I went to my friend's wedding last weekend and they did something remarkable.
In your seat, and each seat has a name, you will find an old photo (as old as it gets) of the most important person on that night... you.
People care most about themselves. It would have been easy to place a photo of the couple in a frame and give leave it at everyone's table to bring home. Instead, the couple painstakingly went through their old photos, selected individually the oldest photos of their guests, printed, framed and left for you to bring home.
I now have the photo of myself (5 years and 10 pounds ago) displayed at home. In a time where we now have a gazillion photos in our iPhoto, Picasa or Flickr, it's not a question of quantity but application.
I've been thinking about Malcolm Gladwell's concept of 10,000 hours in his new book Outliers. It made me think about what I do best.
I started defining what I do as pursuing and wowing niches in the market and then it occurred to me that I am being selfish. Nobody cares about market niches. In fact, very few people even understand what market niches are. Only marketers give a damn.
My customers do not. They do not care whether the product they're buying targets a particular niche she's part of or whether it is a mass market product. All she is concerned about is whether the product she bought fits her particular need.
I'm being selfish because I almost almost defined what I do based on marketing terms, on marketing jargon, and it doesn't capture what my customer cares about... herself. I need to define myself and what I do based on what is important from her point of view, not from mine.
Today my team implements an outrageous experiment. We are not going to send, read, open emails every Thursday. This is with the intention of increasing productivity.
Let me explain.
Email as a technology became widely used about a decade ago. And people mistake email as "work." And they would be wrong. Email is a tool like the telephone and should be seen as a solution to match certain problems. Remember that the world developed just fine without email.
One company I read implemented an email-free day a week and it became their most productive day. Below are a few things I intend to fix with email-free Thursdays:
Let me email you my reply - Why don't you just say it? Why don't you discuss it standing up, or reply over coffee, go deep and strengthen relationships.
Checking email every 5 minutes - This is not the reason why you have a pay check. Stop clicking your inbox, admit your addiction (email and other forms of interruptions like text messages can in cases be clinically classified as an addiction), stand up and get things done.
Being glued to the screen - People end up like zombies staring at the monitor the whole time. Again, with faulty thinking that answering emails fast is perfect efficiency. What people need to do is to have more time to think, and you don't really think when all you do is click away. And in my line of work, what's more important is to go out and talk to customers and check stores.
I'll miss something very urgent and very important if I don't check my email today - If it is that important, they'll call you. Promise.
"You did what?" - email is prone to misinterpretations. If you receive an email with these four words, you don't know if you are guilty, or if the question is an honest question, or one of learning.
Email exchanges 10 threads long - I don't believe these people. The conversation lasted for 5 days when all they needed was to speak for 10 minutes AND they are right beside each other.
Just like any other tool, email can be misused and end up doing less things done. Stop reading this blog, GO OUT and get some REAL WORK done.
P.S. In case your wondering, all the other other tools are functioning today. If you need to reach any of us, the basics and other tools are available - land line, mobile phones, Skype and even YM.
We had friends visit us yesterday. They are the team and crew of Go Negosyo Big Time. Yes, it's summer time again and for the media (and for our office) it's SUMMER ALREADY!
Beach Hut among all of our brands gets the most publicity. I asked around and I think the reason is because of the FUN factor. People want to feature and talk about FUN things. Yes Cycles is very useful, Halo is healthy, Bliss is crazy (also fun but of a different dark kind) and Beach Hut is FUN.
Watch out for the program on Feb 28 and March 1 on QTV 11, 8:00-8:30am.
A man sat at a metro station in Washington DC and started to play the violin; it was a cold January morning. He played six Bach pieces for about 45 minutes. During that time, since it was rush hour, it was calculated that thousands of people went through the station, most of them on their way to work.
Three minutes went by and a middle aged man noticed there was a musician playing. He slowed his pace and stopped for a few seconds and then hurried up to meet his schedule.
A minute later, the violinist received his first dollar tip: a woman threw the money in the till and without stopping continued to walk.
A few minutes later, someone leaned against the wall to listen to him, but the man looked at his watch and started to walk again. Clearly he was late for work.
The one who paid the most attention was a 3 year old boy. His mother tagged him along, hurried but the kid stopped to look at the violinist. Finally the mother pushed hard and the child continued to walk turning his head all the time. This action was repeated by several other children. All the parents, without exception, forced them to move on.
In the 45 minutes the musician played, only 6 people stopped and stayed for a while. About 20 gave him money but continued to walk their normal pace. He collected $32. When he finished playing and silence took over, no one noticed it. No one applauded, nor was there any recognition.
No one knew this but the violinist was Joshua Bell, one of the best musicians in the world. He played one of the most intricate pieces ever written with a violin worth 3.5 million dollars.
Two days before his playing in the subway, Joshua Bell sold out at a theater in Boston and the seats average $100.00 each.
This is a real story. Joshua Bell playing incognito in the metro station was organized by the Washington Post as part of a social experiment about perception, taste and priorities of people. The outlines were: in a commonplace environment at an inappropriate hour: Do we perceive beauty? Do we stop to appreciate it? Do we recognize the talent in an unexpected context?
One of the possible conclusions from this experience could be:
If we do not have a moment to stop and listen to one of the best musicians in the world playing some of the best music ever written, how many other things are we missing?
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I heard about the story above several months ago and I thought of sharing it with everyone after receiving the email from a friend.
Get your earphones, turn up the volume and listen to Joshua Bell below. It will forever change the way you look at a violin.
This vehicle will give its customers accurate and detailed reports concerning their health. Analysis that literally can mean life or death.
I have a problem thou. It doesn't feel that way. Looking at the van makes me want to eat Dunkin Donuts.
It takes exactly the same amount of paint (maybe less) to make the van look more technologically advanced. Something that directly affects the perceived accuracy of its test results.
Last holiday season when we spent our vacation in Discovery Shores Boracay. The place was superb (as always)! It had some of the best rooms, architecture and service anywhere in the world!
I highly recommend the experience. I have been to other places but this is a class of its own. You'll never see Boracay the same way again after.
Two things made a huge impression on me when I was there. It wasn't the big flat screen TVs in the rooms, or the delicious food morning, noon and night, the heated room Jacuzzi or even the amazing landscaping. The remarkable thing for me were slippers and saying hello.
Your slippers are always clean, and together. The staff makes sure that they wipe your slippers of sand, and that they're always together. They do it with magic that you don't notice it being done as you relax on your chair or as you dip in the pool.
Staff in Discovery has a special way of saying Hello. They say Magandang Umaga (Good Morning!) or Magandang Gabi (Good Evening!) as they hold their chest and smile. This is the same with guards, cleaning crew or waiters.
Sure the place charges a lot but it is sulit (its worth it). Perfection doesn't only affect you when it happens, it leaves a permanent imprint.
Someone told me earlier that you can make a lot of money in Massage Parlors Plus.
I couldn't agree less. I know that you can make A TON OF MONEY in this business. The supply of masseuse is overflowing, customers are plenty, cyclicality is only between good and great business.
This is where values come in. Here me out, I don't think there are right or wrong values/priorities. It depends on the person. You can't force someone into your set of values. The important thing is that you have them and they are clear in your head, so that when decision points are right in front of your nose, you don't freeze or maybe flee.
A few years back I drew the line into what business I will engage in with regard to "mature" categories. I have Bliss and you couldn't imagine the amount of opportunities that come from that. And my line is quite clear.
Where you work tells me who you are. Will you work in a company that
Gives its payroll on time but in CASH, and in envelopes
Provides you with computers but you'd have to schedule because it follows a modern concept of time-sharing
Asks you what movies or books you like, and especially what song you can sing in the karaoke. Since they will be spending a lot of time with you, might as well know who you really are behind the suit.
You call the customers, and the suppliers, and PLDT, go out to check the stores, and setup the computer, and make coffee for the team, and do accounting, and sweep the floor - basically everything.
Has a regular sized office just for you, around the size of two parking slots. It's your office... together with 8 more people. Again, the beauty of time-sharing
Think hard.
This is who we were before. This was Dragon Edge Group four years ago. The lucky ones are still with me today, and they've seen above and thrived. They didn't complain or felt cheated. It was exactly what they signed up for.
My problem is today's applicants. Now that the DEG has three offices abroad, seven brands and counting, millions in sales, and tens of people, they sign up for a different reason. I can't believe it when I get questions like how much bonus can I expect? What other benefits do I get? Do I get a phone (and how many?), computer, and unlimited mobile internet?
It's about ME ME ME ME ME. Startup is not about me. It's about us. What can we do today? How can we CHANGE THE WORLD today? Not tomorrow... today!
The number one thing I look for when I hire people is does he get it? Does he really want to work for a startup. Does the words build or create excite him? Those who are perfectly aligned to this are usually smart enough (or maybe sadistic enough), brilliant, possesses infinite curiosity and has perpetual fire in their bellies.
Those who prioritize and meticulously compare offers and benefits and bonuses can look elsewhere. The giant, faceless, bureaucratic corporations can be your home.
Download the PDF above. Read it. I mean really READ IT.
Twice if you feel this year is harder than last year, FIVE TIMES if you're part of the team.
There's 114 of them, below are my favorites:
Leadership is on the fly. Things change rapidly. Teams are born and teams die. Yesterday's leader is today's follower—and vice versa. Developing "on the fly" leadership skills is no walk in the park. First, it must be perceived as a describable and learnable skill. (Hint: Women are better at this than men. Arguably, much better.)
Skunkworks at all levels. Lockheed invented the term "Skunk Works;" the Lockheed Skunk Works was a small unit, in Burbank CA, that used a totally unconventional approach to developing essential military aircraft in record time with an astonishingly small group of astonishingly motivated people. The generic "skunkworks idea" is a variation on #79 above. That is, a "band of brothers and sisters" who are contrarian in nature, determined to go their own way and do it their own way, and who stink-up-the-central-culture as they pursue what they believe is an earthshattering dream. For example, Apple boss Steve Jobs "left" his own company and set up a Skunkworks, complete with pirate flag proudly flying, to develop the first Mac—it took dead aim at the heart of the company's then-current (successful) product line.
Decentralize. #1 innovation strategy. Big company. Pretty small company.
Celebrate! Innovative organizations are places where people enjoy their peers' work, good tries, good screw-ups, milestones reached, etc. Celebrating these events, large and small and very small, is a fullscale part of the "innovation culture."
Hang out/Basic axiom. Hang out with weird—get more weird. Hang out with dull—get more dull.
Hire enthusiasts. Innovation is about active engagement. The more enthusiasts, the more people want to "opt in" and fully engage. Enthusiasts are innovators almost by definition. (Or, at the least, non-enthusiasts are guaranteed non-innovators.)
Tempo/OODA Loop mastery/RFA. "Ready. Fire. Aim." is the premier cultural trait. Try it-learn from it-try it again-spread the news-recruit adherents-etc. The organization has a high metabolic rate ("metabolic management"), a rapid tempo. The Observe-Orient-Decide-Act cycle, invented by military strategist John Boyd, is quick and the quickness per se confuses one's competitors.
There's a new kid on the block, or should I say I new freak.
I have a team who's soul mission is to bring to life new products. They are in charge of new brands and new SKUs for 2009. We're off to a very good start, in fact. I can't wait to share and learn together. Everyday and every hour we answer the question - How do we come up with World Class Products?
A few ideas:
3M - Make More Mistakes. It's still a numbers game. You get luckier over time. Just be very very clear of your downside. Plan to be lucky by making more mistakes.
Do your homework - Read books, magazines, online on related stuff and non-related stuff. Shamelessly steal ("Good artists copy, Great Artists Steal! - Picasso") from the best products in the world both from related products and unrelated products.
Hire / Hang Out with Freaks - Don't expect to come up with products different from your neighbors if all you see and talk to are the same neighbors.
Be as far as possible from the Milkers - I have milkers in the office, it's their job to milk the category dry - it's a completely different work. I need my creators in the Genesis Office to be in another place, another dimension.
Responsibility. Accountability. Execution. - Non-negotiable in this work. "Dreamers with Deadlines" as Warren Bennis describes hot groups of innovators. Get products out!!! Genesis Office will make mistakes for sure, but it is her responsibility to admit the mistake, learn from it deeply and make sure the lesson is learned by everyone.
Have a pen and paper all the time - the best ideas come not from the office 8-5 from the shower, sometimes the toilet.
P.S. Ca and Helen I sure hope you're reading this.
Now that we have a new company - Dragon Edge Group, the temptation is high to put it up the pedestal. And I'd say it is a very big mistake because customers don't care about you.
They don't care whether you call yourself anything. We all know that GE however big it is can have problems, Kodak is a used to be and Apple is cautiously treading the possibility of losing her pope.
Your customer cares about themselves and what a product means to her. A freshly minted university graduate buys a Gillette to make sure his shave is as close as possible for an important interview, he doesn't want to take chances (and he doesn't know/or care that it's a P&G brand). A mom buys herself a Ben & Jerry's Cherry Garcia Home-Made Ice Cream as a treat after getting all the kids to bed (and she doesn't give a damn that the brand is owned by her shampoo maker, Unilever)
Yes we have a new company name, but NO, there are no real changes because the customer is the one up the pedestal and we work primarily on continuing the conversations she already is having with her brands. We're just caretakers of her brands Beach Hut, Cycles, Halo, Bliss...
"I don't think there's some magic trick here. I think I've got a good nose for talent, so I hire really good people. And I've got a pretty healthy ego, so I'm not scared of hiring the smartest people, even when they are smarter than me. And I have a low tolerance of nonsense and turf battles and game-playing, and I send that message very clearly. And so over time, I think, people start trusting each other, and they stay focused on mission, as opposed to personal ambition or grievance. If you've got really smart people who are all focused on the same mission, then usually you can get some things done." - Barack Obama in an interview with Time.
Talent. Good people. Smartest people. Turf Battles. Game-Playing. Trusting. Focused.
Looks very simple but in reality you know it's not.
The key I think is to make sure your basics are in tact all the time and especially when things are going rough. The basics are what will define whether your day is spent getting things done or going around in circles.
I am up early today. It is the first day of work, a Monday, my favorite day.
It has been a good vacation. I was able to connect with family especially the kids. I am so ready to do Remarkable things.
First off, a new office has been created - The Genesis Office. The people here are responsible in bringing out new products and new brands and breath-taking speed and intensity. Watch out!
