February 20, 2013
Today’s Wednesday Work Wisdom…
Innovation is often discussed in terms of what we know about innovation. But sometimes it is useful to uncover what we don’t know. What are the things that might catch us off guard and ultimately reduce the long-term impact of our innovation efforts?
Some useful questions to ask to are:
- What don’t we know about a particular topic? InnoCentive ran a challenge to identify what researches didn’t know about Type 1 Diabetes. Doing this provided useful insights that improved the chances of finding a cure.
- What do we need to find out? If you are looking to attract customers that are different than your current ones, don’t just ask what you know about them. Identify what you need to learn; what you don’t know.
- What do we need to do in order to uncover what we don’t know? If you don’t know what your customers really need, don’t rely solely on big data. Instead try ethnography. If your customer surveys are giving misleading results, try techniques designed to uncover implicit/subconscious biases. Using different techniques will yield different insights.
- Who do we need to involve that is currently not part of the process? Who can help you uncover what you don’t know you don’t know? If you want to surface potentially disruptive market shifts that can kill your business, partner with a university or futurist. If you want to understand emerging economic shifts, seek out the council of an economist. Insights from experts outside of your company/industry will lead to better innovations.
- What do we need to stop doing in order to free up time to focus on what matters? Don’t get wed to your ideas. Be rigorous in killing anything that does not show potential in order to free up resources. Keep a crew of “devils advocates” who poke holes in your theories.
- Who’s our competition in the future? Assume that your current competitors will not be your biggest threat in the future. Look for disruptive technologies that may make your business irrelevant. Look for competitors in emerging markets that could offer services at a lower cost.
- What demographic changes may blind-side us? Sometimes your biggest competition is not a new company, but a new set of buyer values. For example, if you are an insurance company, your biggest threat may not be a new insurance company. It might be the fact that millennials (the next generation of consumers) are “present moment” focused. Getting them to save, invest in the future, or buy insurance will be increasingly challenging.
This is only a starter list of things that could catch you off guard.
Although you need to focus on what will make innovation a success, don’t forget to identify the questions that might create unexpected roadblocks. Be sure to uncover your blind spots so that you are not blind-sided.
What other questions would you add to this list?
April 6, 2012
I recently had a conversation with a colleague who is a professional speaker. She and her husband are debating if they want to have a child in the near future.
She said, “Right now my life is easy and I know if I have a child, it will be a lot more difficult.”
The implied question: “Do I want a life that is easy or one that is challenging?” Based on that question alone, many might go for the easy solution.
But maybe this is the wrong question. I asked her, “How fulfilling is your life right now?”
Her answer: “Although life is easy, it is not fulfilling.” She felt that having a child would make life more fulfilling.
A different question gives a different perspective which yields different solutions.
Because she eventually wants children, she wants to travel less. As a professional speaker, she currently only makes money when she is on the road. Therefore, to create passive income, she has been developing a number of “products” (books, CDs, DVD, cards, etc) that she can sell.
What she is doing again implies a particular question: “How do I create products that will generate passive income?” As it turns out, the creation of these products has required a lot of time and money on her part. And there is very little leverage since the margins are so low and the distribution channels are limited.
But what if she asked a different question: “How do I generate passive income that can scale with minimal effort and minimal investment?”
Now she has many more options including licensing, partnerships, sponsorships, technological platforms, etc. The work can be done by others rather than her. And given that others are selling to their networks, she can gain much greater leverage. The opportunity now is much larger.
If you ask a different question, you will get a different solution. And from my experience, most individuals and organizations are asking the wrong questions. And this will always lead to the wrong solution. A simple shift in mindset can fundamental shape your success.
June 1, 2011
This article was published on the American Express OPEN Forum. The title you see here on this blog was rejected by them and replaced with “The Art of Decision Making.” I decided to retain the original.
A couple months back, Accenture released the results of a survey of more than 3,400 professionals in 29 countries showing that fewer than half of all respondents are satisfied with their current jobs. I suspect these less than glowing findings are far from surprising.
Reading the results reminded of a conversation that surfaced during a Q&A section of a workshop of mine a while back. One of the attendees asked, “I work in a cubicle in a well-known technology firm and I am unhappy. How do I know if it is me or if it is my job? Do I need to change myself or change my job?”
I queried the audience to get their responses and the answers ranged from, “Stay at your job while you explore other options,” to “If you are really miserable, find another job quickly and quit this job,” to the most outspoken (and comedic) within the group, “Quit your job now! How could you work another day for the evil empire?”
After collecting the various responses, people looked anxiously to me for the “correct” answer.
My perspective was a bit different than the masses. My response was four words: “It doesn’t really matter.”
Very simply put, with the right mindset, any decision is the right decision. If you sincerely believe that the path you are on is the right one, then it is. Quitting your job doesn’t change things. You can switch jobs all you would like, but without the right attitude, it won’t make a bit of difference. Conversely you can alter your attitude and find new opportunities in staying where you are today, without ever changing jobs.
We often fail to make progress in life and in business because we postpone action until we feel as though we have the “right answer.” We painstakingly research all the facts, consider every angle and study each relevant detail. However, this quest for the “right answer” has us sitting on the fence in limbo, often without end.
Instead of answers, perhaps what we need are decisions.
Sadly, many of us suffer from a mild form of “decidophobia“—the fear of making decisions. No, I didn’t make up that work. It was coined by Princeton University philosopher Walter Kaufmann in his 1973 book, Without Guilt and Justice.
It is human nature to avoid putting ourselves into circumstances that we see as being risky, uncomfortable or scary. Therefore, we often decide to not decide. Many relate to decisions as having a “right or wrong” with an associated set of risks and rewards. By postponing decision-making, we mistakenly believe we are avoiding or minimizing the pain and risks of a wrong decision. However, indecision is a no man’s land with no direction, no progress and often more angst.
Without decision, there is no commitment. If you stay in a job yet do not commit to it, there is no way you can be satisfied. You will always be looking elsewhere. If you stay in a relationship but have one foot out the door all of the time, there is no hope for the future.
Should I change my job? Should I stay in my relationship? Should I buy a new house? What should I do with my life? These all seem like pretty big decisions. And for most people, they are.
We think “Oh, it’s so hard to make these big decisions,” when what’s really hard is the indecision.
In life there are no right or wrong decisions. There are only decisions. When we come to a fork in the road, we tend to overanalyze it. We might say, “I have an opportunity to create this new business venture BUT…” These are the considerations that have us stay upon the same path. Or how often do we choose a different path and then rethink our decision.
One of the reasons we worry so much and wonder whether we are on the right track is that we often see decisions as long term, semi-permanent decisions.
September 21, 2010
You hop on the plane and fly to your destination. After deplaning, you pull out your hotel reservation and type the address into the GPS.
And then, you realize…you have a problem. A BIG problem.
Although your destination airport was Buffalo, NY, the event is being held just over the border in Ontario Canada…and you don’t have your passport.
I am completely embarrassed to admit it, but this happened to me just last week.
My speech was in Niagara Falls. For some reason I believed that the event was on the United States Side. This was a BAD assumption.
A friend once described herself as a fire fighting arsonist. She was constantly putting out fires that she started. I was beginning to understand what she meant.
If you were in my situation, what would have gone through your mind?
During my 45 minute drive from Buffalo to the border crossing, I went through three distinct phases of thought.
Phase 1: “Oh $#*!” – Not a very useful phase, but I had to acknowledge the reality of the situation
Phase 2: What can I do to get into Canada? – I first considered swimming across Niagara Falls. If I were Michael Phelps, then that might be an option. But I am not. I then pondered begging and bribery as options. But I needed to consider more practical solutions. It is amazing what the mind can remember when it is pressed. I recalled the fact that I had once taken a picture of my passport and that the image was on my computer. I thought through all of my documents: contracts, hotel reservations, car rental agreements, and return airplane tickets.
Phase 3: What would I do if I couldn’t get into Canada? – Getting into the country was not guaranteed. Therefore I needed to think through what I would do to best serve the customer in light of this situation. I considered how I might deliver the speech via video Skype. Given that it was a Personality Poker session, I thought through ways of getting decks across the border. I even thought through a list of innovation speakers I know in Canada, which admittedly, is not a very long list.
After I went through all of this in my mind, I finally arrived at the border crossing.
I tell this (very embarrassing) story to make a point.
Your ability to solve problems is your key to success. The bigger the “game” you are playing, the bigger your problems will be. You cannot be stuck in “phase 1” and be paralyzed by the situation. Finding productive solutions is critical.
The same is true for organizations.
Some problems are obvious, like self-inflicted ones, pervasive quality issues, or those evident from an eroding market share.
But sometimes the most important challenges are in our blind-spots. These represent the biggest opportunities:
- Strategic opportunities for developing new products, services, or business models
- Marketing opportunities that would grow market share
- Process improvement opportunities that would create time for innovation
- “Cultural” issues that prevent innovation (e.g., not-invented-here syndrome, poor collaboration, etc)
Innovation is nothing more than identifying, prioritizing, solving and implementing your most important challenges in the most efficient way.
Mastering this one single skill will catapult your organization to higher levels. There are many articles on this blog discussing problem solving and challenge-driven innovation. And more articles will be written in the future.
You may be wondering how my personal story ends.
Fortunately I was able to get into Canada. It did not take too long and they were very friendly. They asked for most of the documents I had already catalogued in my mind.
Interestingly, I was told that if I were a Canadian trying to get into the US, it would be a lot more difficult and I would probably not have been allowed in.
The morning after my speech, I wanted to make sure I did not get stuck at the US border crossing, so I left my hotel 5 hours before my flight. Given it is a 45 minute trip, I figured that should give me enough time to deal with any kind of interrogation.
I get to the border crossing. The guard looks at my driver’s license. Asks me the city I was born in and lets me through. I got to the airport with almost 4.5 hours to spare.
My days of being a fire fighting arsonist are over. It is too much work and too much stress. I would rather focus on more productive challenges!
April 26, 2010
OK, after 2 weeks of sleep deprivation due to manuscript deadlines, I am now back in action here. The final version of the manuscript went to the publisher on Saturday. I then played Personality Poker in Memphis with nearly 100 representatives from Penguin’s gift sales on Sunday. These individuals sell books into non-traditional bookstores, gift stores, hospital gift shops, department stores, casino, and similar places.
Last weekend, I played Personality Poker with a couple hundred people at a conference in Canada.
After the event, over a dozen of us decided to go to dinner together. Half the people fit into taxis. After the taxis departed from the hotel, the remaining individuals went in two cars, one of which I drove. We had the address and a map. I, being Mr. Technology, plugged the address into the GPS. The other individual had the map, but also relied on directions he received from the front desk. I didn’t bother getting directions since I had the navigation system.
I was the first car out of the parking lot. After exiting the hotel, I turned left, just as the GPS told me to do. The other car followed, but not for long. David, the other driver flashed his lights. I kept driving. After a minute I realized David was no longer behind me. Instead of believing that I might be going in the wrong direction, I just assumed that the GPS was taking me there via a shortcut.
After taking a series of turns – left, right, left, right, left, right – the final turn led us to a dead end. In fact, this road was nothing more than a large pile of dirt. So much for taking a shortcut.
Since my technology was not going to get us there, we needed to rely on the map. Unfortunately, the map provided by the hotel only had the restaurant marked off. The hotel was not to be found. The reason we could not find the hotel on the map was because the map did not extend far enough to include it.
There we were, in the middle of nowhere, with a map that told us nothing – and a GPS that told us even less.
This got me thinking.
How often do we drive our innovation programs the same way I drove to the restaurant that night?
We create our plans for innovation and we start driving. There might be signals along the way (like the flashing lights of the car behind us) that something is not right. In the case of innovation, it might be signals from the customers, buyers, or vendors telling us we are going the wrong way. But all too often, we continue to drive forward, arrogantly believing we are right and that those signs are all wrong.
No matter how great your plans are, you need to keep your eyes open. Look for signs. Don’t assume others are wrong. Maybe your blueprint/map is incorrect.
Or, as Scott Cook from Intuit so eloquently said, “For every one of our failures, we had spreadsheets that looked awesome.”
There are no accurate GPS systems in the world of innovation. Your ability – and willingness – to adapt, evolve, and change your plans is critical to a successful innovation program.
If you don’t watch out for the signs and you blindly follow your plans, your innovation program will probably lead you to a huge pile of, um, dirt.
P.S. We did eventually get to the hotel. We did what any sane person would do…we asked for directions.
March 10, 2010
Brad Kolar is one of the brightest guys I know. He and I worked together in Accenture back in the mid-90′s. He has been a contributor to all of my books. And now he is the co-author of a fascinating book called “The Brain Advantage. ” I had the privilege of receiving a review copy and loved it so much, I provided an endorsement.
“For years, experts have been teaching leaders so-called soft skills. To date, there has only been anecdotal evidence to support their theories. Finally, The Brain Advantage turns these theories into hard science. Anyone with half a brain would buy copies for their entire organization.”
Recently I interviewed Brad for a podcast. What you will hear are 40 minutes of fascinating dialogue about the brain, leadership, and innovation. By better understanding the brain, you can help unleash the full creative potential of your organization.
Stream the interview…
June 15, 2009
“One can’t stand forever on the shore. At some point, filled with indecision, skepticism, reservation and doubt, you either jump in or concede that life is forever elsewhere” – Arthur Miller
January 27, 2009
This may seem like an odd blog entry, but it has been the topic of conversation over many dinners recently.
Although we are taught from a young age that being self-centered is a bad thing, I think that more people would benefit from being this way. Let me explain.
To start off, I am not suggesting that people should be selfish. I think of selfish as being “exclusively concerned with oneself.”
Being self-centered – in my opinion – is entirely different.
Centering is what you base your life on.
My parents are children-centered. For them, my sister and I are the most important part of their life. They live vicariously through us.
I have friends who are spouse-centered. They do everything in their power to please their partner.
Too many of my friends are work-centered. Their job is the most important aspect in their life. They get meaning from their career. It is no surprise that men are twice as likely to die during their first five years of retirement, than they are prior to retirement.
Others are service-centered. They give their lives to charity and others. They sacrifice their own well-being in the name of contribution. Oprah may fall into this category. One of the reasons she claims she put on all of her weight is that she did not spend enough time taking care of herself.
Which leads us to the benefits of self-centering.
Throughout your life, there is only one constant. You. Your children may pass away before you do. Your spouse may, in spite of all of your loving, leave you. Your job (as many people are finding out) is only temporary. Even service to others can be fraught with challenges. If you center on someone or something else, you may be giving up control of your life.
Only YOU will be around for as long as you live.
Therefore, instead of centering your life on someone or something that may not be around as long as you, maybe you should try being self-centered. This gives you some level of stability in an unpredictable world. Even the Merriam-Webster dictionary definition – “independent of outside force or influence” – supports this notion.
Anyone who has flown on a plane has heard the flight attendant say, “If the plane loses oxygen pressure for any reason, the oxygen masks will drop down out of the small overhead compartment. If you are seated next to someone who might need some assistance, you should put your own mask on first, and then breathe normally as you assist the other person.”
Take care of yourself first. Be centered. Be grounded. Take control of your life and don’t get derailed by circumstances around you.
Being self-centered is NOT the same as being selfish. Those who are self-centered are NOT narcissistic, hedonistic, or self-absorbed. Because self-centered individuals are more grounded, they are able to give even more to others. They have the potential to be even more generous and to make even greater contributions.
In some respects, this is in line with Maslow’s Hierarchy of Needs (pictured above). Self-actualization (which is where I put self-centering) is the highest level, higher than esteem, love/belonging, safety and physiological needs. Interestingly, creativity is listed under self-actualization.
What do you think?
P.S. Some may argue a more theological perspective. For example, Stephen Covey (of the 7 Habits fame) authored, “The Divine Center: Why We Need a Life Centered on God and Christ and How We Attain It.” As I try to avoid religion and politics in this blog, I’ll leave this discussion for another time.
February 22, 2007
“How can someone be goal-free when they have obligations?” This is a great question and one of the most frequently asked in regards to leading a goal-free lifestyle. The essence of Goal-Free Living is about being present and having the life you want now. But when you have obligations, it may often appear necessary to sacrifice present moment happiness in order to satisfy established commitments. Fortunately, this is not true. You simply need to shift your relationship to commitments by using three simple concepts.
- External Integrity vs Internal Integrity
- Positions vs Interests
- Choosing When You Have Only One Option
External Integrity vs Internal Integrity
If you never commit to anything, you never have to worry about keeping your commitments. However, this is neither realistic nor desirable. I have often heard the misconception stated that Goal-Free Living is a lifestyle to support “commitment-phobes.” In reality, it is quite the opposite. Being goal-free is about the ability to powerfully commit to each and every moment. This starts by ensuring that both internal and external integrity are in alignment.
For many, integrity means “being your word.” I refer to this as “external integrity.” Very simply put, you do what you said you would do.
For example, you said that you would attend a friend’s Tupperware party Saturday night, but now you have a better offer. Cancelling your original plans would show a lack of integrity. The same is true with the commitment of marriage. We make a vow to love, honor, and cherish till death do us part. But sometimes seemingly better offers come about that make us question or reconsider our original commitment. Pursuing a path of infidelity or stopping the marriage prior to the originally negotiated date of “death do we part” is again, a lack of integrity.
External integrity is important. It is what keeps society together. However, it is only half of the equation.
When faced with a commitment, have you ever said “yes” to requests when you really want to say “no?”
This leads to the second half of integrity – “internal integrity” – which is “your word being you.” This is about making commitments that are truly in line with your personal compass. Obvious as that may seem, most people at one point or another commit to things that are not consistent with their values or interests.
You say “yes” to attend your friend’s Tupperware party because you want to support her, even though you would rather be doing something else. Or, after feeling pressure from your significant other, you decide to make the leap into wedded bliss so as not to run the risk of losing your mate. It is in these cases where internal and external integrity are out of alignment, making the commitment feel burdensome.
Do you want to be happier? Make commitments you are willing to keep AND that support your values and interests. This is not always an easy task. It may involve leaning how to say “no” constructively. Or better yet, it may mean generating creative solutions that meet the needs of both parties.
Positions vs Interests
I recently attended a class on negotiating, where two types of negotiating were discussed: position-based negotiating and interest-based negotiating.
Position-based negotiating is when you negotiate over one particular desired outcome, such as the specific amount of money you are willing to pay/receive for a given item. This type of negotiating is one dimensional and leaves little room for creativity. This treats negotiating like a goal. “I want x dollars, and I am going to do what I can to get it.”
On the other hand, interest-based negotiating focuses on the intent behind the goal. What are the wants, needs, and desires that led to the creation of the goal.
Why is this important? If you are in a situation where you made a commitment that is no longer in line with your interests (or never was to begin with), do not view your options as simply black or white: “stay married OR get a divorce” or “go to the party OR do not.” Instead, try to understand the intent behind the original commitment to see if there is another way to satisfy the other’s true need while maintaining your internal integrity.
You no longer want to go to the Tupperware party. Ask your friend why she wanted you there. Maybe it was because she wanted someone to serve food. Or maybe it was because she needed someone to manage the guests. Maybe there is a way you can meet her needs and desires, without actually being in attendance at the party. Or perhaps you only need to be there for the first 30 minutes for your friend to feel satisfied.
Or, your marriage is no longer working for you. Rather than assuming divorce is the only solution, dig deeper. Explore hidden beliefs/assumptions about how you think your marriage should look. There is no one right model for a marriage. Explore the interests, needs, and desires of you and your spouse. Maybe your assumptions – such as how much time you should spend together, what tasks you should perform, or how you should prioritize your financial investments – are not true. This isn’t a negotiation, but rather an exploratory discussion.
Focusing on interests means of finding creative solutions where both parties are willing to change the terms of the commitment so that everyone is happy because it meets the “intent” of the original commitment. Maintaining commitments as they currently exist is a goal. Instead, strive to honor the “intent” of your commitment while meeting the needs of all parties involved. Doing so, you may find that you can develop a win-win solution.
Of course, this is not always possible. There are times when you must honor your commitments, on their original terms. In this situation, the solution is to “choose when you have only one option.”
Choosing when you have one option
This is one of the most powerful concepts, because there are times in life when you don’t have a choice – other than one option. When you can learn to embrace that option – powerfully – you increase your resilience and happiness.
When my wife asked for a divorce many years back, I did not want the marriage to end. Although I pleaded my case, her mind was made up. I would have preferred to make the marriage work, but MY only choice at that point was divorce. Rather than hoping, wishing, and dreaming it could be different, I “chose” divorce and got on with my life. I embraced the one and only option I had.
Conversely, if you no longer want to be married but feel the need to honor your obligation, your only option is to choose marriage. This means giving up the right to wish it were different. You should no longer daydream about how life could have been. You can’t be jealous of others who have the life you (think you) want. When you wish for it to be different, you are not “present” in the marriage. If you can powerfully choose and embrace your one option – marriage – then you can begin to create a new relationship that works for all parties.
Or, back to our Tupperware party example. You agreed to go to the party to be supportive. Afterwards you had regrets. You wished you had said “no.” You start thinking up hollow excuses to get you out of the situation. Doing so would be a lack of integrity. Instead, if you are going to go, choose that option. Stop considering the possibility of bailing out. Don’t “want” other options. Want what you have. Embrace your choice. Doing so will almost always change your attitude about the situation. Therefore, when you do go to the party, you can be “present” rather than having your mind wander off and wish you were somewhere else.
It’s all a matter of choice. Powerfully embrace your responsibilities, not because you have to, but because you want to. Doing so can make any commitment a thing of passion.
Consider these three concepts while making and keeping commitments. Make commitments that are in line with your compass – and then honor those commitments. However, if your interests change over time, “renegotiate” the commitment such that all parties feel whole and complete. And in those cases where changing the terms of a commitment is not possible, powerfully embrace your original obligation with no regrets. These three steps can help anyone live goal-free in a life filled with obligations.
September 8, 2006
Back in July I was a keynote speaker at the Creative Problem Solving Institute. While there, I met Russ Schoen, a fellow creative-type who shared with me a simple, yet powerful technique for making decisions. I am sure that most of you are familiar with the childhood game Rock, Paper, Scissors (RPS). Although I have typically use d this as a means of determining which of two people must complete an undesirable chore, Russ adapted this “decision making” tool to help individuals deal with more significant “life decisions ” . If you are unfamiliar with this game, you can find the rules here.
Here’s how you use it to make decisions that are meaningful to you.:
Step 1: Identify a decision you have been struggling with and boil it down into two distinct options. For example, perhaps you are struggling with how you should proceed in your current relationship. Your two options may be (option 1) continue to date your boyfriend or (option 2) end the relationship
Step 2: Next, find a friend to play RPS. At the conclusion of the game, should YOU win, choose option 1. Should YOUR FRIEND win, choose option 2. For discussion sake, let’s say you win. In our example, the decision would be to continue the relationship.
Step 3: Now, sit with that decision, as though it were a done deal, for 10 minutes. See how you feel. Are you relieved? Do you find yourself saying, “That’s what I really wanted?” Or do you find yourself secretly wishing that the other option were selected? Were you really looking for an excuse to end the relationship? Whatever your gut is telling you during those 10 minutes of sitting with the decision, MAYBE that is the decision you should make.
Step 4: Make a decision. Use whatever method that makes the most sense to you. The RPS approach is not right for every decision. Regardless, it may help nudge you in a particular direction if you are paralyzed by indecisiveness and give you insights into deeper feelings.
The second secret in Goal-Free Living is “Trust That You Are Never Lost.” No matter what decision you make, it is the right decision, if you truly commit to it and never look back. However we often question our choices or avoid making them for fear of choosing incorrectly. For the more “risky” decisions, many opt for the more painful method of straddled the fence, suspending a decision and remaining immobile. The RPS method gives you a fun and simple way of listening to your inner voice getting you off the fence and back into the game of life.
As I like to say, “Although all paths are equal, some paths are more equal than others.” Many of us often find ourselves on paths that bring us success in certain areas of our life. But this success may keep us from recognizing and finding greater opportunities in other areas. Always be open to the possibility of an ‘even more right path.’ Remember that when something doesn’t seem right, it probably isn’t. Learn to ask yourself forward-thinking questions and trust your inner voice; it can provide a wealth of insight for moving forward in a powerful way.