I have just discovered something called Prezi. This looks like the successor to Power Point. In order to test it out I put something together for DesignDavey –my employer. I really like the metaphor based format and it really pushes the limits of ones imagination and creativity. So much can be achieved using Prezi to take the audience on a voyage of discovery and engagement.
In an article I had put together almost a decade ago,I said:Current literature suggests that there is nothing to be gained from resisting change or going into denial mode…Just as the butterfly is not an improved caterpillar but a different creature,so too should companies reinvent themselves with the idea that they need to metamorphosise.
“strategies of managing the bottom line and cost cutting that have characterised the 90′s are now defunct. In effect,‘corporate aneroxia’has set in. Today,there is a need for dramatically different business concepts or dramatically new ways of differentiating existing business concepts. It is through ‘business concept innovation’that strategic variety can be introduced into an industry. It is a time of revolution where there are industry ‘incumbents’and ‘insurgents’.”
At that time digital business was the driver of revolution. Today it’s social business.
Brian Solis ( @briansolis) today talks of Digital Darwinism where consumer behavior,society and technology evolve faster than a businesses ability to adapt. He points to the social economy giving rise to a new consumer revolution. So after a decade of revolutionary digital change,today we have social media revolutionising how people connect,learn and communicate,the effects of which cannot be undone.
In summary:Companies continue to be in the midst of continuous and abrupt change. A ‘Corporate Spring’is in the making and it needs revolutionaries.
When I left Sydney for Istanbul in my mid-twenties,the people I met in that age group were so much more sophisticated in their musical tastes than that I encountered growing up in Sydney. I was soon introduced to jazz in all its forms. Every year there would be the Istanbul Jazz Festival where you would get the masters of jazz performing.
It was during this phase of my life that I fell in love with the music of Miles Davis. Although I missed his Istanbul tour as I was working in London at the time,I did manage to see him perform in London from the first row at the Southbank Centre. He died not long after.
Recently we went up to Noosa,Queensland,to celebrate my son’s 15th birthday. We are at the stage where the fishing rod and tackle box is accompanying us on travels by air,as well as by road. Needless to say,this was no exception and we spent four days getting up very early in the morning to fish and out till very late still fishing. Luckily the wife had some time with us during non-fishing hours of between 10am and 3pm.
For my part,I have immersed myself in iMovie and take every opportunity to videolog my son’s exploits and put it up on YouTube for him. Although very amateurish at present,I intend to learn the art of film making and try to implement it in my ‘family’productions.
For now though,I have created the Shire Fishing Channel for my son’s fishing adventures. It serves to get me acquainted with video editing software and production. The below video is of the Noosa fishing adventure.
I have always been one to just let things happen and go with the flow when it comes to exploring new lands and holiday destinations. When I packed my backpack one time in Istanbul during a 10 day public holiday and got on a coach I ended up sipping ouzo and feasting on seafood on the Greek island of Patmos in the Aegean somewhere. I could easily have been heading to the Black Sea coast of Turkey but the next available coach was heading south and that’s where I went.
Fast forward 15 years,a wife and a 13 year old,things are a little different. These days random improvisation is something that happens when we decide to hire a car whilst on our pre-booked holiday which we have spent 6 months preparing for. Some people just like certainty.
We all have maps
My young son likes the fact that he knows exactly what’s going to be there when he arrives. This is understandable for a youngster and mostly we all seek certainty and continuity. The alternative is chaotic and uncomfortable. What if,though,our map is dated and it doesn’t show all these alternative destinations and new roads to discovery? Similarly,if we have entrenched beliefs which conflict with a changing environment,then we risk missing out on something magical and life changing.
I can quote a million quotes and cite umpteen gurus to reinforce this message,but you don’t want to read ad nauseam about some abstract concept. One usually makes sense of things by living through them. Perhaps with time my son will see that allowing emergence into our lives can lead to gratification and a richer life,but he will only do that when he is ready. Similarly,in the workplace,we can’t expect everyone to suddenly change their whole life’s philosophy simply because some consultant is telling to do so.
What if they don’t want to change?
If I force my family to change,I risk alienating them and possibly ending up on a dating site posting touched up photos of myself. I’d probably also take 10 years off my actual age,and not mentioning my crook knee and travel sickness I am prone to all the while claiming to love travel and adventure. No brainer really,I think I’ll continue to accept my son’s structured ways and continue to love him and my wife and try to be a safety beacon so he can navigate without a map sometimes.
But what if my employer was changing and I wanted to continue along my well worn path? If I stay,I am going to risk being alienated and also be uncomfortable in a new corporate environment thats changing before my eyes. So here,I either have to throw out my old map and start exploring the new corporate map,or take myself to another company where they have the same map that I have. This is comfort zone stuff but the magic doesn’t happen in comfort zones –nor does corporate longevity. More on that here…
Play is seen as a radical and creative process involving the human imagination. It is a pleasurable activity producing a sense of freedom and spontaneity. It is for this reason that a focus on play,rather than work,can perhaps help companies strike better balances. I have been using LEGO bricks to facilitate group communication utilisng the LEGO language of metaphor,storymaking and constructionism.
Tayfun @ LEGO HQ,Billund - Denmark
Play With a Purpose
In their study,‘Play in Organizations’,Linder,Roos,and Victor identify four different modes of play by members of organizations;
Here,play is about feeling whole,masking individual differences,renewing communal identity,and detecting patterns of interaction that can provide the basis of later social interactions.
Emotions like love,anger,or fear,motivate and shape the different forms of play the player engages in,as well as the symbolic representations he produces. Therefore,through the capacity to pretend,and shift attention and roles,play is a natural setting for a voluntary or perhaps non-conscious release of internal tensions leading to a therapeutic process.
Play requires learning the necessary rules. So,at the most basic level it is a learning activity. The process of play requires a degree of self control as well as the need to act against immediate self impulse,it requires a voluntary submission to rules,and involves important cognitive efforts. The psychological literature points to progress particularly in the domain of problem solving,but also to the improvement of certain skills like language,symbolic thought,focused attention,flexibility (learning to shift perspectives) and de-centration.
Competing is an important purpose because it permits us to measure our own skills comparatively to those of our opponents,or our co-players. It includes considerations of play and power such as hegemony,conflict,competition,manliness,and contest,where the involvement of the player is for the glory of winning,for the rivalry with competitors,for personal prestige and recognition,to develop “manly”skills,or to impose hegemony.
Unlike children,adults play with a specific intention. Ours is more ‘serious play’. We can get so caught up in our play that it may lead us to change who we are:this is referred to as transformation. This potential for transformation can be in terms of ones relation to the socio cultural world as well as the relation to the individual self.
Play is naturally conducive to flow (optimal experience)because it comprises most of these characteristics:the optimization of challenge,strongly focused attention,having clear and realistic goals,providing clear feedback as to whether one is reaching the goals,having a feeling of control,being so involved in the activity that self consciousness disappears,that worries and frustrations temporarily disappear,that time is transformed during the activity.
This transformation is mostly only transitory –the increased awareness felt in flow ends with the play situation,and the experience gained through the transformation does not last unless a conscious effort is undertaken to reinforce it.
“The kind of adult play that is important,purposeful,and potentially transformative we call “serious play”. Because we involve our identity,serious play requires careful consideration and devotion. Having a meaningful purpose gives direction and coherence to the forms of play that we engage in. The serious player wishes to develop new skills,learn new rules,or improve strategies. Moreover,under certain conditions (i.e. attaining an altered state of awareness) serious play is potentially transformative;we are able to learn new skills as well as discover more about who we are and where we stand.
We believe that serious play allows to shed new light,or open different perspectives on existing problematics,and issues concerning identity,people,culture,rules,and structure of an organization. ”‘Play in Organizations’,Linder,Roos,and Victor
In his essay on ‘The Knowledge Creating Company’,Ikujiro Nonaka puts forward a particular pattern for creating knowledge in organisations. He outlines the process by which the individual’s personal knowledge (tacit) can be transformed into organisational knowledge (explicit) that is able to bring value to the company as a whole. Moreover,this process lends itself to a continuous learning cycle whereby the individuals are able to internalise new insights to expand their own tacit knowledge base. It is a ‘spiral of knowledge’ which is made up of four basic patterns.
From Tacit to Tacit Learned through observation,imitation and practice. Because this knowledge never becomes explicit,it cannot be levereged by the organisation.
From Explicit to Explicit Combining discreet pieces of explicit knowledge into a new whole. For example,collecting information throughout the organisation and putting together a report. A synthesis of information from different sources. This does not extend the company’s existing knowledge base.
From Tacit to Explicit Instead of compiling a conventional report as above,one develops an innovative new approach based on ones tacit knowledge developed over the years on the job.
From Explicit to Tacit As new explicit knowledge is shared other employees begin to internalise it and reframe their own tacit knowledge.
In a knowledge creating company,all four of these patterns exist in a dynamic interaction,a kind of spiral of knowledge. Nonaka illustrates this with a case study (extract below).
It is argued that the knowledge creating company is as much about ideals as it is about ideas.
This is the crux of the matter. Unless we have passionate people within organisations whose mental models are based on seeing work as an opportunity for personal growth and learning,we are not likely to have much creativity happening. Hitherto,this is where the Japanese have excelled. They have built marketplaces where ideas and ideals have flourished. Dai-Ichi Pharmaceuticals,for example,built physical and virtual spaces dedicated to knowledge exchange. They established “talk-rooms”where researchers are expected to have a cup of tea and spend twenty minutes discussing one another’s work. There is an expectation that discussion among colleagues will benefit them and the company.
Single loop vs Double loop learning In ‘Teaching Smart People How to Learn’,(in Harvard Business Review on Knowledge Management) Chris Argyris makes a distinction between ‘single loop learning’ and ‘double loop learning’. An example of the former is when the thermostat turns on the heat when the temperature reaches a certain level. In double loop learning,the thermostat asks “why am I set at 22 degrees celcius?”and then explores whether or not some other temperature might more economically achieve the goal of heating the room.
If we have inert ‘thermostats’ filling our organisations,can we expect our projects to make a difference!? Should we not look harder at the individual(ourselves) and the dynamics within groups to find paths to personal and organisational success?
“Indeed,because tacit knowledge includes mental models and beliefs in addition to know-how,moving from the tacit to the explicit is really a process of articulating ones vision of the world –what it is and what it ought to be.When employees invent new knowledge,they are also reinventing themselves,the company and even the world.”I. Nonaka –p31
Imagine an organisation full of such people. Wow!
Case Study:Matsushita Electric Company
“In 1985,product developers at the Matsushita Electric Company were hard at work on a home bread-making machine. But they were having trouble getting the machine to knead dough correctly. Despite their efforts,the crust of the bread was overcooked while the inside was hardly done at all. Employees exhaustively analysed the problem. They even compared X rays of dough kneaded by the machine and dough kneaded by professional bakers. But they were unable to obtain any meaningful data.
Finally,software developer Ikuko Tanaka proposed a creative solution. The Osaka International Hotel had a reputation for making the best bread in Osaka. Why not use it as a model? Tanaka trained with the hotel’s head baker to study his kneading technique. She observed that the baker had a distinctive way of streching the dough. After a year of trial and error,working closely with the project’s engineers,Tanaka came up with product specifications –including the addition of special ribs inside the machine –that successfully reproduced the baker’s streching technique and the quality of the bread she had learned to make at the hotel. The result:Matsushita’s’unique “twist dough”method and a product that in its first year set a record for sales of a new kitchen appliance.”Nonaka,I,‘The Knowledge Creating Company’,ın HBR on Knowledge Management,p26-27.
Within the context of Nonaka’s Spiral of Knowledge,the Matsushita experience would look like this;
1 –Tanaka apprentices herself to the head baker and learns his tacit skills through observation. She is “socialised”into the craft. (TACIT-TACIT)
2 –When she is able to articulate the foundations of her tacit knowledge of bread making,she converts it into explicit knowledge,thus allowing it to be shared with her project-development team. The team then standardises this knowledge,putting it together in a manual and embodying it in a product –Articulation (TACIT-EXPLICIT)
3 –Finally,through the experience of creating a new product,Tanaka and her team members enrich their own tacit knowledge base –Internalisation (EXPLICIT- TACIT)
How is a corporate intranet like an urn? Can the ‘central operations project’be as beautiful as the artifact on the left? Why not! You can turn your dreary projects into works of art. It’s all in the mind.
Modern theories of organisational learning and knowledge management center predominantly on people issues rather than implementations of technology. Certainly,technology is the great enabler but the spotlight has turned to knowledge creating people as assets. As seasoned artisans of revenue generation.
The question is,‘what is the individual contributing to the organisation,society in general,and to h/erself?’. Continuous learning,creativity,collaboration,non-linear innovation are the buzz words. Are you helping to produce works of art in your organisation.That is the question in the new economy. As Hamel puts it,“what is not different is not strategic.”
We are very fortunate in that the human brain is overpowering the traditional means of production –raw material,hard labour and capital. Our role has become one of contributing innovation,knowledge and collaborative spirit. And an ability to see the end product as a “way cool”offering that is a work of art.
The urn vs. the intranet
Understand this. The ‘internet banking’product,or the ‘central operations project’,amongst others,that you are working on are indeed artifacts. Any product that makes life ‘different’for its consumer is labeled ‘value added product’or ‘intelligent product’. If we look at the car industry,these days companies are not competing on physical components such as engine technology,air-conditioning or power steering. In fact,there is more technology in most cars today than there was on the space craft that took Neil Armstrong to the moon. The competitive battlefield today is in design,warranty,the service,the image and the finance deal. Intelligence and intangibles. People are what make products and service solutions unique.
What constitutes an artifact,an urn;
“No artifact is a mere thing. Each is a complex record of human engagement with the world,a text continually narrating its creation. And a large,consistent assembly of artifacts in diverse media interlocks through patterns of variation and stability into a massive presentation of the relations between personal will,collective order,and the embracing universe that characterize a people.”Henry Glassie
Seen in this light,our ‘internet banking’product,or the ‘central operations project’,are artifacts of human engagement with the world. All combining within the corporate milieu ‘into a massive presentation of personal will,collective order that characterise a corporate culture.
The corporate artist
In this new world of improvised theatre,where the ‘corporate career’script has been thrown out of the window,we have all become performing artists because within organisations it is becoming more evident that the employees have the answers. Organisational procedures are being geared to stimulate one,several,or all of the employees to extract and remember what they already know. These experiences,knowledge,and insights are then captured in products and services. So each employee needs to see the art in their labour.
The corporate intranet poses as the perfect allegory for the artifact. I have implemented intranets that have been very much works of art for all concerned. They have been about functionality,benefit and an ability to work with the ‘resources dealt by life’. Its creators,supporters and contributing users were able to see the art in their labour. Because it made a difference to the professional and personal lives of people.
To be an artisan
The emerging technologies are increasingly allowing each and every one of us to be like an artisan. In an age of social business and ‘networked intelligence’,the humble corporate offerings or ‘artifacts’interlock “through patterns of variation and stability”spiraling to generate a New Model for the Creation of Wealth. A process of “effective individuals,working on high performance team structures;becoming integrated organisational networks of clients and servers;which reach out to customers,suppliers,affinity groups,and even competitors;which move onto the Net changing the way products and services are created,marketed and distributed.”Don Tapscott
Just as the artisan works with the medium dealt by life,and manages a profit,the modern corporation too is organising around creative people (effective individuals) who generate value and product innovation that is able to sustain companies. As Jack Welch commented once of GE;”We are betting everything on our people -empowering them,giving them resources,and getting out of their way.”
Anyone who is a parent will tell you that text books never really hit the mark when trying to be the perfect parent. We try to arm ourselves with the best knowledge available,but as your little baby evolves from a bewildered little bundle of joy to a bewildering obnoxious teenager,we realise that no textbook can prepare you for the complexity of behaviour of a maturing human being.
I have always believed in getting the balance right in anything I do. So,throughout my professional career I have always maintained a work-life balance. This has allowed us spend quality time together as a family and we have accumulated many cherished memories of people and places. During this time,we didn’t follow any script but felt that unconditional love would ultimately be the gelling agent and values based on respect,discovery,humility and acceptance would shape character and behaviour in our son. Although we have many years to go before our 14 year old sets his own path in life,we were very encouraged to see signs of our labour with a recent poem he wrote in class for which he received an A+.
Last year we went on an Aegean/Mediteranean holiday in Turkey,and we also watch a lot of food documentaries relating to the traditions of different cuisines such as Italian,Spanish and Greek. So when our son’s teacher asked his class to write a poem about an aspect of their culture,this is what he came up with:
Waking into the cold crisp morning, sun pouring into my eyes. The sight of the Mediterranean awakened me with the smell of fresh air,sound of goat,grazing on the hills.
It was time to get up. Walking in the thick lush grass, rounding up goat and cattle. Fishing in the gentle streams, Life seems like a breeze.
The smells of bread coming from the villages, people picking olives from the nearby trees; all helping each other,helping to thrive.
Fisherman,fishing in the tranquil rivers, catching a feed of fish for the family; all gathering for the cold winter coming up.
Watching the sun set over the hills, a caml warm night, millions of stars twinkling like diamonds, this was the life I most desire.
Solution based selling seems to be the new ‘in’ requirement these days when advertising for a business development manager or a sales person. I think this reflects the changing attitudes towards the consumer. At the retail level,the focus has moved to mass customisation rather than the ‘one size fits all’ paradigm of the pre-internet era. As a corollary to this,we have all come to expect the same level of service at every level of economic and social activity – including business-to-business transactions. What we have today is a value chain and the question being asked is,‘where do you fit in my value chain?’
In selling my employer’s or my own personal services,I have found that a relationship of trust always pays dividends. When I was selling Turkish bank risk to international banks,I was the ‘go to guy’ for social,political and economic commentary on Turkey by my institutional clients abroad because I was knowledgeable,well connected and trustworthy. This allowed me to do better and quicker deals. Similarly now,understanding and being knowledgeable in the field of investor relations and social media allows me to go to my prospective client with a value add. It’s not about selling a product but a solution to their current needs.
Years ago I had read SPIN Selling which was a real eye opener then. Basically,spin selling distinguishes between situation questions,problem questions,implication questions and the need-payoff. Here is an extract from the book:
Although necessary,is more useful for the seller than the buyer. Factual questions such as ‘how many people work here’,‘what is your organisational structure’ need only be asked sparingly as the buyer doesn’t really want to spend her time telling you the details of their existing situation. These are bits of information you will need to have researched previously.
These are about the problems and difficulties that the buyer is experiencing with the present situation and that you can solve with your products and services. Inexperienced salespeople ask fewer problem questions than their more experienced colleagues.
These are the most powerful of all questions and is introduced very late in the discussion. Holding back and discussing the effects of the problem before talking about products or solutions simply induce pain and a stronger need on the buyer. So questions about the effects or consequences of a buyer’s problem are called implication questions.
These get the buyer to tell you about their Explicit Needs and the benefits your solutions offers,rather than forcing you to explain the benefits to the buyer. Getting the buyer to state the benefits has greater impact while sounding a lot less pushy. What these questions do is probe for explicit needs.
So,solution based selling was called SPIN selling in another time. When one thinks about it,its not rocket science:Care about the person you are talking to. Try to find ways you can help that person do their job better. Same applies to networking:ask what you can do for others. Invariably you make more sales and establish stronger links with greater number of people.
Our life purpose is the reason why we are here. It's the underlying motivation and driving force that guides our actions and brings us fulfilment.
My life purpose is to obtain knowledge to understand myself, the world and life;then to use this knowledge to share with my environment to give meaning to work,relationships and my day to day existence.