all.the.work.things

[corporeal blogs about corporate cogs]

Change One Thing. Hire the Best People.

by Leave a Comment

HOORAY

You’ve done the research. Background checks. Interviews. Exams.

You’ve talked to friends. Colleagues. Advisers. Your parents.  Your pets.

But there are still nagging doubts.  How do you know you’ve found the right person?  I mean…how do you KNOW?

You don’t know. And that’s ok, because you can’t know.

…Or can you?

++++++++++++

Why do people fail at jobs?  Why do people fail at all?

There are lots of reasons. But there is one reason that is pervasive. This reason is pervasive because it’s unavoidable…it’s as unavoidable as the passage of time.

Before we depend on someone to do something for us, we need them to convince us they’re “qualified.” Convincing others – or ourselves – we’re “qualified” is what causes us to fail.

That’s because convincing someone you can do something is completely different than actually doing the thing itself (share this). 

Consider: People run campaigns before they get elected to office to become politicians.

What makes a great campaigner?

The great campaigner revels in the spotlight.  The great campaigner is an expert at reducing complexity with soundbites…digestible, repeatable catch phrases.  A great campaigner builds a tribe….like-minded individuals who feed on one another.

The great campaigner is a master of manipulating emotion. It is on a groundswell of emotion that their political wave is built.

And so – the great campaigner gets elected.  Does being a great campaigner qualify them to be a great politician?

Nope. Being a great campaigner does not qualify you to be an effective politician.  In fact…the best campaigners are the LEAST qualified to hold office.

What makes someone an effective politician? Here’s what I found:

Careful listening.  Consensus building.  Leadership of peers through influence.  Understanding of the governmental bureaucracy.  Clear judgement in the face of complexity.  Finding compromise, and bridging different – often equally valid – opinions on a subject.

Are there any other examples where being “qualified” doesn’t predict success?

++++++++++++

Qualifications are a proxy for time machines.  If a person has achieved some qualification, we conclude they can do a certain job.  And that can be true.  But these things are also true:

  • A person without a qualification can often do jobs as well as – or better than – people with them.  What’s the most common qualification for any corporate job?  A college degree.  Here’s 100 multi-millionaires without college degrees, including Richard Branson, Zuck, Bill Gates, etc.
  • In fact, Google doesn’t really care about college degrees or other traditional qualifications.
  • Qualified people often can’t do a job.  That could be for any number of reasons.  A big one is simply that time passes.  My master’s thesis was called “Design and Implementation of a Signal Interface System for Optimal Control of 3-Phase Motors.”  If you didn’t understand that…don’t worry.  I don’t either, and I wrote it.  (Don’t hire me to optimize your three phase motors.)

So…if qualifications can’t predict success, then what can?  How can you hire the best person?  How can you set them – and yourself, as their manager depending on them to deliver something – up for success?

To hire the best, change your focus from the past to the future (share this).

Don’t focus on qualifications.  Qualifications document the past.  Your focus is on the future – the job that needs doing.

How do you think of your own ability?  It’s not simply “the things you’ve done.”

Your ability = applying the things you’ve done to the things you’re about to do (share this).  That’s what you need to evaluate in your candidate.

I try to keep these three things in mind:

  • The Hard Skills.  Evaluate  the actual job that needs doing.  Are you hiring an analyst?  Ask them to analyze something…if possible, an actual problem you’re trying to fix.  Are you hiring a sales person? Put them in front of a customer.  Get creative and ask for help.
  • The Soft Skills. Who’s doing the job and killing it right now?  Think broadly across your whole network, not just in your company…or your industry.  Talk to that person.  Buy them dinner.  If they drink, buy them at least 3 of whatever they like.  Understand why they’re so successful.  How do they build consensus?  How do they lead through influence? How do they make decisions?
  • The Motivation. What motivates the person? What will have them boot up their machine on a Friday night because that’s the thing they most want to do?  Are they a problem / puzzle solver? Do they love thrilling users and having people depend on them for critical functions?  Is it the pursuit of money? Fame and notoriety?  Find this out – and find out if your job can provide it.

The outcome of this analysis should be: a person with the skills you need, who is like the best in the industry, that is motivated to deliver.

Did the last person you hired check those three boxes?  Did you check them before you accepted your current job? Would things be different if you did?

What do you do to make sure you’re hiring the best?

 

This is the Fastest — and Only — Way to Make Change Happen at Your Company.

by 1 Comment

unnamed

What is the only reason why some ideas work, and others don’t?

I think the answer is simple: Belief.

Not agreement, or consensus, or endorsement.

Belief.

Yes, there are other factors (what are they? Can you come up with ten?), but I think this single factor — belief — eclipses all others.

Belief is what happens when someone else weaves some part of you into their own fabric. They change themselves in some way as a result of you.

Belief doesn’t drive someone to complete a task. It drives someone to reframe how they complete every task, every day.

Do you believe in your company?

Does your team believe in you?

======================

What is belief? Is it important?  Why?

Let’s think about belief and make some observations.

Observation 1] Getting people to *believe* in things is hard. 

Think about some common beliefs.  If someone believes in a religion, or a management philosophy, or that college is important, or that dogs are better than cats…it is possible to get them to change their belief, but it’s hard.

That’s probably good, because I think beliefs are very durable and valuable things.

Why are beliefs important and valuable?  Because they give you a framework for how you interact with the world.  They help you process information and make decisions.  If you changed them all the time, you’d be confused all the time.  You’d lack focus, waste time, analyze endlessly, and not progress.

If you believe college is important: you’ll study hard and do things that will look good on a college application.

If you don’t think college is important: you’ll do things over that same period of time with no regard to a college education…instead, you’ll do things in service of whatever else you believe (a trade, or learning to code without college, etc).

Both beliefs can provide excellent paths forward.  If you flip-flopped between “college” and “no college” every 6 months, you’d have no focus.  You wouldn’t accumulate meaningful experience or qualifications.  You’d have no path forward.

So, that’s one definition of belief: A system of values that clarify your path forward.  Which leads me to…

Observation 2]  Beliefs provide a justification for making a choice.  It’s WHY you do something.

Belief = passion.  Passion is what drives action.  This is true in your personal life.  It’s why people run marathons.  It’s why people go to comic-con.  It’s why some people would rather be homeless than give up their dream of being a musician, or actor, or professional rock climber.

Why would it be any different in a business?

The answer is that it’s not.  

So if you want someone to change what they’re doing, they msut become passionate about the new thing.  They must understand why.

Observation 3] Just as people have beliefs, so do companies.

A company’s beliefs are also known as “mission statements” or “visions” or “strategy” or “guiding principles” or “leadership principles” or “management framework” (I have literally heard it called all these things, I’m sure there’s 100 more names, but they’re all the same thing).

Google’s most famous core belief is “don’t be evil.”  Amazon has codified their beliefs in its “leadership principles.”

Of course, a company has beliefs whether it states them or not.  Every decision a company makes is an indication of its beliefs.  If a company always promotes from within, it believes in developing leadership internally.  If the company states that it’s customer-centric but always makes decisions based on stock price or shareholders, it’s clear what the true belief is.

If a company’s leadership changed what they believe in (also known as mission and strategy) all the time, customers and employees would be confused and the business would suffer. In fact, it might die.

So there it is:

  1. Getting people to believe things is hard.
  2. Beliefs provide the justification for choices.
  3. Just as people have beliefs, so do companies.

Therefore: If you want to change how your company behaves, you have two options.  (1) Link your change directly to what the company believes, or (2) change what your company believes.

If you want to change WHAT people are doing (or HOW they’re doing it), you have to change WHY they’re doing it.

That’s all.  No big deal.

So how the **** do you do that?

=====================

Forget about what change you want to make, or how you’re going to get it done.  No one cares. Yet.

How do you make them care?  I use a tool I call a “Value Prop Chain.”  It has two links.  (It is a short chain)

Here it is:

Step 1) You tell them why you want to change.  Not what.  Not how.  Why.  This is link #1.

Step 2) You tell them specifically why the change will make their lives better, or easier, or remove pain, or help them make more money.  In other words: to get someone to believe in something, you translate why YOU want the change into why THEY want the change.  Either they will get something awesome, or avoid something painful, or — and this is when you really start to cook with gas — BOTH of those. This is link #2.

It really is that simple.  

Not convinced?  Let’s go through two quick examples.  (Can you come up with 5 more?)

EXAMPLE 1] You want to roll out a new data collection and reporting system for projects throughout the whole company.  (this one is very recent for me)

  • For Management: They get something awesome. You will have data where before there was none >>> which will give you confidence you’re making the best decisions >>> which means you will invest in the best projects >>> which make more money for the company AND will remove pain because you will be informed whenever corporate (or anyone) “quizzes” you on project status.
  • For Project Teams: They avoid something painful.  You will have a single place to report data >>> which will remove pain of having to report the same data in multiple places to multiple people in multiple formats at multiple time points.

EXAMPLE 2] You want to deploy an application that’s currently installed on-premise, and transition it to the cloud.

  • For Management: They will get something awesome.  You will have more capability and a lower cost >>> which will allow us to make more money by spending less money on infrastructure and more time on using applications, instead of managing them.
  • For End Users: They avoid something painful.  You will get functionality updates faster and automatically as part of a service >>> which will remove the pain of having to engage IT for updates

Note: once you’ve got people caring about WHY, you had better be able to prove to them you can deliver it.  That’s when you can focus on HOW and WHAT (also known as your change plan).

==========================

So that’s the fastest way to create change.  Do not focus on what or how.  One minute spent strengthening your “why” is worth a thousand minutes spend answering anything else (at least at the outset).

Still not convinced?

This idea of focusing on WHY before HOW and WHAT is very powerful…and it’s also not my idea.  The most successful social leaders and companies in the history of the world have used this idea.

In fact: if you’re really good at answering “why,” you can forget the thing I said a few sentences ago.  When people become passionate about WHY, you can forget about WHAT and HOW.  Your team will figure it out for you.

Whole Foods was able to define an entire category of food retailing because they focused on why: “helping support the health, well-being, and healing of both people.”

Starbucks redefined coffee, but their mission statement barely mentions coffee.  “We are performance-driven, through the lens of humanity.”

The most powerful and successful social movements in history — the good ones and the bad ones — habitat for humanity, terrorism, civil rights, the american revolution, women’s rights and child labor laws…they all relied on “why” at their core, and let their agents figure out the rest.

To create any meaningful change, you cannot personally do everything.  You have 40 (or maybe 60) work hours in the week.  You cannot scale beyond that.

But your idea can scale.  If people believe in why they’re doing something, they will find a way to get it done.

If you want to create change, you have to be the one than can provide the answer to the most important question anyone will ever ask you: Why?

…what’s your answer?

Here’s How Relying on Your Data Can Kill You.

by Leave a Comment

maxresdefault

There was a giant explosion, and people died.

The control room was blanketed in deafening silence, followed immediately by a deafening roar of voices. Alarms. Radios. Static. Percussive, Repetitive, Relentless. There were equal parts confusion and disbelief.

It seemed impossible.

It was impossible.

But it happened anyway.

This is not the opening to Andy Weir’s new novel. This is January 28, 1986. The day the American space shuttle Challenger exploded 73 seconds after takeoff and sent 7 astronauts — 1 of them a schoolteacher — to their deaths.

Could it have been avoided? Yes, without question.

The people involved made a mistake. It’s the same mistake made every day by thousands of professionals. Maybe millions.

Is your boss making this mistake? Your clients? Your Employees?

Are you?

=======================

We rely on data. Now, more than ever, we do, or at least, we claim to. We love it. Our culture reveres it.

We expect the data to make the decision for us. Automated manufacturing. Self driving cars. Self-optimizing code, running on self-monitoring hardware.

We want data to set us free. We want data to free us from the burden of making a decision.

But data is meaningless without understanding. (Tweet This.)

And understanding is the most basic element of making the best decision (or at least, a good one).

What creates understanding? It’s the context around the data. It’s transporting the data from the abstract world of numbers and measures to the equally abstract world of feelings and emotions, passion, fear, and hope.

It’s the story. The story is what creates understanding.

Your data won’t tell the story. Only you can. And not telling the story is the best way to fail. (Tweet This.)

The NASA engineering team did not tell a story. They buried themselves in data, spreadsheets, numbers.

You can make the numbers say anything you want them to. That’s because when you see numbers, you mind doesn’t process them the way a computer does. No…it puts a story around them.

When you see numbers, they become a justification for the story…not the other way around.

There is always a story. If no one is telling the story…we make one up that fits our personal bias or desired outcome.

Think about the last report you made. The last presentation you did.

What was the story? Were you the one telling it?

====================

(Thanks to this american life for this next section..)

OK, let’s move away from life and death, and into the world of business.

One word can make a story. And that word can make millions or billions of dollars.

There’s a new thing in fast food now. It’s called “Frankenfood” or “Mash Ups.” The idea is that in a world that is becoming increasingly obsessed with local, organic, healthy food…fast food companies are uniquely positioned to do the exact opposite.

They optimize for one thing: TASTE. (hooray!)

Example 1: Taco Bell’s Doritos Locos taco, which has a Dorito for a shell. I hope whoever had that idea got a raise. Taco Bell has sold more than 450 million of them. (Full Disclosure: they sold 2 of them to me.)

Example 2: KFC’s Double Down, which uses fried chicken breasts instead of bread and became an internet meme.

nutrition.

There’s a third example. At Hardee’s / Carl’s Jr., the “R&D” team came up with an amazing tasting product: BBQ pulled pork on a burger.

But taste was not enough to sell it. It wasn’t enough to tell people it tasted good. “Tastes good” is all the data you would think someone would need to buy the sandwich, right?

This “data” wasn’t enough. It wasn’t testing well. Why?

They were calling it the “BBQ burger” or the “Pulled Pork Burger” or the “Southern Burger.

There was NO STORY.

Then one guy decided to put “Memphis” in front of BBQ.

All of a sudden, it was selling great. Memphis meant southern soul. It meant credibility. It evoked feelings of authenticity. It was evocative, yet approachable.

In one word: it told the story. And that made people want it.

Think about the reports you make. Think about the dashboards you read. Think about the meetings you attend, and the ones you run.

Do people want the things you make? What story do they tell?

====================

How do you sell your ideas? How do you build support? Get traction?

It’s hard.

But it’s easy to drown someone in data. I work at a technical company. Data is everywhere.

We are collecting more data about everything we do. Are you wearing a fitbit right now? How much data is your phone sending back to Google or apple servers every day? Every minute?

Here’s the thing about data: absolutely no one cares. (Executives, especially, do not care)

To make people care, you need a story.

If you’re still on the fence, consider the opinions of people who are smarter than I am:

Still not convinced? Here is one final observation:

Writing was invented maybe 6000 years ago. Maybe it was 4000. Who cares, it was recently (relatively speaking).

How did we pass down knowledge before writing was invented?

Stories.

Oral accounts were the things kept you happy, kept you entertained.  They passed down knowledge and kept you ALIVE.

I will postulate: the evolution of our species selected for those people that could best tell and understand stories. If stories were how you learned how to survive…those that were better at understanding them, survived.

Embrace this fact.

Of course, collect your data. Curate it. Verify it, get as much as you can. Of course, do that.

But you can’t stop there.

See if the data has meaning to you. After you look at it for awhile…maybe it will tell you something, it will give you an insight, it will tell you a story.

Find the story. That’s what you should tell. The rest is just details.

~~~~~~~~~~~~~~~~~~~~

Here’s Why You Should NOT Work at a Small Company / Startup.

by 1 Comment

479204_348886231840060_337380400_o

I recently wrote about why you should work at a very small company.  Now I’m going to write about why you shouldn’t.

======================

Everyone wants to work at a startup or a very small company, Or everyone thinks or feels they should want to.

Why?

Working at a tiny company can be rewarding.  Life changing. It can allow you to impact the lives of millions.

Guess what?

1) Those things are not guaranteed.  In fact, its almost a guarantee that none of them will happen.

2) You can absolutely make those same things happen at a medium or big company, or any company.

So…if you’re embarrassed because:

  • You’re working at a small company but (secretly) want to leave it for a bigger one or
  • you think you want to work at a small company because that is what you think you’re supposed to want, or
  • you don’t want to work at a small company but you’re e!embarrassed to tell people that…

why? Why are you embarrassed?

You shouldn’t be. Here’s a story from my experience to prove it.

=======================

I got a new job at a big company. I would be doing at a global level what I had been doing previously at a local level. (This also known as a promotion)

The job was to manage the global portfolio of projects.

What does manage mean? I’m not sure, but here are some other words that mean the same thing, in this context: understand, measure, communicate, characterize, analyze.

Actually, that sums it up: my new job was to measure, characterize, understand, analyze, and communicate the global portfolio of projects.

My new job was to answer this question: we are investing many millions in projects. What are we doing? How are we doing?

I thought, surely at this big company, there are robust and established things to do this. I will inherit a system, processes, tools, etc…and administer them. Improve them. Refine them.

When I actually started the job, I discovered something. This thing I discovered has been discovered by countless people before me.

None of that stuff was in place. I was starting from the ground.

Why?

Because this complex, profitable, effective company I was fortunate to be a part of… It wasn’t built to do “portfolio management.” It was built to make things and ship them. (And it was pretty good at that)

So I had to build it. Actually, first I had to define “it” in the first place. What is “it”?

And I didn’t have a big staff, or a budget, or a manual to tell me how.

I just had to make it happen. And I had to do it fast.

Boy. Sure sounds like a startup, doesn’t it?

===================

My boss gave me the autonomy and freedom to develop my path forward and execute it. She trusted me to deliver. That’s why she hired me.

So I decided to approach my job like a startup. Or at least, like I was starting something up.

But there was one major difference between what I was doing and what I would be doing at a startup: I had the support and resources of an at-scale business. And that support gave me the ability to build and launch in ways that would have been otherwise impossible, or at least, much, much harder.

Here’s what we accomplished in about 9 months:

We built a network of like-minded colleagues. Suddenly…instantly…I had a team.  My team was not there because I was paying their salaries.  They were there because they wanted to help define the mission and vision for this new thing. And they committed to help realize it.

We developed and deployed standards. Sounds trivial. But capturing and reporting data on hundreds of projects across multiple locations, geographies, and sub-cultures is hard. A standard was the best (only?) way to understand what’s going on.

We developed out first quantifiable performance measures. These are also known as KPIs or metrics. This is so important.  Why?  Because it let us figure out where we, as a team of like minded individuals, needed to focus to improve our work.

Think about it this way: with our measurement framework, we were no longer carpenters fixing desks to make them sturdier, or more functional. We became carpenters that were learning to become better carpenters, so that every desk we make will be better, forever.

We built the first customized reporting package for the business. This is not some generic consultant’s reporting package based on “generic large businesses like you best practice magic quadrant tribal knowledge buzzword!”.

No.

We built the reporting package using lean startup techniques…shipping our reports, iterating, and shipping again. And once enough people saw them…

We built a platform where executives reviewed these reports, every month.

So to recap:

When we started: goose egg.

9 months later: data-driven custom reports based on a global data standard, reviewed monthly by executives, driven by a team of like-minded professionals, with a plan to constantly improve the process, data, reports, and ultimately impact the business and worldwide customer base.  We were solving problems.

Would you be excited for the next 9 months?

=======================

Big companies have massive liabilities. We all know about them. We complain about them to our friends, spouses, co workers. They’re documented and studied in business schools. There is an entire consulting industry built to (alledgely) fix them.

What about big companies’ assets? No one talks about those.

I will. Here are a few. (Are there more?)

  1. Instant access to a customer base. Startups are about building a customer base. Large companies have that already. So instead of building it, you can go straight to delivering to it. (Or build a second, or third one, I’d you want)
  2. Instant access to many types of customers. Internal. External. Vendors. Contractors. Consumers. Executives. Pick who you want and make what they need.
  3. Resources. This one is obvious.  Money, people, time. Build your business case and get what you need to do what the business needs.
  4. Opportunity. A big company needs lots of different functions to achieve its business strategy. Sales, marketing, research, manufacturing.  Dozens, maybe hundreds more. Work in all of them. Or work in one for a really long time and learn to dominate it. Just had kids? Take something low key. No kids yet? Travel 25 weeks a year.
  5. Opportunity part 2. So many problems! Every problem is an opportunity. Every fix ultimately impacts your global customer base. Pick the one you want to fix. Build your business case and go fix it. Then pick the next one. Then the next one. This is fun!
  6. Mentors. Big companies have awesome people in them. 10k people in your company? 100 of them are geniuses. That’s just statistics. Do you know who they are? Find them and work for them, work with them, work near them, around them.  Remember: you are the average of the 5 people you spend the most time with.
  7. Skills. Ideas take hold through leadership. Leadership happens through influence, not reporting structure. Large organizations are an ideal place to develop and use this ability to…again…deliver for a global customer base.

That’s 7. Can you think of any more?

======================

A final thought: what is a theme in the things I identified above?

Customer base.

When you choose the company to work for, what you’re really choosing is a customer base. (This is true even at a startup, but the difference is a startup has a potential customer base, whereas a big company has ACTUAL CUSTOMERS)

Are you curing a disease? Transforming a consumer experience? Delivering a new technology to the world?  Are you passionate about your customer base? 

After you choose your company, you need to choose what to do. Can you link what you’re doing to your company’s strategy? To the customer base?

One thing is true: it’s human nature to want instant gratification. (It is mine, for sure)

I don’t want to wait for the customers. I want to make it better for customers, and I want to do it now.

I can do that at a big company. You can too.

~~~~~~~~~~~~~~~~~~~~

You CAN Make Change Happen. Here are 3 Ways.

by 1 Comment

193H (1)

In a big company, making something new happen is hard.  Companies are goats.  They’re stubborn.  There’s a lot of reasons for that.

If you’re trying to make a new company (or division, or department, or LOB), it is even harder.  That’s because of all the same reasons, plus even more reasons.

I won’t talk about the reasons here.  There are many articles, posts, books, blogs, infographics, podcasts dedicated to the reasons.  My opinion is that reasons are interesting, but they don’t help you make progress.

Reasons = excuses.  

Here are some things you can try that eliminate the need for excuses.

===============================

I was (am always) struggling with getting some traction in a company for a new idea.  This is a frequent issue for me (I have lots of ideas and I think they’re all great).  The new idea is “strategic” (whatever that means).  It has clear business value (on paper).  Everyone wants to do it. Everyone agrees.

But no one is doing it.

Why?  I don’t know, but I came up with some ideas to get going.  Not all of these ideas are practical or applicable to every situation of course, but each has helped me at some point in my life and career.

My main hypothesis behind these ideas is that the easiest way to keep going forward is to start going forward.

Idea 1: Get customer feedback (endorsement) about your idea directly, and get it while you’re in the same room with decision makers.

Note that it doesn’t matter whether yours are internal customers, external customers, strategic partners, etc. — the process is the same.

This is different from the “standard way” of getting feedback which goes a little something like this:

  • Design some kind of survey or questionnaire.
  • Get a bunch of feedback, but not as much as you hope or want.
  • Summarize it in some type of “Voice of Customer” report.
  • Give it to management, who has a bunch of questions…why didn’t you ask this? Why did they respond that way?  etc.
  • Reach out to (annoy) your customers or partners or stakeholders again to get clarification.
  • Repeat, and be very busy, while your day job suffers.  Also, weeks and weeks go by while you chase people down.  Also, you’re late for dinner a lot, you don’t have time to exercise. (this is purely hypothetical)

Short circuit this.  Please.  Get everyone in the same (physical or virtual) room.  Your partners and customers will meet management, which will make them feel empowered.  Management will talk directly to customers or partners and clarify months of packaging and delivering “customer surveys” in the span of one hour.  Now you’re switching your efforts from chasing down surveys and compiling reports to facilitating…analyzing…creating value…and you’re saving time too.

Idea 2: Embrace objections.  Revel in them.  They will set you (and the change you want to make) free.

Everyone’s objecting…one person doesn’t think it will clear legal, another person doesn’t know if the data will be secure, do we have executive sponsorship, does this align with corporate strategy, etc. etc.  People have a hard time coming up with ideas, until it’s time to come up with objections.  There’s a thousand reasons not to do something.

You can’t prevent people from having objections. (That’s probably good anyway).  So, get them all on the table at once.  Tell everyone: send me all your objections BY FRIDAY.  Give them a week (or a day).

Make the “objection collection” deliberate, intentional, time-bound.  Make it part of your idea development process.

Collect these objections.  Analyze them.  You will learn something.  Then get everyone together and talk through your analysis.

There will probably be three buckets:

  • Bucket 1: things you don’t have to worry about.  These come from people not understanding the idea.  Solution: educate them.
  • Bucket 2: things you have to worry about later (bringing in legal for example).  That’s fine, log these, and deal with them when appropriate.
  • Bucket 3: things you have to actually worry about right now.  Get these on the table and talk about it now, move past it.  Or maybe you’re screwed…better to find out now than 6 months from now.

Idea 3: Summarize your idea in one page.  Then summarize that in a half a page.  Then 3 sentences.  Then one sentence.  Then one word.  Can you get to one word?

If your one word isn’t “profit” or “customers” or “marketshare” or “margin” then you’re going to have an uphill battle (assuming you’re running a for-profit company).  If it’s not about expanding or reinforcing the business, you might have a shot if you’re advancing the company culture or directly implement — use numbers — a senior executive mandate.  (Typically executive mandates are designed to make more money for the company somehow either directly or indirectly…hard to avoid that connection.)

If your idea does both…you have a runner.

When you explain your idea, start with your one word.  Then go to your sentence, then explain your three sentences.  If people haven’t bought in by then, refine your messages.

Your one-pager is not a sales document.  It’s to get everyone to agree on what you’re doing.  Sales happens in words, not pages.

============================

OK, that’s three ideas.  Can you come up with ten more ideas?  Give me some good ones that worked for you below and I’ll update this post (or another one) with the best ones.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Your Company’s Strategy Is Not Important.

by 6 Comments

8-5-2015 10-00-29 PM

Your company’s strategy is not important in the same way your brain or your heart are not important.

They are more than important.  They are essential.  You need them to survive.  Without them…you’re dead.

A company’s strategy is more than “important.”  A company IS its strategy.  

If you are skeptical of this claim or flat-out don’t agree (good!), consider the following things about a strategy:

[1] It is the only thing that can guide decision making at all levels, from CEO to line worker.  [2] It is very durable…it lasts a long time.  It’s the one stabilizing force, the beacon, in the face of constant, unrelenting, inevitable change. [3] It defines success — the company’s reason for existing — and tracks (or at least can track) if that success is being achieved.

It’s more than these 3 things, but I think that backs up my claim.

Also consider: Companies with well-defined, well-communicated strategies do better than those that don’t have them or communicate them.  You don’t need to research a bunch of scholarly articles to convince yourself this is true.  Proof of this surrounds us — the companies whose products we depend upon, the companies that dominate stock market, the companies that inform and entertain and define our experiences, every day.

Apple. Google. Tesla.  Amazon.  Corning.  Samsung. Proctor and Gamble.  Starbucks. Sam Adams. Hubspot. Chipotle. These companies have clear strategies.  Their communication is deliberate.  Their execution is relentless.

Do you know what your company’s strategy is?  Does your company have one?

…do YOU have one?

====================

Disney has a strategy.  They had one in the 50s, before the “field of study” was nearly as developed or rigorous as it is today.  Here’s a link to the Disney strategy map from 1957 (thank you HBR for hosting it).

Print it out on a big piece of paper. Study it for 5 minutes before you read any more...just look at it, and absorb whatever you can.  Try not to judge or form opinions about it.  Instead, just try to understand it…to understand the different parts, and the interactions between them, how a change in one area would impact the others.  (Please do this. I will wait)

We know this strategy worked (and some version of it continues to work).  But let’s pretend we don’t know that.  Let’s pretend we’re on the board of Disney, and the CEO (Walt) comes to us with this brilliant…dare I say…”infographic”…in the spring of 1957.

What weaknesses can you find?  How can we make it stronger…right now, one year from now, five years from now, fifty?  How do we implement it?  Manage it?  Evolve it?

It’s pretty important to ask these questions.  The future of the company — everyone’s jobs, the customers that depend on the products, the ecosystem of value we create — it all depends on the strategy.  We should think about it and try our best to get it right.

Below are some questions (and follow up questions) I’d ask.  I organized the questions in to 4 categories:

  • Logistics (how does the strategy work?),
  • Weaknesses (why might the strategy not work?),
  • Opportunities (how might the strategy work better?),
  • Refinements (how can the strategy improved to drive decision making?)

(If you skipped studying the graphic before, you really need to do that now before reading on.)

=====================

Logistics

  • What is the best way to organize people to support this strategy? (For example, one “LOB” manager per box, reporting into a central COO)  How does our current organization compare to the optimal one?  Do we have a plan to get from current org to the optimal one?
  • Are all of the arrows “activated” right now?  Do we have the infrastructure to support every arrow on this map today? in 1 year? 5 years?

Weaknesses

  • Disneyland is a big consumer of value from the other boxes.  Does it generate the revenue to justify it’s massive consumption?  How can it PROVIDE more value to the other boxes?
  • The 16mm film box has very few connections.  Can it be eliminated?  What’s the impact to the business if we do?
  • The “Theatrical Films” box is a central hub of value.  If it doesn’t work well, it could be a single point of failure for the entire strategy.  What’s the likelihood of it failing?  Can we reduce that likelihood?  How? If we can’t…how can we distribute / transfer that risk across the other boxes?
  • Are any arrows under threat from competitors today?  Will they be in 1 year?  5 years?  Which arrows are at highest risk from competitors?  How can we protect them? (this brings up a point, who are Disney’s competitors?  Warner Brothers?)
  • Are any of these arrows in conflict with one another?  Conflict = simultaneously contributing to and diminishing the same objective.  For example, do some arrows drive revenue and content to TV that would have better impact in films (TV and films competing for the same content)?

Opportunities

  • All of these arrows are not equal if you start to measure them: Capital Expense, Operational Expense, Revenue Generated, Lifetime Value.  What’s the “operating cost” or “margin” of each one of these arrows?  Which ones should we sacrifice to enhance the performance of the others?
  • All the connections are internal to the Disney environment.  How can we capture external value?  How can we provide external value?  For example, how can we connect the places and activities where kids and their parents often are…restaurants, community centers, playgrounds, schools, etc…to this value map?

Refinements

  • Some arrows are not shown…is it because they don’t exist?  For example — can TV provide material for books directly?  Do we expect that it will in the future?
  • What new boxes do we think will be on the map in 1 year?  5 years?
  • What boxes will be irrelevant in 1 year?  5 years?

Whew, ok.  I have a headache.

=============================

What’s the value of a map like this?  So What?

Probably, your gut says this map is (very, very) powerful.  You’re right if you think that (in my opinion).  Here are three ways it’s powerful.  There are probably ten more.  (or a hundred. what are they?)

First: It communicates the major components of a strategy AND how they interact on a single page.  It defines and communicates in one simple package.  That drives focused analysis and useful conversation.

Consider my analysis above: at least some of those questions would generate useful conversation (at least one of them, I hope).  I was able to develop my analysis with essentially zero knowledge about Disney’s business.  This brilliant graphic allows a non-employee (of marginal intelligence) like me to understand, process, ask questions, extract value, strengthen, solidify, refine.

Of course, the strategy map is useful for the board / leadership / decision makers.  But its power goes far beyond that.

Second: It’s a tool that anyone in the company can use to instantly understand how their position contributes to the overall strategy and mission of the company. Think about the massive raft of problems this single fact eliminates.  A janitor working at Disneyland understands that if the bathrooms are clean, it directly impacts the huge number of “arrows” that connect Disneyland to the rest of the business.  The same for someone inking comic strips, and a legal clerk in the licensing department, and, and, and…

How does what I do impact the company?  Here’s how.  Look at this map.  Here’s where you are. Here’s how what you does impacts what we all achieve.  Amazing.

Third: It also helps people (employees, shareholders, investors, advisers) understand the direction and intent of the company.  A map like this will clarify decision making and prioritization (NOTE: look out for a future article on prioritization).  It can even drive people within the company to develop specific career paths that reinforce the strategy (If I were working on 16mm films, I’d try and make the jump to theatrical films ASAP).

Let me underline this point: you don’t have to scream strategy from a mountaintop.  The people responsible for executing it do it for you.  Wouldn’t that be nice?

I’m sure there’s a fourth and a fifth and a sixth.

Here’s the thing: having a strategy is more than a “good idea.”  Strategy is an essential component — maybe THE central component — of any company that aspires to dominate a market, serve its customers, and eliminate competition.

A company IS its strategy.

I can’t think of any other thing to succinctly capture, communicate, and execute a common purpose across a complex, geographically distributed organization.

Can you?

===============================

SOME EXERCISES THAT WILL MAKE YOU SMARTER (maybe)

Below. I’ve set up a few ways you can build on this Disney strategy map and add value to your own professional world.  This may look like homework.  But I’m not going to call this homework because it should be fun.  Let’s call it homefun.

Homefun Exercise 1] Draw the strategy map for your company / department / function / business unit / your own job. Or maybe you have a side business…draw a strategy map for that. Your company may already have a strategy map like this, or not.  There’s lots of literature on strategy maps.  Some of it’s very good.  But my personal experience is it’s best to read those things after you’ve mapped out your own universe of insanity.

It doesn’t have to look like a work of art.  You’re not a Disney artist.  Book an hour in your calendar.  Draw a map, get as far as you can.  Use an actual pencil and paper (or a whiteboard).  Invite 1 or 2 brains into the room to review it with you. I guarantee it will be a useful and interesting conversation.

(Note to self: Map my personal strategy and present it in a future article)

Homefun Exercise 2] Update this Disney strategy map.  What’s missing from this map? Well, DISNEY WORLD for one thing.  How about Pixar, ever heard of them?  How about the entire Star Wars franchise?  Probably 10 more things too.

Draw in a few of these missing boxes, and connect them up to the existing boxes.  Are there new arrows? Do some other arrows go away?

Now do the analysis.  Do the new boxes address some of the weaknesses and opportunities  in my analysis?  I bet they do.  Do they raise new weaknesses and opportunities?  Yes, I’m sure.

Homefun Exercise 3] Simplify this strategy map.  What happens if you eliminate a box?  Can you assess the impact?  If you can’t…who do you think you’d need to talk to, to get that understanding?  Now look at the strategy map you made in exercise 1.  What can you eliminate from your company / department / function / personal strategy?  Can you assess the impact?  If you can’t…who do you need to talk to in order to get that understanding?

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

I’m Flexing My “Idea Muscle” Right Now.

by 5 Comments

MMBBLT_

I treat my brain like a muscle.  I (try to) use it every day.

Some days, I make the effort to use it so much, it actually feels tired.  I have a headache. It’s a good feeling.

It’s the nerd equivalent of “runner’s high.”

I treat my brain like a muscle because it behaves like a muscle — if I don’t use it, it gets weak.  And then, when I need it for something — when I’m dependent upon it, to respond to a question from an executive in a meeting, or debug some code, or calculate a tip — if it’s not in shape, it lets me down.  I’m “winded.” I can’t “lift the weight.”

Is your brain in shape?

=============================

When I was in my 20s I didn’t need to do brain exercises.  I was in grad school. I read engineering and science textbooks every day.  I worked in a research lab with people much smarter than I was (and am).  I was constantly exploring the limit of my intellectual ability.  Also I could do all of this while sleeping 2 hours a night.  I was a professional brain athlete.

Well, now I need to exercise to stay in shape…that applies to everything in my body that has a blood supply.  And it especially applies to my brain.

So what is a “brain exercise” anyway?

Brain exercises are easy.  They are free.  There’s only upside to doing them.  Sudoku, Crossword puzzles, Kenken (my favorite), all those things are great.  Those puzzles can help you with problem solving.  But they have one limitation: they are structured.

Structured things have guaranteed solutions.  You know this before you start.  Knowing there is a solution makes it easier to persevere.  You know, in advance, there’s a path to a clear resolution.  Is that ever true in business?  Is it ever true in life?

Structured problems won’t help you with resiliency.  They won’t help in situations where you’re unsure of what the solution is — or if there is a solution at all.  What do you do when you’ve tried everything you can think of, and you’re convinced there’s no path forward?   I’m going to tell you the one brain exercise I do that helps more than any other.

It wasn’t my idea.  I have stolen it without remorse or humility.  This exercise helps where the puzzles cannot because it greatly expands the set of things that comprise “everything you can think of” — it stretches that from 10 things, to 100, to infinity things.

The exercise is simple: Making lists.

=============================

To start, I make a list of lists.  Some of the items in that list, inspire more lists.  So then I have a list of lists, where each thing in that list, is itself a list.  (i never was very good with recursion)

I’m always thinking of lists.  Every item in a list is an idea, and every idea has the potential to be something, or change something.

As i said: I didn’t come up with this.  Linus Pauling (very smart) said “The best way to have a good idea is to have a lot of ideas.”  (This is from a guy that had a lot of good ideas, so you can trust him)

Also, James Altucher (also very smart) advocates coming up with lists as part of his “daily practice.”  If you haven’t read James’ work, please follow that link and read everything he’s ever written.  (do that after you’re done reading this article though)

Ideas are the currency of the knowledge economy.  People may think that money is the currency, but I think it’s ideas.  Here’s why.  One dollar is worth one dollar.  But an idea has the potential to be worth infinity dollars. I would rather have infinity dollars than one dollar.

Also: pretty much every success, promotion, or good “work-thing” that’s happened to me, has been the result of good ideas (either mine, or someone else’s that I was fortunate enough to be a part of).

Also: there is nothing physical about software and business processes — they are  just ideas that are reduced to practice.  They are ephemeral.  You can’t touch them.  And yet, there are trillions of dollars (euros, pounds, lira, etc) generated annually based on these ideas.  And they’re supplanted all the time by better ones, because people like you are thinking of better ones. all. the. time.

Also: Lots of people say “ideas don’t matter, it’s execution that matters.”  Guess what execution is?  It’s a bunch of smaller ideas that, when strung together, achieve or implement some bigger idea.  Execution = ideas! So saying “ideas don’t matter, it’s execution that matters” is like saying “ideas don’t matter, it’s ideas that matter!”  What?

I think the reason that people don’t get their big ideas done is because the big idea is easy to come up with (let’s invent a time machine!, or lets standardize everything across the company!), but it’s hard to come up with the small ideas that get you there.

It’s much easier to come up with excuses.  So, that’s what people usually do.

Come up with ideas instead.

Also: It takes a lot of ideas to give something shape, form, and meaning.  A painting is the result of a million brushstrokes.  The big idea collects, organizes, and applies the smaller ones…the big idea gives the smaller ideas meaning.  A million small ideas make a “big idea,” also known as a business, or a movement, or a revolution, or a vision.

How many ideas are in this article?  I don’t know. Can you count them and tell me?

Maybe the next trillion dollar idea is buried in one of the lists of ideas you haven’t written yet…?

============================

OK, time to start coming up with ideas.  It’s exercise.  That means it’s hard to get started. But, it becomes much easier very quickly (I promise). If you need a seed then take a look at the twenty list ideas below.  Steal these, make these lists.  Start with one list.  Then make two, then four.  At some point you will be a fountain of ideas — a “brain athlete,” or an “idea marathoner.”  And I promise this will result in goodness for you.

10 productive ways to spend the morning commute
10 dinner topics with a difficult relative / friend / coworker
10 nice things to do for my wife / husband / partner that are free
10 people whose careers I could help somehow
10 games to play with my son/daughter in the bathrub
10 side businesses I could start that would take less than 10 hrs a week
10 skills I could aquire in 1 year or less
10 ways competitors could establish or take market share from my company
10 online courses I could teach
10 productive ways to spend the 2 hours right before bed
10 stocks I would invest $1000 in (and why)
10 podcasts I should start listening to
10 ways to shave 10 minutes off of my morning routine (free time!)
10 meals that taste good, are good for people, and take 10 minutes or less to prepare, and cost $10 or less
10 ways I could improve my house that would take 1 hr or less
10 macroeconomic and cultural phenomena that are driving the economy
10 areas I have a basic understanding of that I wish I had a deeper understanding of
10 personality traits I have that I would like to change, and how to change them
10 things that happen to me every day that I should be grateful for
10 ways that we could turn competitors into partners
10 things that are illegal right now that will not be illegal in 10 years
10 things that were illegal 25 years ago that are legal now
10 things that are illegal that people do anyway

OK! that was 23 (no extra charge).

Your turn.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Standardization Is Not An Objective.

by 2 Comments

173H

Lots of work is done in corporate America in the name of standardization. We have to standardize!

Really?  Why? Why do we have to?

==============================

Here’s the thing: standardizing can be bad. It’s often bad. (It can also be good but usually if it is, its luck)

Where does this insatiable desire to standardize come from? I don’t know (I’ll guess though). I believe it comes from people trying to simplify something complex.

That’s not an objective either.

Sometimes complex things are complex.  The best you can do is just manage them. You can’t simplify the currents in the Pacific ocean, so we manage that complexity with systems and engineering (GPS, autopilot, etc.)

There’s another reason people like standards.  And that’s because we enjoy their benefits — mostly without even realizing it — every single day.

Think about it: right at this second, you’re surrounded by standards.

Why does your electrical plug fit into that outlet? Standards.  Why does your WiFi work everywhere? Standards.  Why do staples fit into your stapler? Standards.  Why does gas make your car run? Why can I type on any keyboard in north america? Why do I know what shoe size to buy (sort of)?

Standards! (OK, maybe some other reasons too, but standards are a major reason.)

But those standards weren’t developed to … “have standards developed.” Standards cost time and money to make, deploy, and maintain.

Why were they made?

They were developed to accomplish something (usually something = make more money,  or reduce waste and effort, which is another way of saying make more money).

At some point lots of people figured out they were all going to use electricity, so they thought hey, if we all want to use a common resource, we should have a common way to interface with it.  So there was a clear objective for the “electricity standards.”

Were there other ways to achieve that objective? Maybe, but they chose to develop and implement standards.  It worked (and still does).

OK.  That’s the good side of standards.

So when are standards bad? When they make you do useless activity, for no benefit. (Useless activity by definition has no benefit)

Useless activity means wasted time which means you (slash, the company) make less money.  That’s the opposite of what you (slash, the company) want (unless your business model is to somehow benefit from someone else wasting their time).

Lets take an example of something a company might want to standardize.  Think about projects at big companies.  Someone may think “We do a lot of projects.  We should do every project the same way! Let’s standardize…because…standards!”

So they make a standard and it works great (maybe) really big projects.  But then a guy who wants to replace the shelves in a laboratory has to follow the standard, which involves filling out 5 forms and getting the signature of the CEO.  The gal who wants to change to a new software suite because it will make 100 people’s lives easier, she gives up, because it’s less work to use the old junk than to go through the pain of upgrading.

Not good.

What problem are you solving with the standard? Are projects too slow? Are they too expensive?  Are they not giving any benefit to the company? Do people not understand what’s going on with projects?

Start with that — the problem.

Come up with ways to solve it.

Maybe a standard helps, maybe it’s a terrible idea. But at least you know the point of putting that standard in place, so when people ask “why are putting this standard in place?” You will have a better answer than “because…standards! Next question please.”

~~~~~~~~~~~~~~~~~~~