Archive for October, 2008

Your voices needed to help a worthy project

Thursday, October 30th, 2008

Can the sharing of stories bring a community together?

It worked in the olden days, but has become a lost art in the age of television, internet, and videogames. Robert Putnam’s book “Bowling Alone” described a society where isolation reigns and communities are frayed.

My friend and colleague Cynthia Kurtz has applied for a Knight News Challenge grant to develop web2.0 software precisely to facilitate the gathering, sharing and passing on of stories that used to go on around the campfire or village square. The Knight folks want the public (that means you) to review and comment on the applications. It would be doing a great service if you would visit the site here and weigh in on Cynthia’s application.

Here’s how she describes the project:


Long ago, story caretakers tended the diverse stories of the community: eliciting, understanding, maintaining. But those traditions have declined as commercial storytelling rose and community coherence fell. The physical-digital split means that today older people tell stories in community centers while younger people tell them on Facebook. People still tell stories, but no one is bringing all of the stories together into community-wide patterns, making sense of those patterns, and helping the stories get to where they need to be in times of need. We are building a free and open source software package called Rakontu (”tell a story” in Esperanto) that will help communities share and work with raw stories of personal experience for mutual understanding, conflict resolution and decision support. By supporting and bridging online and offline storytelling, Rakontu will help communities regenerate the sustaining functions of story caretakers so that they can take better care of their stories again.

An important part of the project is how this would bring benefit to communities. Cynthia explains it this way:


Rakontu will help communities tell, annotate and connect stories; discover insight-creating patterns in them; and use stories to resolve conflicts and make decisions together. This degree of support is only available today through the help of experienced narrative practitioners. Rakontu will embody understandings about narrative in communities so that people will not have to know anything about narrative to benefit from its use. Some possible outcomes are better understandings of opposing perspectives, a greater diversity of voices being heard, better consensus on tough choices, more problems dealt with before they get worse, safer streets, fewer footholds for extremism and paranoia, and greater common strength in times of crisis.

I’ve written in this blog, over and over, about the use of stories for knowledge sharing, learning, and creating insight. You’re probably tired of reading about it. But think about this: we should be using every tool at our disposal to help bring our communities together, to combat the “bowling alone” syndrome, and make our neighborhoods a better place to live. That’s what Rakontu can do, and I hope you’ll visit the Knight News Challenge site and support Cynthia’s application.

(Disclosure: I have worked with Cynthia on this grant and will be conducting community trials of the software if the grant is awarded. Therefore I have a vested interest in getting the grant approved.)

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A good review of books on visual thinking

Wednesday, October 29th, 2008

Direct link to the Strategy+Business article here.

Books mentioned in the article:

Related posts:

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"What Was Privacy?" Indeed!

Tuesday, October 28th, 2008

Compare these two quotes:

I have a date there with Samer Takriti, a Syrian-born mathematician. He heads up a team that’s piecing together mathematical models of 50,000 of IBM’s tech consultants. The idea is to pile up inventories of all of their skills and then to calculate, mathematically, how best to deploy them….

Takriti, a slim 40-year-old with wide, languid eyes, opens the door of his small office. He wears a rugby shirt tucked tightly into blue jeans. I tell him that being modeled doesn’t sound like much fun. I picture an all-knowing boss anticipating my every move, perhaps sending me an e-mail with the simple message, “No!” before I even get up my nerve to ask for a raise. But Takriti focuses on the positive. Imagine that your boss finally recognizes your strengths, he says—maybe ones that are hidden even to you. Then he “puts you into situations where you will thrive.”

Still, Takriti confesses that he’s nervous…. With time, he and his team hope to build detailed models for each worker, each one complete with a person’s quirks, daily commute, and allies, perhaps even enemies. These models might one day include whether the workers eat beef or pork, how seriously they take the Sabbath, whether a bee sting or a peanut sauce could lay them low.
(from “The Numerati,” by Stephen Baker, excerpted in Business Week, 28 Aug 2008)

-and this-

Harriet Pearson is IBM’s chief privacy officer, a role she assumed in 2000, when Lou Gerstner was CEO. Gerstner was “convinced that as the Web emerged as a business platform, companies—particularly one such as IBM—had to lead on privacy,” Pearson says. “We were at an inflection point with respect to the pervasiveness of technology in business processes, and he correctly judged that IBM needed to use its leadership on that issue to support our initiatives on e-commerce.”… In 2005, under Chairman and CEO Sam Palmisano’s leadership, IBM adopted a forward-looking global policy that forswore the use of employees’ genetic profiles in making decisions about hiring or access to health insurance and other benefits. Pearson credits IBM’s own “DNA” in issues of employee privacy and nondiscrimination for the logic behind its policy on genetic profiling. “There’s a direct line that I can draw back to our history in the 1950s and 1960s that is consistent with who we are as a company,” she says. (In May 2008 George Bush signed into law the Genetic Information Nondiscrimination Act. IBM’s early support facilitated its passage.) IBM’s manifold adventures in new technology—including systems for accelerating genomic research and pharmacological innovation—enable it to foresee developments that have implications for privacy. Pearson says it’s part of her job to scan company and industry horizons for potentially gnarly situations: “My business needs make me as likely, in one day, to be looking at genetics and RFID, and what they mean for privacy issues, as at data privacy and security issues associated with global business processes and the emergence of what’s being called ‘cloud computing.’” (from “What Was Privacy?” by Lew McCreary, Harvard Business Review, October 2008)

Both quotes concern IBM. And so, are you as confused as I am?

A company that characterizes itself as a privacy pioneer is mathematically modeling its consultants? This is what happens when cognitive bias embeds itself in a bureaucracy. IBM’s people consider themselves privacy pioneers, yet at the same time they install procedures that to an outside observer are clear invasions of their employees’ privacy.

Let me relate a little privacy story. A few years ago, I was involved in a dispute with my employer over an employment contract. While this dispute was ongoing, I still worked at the company. One day, I looked at my laptop, and thought of the servers and networks that carried my emails, web searches, etc., to the internet. The company could have been capturing all this information, scrutinizing it, and twisting it into evidence to support their case.

I felt a chill. What had I searched for? What emails had I sent? What personal information would they have access to? At that moment, I didn’t have trust in the company’s good will. Quite the opposite.

God forbid they would have had a “mathematical model” of me.

It’s clear that people ascribe good motives to their own actions, while in others those same actions would seem questionable or downright wrong (see “I’m OK, You’re Biased” by Dan Gilbert). The question is, who can blow the whistle at a large corporation? Who, at IBM, could say, “This is just wrong. We shouldn’t be doing it,” and be listened to?

UPDATE: Please read Harriet Pearson’s comment below. She points to this blog post as an elaboration of IBM’s views.

(Thanks to Cognitive Edge for the pointer to the Business Week excerpt.)


(Photo from bretwalda via stock.xchng)

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How to ask your clients uncomfortable questions

Monday, October 27th, 2008

We know when selling that we need to probe our clients’ needs, ask sensitive questions, or, on occasion, ask for favors. To some people, this comes naturally. The rest of us can rely on this advice from Ford Harding about how to pose some of these tricky questions to clients–questions that can be uncomfortable to ask, but essential to expanding a network and growing a business.

A teaser:

Purpose: To be seated next to possible client at party
Words: I have wanted to get to know [name] for a long time. Would you consider seating us near each other at dinner?

Read Ford’s entire post.

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B2B buyers–please tell the losers why they lost

Friday, October 24th, 2008

I’ve worked on a lot of sales proposals over the years. It works this way: a company needing to buy supplies, services or products invites a number of companies to bid on the business. Frequently, they’ll develop Requests for Proposal laying out all their needs, criteria, etc. Companies submit their proposals, and over several iterations, the buyer selects.

It’s, as succinctly described by Harvard’s John Quelch, a winner-takes-all contest.

Problem is, there are many losers in that contest. Depending on the industry, perhaps only one out of ten proposals results in a sale. It’s a terribly opaque process for the bidders (which opacity benefits the buyer). Not surprisingly, sellers view “the RFP process” as undesirable and frequently unfair.

There are countless systems for increasing your company’s odds of winning proposals. Identifying the power base, deploying flanking strategies, etc. Dave Stein at ES Research can help you sort through who offers these services, if that’s your aim.

I’m interested in something else. How to extract value out of a losing proposal. And it’ll take some behavior changes on the buyer’s side. Ready?

I’ve been working more on the consumer-marketing side recently, and I am amazed by the following: companies really want to know how customers use products and why they buy the way they do, and customers, by and large, are willing to tell them.

On the B2B side, it couldn’t be more different. Losing bidders are frequently afraid to ask or eager to look forward to new opportunities. Buyers don’t want to dwell on the process after it’s done, nor do they want to spend time with a bunch of bidders asking questions or, worse, trying to rescue a losing sale.

It’s got to change, and here are two reasons why: (1) a failed proposal effort is expensive for the seller, and (2) lousy proposals are costly for buyers. The process needs to be mined for all the value possible. Insight is the most valuable mineral in a failed proposal effort. Why did I lose? What did I do wrong? What did I misinterpret? How do you view our product/service against our competitors? What was most important to you? What was less so?

The answers to these questions are the B2B equivalent of consumer market research. It’s not enough to ask those who selected you why they did (though that’s rarely done, either). It’s even worse to make assumptions, but that’s what I’ve experienced, or committed, most. “The product was insufficient.” “They didn’t like our terms.” etc. are only meaningful if they reflect the true thoughts of the client.

So: buyers need to have after-sales reviews with each losing bidder, explaining (without violating confidentiality provisions) why they chose the way they did, and what the bidder could do differently to improve its chances next time.

Losing sellers need to listen with open ears, seek clarification and elaboration, not challenge the decision nor try to reopen the process. (It might be less threatening if disinterested parties attended these sessions, not the lead salesperson.)

Putting this simple protocol in place will help buyers make better decisions, and sellers create better products, services, and proposals.

Please weigh in with your thoughts. Email me (john at caddellinsightgroup dot com) or twitter me (@jmcaddell) if you’d like to discuss this idea more.

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AG Lafley on P&G’s innovation culture: "The consumer is boss"

Thursday, October 23rd, 2008

In the newest issue of Booz & Co’s “Strategy + Business,” A.G. Lafley describes the innovation culture at his company, Procter & Gamble.

Hearing insights from Lafley and P&G about innovation is becoming a cliche, but this quote struck me as apt:

So we expanded our mission to in­clude the idea that “the consumer is boss.” In other words, the people who buy and use P&G products are valued not just for their money, but as a rich source of in­formation and direction. If we can develop better ways of learning from them — by listening to them, observing them in their daily lives, and even living with them — then our mission is more likely to succeed.

This what I’m thinking about much of the time now. How to help companies listen to, and learn from, “the bosses.”

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Gathering customer product insight using Twitter

Thursday, October 23rd, 2008

Gathering and sorting through customer feedback is an overlooked part of the product manager’s toolbox. Currently-used methods are inadequate to the task: surveys are limiting and misleading (one man’s 4 is another man’s 3, and so forth). Focus groups are biased and prone to takeover by assertive voices.

Fine-grained, freeform feedback, such as is gathered in customer service calls (or, as I’m doing with one client, in open-ended interviews), provides a wide range of opinions from a diverse group, relatively untainted by outside influences, measurement bias and company hypotheses.

The new social applications offer a new and promising way to gather feedback cheaply and in real time. Twitter is one such application being put to use.

Dell and Comcast, for instance, troll Twitter looking for references to their products and services. If people are struggling, their Twitter users will reach out and try to solve the problem, or point them in the right direction to get help. It’s as if a call to tech support was being worked on in public. It’s highly responsive, and the users who get this kind of attention appreciate it, usually announcing their satisfaction in a Tweet.

Other times, Dell in particular responds quickly to critiques of their products (see an earlier post and a Dell comment). It’s done well–not pushing back on the commenters, but certainly getting the company message out in that forum. In other words, comments on Dell products are always responded to.

Both the above examples have obvious PR benefits and bring the Comcast and Dell folks who engage in these conversations closer to the real customer experience. All good.

What I’m talking about, in addition to that, is collecting dozens or hundreds of tweets on a particular product and looking at them all together. What do they say about the product? Are these issues that seem to crop up continually? Are people using the product in unexpected ways? Is something about the product really, really annoying people?

Note that gathering the data is easy. Sorting it out is the hard part, but using narrative analysis techniques can separate the wheat from the chaff and give you real, useable insights.

(Here’s an example of the Twitter conversation around the new Ford Flex. I hope Ford’s product marketers are listening! Here’s another conversation on the Flip video camera)

There are other ways to gather freeform customer feedback. Customer reviews on Amazon, for example. Blog posts. Companies should use all of them. Particularly as these technologies become more embedded, and more people start talking in these forums, the stories customers tell will be more and more vital to innovation and the product creation process.

(If you’d like a comprehensive look at how businesses can use social technologies to engage with the outside, read Groundswell by Charlene Li and Josh Bernoff)

Related posts:
Dell’s web2.0 efforts pay off
Is Google listening to the stories around Knol?
On “Groundswell”

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"What if your whole company acts like an a–hole?"

Wednesday, October 22nd, 2008

I was talking to my friend this morning about Bob Sutton’s “The No Asshole Rule” and its corollary, “if you can’t escape working for an asshole, you need to learn how to be indifferent, now not to care too much.”

My friend’s question: “What if your whole company acts like an asshole?”

He elaborated. “I went to a retirement party for a friend of mine who worked for the phone company. They’ve been downsizing forever. There are guys who have been there 25-30 years, and they’re trapped. They hate it there, but they have nowhere else to go. So they go through the motions. It’s filled with people like that.”

Me: “Economists keep telling us that economies of scale mean big companies have advantages.”

Him: “Scale economies must mean a lot if those companies still make money, while they’re full of people who don’t care anymore.”

Disclosure: I’ve worked for very large companies and very small companies in my career. As you can probably guess, I liked working at the smaller companies better.

Related posts:
The Value of Not Caring in the Workplace

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The era of cheap s–t is over

Monday, October 20th, 2008

Our kids’ piano teacher lets our kids choose a little prize after their lessons, if they’ve tried hard and been attentive. The other day, my wife said, after tripping over one of these dollar toys for the millionth time, “I may have to tell her to start bringing candy, instead of these little toys. I can’t keep up with all the crap.”

Help is on the way. Last Thursday, on NPR’s All Things Considered, reporter Louisa Lim tells us that many Chinese factories who supplied the world with cheap trinkets are going out of business, victims of rising commodity prices and slack demand from the West. Chinese government action may also be a cause, according to the ATC story:

Harley Seyedin, the president of the American Chamber of Commerce in South China, says this slowdown was the result of deliberate action by the government.

“The majority of this happened because of changes in regulations last year deliberately decided by the Chinese government in order to slow down the economy and to move away from reprocessing [and those] labor intensive, environmentally unfriendly and energy-intensive kind of companies,” Seyedin says. “And certainly some companies have suffered as a result of that. Those types of companies needed to go anyway.”

Hallelujah. One of the byproducts of the economic slowdown will be a ratcheting down in our acquisitiveness, and a reduction in the easy credit that’s allowed us to buy more crap, cheap or otherwise. To me, there’s good news in that.

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More on "NOMO Concert"

Wednesday, October 15th, 2008

If today’s earlier post made you curious about the group NOMO, here is a cool live video of a few songs. Now you can see why I was bummed I had to leave the concert so soon!


NOMO Live session from Svetlana legetic on Vimeo.

You can learn even more about NOMO at their Myspace page here.