It has been a somewhat interesting week. Many items have caught my attention and seemed as though they would be good topics to write about. I may save a few of these ideas for later articles. Some of them are probably better left out or forgotten. I don’t mind wandering off into some potentially arcane or hard to relate to business topics occasionally, but I don’t want to generate just another rant about this topic or that one and then try to relate it to business.

What I thought that was interesting today was the idea of instinct. I think we all have a basic idea of what instinct is, but since I am eventually going to relate it to business I think I may want to start out at a reasonable baseline. May favorite way of doing that is to go out to Merriam-Webster and retrieve the following “simple” definition of instinct:

“Something you know without learning it or thinking about it”.

Okay, a couple things here. First, when did Merriam-Webster start providing a “simple definition”? Really? Have we actually come to the point where we are abridging our definitions into the simplest of vernacular? I couldn’t make this up. There is now a “simple” and a “full” definition. I fear for where our society is going at this point, but I promised not to propeller off into some sort of a rant.

Second, I think I’ll go with the “full” definition, because I guess I am just that kind of person:

“A natural or inherent aptitude, impulse, or capacity”

Either way, I think you get my point. We have all met people in business that just seem to know what to do and when to do it. They make good business decisions. They can extrapolate limited data and input it into very good solutions. They make smart choices. They are said to have good instincts. But do they really?

We usually hear of “good instincts” as it applies to athletes. It seems to be some sort of method for describing why an athlete who is not biggest, fastest or most imposing physical specimen is so good at what they do.

I have mentioned in the past that I have become something of a hockey fan. Even I find this rather interesting since I grew up in the desert southwest and currently live in Texas, which as we all know is not considered a hotbed of hockey fandom. Go figure.

With that in mind, the best example of this good instincts phenomenon that I can think of is the hockey player Wayne Gretzky. The leading scorer in the history of the National Hockey League. The man who’s nick-named “The Great One”. The measuring stick for all other great hockey players.

He was not particularly big as hockey players go. He was not the fastest skater, nor did he have the hardest shot. He just scored, a lot. When he was asked how he did it, he said he didn’t go to where the puck was, but where he thought the puck would be. Based on his success it looks like he had great instincts.

Or did he? I’ll get back to this a little later as well.

Let’s fast forward to the opening day of the National Football league and the first game of the season for the Dallas Cowboys. I am not a particular Dallas Cowboys fan. That person in our house would be my wife. I am however wise enough to sit on the couch quietly while she cheers her team on. I guess it is our version of “together” time.

The game in question was a see-saw affair and was reasonably exciting. It was coming down to the last few seconds when a field goal could steal a victory for Dallas. With no time outs and just a handful of seconds left on the clock a pass was thrown to the Dallas receiver on the sidelines. All he needed to do was step out of bounds and stop the clock.

But this is where his instincts kicked in.

Instead of stepping out of bounds and stopping the clock, which in this instance was the most limited resource in the situation, the receiver turned and tried to run up field and gain a few more yards. I don’t blame him (my wife does however) because every receiver’s instinct is to maximize the gain on each individual play. Needless to say he was tackled in bounds, time ran out and Dallas lost.

It is apparent that in this instance his instincts were wrong.

Time was in fact the most importance aspect of the situation. He needed to understand that and adjust his behavior appropriately. He needed to think about where he was and the situation he, and the team were in and act accordingly.

This is easy enough to say when you are sitting on a couch next to someone who is cheering wildly, and not down on the field actually competing.

Now let’s go back to Wayne Gretzky. He gave us the definition of his “instinct”. He thought about where the puck was going to be and went there to meet it. Was the puck there every time he went to where he thought it would be? No. But he was right enough to become the leading scorer in the history of professional hockey.

The point here is that as he said, he “thought” about it. It was not instinct as we currently like and want to define it. He was able to process the game situation, formulate a plan and implement it in such a way as to be in the right place at the right time in order to score. He did not just skate around waiting for people to pass him the puck. He was always aware of the situation and adjusted accordingly.

It seems to me that Gretzky’s “instinct” was more related to the way he saw and thought about the game as he played it. He was able to process the various locations and movements on the ice and anticipate where he thought the puck would be. Then he would go there. Since hockey is a game of split second decisions as I said he wasn’t right all the time, but he was right more often than anyone else.

Now let’s talk about business. Businesses love predictability. When things are predictable, just about anyone can anticipate what is going to happen.

In hockey this would be the equivalent of everyone knowing where the puck was going with the result that all of the players would be clustered around Gretzky waiting for the puck.

But in business, like hockey, not everything is predictable. Most everyone thinks in different ways and reacts differently to different inputs. For every Wayne Gretzky or Steve Jobs, there are a number of different elite players or leaders in the game. After all, someone else had to pass Gretzky the puck in order for him to score.

I think “instinct” whether in sports or in business is not some unseen or unconscious force associated with performance, but rather the ability to process and make connections between multiple inputs and variables that result in good decisions. It is the ability to think, sometimes faster than your competition, and most times more accurately than your competition.

Knowing where to go to meet the puck, or when to get out of bounds instead of turning and running up field, or when to invest in a new product or technology comes from understanding the multiple inputs associated with each situation, thinking through the alternatives, selecting and acting upon the best one.

As I said, Gretzky did it a lot. Jobs seemed to do it more often than not. We all remember the iPod, Mac and iPad. Does anyone remember NeXT computer or the Apple Lisa? Just asking. I am sure the Dallas receiver has made many more good game play decisions than bad ones. It’s just that his last bad one had such an immediate and visible result.

Not everyone makes the right decision every time. Instincts or not, business is very much like every other game out there: How quickly can you get to the right decision. How people think and process information obviously has a great deal to do with the decisions that they make. Different situations call for different types of thinking and decisions.

I think it is our natural instinct to migrate towards people who think and act like we do. This is a normal sort of reinforcement behavior. We tend to like people who agree with us as it reinforces the decisions we make. We need to think a little more about that. I think we need to actively encourage contrary behavior and thought processes. I don’t think we should view this behavior as open defiance or insubordination, but more as a check sum verification.

In looking at a replay of the Dallas receiver’s last play of the game, one of his team mates can be clearly seen trying to get him to run out of bounds instead of up field. It seems he didn’t see him or if he did, he didn’t pay attention to him. Either way it was obvious someone else had thought about the game situation and come up with a different decision for that situation.

As I have said, not everyone makes the right decision every time. And sometimes our instincts are wrong. It’s always good to listen to and think about other possible solutions before relying on instinct and turning and running up field.