The Work Place

The Cancer Of The Silo: Big Company Fun

April 25, 2008 · No Comments

It’s exhausting…

Over the last six months I’ve been working at a very large global company, 50,000+ employees, and either I can’t believe it or I just plain forgot how divided business units and departments can be for the lamest childish reasons.

If the wrong person gets hired into a senior manager (or above) role in their respective organization, look out. That where the slow drip of poison begins. Soon, they hire dysfunctional personality counterparts as their employees whose insecurities are almost worse than their own. The gossiping starts. They don’t play by anyone’s rules. If their agenda cannot be executed on by the current system, instead of working to improve the current system, they go off and do their own thing, causing waves of friction and confusion across the whole company.

When a company gets huge and people get political and power hungry, how do you stop it from creating huge fissures in the potential unity across organizations and departments and business units? How do you kick the pedestal out from under the Napoleon middle manager that is fucking with everyone, plugging up everyone’s schedules with meetings and projects that have no ROI plan attached to them if you can’t pull rank to make it happen?

I don’t have the answers to these questions but I am trying to do the right thing on the diplomacy front and am feeling the pain right now of the silo effect.

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Social Network Overdose: Is there a solution?

March 26, 2008 · 3 Comments

The Issue:

The sweet smell of social napalm in the morning. Gotta love it…or hate it…or just have a headache from checking all 95 social network accounts that you created for various niches you’re interested in. I have a Facebook account. I have a MySpace account. I have accounts at skateboards.com, surfboards.com, and snowboards.com. All these I use to connect with others but for various reasons. The maintenance is overwhelming if I want to be active on all these. When I say active I don’t mean like the 14 year old kids talking non-sense all day on MySpace. I mean like the professional collective I’m part of on these sites to discuss art, photography, politics, education, parenting (I have 3 sons), social psychology issues, etc.

I do want to continue to be a part of the communities/collectives that I’m part of but I wish I didn’t have to work so hard to update them.

Possible Solution?

Companies have already created widgets and badges for MySpace, Facebook, etc. to put on their various sites but I’d like to see a couple things take it a step further. A standard social networking API that uses a core simple standard dataset for photos and their info, interests, hobbies, avatar, etc. that you could manage from a NetVibes-esque portal, serving as your admin console to manage all your pages at once from one place. One might think companies would avoid that so that they could continue to “stand out” from other social sites but my argument is everyone has a social network now using various 3rd party out of the box social networks. The criteria on most of these is generally the same as far as the data set goes so why not standardize again the dataset/vars for the base information on all these sites, similar to what was done for ecommerce and passing variables to companies like verisign, authorize.net, etc.

If someone could just do this for me by tomorrow morning that would be great, then I wouldn’t have to upload photos 8 times, update my avatar 8 times, update my status 8 times, etc. It’s already nice that text’ing Twitter updates my status on my own blogs and Facebook. Too bad I can’t roll that concept across all social network sites.

</SocialNetworkingRant>

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Love And Rockets

March 22, 2008 · 1 Comment

Recently at my job I got to deal with one of those manager/employee types who LOVE to assume who is responsible for an issue on our corporate web properties, the FIRST thing they do is fire rockets up as high as they can. They do this with no consideration for others, the people working on the web team, the project managers, what else is going on outside of their current gripe, etc.

There’s a term for people like this but I can’t think of it at the moment.

Instead of investigating an issue further, they immediately report it to the top of the mgmt. food chain so that they look like they’re go-getters, the ones who appear to be ‘cards on the table’. The reality is that if you have an issue with another team, etc. It’s always best to get together with that team/employee and talk about your frustrations, the issues that have come up, and then work together to fix them. Otherwise, you just look like a whiny bitch…..

</bitching>

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How Long Until All Homepages Are Widgets?

March 22, 2008 · 3 Comments

I’m just wondering how long it’s going to take for everyone to widgetize EVERYTHING on their web page the point where we can have a full customizable version of the netvibes.com pages…where we can access netvibes.com funcationality and web 2.0 widget options but point our netvibes page automatically to our own domain and then we edit the layout/css the same way we can with our wordpress blogs.

I mean there are flickr, facebook, digg, wordpress, blogger type widgets and we’re all getting to the point where our personal site really needs to just be a portal showing all of our feeds/blogs, account info for all our social crap, LinkedIn account/resume info, etc.

If we get to the point where everyone’s homepage is a widgetized layout/look and eventually Google let’s our widgets get fully indexed, then what is next? If we get to the point of full realization of the personalization utopia, where non web people can drag and drop the content they care about all over their personal homepage and then it’s done, what else is there to do? If someone would just tell me, I could start investing my money.

-Rich

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B2B? B2C? How about C2C baby!

March 22, 2008 · No Comments

This was a response to a user on my Seth Godin post but I thought it would be good to give it it’s own spot here.

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

I currently work for a HUGE company that has never had to care about the consumer until now. Trying to convince these operational thinkers at the top to start embracing the fact that we need to think less B2B and more B2C, but more importantly C2C.

Companies nowadays needs to provide better products/services and work on ways to faciliate relationships between their own consumers/customers. This is the new way to invest in customer retention. Every customer wants to feel important and validated but the nature of that is changing. It’s no longer based on a great customer service experience when they call in to talk to the company. It’s now based on the fact that many others are using your product/service, are sharing their good and bad experiences with your other customers, and then most importantly seeing that your company is out there taking tabs on what they say. They need to see that you care about the good the bad and the ugly and that if there is a problem, you’re out there to take it in and fix it and listen to them.

Removing the corporate wedge between consumers and businesses by appointing people in the company to be out there blogging, mixing it up, engaging forums/communities/bloggers to compliment and criticize what your business is doing so that they feel like their hard earned money and time is well spent and valued by you. Customers need to feel like your reasons for investing in your own company exist for the sole purpose of investing in them.

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Seth Godin, New Marketing

March 20, 2008 · 4 Comments

I recently went to an Omniture Summit in Salt Lake City Utah. For you web analyst people out there, you know what Omniture can do, SiteCatalyst is awesome, and it’s potential is even more awesome. While I enjoyed the learning tracks at the summit, the Omniture strategic partnership upsells sprinkled throughout, I have to say I most enjoyed listening to Seth Godin speak.

He gave away free copies of his book Meatball Sundae. I’m not easily impressed and I’ve considered myself ahead of the curve when it came to the new way of marketing to people on the web and beyond via web 2.0, blogs, social tech, etc. What Seth did for me was not only augment conclusions I came to on my own a year or so ago, but he pulled all my scattered marketing thoughts together and put them in a relevant context, packaging it all up together in one tight little bundle that made sense.

I’ve just finished part one of his Meatball Sundae book and am getting into part two where he talks about the 14 new marketing trends. I think one of the biggest things I got out of this was realizing not only how clueless most companies are nowadays, but more importantly the new way of looking at your company.

Most companies that have been around for awhile, are trying to use the new marketing methods and mold them to their old school status quo way of doing business. Seth’s approach in this book is to make your company a more fast moving, dynamic company but altering your way of doing business BASED on what new marketing methods are out there as well as making sure that you are ready to change and morph when new ideas come out.

It’s an excellent (and I believe a required) read for any marketers, online or offline. The concepts are the same for both. The information age has started to render the ‘big and slow’ companies obsolete in the way they do consumer business and marketing.

SETH’S BLOG

SETH’S BOOKS

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Your Team

January 2, 2008 · No Comments

(article courtesy of Holberton Group, Inc.)

Getting the Most from Your Team
Most of us know there are various stages of a team’s evolution. We see it in professional sports all the time. That’s why there are spring training and exhibition games. Not only are the teams learning or relearning the skills of the game, but they are working on team integration.

Like all teams, teams in the corporate world have an evolutionary life cycle. Forming and storming are two of the generally accepted stages in a team’s life cycle. Team leaders need to be aware of these various stages and the expected behaviors of team members during these stages.

Because we are inherently sensitive, teams can often become derailed by someone’s behavior. By understanding that certain behaviors stem from certain stages of team development, we can better focus on the final objective.

Take the forming stage. Team members are feeling each other out, kind of waiting to see how each other behaves. Individual team members are assessing each other and are usually very polite. They are also looking at the designated leader and assessing his or her competence. Let’s face it: team members want to be on a winning team and during this initial stage they’re deciding if their leader and fellow teammates make for a winning combination. Individuals are also assessing—will I be an accepted member of the team?

In the storming stage, the next logical stage of team development, the team dynamics are characterized by tension and competition among team members. The issues generally deal with power, decision-making, and leadership. Conflict cannot be avoided and yet this is the most important stage of a team’s development. Successfully passing through this stage will say a lot about a team’s ability to work together effectively.

Regardless of the stage, team members deal with issues such as control, influence, and autonomy. Teams need to sort out issues (and seek consensus) about team and individual objectives, information systems, task design, authority, and discretion. Since we are dealing with the human condition, we must understand that all behaviors will not necessarily be predictable.

Each team leader should spend time thinking about their team and how it functions. Leaders cannot assume that teams will function as if they are on automatic pilot. They must be proactive and sensitive to team dynamics. In essence, they need to be a good coach or mentor to the individual team members.

Now ask yourself… Am I a Leader?


Small or Large Business?
Although employees don’t necessarily have absolute control over the picking, we need to be cognizant as to what type of organization will provide the best vehicles for our growth—and I don’t mean just professional or economic growth, but rather personal growth.

One of the standard employment models is to hook up with a large corporation right out of college and take advantage of all the formal training programs that those organizations offer. You will learn their way of doing business, their culture, and almost certainly have access to the best and brightest in training for your specific job. This is an excellent place to learn, in a structured manner, not only about the specific business, but also the relevant attributes of growing and developing a business in general. Such broader topics include strategic dimensions; operations; customer issues; decision-making; leading change; and issues about people, relationships, and our own personal dimensions.

Your career in a larger organization will most likely include detailed understanding of the function within which you work. For example, if you are a sales professional, you will undoubtedly receive the best sales training. The same is true with most other functional specialties. As you move along in your career, you will attach yourself to a mentor or organizational coach. The mentor will show you the way, helping you learn the ropes and avoid the potholes that are inevitably waiting to trip you up.

On the other hand, when we join a smaller business or organization, it is unlikely that training will be as formalized as in a larger organization. Frequently, individuals joining smaller businesses come “already trained” in the sense that they are likely to have worked at a larger corporation and learned a lot about business and their functional specialty. This is not universally true, but it happens more often than not. Generally, the younger and smaller organization wants to hire individuals already experienced. They don’t want to have to invest in raw, untrained talent.

The smaller company is probably intimate enough that an individual can more easily latch onto a mentor or coach. I have found over the years that the smaller organization is populated with specialists who have become generalists who ban and work together to achieve the corporate mission. This environment allows for closer, cross-functional “working together.” Usually, individuals in a smaller business know more of what is going on about the business.

In a smaller organization, you might have to reach out to a wider assortment of mentors to help you pave the way to the future. Behaving immature and invincible—“I don’t need any help attitude”—can get us in a lot of trouble. Be open to assistance from those who have traveled the road before us.

Whether you are in a large organization or a small one, with formal or informal training, mentoring or coaching, avail yourself of all the possibilities to learn and grow. You will be grateful you did. Eventually, it will be your turn to coach and mentor others. There is no more rewarding experience than helping shine the light on the path to help someone else along the way.

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From Entrepreneur to Leader

May 8, 2007 · No Comments

(This article originally came from the Wells Fargo Small Business Roundup)
Mark Helow, founder of The CEO Project, and Jim Schleckser, President, have been coaching and working with the CEOs of fast-growth companies for several years. Their research offers a unique perspective on what it takes to move to that next level: to become an effective CEO and leader. This article, based on their findings, offers clear views on the behavior and actions that exemplify real leadership and help someone make the transition from business owner to true leader.

“President” and “CEO” are just titles. The words don’t convey what the leader of a company actually does that determines the venture’s ultimate success or failure. There are only three specific CEO actions that ultimately matter. If these actions are in place and working, the company will grow and prosper. If any of these actions fall short, the business will founder or fail completely.

According to Helow and Schleckser, very few CEOs are aware of these actions or their implications. They usually realize these things are important, but they almost never believe that these three actions should occupy 80% of their focus and attention. Yet, instead of spending the bulk of their time on these critical actions, time spent usually equates to less than 10%. A shift in focus and competence in these critical actions will substantially alter the destiny of the venture.

The three CEO actions that separate the winners from losers are:

  1. Picking the right business/profit model
  2. Putting “A” players in key positions
  3. Implementing “A” processes in customer service and sales

Picking the right business (model)

Some businesses are good, others aren’t. A mediocre home builder in Washington, D.C. will be more successful than a great home builder in Altoona, Pennsylvania. Market demand always wins. Picking the business, designing it correctly and modifying it to meet changing conditions are the CEO’s most important acts.

What are the elements of a great business?

  • Demand exists—or you can create demand—that consistently exceeds supply. It helps to have a product that customers love, has recurring revenue and is a non-discretionary purchase.
  • You have a sustainable advantage that is difficult to duplicate. With this advantage often comes unique vertical knowledge, which deepens over time.
  • The economic characteristics (gross margin, return on invested capital, etc.) are favorable.

In the wake of the dot.com bust, for example, The CEO Project found some interesting islands of success. ATX Forms in Caribou, Maine, is a classic example. ATX develops software that small, private accounting firms use for their clients’ tax returns. Their product is essential for their customers—accountants can’t do tax returns without this type of software, the product is sold on an annual basis every year because the tax code changes annually, and ATX focuses its product on the small practitioner. There are other large competitors, but ATX has the advantage of focusing on the needs of the small practitioner. Their sales and profits have grown over 50% in each of the last two years.What do you do if you’re in the wrong business? You have two choices. One choice is to take your existing assets (customer relationships, product knowledge) and reconfigure the assets to support a higher value business proposition. A CEO in the paper cup business—think commodity—invented and patented the big cups with the narrow bottoms to fit into vehicle cup holders. His business took off.

The second choice, and the hardest for entrepreneurs, is to sell or close the business and do something else that creates more value. For most entrepreneurs, it would be easier to cut off a limb than lose their baby. But often, it’s better to surrender and look for a better opportunity.

Selecting “A” players in key positions

Sometimes one person can be the missing link. Helow says he frequently hears “we were growing slowly and then we added ‘x,’ and that was the missing piece.” Often, this function is sales because most companies have sales as their limiting constraint. Sometimes it is a technical skill and other times it’s the addition of a great operations person that can bring all the pieces together. Sometimes it is replacing the CEO.

Player definitions are:

  • An “A” player regularly excels and goes beyond expectations, reinvents and improves new situations and is a shining example for others and forwards company values. Ask the question: If you could hire anyone in the world to do this job, would it be that person? If the answer is no, then the person is likely not an “A.”
  • A “B” player consistently meets expectations and supports others and company values.
  • A “C” player is neither an “A” nor a “B.”

Most CEOs give their people “A” ratings when they really should be a “B.” But the difference between an “A” or a “B” can make the crucial difference in a critical position. That said, “B”s are essential to a company’s success. Companies are built on “B”s. You can’t have all “A”s. But you need to have them in the top positions of your company.Who are the most important people in your company? It’s always 1) the CEO and 2) the manager at the company’s point of constraint. Since most companies can usually handle more sales, the point of constraint is usually sales and marketing.

“A” processes in sales and customer service

If a company can systematically delight its customers, that leads to a series of good things. Existing customers don’t leave, they buy more stuff, and they frequently refer others. Being able to do this every time is a key ingredient in company success.

Several CEOs have used an innovative approach for keeping customer delight front and center in their organizations. Instead of complicated and arbitrary numerical customer surveys (one person’s “3” is another person’s “4”), they would ask their customers if they were 1) Delighted, 2) Satisfied or 3) Not satisfied. This made the customer data much more real. The next question was usually “why?” This opened up a customer dialogue, which frequently led to significant improvement in customer delight and revenue. A unanimous conclusion from this approach was that there was much greater economic value turning a “satisfied” customer into a “delighted” customer than trying to convert a “not satisfied” customer into “satisfied.”

Another catalytic event for many companies is when they find the keys to unlock their sales and marketing process. Orange Glo International manufactures Orange Clean and OxiClean. In the beginning, these products were sold mostly through craft shows. The product would sell itself in live demonstrations, but obviously the company would stay very small relying on craft shows and live demonstrations. Then came the Home Shopping Network test. The product was demonstrated live to millions and it sold very successfully. Users began telling their friends and the company was on its way. OxiClean became so popular that it eventually became one of the top-selling items for Wal-Mart on a worldwide basis, and the company is now over $300 million in sales.

CEO focus and skill along three critical dimensions will determine the ultimate success of the enterprise. The overwhelming tendency is for the CEO to spend time in other places—some good, some bad. A total commitment to building skill in these three areas will have a geometrically positive effect on business performance.

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Hiring: The Interviewer

April 12, 2007 · 1 Comment

I recently talked with friends of mine that are managers about interviewing. Now I’m not talking about the people trying to get hired, I’m talking about the interviewers themselves, the management strategy for prepping people to do the interviews, and the people themselves who are interviewing prospective employees. I’m realizing how broken this process is for a lot of companies whom you’d normally think would have their shit together in this category. I mean, how could some of these huge companies survive SO long with so many employees if they can’t effectively interview? The fact is, the bigger they get, the higher the chance is that they hire goofballs to hire more people…..birds of a feather….you get where I’m going with that.

Reasons Why The Wrong Candidates Sometimes Get Hired

1. The wrong/irrelevant staff members were set up to interview the candidates. A lot of the time, it’s important to get the right personalities on your team to do the interviews. Having a socially inept person interview someone for a leadership role is just plain lame.

2. Interviewers weren’t primed by their managers on what specifically to emphasize in the interview.

3. The hiring manager for the position is unorganized and unsure of themselves.

4. The role for this person isn’t clear before deciding to open up the job requisition.

Tips For Interviewing & Hiring The Best Candidate

Know What You Want

I’ve been hired a couple times by people that have created a role on their team with an extremely nebulous job description and only a couple hard directives for me to shoot for. In the professional world, of course everyone has to have some form of ability to lead themselves, find out what’s going on, and manage their own projects. As their manager though, you need to have a specific gap for them to fill with their skill set and a list of directives for them to follow. Don’t create a job requisition just because you need another warm body with some general skills. If you do this, you will end up with an employee that will much of the time be sitting on their hands trying to figure out why they were hired in the first place.

Prep Your Interview Panel

Don’t just grab a random group of team members based on the fact that they have an hour to interview someone and then tell them, “hey go interview that guy for this role”, and then get their feedback afterwards. You should always review in a short meeting with the interviewers on your team, why this person is being hired, what you want each person’s questions to emphasize, and make sure they have them written down for you to see before this even starts. It sounds like extra work and overhead but I’ve interviewed at companies so many times where some dude shows up to chat with me and he has no readied questions that are more specific to the job I’m applying for, just the standard “tell me about yourself, where have you worked, what do you do for fun.” These are people that might be reporting to me when I get hired and don’t ask me about my management style, what would I do if there is conflict in the team, what would I do if the company was struggling financially, what if our team currently has a bad reputation, etc.

If I was going to war, I’d sure as hell want to know who was leading our team on the front line of fire. Wouldn’t you?

Conclusion

Unfortunately the cancer of bad managers being hired and then poisoning the food chain below them in the office is common and will never go away. If you just follow some basic methodologies, hire the right person, maintain them with good solid directives and communication, all will work out. Then, as those good people get promoted, they’ll help to create good quality teams under them in the months to come.

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The Difference Between Marketing & Sales People

March 14, 2007 · 5 Comments

Hiring the right people for the right positions is as equally important as it is a rampant problem in many companies. I’ve had some experiences recently with a few companies, small and large where a marketing type was hired to do sales or vice versa. There is a slight overlap in those two job types but there are some very extreme differences that I will cover below.

The Overlap

There are definitely a couple things that Sales AND Marketing folks both need to be able to do.

Excellent People Skills

They need to be able to adapt to just about any personality type they’re dealing with, no matter how quirky. The reason is that good long-term business is always about the relationship lasting with your accounts/strategic partners, etc.

Creative Drive

Both types need to be driven do take things to the next level to get ahead of the competition through creative methods that aren’t being used by anyone else.

The Differences

Marketing

I’m a marketing type. Typically emotionally based decisions, I get the most of business when customers and people in general are excited, stoked and enthusiastic. I love the rush of building hype and seeing reactions on the faces of customers and playing around with the psychology of promotion and marketing. I’m risky with money when it comes to trying new promotional ideas, especially viral ones that don’t have a lot of empirical data to back up a successful outcome. When I see something is new and no one’s promoting it in a new way, I love the challenge of hooking people in and getting them to follow. I love hype, visual/audio stimulation and intense experiences. Most other marketing people I’ve met that are effective are all driven by those things I mentioned above. This is why in most companies, you’ll see which department tends to have the biggest parties and have the most fun.

Sales

I’ll use a good friend of mine as an example. He’s a gnarly sales guy that could probably sell the average joe a million pounds of lawn clippings for twice the price of a new car and make him feel ok about it in the process. Where the marketing guy would falter to close the deal because his/her emotions would get in the way, a good sales guy doesn’t care about that. While marketing types can certainly be competitive in what they do, their competitiveness almost never comes close to matching the competitive nature of a great sales person. They love closing the deal and refuse to let anyone get away with ‘No thanks, I’m not interested at this time’.

My friend is excellent because can debate and diffuse the gnarliest most intense and irrational customer one moment and then in the following hour go visit someone’s grandmother and hang out and have lemonade. Because he can read when someone is feeling pressured, he knows how to back off just right while simultaneously upselling them on less expensive solutions.

Marketing types tend to be kind of scatter-brained/creative and can forget to call people back. Good sales guys are persistent and operate on tight lists of leads, phone logs and scheduled appointments so they can bring in the numbers. They’re constantly turning 5 leads into 10 into 30 and so on and they are never satisfied with their numbers.

Conclusion

Good sales and marketing guys should always appreciate the other person’s role and how they can help each other: Marketing gets people hyped, sales closes the deal and gets us all paid. Just make sure you don’t put them in the wrong role as a sales guy won’t put enough time into hyping a product or service and a marketing guy gets too soft to go after the jugular and close deals.

#47

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