Friday, May 19, 2006

Recommended: How to Negotiate Like a Child

[Contributed by Debbie:
"Look into the eyes of a child and you will find yourself face-to-face with one of the world’s greatest negotiators. Tongue in cheek yet eminently practical, this book explains how to implement child negotiation techniques to get what you want." Some sample chapters: " Pretend You Don’t Understand to Get the Other Side to Offer Something They Didn’t Plan on Conceding," "Give Yourself a Time-Out," "Solicit a Bribe," ...]

Thursday, May 18, 2006

From TEC: Creativity vs. Tools

TEC (Technology Evaluation Center)
Software for Real People
Part Two: Competition and User Recommendations
-by David March

The root of creativity rests in the people, the management, and the culture of the organization. A better tool will not help an organization that is resistant to change and stifles creativity. It is important to remember that while management can solve a technical problem. Technology will never solve a management problem.

Wednesday, May 10, 2006

The Five Dysfunctions of a Team

From Kathy:

I was sent this book to read as part of the LDP program for an upcoming offsite.

I haven't read it all but it is a quick read so far (just got it on Friday and almost 1/2 done) and it is written in a "novel" type format (like a story) and therefore is entertaining too.

Found it interesting that the first stumbling block is "absence of trust" and without getting over it - there is no hope of moving forward. One way to tell this is if there are frequent and passionate debates or throwing out of ideas or passing around of ideas (think collaboration) - versus quiet meetings or ones where there are attacks (different than debates). Any good team I've been on has had this.

Also - my favorite quote (as a mother of a 7th grader):
"Kathryn did her best to conceal her distaste for sarcastic remarks, which she had developed teaching seventh graders"

Saturday, May 06, 2006

In Search of Sensitivity: a Short Story on Corporate "Life"

The high-tech analysts were gathered to receive the latest on-high edicts from the boss's boss. There was absolute silence -- a group trend that had solidified over the past few months.

The assumption was that staffing and workload would be addressed. They had lost two key producers a few months ago, and those positions had yet to be filled. The queue was crushing them, and even the strongest were desperate, stretched to breaking. Socializing, communicating, collaborating, and even simple courtesy had ceased, extinguished by exhaustion and exigency.

Then their mainstay member had announced retirement. One more gone, one who'd shouldered a big load and, most important, had been the glue that held the group together. Rumour had it she'd been forced out; a rumour that would have seemed insane in a saner milieu. Three gone out of twelve.

Within two weeks, their star strategist quit, giving only the mandatory two weeks notice. His current projects were parceled out to the survivors. The lack of comment was remarkable. The air was permeated with the kind of apathy found in detainee camps.

A few days later, their top producer announced that he, too, was retiring. In a group of hard workers going at full speed, he still stood out. His productivity was so phenomenal that they'd sent him to the Bahamas last year, in a reward event for the winners from each division.

Just this morning they'd heard whispers that another of their top producers -- not at the level of the Bahamas winner, but within the top 3 -- was on her way out. She'd been in a bad accident that had torn her shoulder, and was having surgery in a couple of weeks, and the boss had blatantly declared that if her productivity dropped, even during surgery, she'd be fired. The team assumed she was choosing early retirement over such an indignity. Six gone out of twelve.

So the tension now, waiting for the naked emperor, was high. Each speculated privately as to what remedy he would offer, what reassurances he could possibly give that they wouldn't be steamrollered and completely destroyed.

"Welcome, everbody," he said, with a pause for applause that never came. "A lot has been happening lately, and I've gotten you people together to talk about the new challenges we're taking on, and additional ways that you can do more, to contribute to our organization ..."

Thursday, May 04, 2006

Topics Begging Assault


  • Balanced scorecards
  • Stupid Metrics Tricks
  • The Logo Police
  • The Signature Police
  • Managed desktops
  • STAMP, WorkBench and the TPS reports
  • Cheese
  • The Myth of Decentralization
    and the corresponding Myth of Centralization
  • When in doubt, re-org
  • Process as Religion
  • Swim lanes
  • Value propositions
  • The Happy Day Scenario
  • Malicious Compliance
  • AntiPatterns
  • Alignment: Why align when you could synchronize or harmonize?
  • Human Capital
  • The George W. Bush School of Problem Management

Tools: Desktop Sharing: Vyew

Vyew (free till '07)

Comparison chart:
http://vyew.com/content/Main.ComparisonChart

Article: Corporation's Dominant Role in Society

(Source unspecified, contributed by Debbie)

A Critical Look at the Corporation's Dominant Role in Society

During a scene in the new documentary film, "The Corporation," the tactics of strategic product placement are cleverly depicted.
As the cameras follow the movements of an unnamed consumer, we see packages purposely arranged at the feet of an apartment house doorman. The boxes prominently display the logo, "The Corporation." Moving along the street, a new music CD is being discussed by people paid to promote it in their conversation. The CD is emblazoned with the logo, "The Corporation." And when the anonymous protagonist opens the door of the refrigerator at his office, he finds it stocked with a new brand of bottled water, the label bearing the now-familiar logo, "The Corporation."

The point here is obvious. Corporations and their dominant, often domineering, place in modern society are omnipresent. Consumers, conditioned by the sheer scale of corporate advertising, might miss this point. But the film-making team of "The Corporation" is not about to let ignorance equal bliss.

"The Corporation" is the joint effort of Canadian filmmaker Mark Achbar and Joel Bakan, a law professor at the University of British Columbia. Achbar co-directed the film with Jennifer Abbot. Bakan is the author of the film script and companion book, called The Corporation: The Pathological Pursuit of Profit and Power.

Curiously, the impetus for the film/book venture began at a chance meeting in 1997, two years before the riots in Seattle against the World Trade Organization. The U.S. economy was in high gear, countries of the former Communist bloc were embracing the principles of capitalism, and plunging stock prices seemed a distant memory. Bakan, however, was already planning a book on corporations while Achbar was interested in making a documentary about economic globalization. As events like the Seattle riots and the Enron scandal unfolded, Achbar and Bakan's sense of timing looked, in hindsight, to be inspired.

The film and book versions of "The Corporation" are closely related in theme and presentations. The book uses many direct quotes from the film and most, though not all, of the incidents depicted in the film also appear in the book. The effort is truly a partnership of documentary filmmaking and scholarship, but it is perhaps wisest to see the film version first. Bakan's text presents an amazing amount of research for general reader and specialist alike. However, the interview segments in the film are conducted with a degree of intimacy, insight and power that transcends their use in the book.

Now a hot topic, "The Corporation" evolved into a successful television mini-series and a feature length film in Canada. Following a spate of awards, such as one from the Sundance Film Festival, "The Corporation" is now appearing in U.S. theaters. Reviews, including ones in Forbes and The Wall Street Journal, have been generally favorable.

The book's subtitle, The Pathological Pursuit of Profit and Power, is emphasized in the film, which analyzes corporations according to psychological personality profiles, assessing their behavior in terms of "reckless disregard for others" and "incapacity to feel guilt." How could "The Corporation," with harshly critical judgments of business ethics in both of its versions, earn accolades from leading business journals?

The answer lies at the heart of Achbar and Bakan's endeavor. "The Corporation" is a cogent, information-rich and artfully crafted probe of the most powerful business entity of modern times. It is a serious film, tempered by moments of levity produced by the juxtaposition of excerpts from "gee whiz" business films dating back to the 1940s and 1950s. Despite the searing quality of some of the scenes from the film, the overall tone is not one of cynicism or heedless condemnation. Achbar and Bakan offer hope that corporate society may escape the fate of other imposing institutions like imperial regimes of the past or the Communist party, which seemed to be unstoppable juggernauts only to crash and burn in short order.

For corporations to rise from the debris of the Enron era, significant reforms are necessary - and that will not be easy. The film version of "The Corporation" argues that the recent business scandals are not the result of a "few bad apples" but stem from a systems flaw that can be traced directly to the profit motive.
Modern corporations are set up to make money, a significant departure from the 18th and early 19th centuries. In the period between the American Revolution and the Civil War, corporations in the U.S. were primarily established to secure a public good for society at large, such as the building of bridges, canals and turnpikes. Earning a profit was only a secondary consideration.

This changed dramatically with the coming of the railroad age and the heavy industries which supported it - coal mining and steel manufacturing. Corporations began earning huge profits in an age of low taxation. Astute manipulation of laws, like the 14th amendment which was designed to establish the rights of former slaves, gave U.S. corporations the legal protections of private citizens. Combined with their growing wealth and political clout, the legal maneuvers in favor of corporations enabled them to claim a position of dominance unchanged to the present day.

The text of Bakan's book analyses corporate history and, like the film version, makes it clear that corporate leaders are legally bound to make profits, not to act ethically. Their actions are constrained by the "best interest of the corporation" principle which was established by the landmark 1916 case, Dodge v. Ford. Henry Ford was successfully sued by his business partners for canceling a dividend so that he could lower the price of the Model T in favor of his customers. The ruling established that the benefit of a company's stockholders transcended any other corporate consideration. Like Mae West's diamonds, "goodness had nothing to do with it."

Noam Chomsky, one of the 40 economists, philosophers and business experts interviewed in the film, analyses the dilemma faced by corporate leaders trying to balance the needs of society with their drive to maximize profit. Chomsky compares their situation to that of slave holders during the 18th and 19th centuries. The institution of slavery was monstrous, Chomsky states, though many of the slave holders were decent and moral individuals.

It is one of the many virtues of Achbar's and Bakan's joint effort that they provide a meaningful dialog and practical solutions for resolving this dilemma. Properly understood, "The Corporation" is an attempt to create a new definition of goals and responsibilities for the business world consistent with the realities of the 21st century. The key to this reappraisal is the concept of a "sustainable economy." And the most powerful and persuasive voice arguing on behalf of this view is that of Ray Anderson.

Founder and chairman of Interface, Inc., the world's largest commercial carpet maker, Anderson has become an ecologically minded leader with ideas vastly different from those when he first built his firm. Like Shelby Foote in Ken Burn's documentary, "The Civil War," Anderson relates his views in the film with a charming Southern drawl and evident sincerity.

In 1994, employees at Interface pressed Anderson for a formal statement of the company's environmental policy. Anderson confesses that "I didn't have an environmental vision." This led ultimately to serious soul-searching and a change of heart. While reading The Ecology of Commerce by Paul Hawkins, Anderson became fixated on the phrase coined by the noted biologist, E.O. Wilson, "the death of birth." Realizing that business policies can threaten future generations with extinction as well as harm people in the present, Anderson reached his moment of truth. It's a key moment in both the film and the book. "It was [the] point of a spear into my chest," Anderson said, and as he read on, "the spear went deeper, and it became an epiphanal (sic) experience, a total change of mind-set for myself and a change of paradigm."

Anderson's words are eloquent but his actions speak even louder. Acting to make Interface an entirely self-sustaining and ecologically responsible firm by 2020, he has guided his company to a record of remarkable achievement. In the July 19, 2004, issue of BusinessWeek, data supplied by Interface show that waste produced by the company has been reduced by 80%, water intake is down by 78%, emissions of greenhouse gases down by 46%, energy consumption cut by 31% and use of petroleum-based materials by 28%. The final figure is in some ways the most persuasive, detailing a total savings of $231 million. Ethics and profits are indeed compatible.

The example of Interface proves the wisdom of a shift in the corporate paradigm from a 19th century emphasis on maximizing profits to a 21st century ideal of sustaining long-term growth. The alternative to sustainability, on the other hand, is only too easy to grasp from other incidents depicted in "The Corporation," such as Bolivia's "War for Water." Analyzed in considerable detail in Bakan's text, its depiction on film is even more powerful.

In 1999, the government of Bolivia, under pressure from the World Bank, privatized the water system of the city of Cochabamba. The control of the water supply was placed under the firm, Aguas del Turnai, which was linked to a subsidiary of a U.S. corporation, Bechtel. Water rates escalated, people were charged for using water from their own wells and, in what must be one of the most surreal laws of modern times, the Bolivian government prohibited the collection of rain water in this arid and impoverished region. Widespread protests a year later succeeded in reversing the privatization policy.

The Bolivian incident is but one of the sobering examples in "The Corporation" of what happens - and is likely to reoccur - when 21st century realities are made to conform to 19th century concepts. "The Corporation," in both its film and book versions, is strong medicine, yet Achbar and Bakan are worthy of praise. By envisioning a more democratic and sustainable future for corporations, they are showing business leaders, in the words of Ray Anderson, how to "get it right this time."

Article: MSN Hot Buzzwords

MSN CareerBuilder article

(Contributed by Kathy Phillips)

25 Hot Buzzwords
Have you ever witnessed a presentation that sounded impressive, but left you wondering what it all meant? Have you marveled at a colleague's ability to deliver a discourse consisting entirely of recycled phrases that sound brilliant but say nothing? Want to wow a potential employer with your "understanding" of today's workplace?

Irksome as office buzzwords can be, you've got to admit the ability to string them together (while tossing in a few "mission-criticals" and "customer-focuseds" for good measure) is something of an art-form. Even if you don't think you can use them with a straight face, just knowing these buzzwords can come in handy when you want to deflate a pompous consultant, impress a "buzzing" interviewer, mask the absence of substance in a report, or are simply at a loss for words but need to sound authoritative.

Corporate jargon and clichés are so pervasive that their use - or abuse - has yielded a buzzword of its own: "Deja Moo" (the feeling you've heard this bull before). Here are 25 of today's most popular buzzwords and euphemisms making the rounds in boardrooms and cubicles everywhere.

Air Cover
When a senior manager agrees to take the flak for an unpopular decision, while someone lower in the chain of command does the dirty work. As in: "The CFO will provide air cover, while you reduce staff by half." (A term borrowed from the military.)

Alpha Pup
A market research term referring to the "coolest kid in the neighborhood." As in: "If the alpha pups go for it, we'll sell millions of them."

Bleeding Edge
Beyond cutting edge. So new, its creators aren't entirely sure where it's headed.

Business Ecosystems
When companies in the same markets work cooperatively and competitively to introduce innovations, support new products and serve customers.

Chips and Salsa
Refers to computers. Chips = hardware; Salsa= software.

Co-Evolution
A theory that a company can create new business, markets and industries by working with direct competitors, customers and suppliers.

Cookie Jar Accounting
An accounting practice where a company uses reserves from good years against losses that might be incurred in bad years.

Defenestrate
A 17th century word, now back in fashion, that means to throw someone or something out the window. As in: "Let's defenestrate this marketing strategy."

Dial It Back
To tone down. As in: "Your sales pitch is too aggressive. Dial it back."

800-Pound Gorilla
A company that dominates an industry short of having a complete monopoly.

End-to-End
Used largely by technology vendors to imply that whatever they build for one part of your organization will work with whatever they build for another.

Future-Proof
To create a product that won't be made obsolete by the next wave of technological advancements.

Ideation
Brainstorm session.

Living Document
A document intended to be continually revised and updated.

Market Cannibalization
When a company's new product negatively affects sales of its existing, related products, i.e., it eats its own market.

Optics
How things appear.

Pain Points
A favorite of consultants used to describe places where an organization is hurting due to poor operating structure, technology or inefficiencies.

Pockets of Resistance
Another borrowed military term that describes a person or group that attempts to stall, block or kill a project.

Reaching Critical Mass
Having enough customers or market share to become profitable.

Repurposing
Taking content from one medium (books, magazine, etc.) and repackaging it to be used in another medium.

Reverbiagize
To reword a proposal with the hope of getting it accepted by people who didn't like it the first time around. As in: "It's the same concept, we've just reverbiagized it."

Tszuj
(Pronounced "zhoozh") To tweak, finesse or improve.

Value Stream
Six Sigma term that encompasses every step in the process of producing and delivering a product or service (whether it adds value or not).

Value Migration
Used in industries where there is little market growth, the term refers to the movement of growth and profit opportunities from one company to another.

White Space Opportunity
New high-potential growth possibilities that are related to but don't quite match the capabilities and skills of the organization

Article: Every-Minute Manager

Business Week

IN THE MIDDLE
By Liz Ryan

Don't Be an Every Minute Manager

Too many bosses seek to control their employees' every nanosecond at work. But it only kills motivation and stresses everyone

As widely read and praised as this book has been, it's a mystery why so many post-millennium managers seem to be whistling a different tune than Blanchard and Johnson did -- more akin to what I'd call "The Every Minute Manager." The mantra of modern managers seems more like: "Pay attention to what every employee is doing every minute, lest a picosecond be wasted." Some employers, in fact, view this "every move you make" style of shadowing staff as a recipe for managerial success. It must be -- or why would so many people be doing it?

With productivity rising every year in U.S. workplaces, it may be that the only place managers can find to squeeze out an extra nickel is the stray minutes and seconds their teams may be spending on nonessential duties. Or it may be that the post-One Minute Manager generation of leaders doesn't trust itself to hire great people, set them to weighty tasks, and step out of the way. Or maybe we've just created a generation of management voyeurs.

ONLINE OBSESSION? What makes me say that? Three things. No. 1 is the resurgence, in companies large and small, of '60s-era "time-use" policies and reminders. These include things like the recommended amount of time for a meeting (not more than one hour) or a coffee break (10 minutes seems to be the average). There are also admonitions against 31-minute lunches -- since, after all, time is money! I see this stuff in handbooks, new-employee orientation materials, supervisory training sessions, and company announcements.

No. 2 is an obsession with employee Internet usage that goes far beyond the original concern about improper workplace activities or visits to unwholesome Web sites. Today, you can receive an automated message that tells you flat-out that the 16 minutes you've spent on eBay is six minutes too long, and that questions whether potterybarn.com is really a place you should be visiting from the office.

It's not just the general appropriateness of your Internet usage that's an issue now. It's where you spend every single online minute, and whether, for instance, a humble accounting clerk like you has anything to gain from browsing CFO.com. First things first, young man -- let's get those monthly reports out the door, and then you can dream about the office with the big window.

WRONG FOCUS. The third sign that the Every Minute Manager is on the loose: my in-box, which is brimming with correspondence on this issue. "My boss listens to my phone calls in order to tell me that I don't need to chat up the customers so much -- just take the order and move on," reads one message. And another: "My manager advised our group that it doesn't take 14 minutes to walk to the soda machines and back, and that we needed to pick up the pace."

Here's the pity: If you're watching the minutes as though they're precious gems, you're not doing what a real manager would do, which has much greater impact. Blanchard and Johnson would have put a terrific team in place, showed its members what the promised land looked like, and sent them off to find it. No manager who is totally focused on the minute-to-minute activities of the staff can lead the team to greatness. It's just not gonna happen.

Indeed, Every Minute Managers employ what I call the taxi-driver theory of productivity. All city-cab fleets follow some variation of this arrangement. Unless you own a cab, you show up at the garage and get a car to drive for the day, and you pay for it -- a specified amount, known as "the nut." You spend the first few hours of your working day earning fares to cover that nut, after which you're earning money for yourself. You drive as many people around as you can, allowing the cab to be empty for as little time as possible.

NO LUNCH? Some special add-ons are required for tolls and heavy baggage and out-of-region trips and so on, but other things being equal, the hourly fare rate for your cab times the number of hours you're driving is your maximum potential take for the day.

So you calculate that total, and shoot for the goal. Most days, of course, you won't make it. And once you achieve your maximum theoretical return, the only way to make more money is to buy a cab (or a fleet) and make sure that someone is driving every cab 24x7.

This is how Every Minute Managers handle their staffs. "I own these guys for 8 (or 10, or whatever) hours per day, and by gum, I'm going to make sure they're working -- not strolling to the soda machine or picking out drapes on the Web." In this view of the world, your golden day is the day when every employee works without eating lunch (and, consequently, without visiting the bathroom).

LAZY MANAGING. The problem is, taxi-driver productivity only works in taxicabs! In the white-collar world, our upside isn't limited by government-imposed cab fares. Your team can blow out productivity and profit goals with one great idea, one innovation, one crisis averted. So why would you treat team members like cab drivers?

If you think about it, stopping a person from wasting a minute (or more likely, causing them to waste minutes worrying about you) is the worst way to raise productivity. Most likely, when your back is turned, your vassal will waste a few minutes for the fun of it -- or for spite.

To my mind, if you have a problem with the way employees are spending their time, you have a much bigger problem than too many soda machine visits or excessive Internet usage. You've got the wrong team, the wrong motivation for the team, or possibly -- just be open-minded here for a second -- the wrong kind of management.

It may be that the Every Minute management style is appealing because it's the laziest way to manage. It's hard to figure out what makes for a really great trade show, a successful product launch, or a killer industrial design, and evaluate people on delivering those high-impact results. It's much easier to watch over people -- to ding them for feeding the meter twice a day.

INTELLECTUAL PROPERTY. Moreover, a raft of management tools, from Internet usage snoopers to time-tracking software, make it simple to measure what doesn't matter. I call these products "bad-management enablers." We wouldn't enable an alcoholic by giving that person a drink, but we encourage bad management by purchasing tools to count work minutes instead of output.

It's true that on some jobs employees know from the start that their minutes aren't their own. When I was a waitress in college, I was well aware that anything I might do besides waiting on tables was likely to get me reprimanded. As much as I might have believed that the occasional New York Times crossword puzzle would refresh my brain for the busy dinner hour ahead, I also knew that there were salt shakers to be filled and that I was, as Every Minute Managers love to say, "stealing time" when I wasn't filling them. Then as now, jobs existed where your results and your time usage were inseparable.

White-collar work isn't supposed to operate that way, however. Knowledge work means your brain is engaged. Your fingers may be doodling (my favorite pastime in meetings) or tapping nervously on the table. Your brain is engaged when you're taking that slow stroll to the soda machines -- the same walk during which you devised that brilliant billing scheme last quarter -- and while you're browsing the Chinese pottery on eBay.

"LIKE A LUMP." Of course, if you're stressed about the Every Minute Manager breathing down your neck, the great ideas will never come, not until you're out of that stifling environment and more happily employed elsewhere. But the Every Minute Manager won't be sorry to see you go. The manager will be busy counting keystrokes or stopping your co-worker from asking that customer on the phone about her lovely, lilting accent.

It's hard to break the Every Minute Manager habit. My dad told me a story about the day he was cured. It was the day the head office sent around a report of phone usage, employee by employee. A senior telemarketer named Jane showed up on my dad's report with a daily phone call to her home in the suburbs. "Say, Jane..." said my father, after summoning her to his office. "I've got this report here...."

"And then she let me have it," recalls my dad, "and I sat there like a lump. And I felt like an idiot. Jane had a family member who was ill, and of course she was calling once a day to check in. Here's a great employee who kills herself every day for the company, and I was responding to a silly phone call roster." He didn't make that mistake again.

As Blanchard and Johnson knew, some of the best managerial tools are judgment, warmth, communication skills, and intuition. Most of those aren't hard to develop: You just have to remember that your team is made up of people, not keystroke-production units. You, too, can drop that every-minute mania and focus on the things that matter. That may even earn you enough extra time to drop in on some nifty Web sites yourself.