine, read technology news, etc, but only as a hobby for pleasure. Second, I find ways to make the “human element” abstract and object-like- for example, whether a sales process or politics, when human interaction is thought of at a high enough level, it reduces to just another engineering problem. And that’s the real secret to blowing past the salesmen types in business endeavors- whereas they are guided by their instincts, their natural charisma to get things done with people, if you can apply your “gearhead sector” thinking process to solving scalable interactions with people, you hit jackpot. Instead of making a sale, you have a sales system. Instead of buying ads, you have a marketing system, etc, etc.
One of the few people I respect in the business advice world once said that it’s really difficult for “engineering types” as he called them to understand what’s really important in a given business, but once they do, and they apply that analytical ability directly to optimizing the revenue-limiting function of the business, the sky’s the limit for their success.
But what is important to think about in business? Where should your analytical skills be put to use, if definitely not in obsessing over laptop specifications, then where?
You’ll have to wait for the next in this series for my answer.
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