How important is mindset, mentality, head space - whatever you want to call it - in rugby? Almost everything, according to former All Blacks coach Wayne Smith.
Certainly, it was a key factor in the Crusaders winning their first title in 1998 after finishing dead last in 1996.
One of the first things new coach Smith did when taking over the reins at the Crusaders in their first successful season was to sign a group of Aucklanders. Smith said it was all about changing his players' "inferiority complex" when it came to the blue and whites.
"It became really apparent talking to them that there was an inferiority complex there," Smith told me last year. "Even from guys who would become really good players, they had this feeling that they shouldn't be on the same field as the Auckland boys.
"It gave me an idea that we needed to get some of the Auckland boys from that NPC team ... I thought if we got some guys who had never lost in our environment and our guys saw they were at least as good as them and probably better in terms of their commitment and their desire then it might flip that whole attitude around."