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By:

Divyaa Advaani 

2 November 2024 at 8:58:38 am

Your First Impression Is Delegated

A prospective partner called your office last week. You do not know his name. You were not told he called. The phone rang four times before it was answered, he was asked to repeat himself, and he was promised a callback that arrived two days later as a message with no greeting. He formed an opinion of you in under three minutes. You were not in the room, and you will never know that opinion existed. Most founders believe their personal brand begins when they walk into a meeting. It does not....

Your First Impression Is Delegated

A prospective partner called your office last week. You do not know his name. You were not told he called. The phone rang four times before it was answered, he was asked to repeat himself, and he was promised a callback that arrived two days later as a message with no greeting. He formed an opinion of you in under three minutes. You were not in the room, and you will never know that opinion existed. Most founders believe their personal brand begins when they walk into a meeting. It does not. It begins at the first point of contact, and in any business of real size, that point is almost never the founder. It is the assistant who manages your calendar. The sales executive who sends the first proposal. The person who handles your WhatsApp, the receptionist, the coordinator who confirms the meeting. These people speak for you every day, in your name, using your reputation, and most of them have never been told what that reputation is supposed to feel like. Many are loyal, hardworking and capable. That is not the issue. The issue is that nobody ever showed them what a first impression of this founder should feel like. Here is what a prospective client experiences. They do not separate you from your team. They cannot. To them, the speed of a reply is how seriously you take them. The tone of the first email is the tone of your leadership. A proposal with a spelling error, a late response, a careless "will check and let you know" becomes evidence about the person at the top. If this is how the organisation presents itself while trying to win my business, they reason, this is how it will treat me once I have signed. And they never tell you. They simply go quiet. The deal that stalls after a promising first call. The partner who becomes "busy". The client who chooses a competitor and offers a reason that has nothing to do with the real one. Across a year, that is every enquiry that stalled, every proposal left unanswered, every introduction that never became a meeting. This is a personal brand problem, not a staffing one. A founder can spend years refining how they present in a room and still lose the room before they enter it, because the impression was formed by someone else, in a conversation the founder was never part of and never heard about. The founders who avoid this are not the ones with the most polished staff. They are the ones who have made their brand legible to the people around them. Their team knows how the founder speaks, what the business stands for, what warmth looks like in a reply, how a delay should be explained and how a client should feel in the first thirty seconds. The team is not following a script. They are carrying a standard, because someone took the time to define it. When did you last experience your own business the way a stranger does? Not a test call arranged with your team's knowledge. A real one. Send a first enquiry from a number nobody recognises. Notice how long it takes to be answered, what the tone is, and whether you would want to do business with whoever replied. Then ask yourself honestly whether that person sounds like you, and whether you would be proud to be represented that way. If the answer is uncomfortable, it is worth acting on now. Every week of that experience is a week someone forms a verdict about you without your knowledge. Your personal brand is not only what you say. It is everything said on your behalf. If you have a suspicion about how your business is being experienced before you ever walk in, that suspicion deserves a direct, focused brand consultation, not a casual chat. Book yours here: https://www.calendly.com/divyaaadvaani/founder-brand-audit — Divyaa Advaani, Personal Branding Strategist (The author is a personal branding expert. She has clients from 14+ countries. Views personal.)

A Scientist’s Hierarchy of Needs

Sep 3
4 min read

We often ask whether a scientist has enough funding, equipment, students and laboratory space. We rarely ask whether the scientist has enough security, belonging, recognition, freedom and purpose. Yet the second set of needs may ultimately determine what the first set produces.


After all, a scientist is also a human being. Behind every publication, patent and discovery is a person who needs health, rest, relationships, security, appreciation and meaning. Scientific passion does not repeal human biology.


This makes Abraham Maslow’s famous hierarchy of human needs an interesting lens through which to look at a career in science. Maslow proposed that human motivation could be understood through a hierarchy, beginning with physiological needs, followed by safety, love and belonging, esteem, and finally self-actualization, the desire to realize one’s fullest potential. The hierarchy is often represented as a pyramid, although human beings do not neatly complete one level before proceeding to the next.


Desired Progression

There is, however, an important distinction when we apply this idea to science. Maslow’s hierarchy describes how human motivation may change as needs are reasonably satisfied. A scientist’s hierarchy can additionally be viewed as aspirational, representing a desired progression in what increasingly motivates a scientific career. The needs remain human throughout. What can ideally change is which of them dominates our choices.


At the beginning of a career, science may be driven as much by survival as by curiosity. A young researcher needs a fellowship or salary, laboratory facilities and access to essential resources. A postdoctoral researcher may worry about the next contract, while a young faculty member may worry about the first grant. These are the scientific equivalents of Maslow’s foundational needs.


The next level is security. In science, this includes a reasonably stable position and confidence that one can pursue an important question long enough to obtain a meaningful answer. But security also has an intellectual dimension. A scientist constantly worried about pleasing a superior, funding agency or influential colleague may be professionally secure but intellectually insecure.


Scientists need the freedom to be wrong, provided they are honestly wrong. A healthy scientific environment gives researchers enough security to learn from failure rather than conceal it.


Then comes belonging. The image of the scientist as a solitary genius is misleading. Scientists need colleagues with whom they can exchange ideas, students whom they can mentor, collaborators who complement their abilities and institutions that make them feel part of an intellectual community.


A laboratory can contain excellent equipment and still be a poor place for science if it lacks trust. Conversely, a modest laboratory can become intellectually vibrant when people freely discuss unfinished ideas and disagree without hostility. A scientist needs not merely a workplace, but an intellectual home.


The next level, esteem, is perhaps the most visible need in modern scientific careers. Publications, citations, promotions, grants, invited lectures and awards all provide recognition. There is nothing improper about wanting them.


But esteem has two faces. External esteem comes through titles, awards, citations and reputation. Internal esteem comes from knowing that one has asked an important question, done careful work, remained intellectually honest and contributed something worthwhile. Ideally, the two reinforce each other. They do not always do so.


This creates an interesting trap. A scientist can become stuck at the recognition level of the pyramid. Instead of asking, “Is this problem worth solving?” we may begin asking, “Will this produce a paper?” Instead of “What have we discovered?” the question becomes, “Where can we publish it?”


Perhaps the greatest danger is not failing to climb the pyramid but becoming too comfortable at the level of recognition. Recognition is valuable as a milestone, but inadequate as a destination.


Beyond Success

Maslow’s hierarchy becomes most interesting at self-actualization, becoming what one is capable of becoming. In a scientific career, this can represent movement towards a stage where research is driven less by promotion or recognition, and increasingly by purpose and the importance of the problem itself.


Self-actualisation asks a deceptively simple question: What is the finest scientist I can become?


This is an aspiration, not an assured career trajectory. It has little to do with age or seniority. A young researcher may already be driven by purpose, while an eminent scientist may remain preoccupied with recognition. The hierarchy is therefore better viewed as a mirror than a staircase. It asks not simply how far scientists have advanced professionally, but what now motivates them.


Maslow later considered an idea beyond self-actualization: self-transcendence or serving something larger than oneself. For scientists, this may mean realizing that their most important contribution need not be another paper carrying their name. It could be mentoring a young researcher, building an institution, creating a scientific culture, solving a neglected societal problem or enabling others to accomplish something greater.


If self-actualization asks, “What is the finest scientist I can become?”, self-transcendence asks, “What can I enable beyond myself?” The journey has moved from survival and success towards significance and contribution.


Moving upward does not mean that salary, security, belonging or recognition cease to matter, nor that lower needs are inferior. What changes is their influence over the choices we make.


This hierarchy also offers a lesson for scientific institutions. Laboratories, grants and sophisticated equipment are essential. So are recognition and career advancement. But an institution that satisfies only the lower levels of a scientist’s needs may produce competent employees. One that provides trust, intellectual freedom, tolerance of honest failure, mentorship and purpose is more likely to produce original scientists.


Perhaps the most important transformation occurs within the scientist. Early in our careers, we naturally ask, “What will science give me?” As we mature, the question may become, “What can I achieve through science?” And perhaps the highest question is, “What can I give through science?”


At the bottom of the pyramid, science sustains the scientist. At the top, the scientist sustains science. Beyond the pyramid lies an even larger purpose: using knowledge not merely to build a successful career but to leave society, the country and the world a little richer in understanding than we found them.


(The writer is an ANRF Prime Minister Professor at COEP Technological University, Pune, and former Director of the Agharkar Research Institute, Pune. Views personal.)

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