Malicious Compliance

Seth Godin’s terrific post on willful ignorance today caused an immediate snap reaction thought: “Malicious Compliance.”

Malicious Compliance is what you get from that DMV clerk who falls back on a meticulous compliance with state policy, even when it’s not necessary.  Or the sales clerk who counts your garments and only lets you walk into the dressing room with 5 (not 6) articles of clothing–even in a completely empty store.

You get a lot of Malicious Compliance from clerks of all types.  I’ll bet a significant fraction of clerks are also willfully ignorant–just like a lot of MBAs I’ve met.

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Planning to Kill Creativity

It’s annual planning time for big corporations and many of us are working feverishly on revenue and expense forecasts for existing products, planning our three year product roadmaps, capital budgets, new initiatives and the like.  It’s all very important, especially if we are to properly allocate capital on the right investments for the future.

Except it doesn’t work in areas that require creativity and innovation.

Sure, you can run out to the production line and add a feature or two and launch the “all new” product at retail, with 5% higher margin. It’s pretty easy to predict and your sales guys will get a trip to the President’s Summit Executive Club boondoggle next year and they’ll be happy.

But how to predict things that will change the world?  How do you budget for those?  Hard, but doable, right?  How about looking at just one innovation.  The smartphone.  An obvious product and easy to predict that it’ll take off, right?  Let’s see:

I wonder how many carefully thought out five year product roadmaps were torched by the inability to predict exactly when the smartphone (ultimately taking the form of the BlackBerry/iPhone/Android) would finally take off?

It’s hard to tell when something new and innovative is going to “tip” and get hold in the consumer marketplace, even when corporations or VCs invest millions of dollars in trying to find that tipping point.

What does happen, though, is that planning kills creativity.  What do you do when you’ve got an incremental $5 million in your revenue plan for next year that you have to fill?  Or if you’ve got to achieve a certain margin by a certain quarter to meet Wall Street projections?  You fall back on the 5% grower.  The incremental feature. The white bread.  The predictable.

And then watch as Steve Jobs or Mark Zuckerberg or Sergey Brin or any other faceless and previously unknown entrepreneur turns your beautiful industrial business model into a pre-industrial wasteland.  See RIM for a perfect example of a business going, ultimately to the scrap heap (my prediction, and not going out on a limb here.)

So what do you do about it?  How do you encourage entrepreneurialism in your business and still make sure your financial obligations to your owners and stakeholders are met?

I’ll be thinking about it while on vacation this summer.

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Minimum Viable Work Product

I love the concept of the Lean Startup.  But does the philosophy work for those of us who work for larger corporations or who are entrepreneurs?

I won’t get started on my opinions on most Product Management and Product Marketing Management types who don’t get “lean.”  A lot of them think “lean” means I ask for “only” $300K in funding to build the prototype.  There’s a rant on that coming at some point, I think.

But the answer is that Lean can work for the rest of us.  Let’s look at one concept–Minimum Viable Product–and just tweak it to be Minimum Viable Work Product (MVWP).  If we all adopted the concept of MVWP, we’d be doing a lot less pointless work and be accomplishing a lot more.  Maybe even getting some of those Product Management and Marketing folks to understand the error of their ways. (Oh, there’s a rant coming….)

Why should we embrace MVWP?  Because the pursuit of perfection, and even excellence, kills speed.  Creating speed in the racing world is relatively easy, per Colin Chapman.  “Add lightness” he said.

MVWP “adds lightness” to our daily activities, giving us more time to put our ideas into the place where value and profit is created–the market.  But what does MWVP look like?  Here’s a couple of thoughts:

  1. Know the objective.  Notice I said objective in the singular.  Don’t focus on a laundry list of 10 things you want to accomplish with a meeting with the COO.  Get one good thing you can action and take to market, call it a win and get going.  You can’t do 10 things at a time or quickly anyway.
  2. Know the base level of execution. How much do you need to do for your MVWP to achieve your objective?  Once you understand it, do 70-80% of it and no more.  The pitch to the COO has to be good and clear.  Not Jobsian in perfection. The Powerpoint–if Heaven forbid you need one–has to do the job but no better.
  3. Don’t sell past the close.  Half the time I’m in a meeting, the person presenting their MVWP wants to be Columbo.  “Oh, and one more thing…”  Arrrgh.  No!  Did your MVWP achieve your objective in the first 2 minutes?  Then walk out and get going.
  4. Don’t hesitate to iterate.  You don’t have just one chance with the big, scary decision maker.  Iterate.  If the MVWP doesn’t get the objective done, look at the data and update it.  That’s what Agile is all about.  And if you work for a company where you only get one chance to pitch your idea?  Quit.  They’re too stupid to deserve you and will be passed by more agile competitors eventually anyway.
Takeaway.  Don’t be perfect in your in-office thinking or planning.  Only create MVWP that gets you in front of the market as quickly as possible. Be agile, iterate, ship, win.
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Portals to Mindset Changes

I hate cell phones ringing when something important is going on.  Yet you will never, ever hear my phone go off in a presentation, meeting, church or other event when it’s inappropriate.

The reason is that every time I go through a doorway, I put my hand on the switch of my cell phone.  So when I’m walking into a meeting (which I have freely decided to attend, therefore want to be there and pay attention) I turn the switch off.  When I walk through the doorway on the way out, it goes back on.  Simple technique.

But why do I do this and why is it worth a post?  That’s because doorways have meaning.  There’s something different beyond that door and beyond the doorway.  It could be a new person, new information that could change my life, or a new experience.  And when I am going to experience something new, I try to be prepared.  At the doorway, I do a couple of quick things:

  1. Prepare technologically.  Turn off the cellphone ringer, check I’ve got note-taking material of some kind and figure out where I’m going to sit to maximize my experience.
  2. Start fresh.  This is most important.  It doesn’t matter what kind of day I’m having.  This is new.  Put aside the rest of today and start with a new outlook on things.
  3. Recap my objectives.  A quick mental run-through of what I want from going through this doorway, even if it’s stepping out my front door to head out to the grocery store.
When I walk through a doorway, I’m ready for something new and different.  Are you?
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Don’t Tie Your Brand to Your Company

I was viewing my list of Twitter followers the other day and noticed that there’s a category of Twitter users who choose to link their brand name with that of their company.  Now I suppose if you work for a big company, like Apple, calling yourself “AppleMark” might help get you more followers and a bigger Klout score than if you called yourself “MarkSmith235″.”

More Twitter followers and a higher Klout score aren’t the reason you engage in social media, however.  I hope you actually do it to share your art.  You engage in social media to contribute to the community, and those contributions form a virtuous circle.  It’s not about the score or the number of followers.

Also, what happens when you or the brand decide to change the terms of the engagement?  Either you or the brand might decide to part ways.  And you may wish to no longer be associated with that brand.

I saw a lot of that when I worked at a big three letter Internet company a few years back.  Many employees had linked their entire online and offline persona–and, more importantly, their personal brand–to the company.  When the company began imploding and laying people off by the thousands, people were no longer associated with the formerly winning brand.  Their online brand now labeled them as an ex-[COMPANY] person.  Not a great place to be from a branding perspective–you’ve got to define what you are and not what you used to be.

Takeaway: Think about your online persona and decide if you want to control your own destiny or link your own brand to somebody else’s

Posted in Branding, Career | Tagged , , | 1 Comment

Be a Scientist, Not an Analyst

I don’t have much respect for analysts, of the Wall Street kind or otherwise.  It’s too easy to look in the rearview mirror and then fit some explanation to it.  Post hoc ergo propter hoc, confirmation bias and the like are where these guys trade and I’d rather not be back there in the rear-view mirror.  Too easy to Monday morning quarterback.

Now scientists, on the other hand, I really like.  Develop a hypothesis and then design a rigorous, replicable experiment to test that hypothesis.  Make it open to the world and open to peer review.  And sometimes the hypothesis is incorrect.  And that’s OK.  Failures lead to more tests and, ultimately, success.

Want to talk about business?  Then publish more predictions and fewer analyses.  Yes, many predictions will fail to come true or come true because of different reasons.  You can’t have success in business or life without a lot of failure.  If you never fail, you’re not trying hard enough.  (Of course, if you fail all the time, maybe you’ve got some problems with how you structure your experiments.  This should help.)

I’ll be publishing a series called “Predictions” shortly.  In it, I’ll not only put in my prediction, but what I believe will be the root cause of the success or failure.  Not scientific, of course, but let’s see how I do.  I’ll publish the results, of course.

Prompted by Seth Godin’s blog post today.

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Remember D-Day

At 0016 hours today, the Horsas began to crash-land near the Caen Canal in Normandy, France.  The liberation of Europe was under way.

Over 24,000 young men jumped from planes or landed in gliders to support the 160,000 men who waded ashore.  They were not veterans of combat.  They did not consider themselves heroes.  They were there to do the job of liberating Europe.

The stories of their heroism are well documented, yet increasingly forgotten. It is likely that you will see nothing of today’s importance from the mainstream media as you check the news this morning.

We should never forget their sacrifices.  I won’t.  Today is D-Day.

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Your Meetings Suck (And So Do Mine)

My latest efforts to improve my leadership focus on the subject of meetings.  Specifically, how to reduce the number and duration of those meetings and get people back to work.

You have too many meetings, they suck and the people that attend them think so too.  They also hold crappy meetings, and that perpetuates the problem.

OK, so I’m not as eloquent as 37signals’ Jason Fried (his TED talk is here), but I know I’m right.  How?  I asked a few people. Try it.  You know what the answer will be.

Now you, as a leader, have to actually do something about meetings.

I periodically get on a kick to improve my meetings and I’m on one right now, driven in part by Boring Meetings Suck by Jon Petz.   Here’s what I do and have done in the past to cut down the number, duration and attendance at meetings.

  1. Require preparation
  2. Get attention
  3. Categorize meetings
  4. Empower people
  5. Clarify the rules

Require Preparation
The number one cause of bad meetings is lack of preparation. If you just followed one simple guiding principle, Thou Shalt Not Call a Meeting Without Preparing Thyself and Thy Attendees, you’ll eliminate a lot of the problem. What’s preparation? It’s as simple as sending out an agenda with the type of meeting (see below) the agenda and the objective of the meeting.

If you can’t put an agenda and objective together, you have no right to call a meeting. Neither should anybody feel obligated to attend.  I will also defend those on my team who choose not to attend your ill-prepared meeting.  (Please note that I have a technical/support team and they attend a number of troubleshooting and outage bridges at all hours of the day/night, which do not fall under the category of “ill preparation.”)

Get Attention
This falls under the category of “hints and tricks” and you’ll see a lot more good ideas in Jon Petz’s book. By getting attention, I mean do something different. My favorite thing is to book meetings in increments of 25 minutes. Why? Because it’s an unusual time amount, it’s shorter and even if you need two increments (50 minutes total), you still have time to get to the restroom if you’ve–heaven forbid–got a meeting immediately thereafter.

Another way to get attention is to issue–in the agenda–the categorization of the meeting (see below). If you have an informational meeting and you indicate that attendance is purely optional, people will at least read the agenda to see if maybe it’s in their interest to be there in person.

Anything that gets people to notice and really think about the meeting is a good thing.

Categorize Meetings
This is a great way to let people know what’s going to happen in the meeting, even before they read your well-thought-out agenda. Here are my five basic categories of meetings:

  1. Informational–This is for one-way communication of information. It’s entirely optional (although I can, and do, still make you responsible for the material) and can be held over the phone. These should be pretty short and to the point. If possible avoid these. However, don’t avoid them by sending out Powerpoint instead. Anything but more Powerpoint!
  2. Alignment–These are to get agreement on a course of action, consider other options, identify other options and do planning. These should have required attendees and can be held over the phone or in-person, depending on the location and type of attendees. These are generally useful. Please consider the attendee list carefully, or these can turn into a giant cluster.
  3. Decision-Making–These meetings are to make specific decisions. The only people that should be in the meeting are those that have the authority and responsibility for making the decisions. The agenda must be clear on the decisions to be taken to ensure the right folks are there. Tip: If you have to have lots of people in these meetings, you’re not demonstrating leadership effectiveness.
  4. Brainstorming–These are for developing large numbers of ideas (diverging, in Creative Problem Solving parlance). These must, must, MUST be done in-person. No bridge attendees or via VTC. Sorry, it won’t work.
  5. Team-Building–These are meetings specifically to build comfort and camaraderie. Sometimes they are offsite meetings and sometimes (shocker) that’s actually the purpose of your weekly staff meeting. However–be clear on the purpose. Don’t co-mingle alignment or informational meetings with this type of meeting.  I always say these are optional.  In a way it’s a test.  Anybody that doesn’t want to build a team, I don’t want on mine.

Empower People
Make it really clear to your peers that you will hold meetings with agendas and clear objectives and follow up with actions/minutes. And you won’t attend meetings without same, nor will you expect your team to do so. Tell your team it’s ok to ask for the agenda before the meeting. And that it’s OK not to attend somebody else’s goat-rodeo. Just back them up.

Clarify the Rules
Wherever possible, publish the rules. I’ve seen “rules for meetings” in meeting rooms work. Ensure there are technology baskets if your rules say “no devices.” (See Jon Petz–he doesn’t mind technology in meetings. I hate it and don’t think you can be in two places at once. So we disagree on one thing.)  Just make sure everybody knows what the expectations are.

Takeaway: Meetings do have a place.  As long as they have an objective, are prepped and the attendees know why they are there and what they are expected to do.

Posted in Leadership, Organization | Tagged , | 11 Comments

Monitor Your Sales Calls? Yep, It’ll Save You Money

I just got a sales call from a very large information services company.  The inside salesperson wanted me to purchase some the data they had to offer and was asking if I was the right guy.

I answered “sure” and he went into the pitch.  “I’m from XYZ company and I’d like to talk to you about buying N types of lists from us.  Have you heard of XYZ company?”

I responded “yes, we’re already a customer of yours” and then listened to a hurried thank you and a click as the salesman hurriedly hung up.

Actually, I wouldn’t dignify this person with the moniker “salesman.”  This was actually a clerk making cold calls.  A true salesman would have immediately picked up on that and asked what services we were currently purchasing, how satisfied we were with them and would look for an opportunity to add my value to my company by the purchase of those additional services.

But no.  Apparently, no new customer equaled no commission. It sure as heck left me with a worse impression of this company if that’s the kind of people they turn loose on their customers.

I suspect this person’s manager would have had an issue with the salescall, had they been monitoring it.  My question to you–are you monitoring your inside sales calls?  If not, why not?  What if your salespeople are having conversations like the one I just had?  How much money are you leaving on the table?

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Fire 20%

You need to fire 20% of:

  • Customers
  • Products
  • Features
  • Things you do every day

each and every year.

A lot of those things made sense last year or the year before.  And a lot of those customers may have been great customers in the past.

But a lot of those products, services and customers are now mediocre–in their benefit to the market and your customers, or in their financial performance.

It’s hard to look yourself in the mirror and say “this is mediocre, let’s do better.”  But you’ve got to do it.  Bob Lefsetz triggered my thoughts on the topic this morning, when he points out that a lot of the time when you ask “how good am I” to the mirror, the response is “not that good.”

Sure, you can go back and try to fix mediocre.  Just like the recording industry or newspapers or the book publishing industry or DVD rentals or….

Don’t manage your business in the rearview mirror looking at the legacy issues that eat up 80% of your time.

You can do better. You can focus.  You must, in order to win.

More to come.

Posted in Leadership, Product Development, Rants | Tagged , , , , | 1 Comment