Transcript Title

CycloPraxis
Doug Johnson
‘Building’ Businesses
[email protected] -- www.cyclopraxis.com
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Is getting the most from your people
a priority for you and your business?
Function
Skills
Ye
s
Yes
Culture
OK
CycloPraxis
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
???
Getting Started #1 – Life Cycle
•Who has heard of the book Crossing the Chasm
•What’s the horizontal axis
•What’s the book’s fundamental premise
Customers
•In Crossing the Chasm terms who are your customers today:
-- tech enthusiasts, early adopters, early majority, late majority, laggards --
•Can you see things you did in marketing that were different for each stage
-- tech enthusiasts, early adopters, early majority, late majority, laggards --
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Phases of a Business Unit
Note: A firm may have several ‘businesses’
Diversifying
Capitalizing
Extending
Building
Authoring
Time (years, decades)
www.cyclopraxis.com
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Getting Started #2 – Differences in Work
I lead my sales district the last 5 years for Mainframe revenues…
Hire me and I’ll get your startup into corporate accounts tomorrow.
I scheduled materials for large commercial construction jobsites …
Now I’m applying to schedule preventative maintenance appointments.
I designed the creative advertising campaigns for Webex, Yahoo, and Facebook...
now I’d like to apply for this position keeping your price book up to date.
I set up the books for a startup the same as Target where I worked 15 years …
Can I be CFO for your startup?
I worked on a design team for the space shuttle …
Your startup’s challenge can’t be as hard as rocket science
I had the lead technical job in manufacturing repairing defects….
Now want to design the next product.
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Work Differences in the Marketing Function
•Repetition of the most successful messages
•Customer Service Departments
•Market development
•Sales tool efficiency
•Advertising
•Seminars
•Customer Intimacy
•Minimal Enhancements
•Customer Loyalty Programs
•Excellence in support
Capitalizing
Building
Authoring
Extending
•Research, document, publicize the value proposition
•Develop the first set of sales collateral
•Get noticed by press, analysts, customers
•Make mistakes as fast as you can
•Refrain from investing in customer support
•Minimal rigor in product feature planning
•Market focus with narrow solutions
•Appreciate needs of customers
•Probe and Learn Skills
•Develop what the first cash customer wants
•Formal market research for checkpoint driven business plans
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Getting Started #3 – People
I’m a ______
what does this tell you about my suitability for your job.
Merchant, Engineer-Builder, Scientist, Doctor, Shepherd, White Knight,
Dreamer Minstrel, Benevolent Ruler, Bishop, Discoverer
-Prime Minister
-Developer [D++ I S– C]
-Thruster Organizer
- esTJ
Achiever, Agent, Appraiser, Counselor, Creative, Inspirational,
Investigator, Objective Thinker, Perfectionist, Persuader, Practitioner,
Promoter, Result-Oriented, Specialist
Creator Innovator, Explorer Promoter, Assessor Developer,
Concluder Producer, Controller Inspector, Upholder maintainer,
Reporter Adviser,
ISTJ, ISTP, ESTP, ESTJ, ISFJ, ISFP, ESFP, ESFJ
INFJ, INFP, ENFP, ENFJ, INTJ, INTP, ENTP
-Utilitarian / Theoretical / Individualistic
Social, Traditional, Aesthetic
Helper, Individualist, Loyalist,
Enthusiast, Challenger, Peacemaker
-Reformer / Achiever / Investigator
-Marketeer/ Obsessive
Erotic, Narcissist
-Implementor/ Conductor [D++ I S– C]
Persuader, Promoter, Relater,
Supporter, Coordinator, Analyzer
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Categorization of Employees by Passion
STRUCTURE*
Work for Pay and Profit
Strive to Better and Better
Encourage Success in Others
RELATIONSHIP*
TASK*
Train Others
Knowledge is Value
Helping People
Personal Accomplishment on Fast Track Program
Doing Something New
FREEDOM*
Idea Championing
Risk Taking
*Descriptors: Freedom, Task, Structure, Relationship
are courtesy Paul Kordis, HR specialist and OD PhD
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Workers Passions
STRUCTURE*
Work for Pay and Profit
Strive to Better and Better
Encourage Success in Others
DIVERSIFIERS
CAPITALIZERS
CAPTAINS
BUILDERS
RELATIONSHIP*
Train Others
Knowledge is Value
Helping People
TASK*
EXTENDERS
Personal Accomplishment on Fast Track Program
Doing Something New
AUTHORS
FREEDOM*
Idea Championing
Risk Taking
Time (years, decades)
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Mapping Kingdomality to the Business Lifecycle
Benevolent Ruler
Bishop
Prime Minister
Black Knight
Merchant
Engineer Builder
Scientist
Doctor
White Knight
Shepherd
Discoverer
Dreamer Minstrel
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Mapping Meyers Briggs to the Business Lifecycle
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Mapping DiSC to the Business Lifecycle
Note: A firm may have several ‘businesses’
D I SC
D I SC
D I SC
Inspirational
D I SC
D I SC
D I SC
Counselor
Agent
Persuader
Result
Oriented
D I SC
Objective
Thinker
Specialist
D I SC
D I SC
D I SC
D I SC
D I SC
D I SC
Promoter Perfectionist
D I SC
Practitioner Investigator
Achiever
D I SC
Appraiser Creative
Developer
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
PRAXIS People / Task
People Focus
Captain
Empathizer
Educator
Capitalizer
Builder
Expert
Author
Idea / Knowledge Focus
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
CycloPraxis
C
Cyclo =
D
Praxis = The way one naturally works
E
B
A
= Habit, Style, Preference,
Personality, Passion
= A, B, C, D, E
Three Theses: 1 = Workers are happiest and most productive when
their praxis matches the business unit’s cyclopraxis
2 = People from different praxis expend extra effort to work together
3 = Praxis mismatch is as challenging as function mismatch
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
R&D Professional Performance
at Other Functions
High
Perf
Low
Perf
Development
Marketing
Sales
Manufacturing
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Praxis Performance in other Stages
High
Perf
Low
Perf
AUTHOR
Authoring
High
Perf
Low
Perf
Capitalizing
Building
Extending
CAPITALIZER
Authoring
Capitalizing
Building
Extending
High
Perf
Low
Perf
BUILDER
Authoring
High
Perf
Low
Perf
Capitalizing
Building
Extending
EXTENDER
Authoring
Capitalizing
Building
Extending
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Example: First Ever Product – Need Data Sheet in 5 Days
Author – Day 2
Author – Day 4
Totally Unique Architecture
Change the World
Scalable and Secure
Technical Excellence The top name
Change the World
Better than Ever
Scalable and Secure
scientists in our laboratories outfitted with the worlds
best equipment produced the most technologically
superior method of this new product. Without a doubt
the 16 patents will be awarded and will subsequently be
licensable for large sums of money.
Our architecture is
able to do 3 times as
much as any other
architecture in the
industry based on
older technology while
consuming half the
power and emitting
no greenhouse gasses.
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Example: First Ever Product – Need Data Sheet in 5 Days
Builder – Day 2
Builder – Day 4
Save
labor
Reduce
Errors
Lower
Insurance
Rates
Reduced
Losses
The all new 5432BA will certainly
The all new 5432BA will certainly
revolutionize the way you address the needs of your
customers.
revolutionize the way you compete in your marketplace
Key Features found nowhere else
Benefits you can expect
should include saving money and reducing errors or you
should ask your sales rep to permit you to return the product.
Available Accessories
Please consider buying a few extras because this is where we
make all our money. Accessories have a much bigger
markup.
Key Features found nowhere else
• 24x7 support
• Built in UPS
• Retinal Scan security mechanism.
Benefits you can expect
Since no competitors offer built in safeguards against social
theft of key computer information, the 5432 is the only
product that can save you money on your firm’s liability
insurance
Available Accessories
•Special lens to see through contact lenses
•Database of known cyber-theft retinal scans.
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Example: First Ever Product – Need Data Sheet in 5 Days
Capitalizer – Day 2
Designers
Graphics
Copy
Layout
Technical
Capitalizer – Day 4
Project Name First Ever Data Sheet ID # 003
Designers
Graphics: Larry
Copy: Joseph
Layout: Sue
Technical: Rita
Approvers
Approvers
VP Marketing
VP Sales
VP Engineering
VP Regulatory
VP Marketing: George
VP Sales: Walter – traveling for 2 weeks
VP Engineering: Roger
VP Regulatory: Rolf
Budget
Labor this department
Labor other departments
Paper
Printing
Schedule
Project Initiation
Goal Setting
Metric Determination
First Draft Submission
First Draft Integration
First Draft Consensus
Second draft Submission
Second Draft Integration
Second Draft Consensus
Submission to Approvers
Rework
Budget
Labor this department: 2 persons 15 days 33% = $4000
Labor other departments: $3000 as quoted
Paper: 500 sheets [small run – impending revision] $10
Printing: $1500 standard setup charge for < 10000 copies
Schedule
Project Initiation -- Completed
Goal Setting – Completed: Goal is 15 day cycle time
Metric Determination: Today
First Draft Submission: Day 5
First Draft Integration: Day 6
First Draft Consensus: Day 7
Second draft Submission: Day 8
Second Draft Integration: Day 9
Second Draft Consensus: Day 11 [one team member off]
Submission to Approvers: Day 13
Rework: Day 15
Accomplishments since last review
All dates scheduled. ID number assigned.
Red Flags: Technical team member out sick
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Example: First Ever Product – Need Data Sheet in 5 Days
Extender – Day 2
Extender – Day 4
Save
labor
Still
Selling
2X
Winner
The all new 5432BA will certainly
revolutionize the way you compete in your marketplace
Key Features found nowhere else
• 24x7 support
• Built in UPS
• Retinal Scan security mechanism.
Benefits you can expect
Since no competitors offer built in safeguards against social
theft of key computer information, the 5432 is the only
product that can save you money on your firm’s liability
insurance
Available Accessories
•Special lens to see through contact lenses
•Database of known cyber-theft retinal scans.
Reduce
Errors
The all new 5432BA will certainly
revolutionize the way you compete in your marketplace.
Key Features found nowhere else
• 24x7 support
• Built in UPS
• Retinal Scan security mechanism.
Benefits you can expect
Available Accessories
Special lens to see through contact lenses
•Database of known cyber-theft retinal scans.
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Authors & Authoring
People Leadership
A
Idea / Knowledge Leadership
+Freedom Oriented
+Highly Creative
+Take Risks on Ideas
+Passionate Champion
+Tenacious Defender
•See others as Lemmings
-Poor at finishing
-Concept rather than Detail
-Difficult Social Interaction
•Seen by others as
- Free Spirits
- Not to be trusted
- Eccentric
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Skip Descriptions
Builders & Building
People Leadership
B
A
Idea / Knowledge Leadership
•See others as Impeding
Progress
+Task/”Do” Oriented
- People are Sacrificial
+Highly Energetic
- Bored by Repetition
+Problem Solvers
- Abrasive Social Interaction
+Persuasive
+Accomplishment is Reward
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
•Seen by others as
- Change Zealots
- Impatient / Pushy
- Insensitive
Skip Descriptions
Work Activity Authoring vs Building
Marketing
Development
•Appreciate needs of customers
and Learn Skills
A •Probe
•Develop what the first cash customer wants
•Formal market research for checkpoint driven business plans
B
•Research, document, publicize the value proposition
•Develop the first set of sales collateral
•Get noticed by press, analysts, customers
•Make mistakes as fast as you can
•Refrain from investing in customer support
•Minimal rigor in product feature planning
•Market focus with narrow solutions
B
•Detail design
•Release to Mfg done by development one or two times
•Optimum balance between design tradeoffs
•Turn release and design tradeoff practice into a methodology
•High defect levels – low regard for quality dept input
•Burnout when initial platform needs re-engineering
•Little interest in repeating same steps 2nd and 3rd time
Sales
Manufacturing
•Feasibility study
A•Make the decision to outsource or not
•Function is subordinate to product development
•Establish 90% best sources of procurement
•Establish assembly process
•Initial ERP
•Hire and train initial manufacturing team
•Build first units semi-custom to customer request
•Beg for Developer time to fix mfg problems
B
•Invention or technical entrepreneurship
and fuzzy front end matched to customer use case
A •Concept
•Challenged to communicate to rest of growing company
•Long work hours to deliver technical feasibility
•No product to sell
A •Principals of company interest a few select customers
B
•Channel Strategy
•Discovery of the key customer problems that gain customer attention
•Initial customer segments for market focus
•Marquee names for reference accounts
•Sales process around prospectingdemo-ingtrialsclose
•Hunter personality
•Sales managers synthesize results, choose a focus,
and drive best practices
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Praxis Comparison -- Author vs Builder
Authors
Builders
Self starter,
Visionary - Futurist,
Risk Reduction,
Risk taker,
Strategist,
Seek freedom,
Pragmatic,
Unstructured – Chaotic,
Grounded by financials,
Frequent ideas,
Problem solver,
World of ‘possibility”,
Experimenters,
Passionate about ideas,
Oriented to achieving focused goals,
Unfailing champion of ideas,
Direct & blunt communicators,
Impatient with details,
Detail oriented,
Impractical & Unrealistic,
Process creators,
Little care for financials,
Organize chaos,
Difficult to understand,
Results Oriented,
Cannot be wrong,
Impatient,
See little value to teams,
Insensitive to people,
Competition over Teamwork,
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Capitalizers & Capitalizing
People Leadership
C
B
A
Idea / Knowledge Leadership
•See others as oddballs
+Goal/Metric/Obj Oriented
+Friendly Team Spirit
- Resistant to Change
+Seek Predictability/Structure - Weak at Developing New
+Efficiency is Rewarding
- Poor Problem Solvers
+Motivated by Earnings
•Seen by others as
- Focused on Reward
- Robots
- Uncaring for others
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Skip Descriptions
Extenders & Extending
People Leadership
E
C
B
A
Idea / Knowledge Leadership
+”Belong To” Oriented
+Empathetic / Expert
+Helpfulness is Rewarding
+Opportunity Continuity
+Creative Solutions
•See others as less
interested and
unappreciative
- Low Time Urgency
- Wait for Others to Request
•Seen by others as
- Rarely Seem to
- Talkative
Work Hard
- Not Focused on Job
- Not Business-Like
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Captains
People Leadership
Capt
E
C
B
A
Idea / Knowledge Leadership
•See others as their
‘Tools’
+”Leadership” Oriented
+Caretaker of Structure
+Continuous Improvement
+Capitalizer Charismatic
+Reward by $$ and Perks
- Change Challenges Power
- Narcissism
- Esteem during Decline
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
•Seen by others as
- Political
- Contributing Little
- Overpaid
Diversifiers & Diversifying
People Leadership
Capt
B
A
Idea / Knowledge Leadership
The Diversifier is a UNIQUE Captain
-- Engages Authors and Builders for ‘change’
-- Continues to successfully Capitalize
-- Manages the inherent conflict in resources
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
All-Stars Concept
Gymnastics Base Ball Television
Can you do this activity?
How good are you?
Today’s Options
NO
YES
Bicycling
YES
LEAGUE
SOCIAL
NO
NO
-- City All-Stars
-- Technical Mtn Bike Ride
Today’s Activity
YES
Television
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Getting the Right People on the Bus
Authors
All Star Builders
Builders
Productive
Capitalizers
10000
1000
100
10
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Author to Builder Transition
Organization Design – Author re-assignments
Interview and Hire -- All-Star Builders
Train – Focus on ‘why’
Assign – Be careful what you ask for.
Stay out of the way – Minimize tensions
Reward – Short term focus
Dismiss – Re-staff the bus
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
CycloPraxis Interview Technique
Questions Should …
-- Be Open Ended
-- Be Non Judgmental
-- Have a Clear Distinction between Praxis Answers
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Metrics
In other jobs, what kind of metrics helped you perform at your best?
A: - Metrics really don't matter for me.
- I suppose it's ultimately the sales/profits from my idea
B: - Getting something done on Schedule
- Metrics don't ever seem to be able to measure amount of work
- Metrics don't ever seem to be able to measure correctness of contribution
- Metrics don't ever seem to be able to measure difficulty of tasks/problems
C: - Anything that can be counted: Yield, Units, Rejects, hours minutes, or seconds,
Orders, Shipments, Billings, Transactions, Clients
E: - Quality, Happy Customers/Students/Clients/Patients
... but how do you measure satisfaction,
- Problems/Patients/Graduates per day-week-year
…but productivity rates can compromise satisfaction
- Anecdote….
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Quality
At what point is your contribution completely correct enough that it's 'done‘?
A: 30-60%
B: 60-95%
C: 95-99.9%
E: - 99.9% plus
- when the customer says done
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Excellence
If you were to beat the expectations that others had of you, what would those
expectations probably be?
A: Others didn't think my idea would work. I stuck with it and convinced them.
B: - I got things done ahead of schedule,
- Someone said I did the impossible,
C: - Higher Productivity,
- Successfully lead a team
- Superior quality
E: - Fixed a very difficult problem
- Satisfied a irate customer
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Teamwork
A Team approach is pretty commonly used in business today. Give me a quick
example of a good and poor use of a team that you have experienced in a past job.
A: - Most teams are pretty useless.
- One time management formed a team around my idea with marketing and
manufacturing to help accelerate my idea
B: - Teams are fine when everyone pursues a common goal and contributes each on
their own task, everyone should contribute.
- Teams are unproductive when they're supposed to change or improve something
and most members don't want to or know how.
C: - The best teams are those that allow us to make improvements to our work or
workplace.
- The worst teams are when a member or two pushes too hard or talks to much or
doesn't participate fairly
E: - Teams that help or quality or share information are excellent.
- They don't work when people don't take the time to listen.
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Similar People
How people who are like you or want you on their program describe you?
A: Creative, Smart, Clever
B: Hard working, Good at problem solving, Tireless, Clever
C: Friendly, Good Team Player, Fair, Positive, Objective
E: Helpful, Outgoing, Caring, Smart, Expert,
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC
Interview Question on Different People
How do people who are most different from you describe you?
** How would you describe these people?
A: Odd, Off the wall, Never finishing anything
** Unimaginative, Boring
B: Pushy, Impatient, Focused, Constrained
** no sense of urgency, over concern about feelings, robots
C: 9 to 5 –ers. Drones, Unaware, Traditionalists,
** Different’ in many strange ways, but I have to tolerate them.
E: Talkative, Unhurried, Unproductive
** uncaring, ungrateful, opportunistic
Doug Johnson / 17-Jan-06 / Copyright ©2005, The CycloPraxis Group, LLC