Michael Dell Focused on WHO not HOW
Michael Dell, founder of Dell Technologies, did an impromptu drop-in at someone’s house that he admired and looked up to: “Would you like to be president of my company PC’s Limited?”
Lee Walker, an accomplished executive, responded: “You’re an extraordinarily impressive young man, but I can’t help you. I’m sorry.”
Michael Dell shares his journey in his autobiography, Play Nice But Win.
Michael Dell was competing against Compaq (a prominent tech company at the time) who had just secured $100MM in capital. Dell was running his little startup at the age of 23 all the while figuring out how to stretch a little bit of capital against the big venture backed tech company.
Dell could have chosen the path of figuring out HOW to compete with Compaq alone. Instead, he decided to focus on the WHO. Dell revealed in his autobiography: “I needed someone with the kind of experience running a company that I didn’t have.”
Dell was HUMBLE enough to lean on building a team.
Dell went looking for someone...“Several people had mentioned the name Walker to me. The consensus seemed to be that he was a special and unusual guy, someone who’d done a lot and knew a lot.”
Dell continues: “I just needed help from someone who knew the kinds of things that I didn’t know. I needed to be able to delegate those things to that someone ... We could divide and conquer.”
A couple weeks passed after Dell was denied at Walker’s house, but something shifted.
Walker changed his mind.
“And to this day I don’t fully understand why Walker joined.”
I think I do. Dell was building a business that was compelling. He attracted Walker with his conviction to build something special. Walker’s gifts and experiences were primed to help build out the vision.
Walker was an integrator. Walker knew HOW to bring the vision to life. Dell reflects on when Walker started: “From the day he walked in the door we shifted into a brand-new gear.”
Walker immediately updated the line of credit with his presence and with a new banking relationship to properly get the rocket ship fueled. He laid the groundwork for a new build-to-order business model strategy.
Dell continues: “It seemed everybody wanted to work for us.” When Dell brought on an “A” player it led to a fly wheel effect, and more A players joined the team.
Strength leads to strength. Momentum is a superpower.
Walker was mentoring Dell along the way to be a more visible and confident executive so he could inspire and lead rather than always figure out the answers. (i.e. how)
Walker helped lay the groundwork of what would become Dell Technologies.
WHO not HOW.
I’m gaining a deeper belief with every passing day that having the right WHOs is essential.
I’m learning on my journey that finding the right WHOs will outperform the right ideas.
I’m grateful for the team we’re building at Century!
Onward,
Matt