“Constant, gentle pressure” was Danny’s version of the Japanese phrase kaizen, the idea that everyone in the organization should always be improving, getting a little better all the time. “Athletic hospitality” meant always looking for a win, whether you were playing offense (making an already great experience even better) or defense (apologizing for and fixing an error). “Be the swan” reminded us that all the guest should see was a gracefully curved neck and meticulous white feathers sailing across the pond’s surface—not the webbed feet, churning furiously below, driving the glide.
Where do the highest-paid people in the company work? In the restaurants themselves, or in the corporate offices? That says a lot about how the company is run. In restaurant-smart companies, members of the team have more autonomy and creative latitude. Because they tend to feel a greater sense of ownership, they give more of themselves to the job. They can often offer better hospitality because they’re nimble; there aren’t a lot of rules and systems getting in the way of human connection. But those restaurants tend not to have a lot of corporate support or oversight—the systems that make great businesses. Corporate-smart companies, on the other hand, have all the back-end systems and controls in areas like accounting, purchasing, and human resources that are needed to make them great businesses, and they’re often more profitable as a result. But systems are, by definition, controls—and the more control you take away from the people on the ground, the less creative they can be, and guests can feel that. Restaurant-smart companies can be great businesses, and corporate-smart companies can deliver great hospitality. But their priorities are different, in ways that fundamentally affect the guests’ experience.
have since come to realize that a “cult” is what people who work for companies that haven’t invested enough in their cultures tend to call the companies that have.
This is what I would later call the Rule of 95/5: Manage 95 percent of your business down to the penny; spend the last 5 percent “foolishly.” It sounds irresponsible; in fact, it’s anything but. Because that last 5 percent has an outsize impact on the guest experience, it’s some of the smartest money you’ll ever spend.
Laura is relentlessly can-do, a brilliant problem-solver, and a tireless advocate for the people who work for her, which is why I’m never happier than when she’s next to me, whispering in my ear. It’s Laura who tells me when a staff member needs a little TLC, when I’m being too intense, and when my attention is on the wrong thing. She’s the one who taps my shoulder and says, “Hey, this needs a little finessing,” or “You gotta chill out a little bit.” (If it isn’t already clear, I think every leader should have a Laura—someone who feels comfortable telling you when you aren’t acting as the best version of yourself.)
