When the first pitch this week 
begins the World Series between the San Francisco Giants and Kansas City Royals, it won’t matter to me which team wins. I’ll be looking for how it happens.
In baseball, just like in business, big wins turn on single moments. Fans remember the ball that went under Bill Buckner’s legs in 1986 when the Red Sox lost to the Mets. Last year, the Red Sox beat the St. Louis Cardinals because of the amazing play of David “Big Papi” Ortiz, who got on base 19 times in his 25 attempts. In the moments that he and his bat stepped into the spotlight, the momentum—the movement sparked by that moment—sped up for the Red Sox.
Big Papi is a great example of the kind of appetite that winners have for pressure situations. Just as he had when his team won in 2004 and 2007, he relished these chances to lead and shine. That set him apart from the players who understandably may be jittery or even questioning themselves, and positioned himself to step up as the game changer. The guy who gets the team moving.
“It’s hard to see him in those moments and not think that there’s something different about him,” Red Sox general manager Ben Cherington told ESPN.com after his team won last year. “We’ve seen him locked in before, but to do it on this stage and do it in so many big moments, I can’t add anything more to the legend that’s already there.”
Setting yourself apart is about delivering in these moments. Preparation starts by understanding that we can’t predict when these moments will happen. That’s why we need motivational messages—another element that Big Papi grasped. His team was behind after three games and didn’t look great in the fourth, so he pulled them together in the dugout.
“Ortiz said he merely told the guys to relax, stay loose and appreciate the moment,” ESPN.com reported. “His teammates told a different story after Boston rallied to win.
“‘It was like 24 kindergartners looking up at their teacher. He got everyone’s attention and we looked him right in the eyes,’ said Jonny Gomes, who answered with a winning home run. ‘That message was pretty powerful.’”
Breaking Down Big Papi’s Motivational Messages
Big Papi demonstrates the following about how critical moments shape our larger outcome.
- Big baseball moments don’t always play out on the field, in the open. Sometimes they are more private and quiet, behind the scenes.
- If you don’t have diverse communication tools and platforms, start developing them. Big Papi knew how to deliver with his bat, his reputation and his words.
- Momentum comes from repetition over time. Big Papi’s stamina stretched from World Series victories in 2004 to 2007 to 2013. So did his patience. He understood that we’ve all got one shot at this moment, then it’s history.
The takeaway (aka my motivational messages)
Success isn’t a lottery. It comes from awareness that opportunity unfolds one moment at a time. Momentum is created by the tipping point of critical moments. What’s your World Series? I challenge you during this month and season to dig and give as much as you can. Pay attention and refuse to discount the small chances to reach out and make a difference. Let me know how investing in moments changes your momentum for the good.
Molly Fletcher helps inspire and equip game changers with the negotiation tactics for leading well and with purpose. Her recent book, “A Winner’s Guide to Negotiating: How Conversation Gets Deals Done” (McGraw-Hill, 2014), draws on her decades as a sports agent and negotiator on behalf of pro athletes, coaches and broadcasters. Contact Molly here.
