The unending new-tech learning curve

What can you do in short periods which demand that you get a lot done, sometimes with overlapping deadlines? They are especially bothersome if your calendar is full and you feel as if you are already giving 100%. In those moments, you can’t defy time: you must ramp up your productivity.

As a Jamaican manager, January and September are probably a couple of your busiest months. Why? Both represent traditional returns from days spent away from the office. Projects which have been paused need to be resumed with gusto, energized by your downtime.

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit longtermstrategy.substack.com/subscribe

The unending new-tech learning curve

What can you do in short periods which demand that you get a lot done, sometimes with overlapping deadlines? They are especially bothersome if your calendar is full and you feel as if you are already giving 100%. In those moments, you can’t defy time: you must ramp up your productivity.

As a Jamaican manager, January and September are probably a couple of your busiest months. Why? Both represent traditional returns from days spent away from the office. Projects which have been paused need to be resumed with gusto, energized by your downtime.

Some professionals fear or hate these two busy seasons, and others. They are forced to increase their productivity by several notches, but face a problem. They lack the methods. Believing their plates are full, they are actually mistaken. Here are some solutions the most effective people apply during their crunch times.

1) Tracking Personal Progress

What indicators of success do you use from one week to the next? While your company and department may have no problem measuring financial and operational metrics, there are few professionals who employ a personal scorecard.

If you’re like most, you probably have a vague sense of your performance, but it probably will not be enough. Certainly, those who perform at the highest level of any sport don’t rely on fuzzy feelings. But few professionals know how to create a scorecard showing their measurable accomplishments. And if they track one or two goals like sales or expenses, they almost never have a “balanced” scorecard covering the critical parts of their lives.

Consequently, even if they set ambitious goals such as a promotion or placement on a key project, they get lost. Instead of making progress, the daily grind buries them. A short-term focus driven by emergencies dominates.

Over time, their inattention leads to personal problems: unwanted pounds get added, technology skills wane and close friends drift away. Then, life intervenes with a dramatic, unexpected wake-up call. For example, the big plan for a relaxed retirement turns into a series of medical crises initiated by a heart attack. You failed to maintain your health at a younger age.

The remedy is simple: treat your entire life as if it were a precious resource whose well-being must be actively fostered. Pull out a spreadsheet and begin tracking. The cost? $0.

2) Creating a daily start-up routine

Most professionals who start personal tracking eventually stumble across another powerful technique: the morning ritual. Each single practice, which is a component of the ritual, may be ordinary, but the power lies in completing them as a group, over and over again.

Follow this habit and you’ll find it easy to scale to weekly, monthly and annual rituals. They all serve a similar purpose: at the beginning of a time period, you simply follow your own instructions.

But this is more than a convenience. Research shows that your mind requires a great deal of cognitive energy to innovate a brand new activity. However, when there is an existing script or checklist to follow, you can execute without pausing to re-think. So a periodic ritual saves precious time and effort.

You’ll also find that adding data to a scorecard is easy when it’s part of your daily ritual. The two practices are perfect complements.

3) Recognize Your Own Progress

New recruits from school to most companies often have a difficult time making the transition. The reason? Their former learning environments are highly gamified, but the new one isn’t. What do they find instead? Poor feedback, vague performance reviews, unclear goals and internal politics, which trump objective standards. Disillusionment sets in, blamed on the opaque, unfair nature of corporate life.

If you want to become more effective, you must learn to be content with self-recognition. This may take some maturity to achieve, but it’s the key to accomplishing important goals, even when others may not understand or approve.

This doesn’t mean you should be a hermit: it’s just that outside feedback is just one input, not a final judgment. Retain that ultimate power: as the decision-maker, you can ride far above circumstances and opinions.

Now, you’ll be playing an entirely different game of your own creation. You won’t be relying on the ones other people try to enforce using society’s popular yardsticks. With your scorecard and rituals, you’ll determine success, especially in those moments when your workload spikes upwards.

This should leave you confident. You’ll never be stuck wondering how to respond to a situation that demands more from you than ever before. For you, it will be a matter of adjusting your tracking and rituals before proceeding.

The Perfect Work Day

How do you design an inspiring day’s work? Is it a matter of luck, or chance? Or can it be engineered and turned on like a switch?

Let’s begin by defining what your “ideal” work day looks like. It probably doesn’t mean sitting in meetings dominated by others. Neither does it involve hours responding to electronic messages that should never have been sent in the first place.

Some employees don’t even try: they have resigned themselves to deliver a half-hearted effort. It’s the very opposite of a great days’ work.

Instead of following their example, let’s imagine that you have set a personal standard for top quality performance. In your best moments, you are solving unique problems using your finest abilities.

However, you can’t be successful without committing a major portion of your attention. In peak episodes, you tackle challenges which cannot be solved while watching television, or browsing YouTube.

But the structure of the modern office does not lend you much help, and this carries over to working from home. As such, these miracle days need to be consciously created, and may benefit from the following three elements according to the research of Mihaly Csikszentmihalyi and other experts.

  1. Uninterrupted Time to Hit the Flow State

It takes about 20 minutes to “get into the groove” and achieve the high-performing Flow State. In this mode, time flies as you give a challenging task your complete attention.

You have blocked all human, audible, visual or other interruptions to stop you from staying in a deep problem-solving mode. Here, you are using all the expertise you can muster to create a unique solution.

Your mind should also be free of distracting concerns that threaten to take you away. Handle them by scheduling time to deal with them later in your calendar and you’ll be shielded from their intrusion.

Given the priority nature of this work, your time in the Flow State must be pre-scheduled. This protects it against other activities which may crop up.

  1. Condition Your Environment

Unfortunately, your boss may not agree. Some of the worst managers believe they have a right to impose their priority-of-the-moment on you at a whim, disrupting whatever plans you had.

This is often little more than a power play.

Over time, you must make it your duty to train your boss to get what he/she wants in a different manner. In other words, there should always be a conversation to discuss the outcome wanted and its priority relative to other commitments.

The sooner you both realize that an unthinking habit of random switching won’t work, the better off you’ll both be. Your top quality work will give him/her improved results.

Consider the case of an employee I met who is managed this way. In a class she reported that she doesn’t make plans – she just does whatever her boss tells her to do that day. She arrives at work each morning as a blank slate.

Unfortunately, this kind of staff member is the first to be fired when budgets are cut. Why? She brings nothing unique or distinctive to the workplace, and learns little over time. Anyone can replace her.

If you work from home, you must be even more careful, as you should also turn off disruptive technologies and train family members to leave you alone when you’re doing your best work. But the principle remains the same. People in your life need to know when you are deeply engaged.

  1. Coffee and Stimulants

I never grew up a coffee drinker and only tried the stuff for the first time a few years ago. After some experimentation, I learned that it helps me do my best work, but there’s a caveat: like many good things in life, it needs to be carefully rationed.

As such, I drink only a single cup every one to two weeks, just when I need to enter the Flow State. In these rare instances, it does its job very well, allowing me to continue focused work for three times as long.

I’m not addicted, and my body is not accustomed to a daily dose. In addition, I only use it on weekends where I have more control, due to the fact that most offices are closed. This reduces the chance of emergencies and interruptions.

COVID-19 hasn’t changed the need for us to do great, inspiring work, but most agree that a traditional office isn’t required. In many cases, it only makes things worse.

However, there are principles which you can’t violate wherever you pull out your laptop. Customize them for your emerging hybrid situation and you can be more productive than even ever before in any environment.

Francis Wade is the author of Perfect Time-Based Productivity, a keynote speaker and a management consultant. To search prior columns on productivity, strategy, engagement and business processes, send email to columns@fwconsulting.com

Shifting to online methods of reaching prospects

Too many executives are unaware of game-changing ways their markets are shifting. Their post-COVID audience of prospects and customers now expects more than message blasts. Instead, they require your company to become better attuned to their unmet needs. Fail to do this and they switch to competitors.

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit longtermstrategy.substack.com/subscribe

Shifting to online methods of reaching prospects

Too many executives are unaware of game-changing ways their markets are shifting. Their post-COVID audience of prospects and customers now expects more than message blasts. Instead, they require your company to become better attuned to their unmet needs. Fail to do this and they switch to competitors.

Remember the days when advertising meant print, display, and broadcast messaging? The core idea? Deliver to you a blast of information from the company, targeted at your attention. Then, cross their fingers, hoping that you would respond favorably at a later time and date.

Contrast that method with the effectiveness of social media advertising. On Facebook, Twitter or Instagram, your clickable behaviour is tracked and analyzed. Then, an algorithm decides which advertisements to send. As such, you receive a highly customized and targeted set of messages.

If you are a typical executive, you may be dimly aware of the difference between old and online methods. An interesting factoid.

However, you should pay closer attention.

The companies who are using online messaging are “learning” more about their customer’s unmet needs than you can imagine. They’re analyzing the details to draw powerful conclusions.

It’s an improvement over the prior state of affairs, captured by John Wanamaker’s joke: “Half the money I spend on advertising is wasted; the trouble is I don’t know which half!”

With today’s technology, one can actually tell. How should your business use this capability?

  1. Track changing customer behaviour

If your company isn’t doing business online yet, you may explain that your customers are not to be found there in large numbers.

But that’s not a valid reason: you can use online interactions to learn about your customer’s behaviors, even if their numbers are small.

For example, your firm can test a hundred marketing messages to see which ones bring people into your funnel. Then, in your next step, apply different followups to determine how they react.

Consider it to be a cheap way to do critical research.

This level of detailed information puts your ads on broadcast media to shame in terms of its feedback value. Better yet, you should be able to learn where behavior changes lead to long-term habits that didn’t exist before.

This kind of precision is taken for granted by online advertisers, but few traditional marketing executives understand its power firsthand. The learning curve is too steep. As such, COVID has catalyzed changes they can’t track.

Consequently, many companies are being left in the dark by competitors who are gaining deep intelligence. Your best customers may be at risk.

  1. Conduct experiments on fresh innovations

A side-effect of this new capability is that your organization can shorten the time it takes to confirm an original product or service. This solves an age-old problem: how can you determine which offerings to bring to market?

In the online era, you actually don’t even need to sell anything to find out. Simply create advertisements for a new imaginary offering and see how an audience responds.

It’s a form of advanced market research that works far better than asking people whether they like something or not.

Imagine, you can bring prospects all the way to the point where they enter credit card numbers, revealing their intent to pay. In this approach, you are following their actual behavior, not their surveyed opinions.

Plus, you should gather groups of likely customers in a single place and partner with them to build the first version of your introductory offering.

As your fans, they give you valuable feedback that helps you craft the new product or service for the larger mainstream market.

These experiments deliver you invaluable data quickly, giving you a powerful advantage. The cost? Minimal.

  1. Anticipate Unmet Needs

Finally, you can even track the precursor to prospect’s new behaviours – unmet needs. By definition, these make up a moving target. Why? As customers absorb your prior innovations, they outgrow your existing solutions. Breakthrough technologies accelerate this process, leading them to start looking earlier than ever for replacements.

COVID has accelerated these changes, but many organizations will close down waiting for old behaviours to return. For most, the “new normal” is one they can’t anticipate: they just don’t have the information necessary.

Better, smarter companies will arrive at the same point in time with a bunch of data on their new customer’s needs. They’ll have innovations lined up which might be in demand by customers who know when they’ll be released.

Does your firm believe that after COVID finally departs it plans to launch a big, traditional advertising blast? If so, you could be making an egregious error.

Instead, take action now to develop the sophisticated information to build deep relationships that anticipate customer’s unmet needs.

Francis Wade is the author of Perfect Time-Based Productivity, a keynote speaker and a management consultant. To search prior columns on productivity, strategy, engagement and business processes, send email to columns@fwconsulting.com

Why “We’re Number One!” Goals Have Become Useless

In times past it was fashionable for corporate leaders to craft vision statements with commitments to be “number one” and “world class”. Lately, these have become less popular, with good reason. They are a sign of lackluster thinking which signals a lack of detailed planning.

Corporate leaders tend to fit a particular profile. They show strong Type A tendencies: energetic over-achievers who are time-sensitive and impatient. They drive themselves hard to accomplish great things, often bringing others behind them for the ride, ready or not.

However, if you have this trait, there may be an added one which gets you in trouble: your tendency to be competitive. If you get a lot of juice from beating other people, this approach works when goals are simple. It stirs up lots of extra effort and leads to reliable, continuous improvements.

Most CEO’s use this characteristic to grab the corner office ahead of others, at which point they often shift their focus to defeating other companies. This compulsion to be the captain of a winning team creates three kinds of problems.

Challenge #1 – CEO’s Play Games Employees Find Irrelevant

Part of being an effective executive involves learning the language of the C-Suite. Over time, this new lingo separates leaders from lower-level employees.

But the big problem is that what excites you, a Type A executive, is unlikely to inspire others. While staff knows there is a connection between EBITDA and their job security, it’s all a theory. Certainly, they feel no emotional bond.

As such, when you conduct a town hall you’re likely to speak glowingly of achievements in words that don’t resonate. You staffs’ needs are far more human, and it’s easy to lose track of them.

To build engagement, you’ll need to uncover employees’ actual aspirations, in order to satisfy them. For example, if getting their kids a decent education and making ends meet is a major part of their lives, you must start there.

Challenge #2 – CEO’s Craft Imaginary Competitions

The world is changing so rapidly that the old ways of thinking about competitors have become stale. In the past it was easier: ultra-competitive CEOs would find similar companies to compare themselves against. Then, they’d choose metrics such as profitability, stock price or revenue to be their yard-stick of accomplishment.

However, in a fast-changing landscape, your “competitors” are actually imaginary: made up. As industries and circumstances evolve, it becomes impossible to find other companies which are just like yours. There may be some overlap, but no perfect fit. Your orange ends up racing to a make-believe finish line against their apple.

As such, your claims to be (or plans to become) “Number One” are increasingly empty. They are a simplistic way to motivate yourself that may suit you, as a Type A executive, but no-one else.

Even aspirations to claim a “World-Class” standard look silly in today’s world. Anyone who cares can achieve this goal by defining a narrow standard. But even then, customers don’t care about such claims.

Challenge #3 – CEO’s Forsake Customers

While most MBA programmes are built around competition, that approach is becoming a distraction…at best a sideshow. It’s far better to develop a sharper focus on meeting customer’s unmet needs.

But this is no solid target. Customers’ needs are evolving due to new technologies so it’s become harder than ever to discover a customer’s “Job-to-be-Done”. (The term refers to the actions a customer takes to meet their unmet needs.)

The pandemic has led to shifts in many customers’ Jobs-to-be-Done, as they adopted new behavior patterns. Many companies unwittingly fell out of touch, and haven’t re-established a unique understanding. They run the risk of missing the mark.

Just observe the way Uber and AirBnB disrupted their respective industries before the pandemic. They used modern technology to tap into idle, low-cost resources (i.e. people’s cars and rooms). Now, they are shifting their processes to accommodate the new customer need for sanitized environments.

In short, they have been adjusting their companies’ business models, in concert with changes in their customers’ needs.

There are other ways your company can meet unmet needs, but when it happens, don’t be confused by your success. Definitely don’t claim it as proof of being “Number One” or “World Class” to start a new round of chest-beating.

Instead, use it as fuel to fire up a fresh cycle of customer research which, in the end, is the best insurance policy against disruptions of all kinds.

Francis Wade is the author of Perfect Time-Based Productivity, a keynote speaker and a management consultant. To search prior columns on productivity, strategy, engagement and business processes, send email to columns@fwconsulting.com

Why “We’re Number One!” Goals Have Become Useless

In times past it was fashionable for corporate leaders to craft vision statements with commitments to be “number one” and “world class”. Lately, these have become less popular, with good reason. They are a sign of lackluster thinking which signals a lack of detailed planning.

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit longtermstrategy.substack.com/subscribe

Why New Employees Need to be Gamified, or Else

What’s happening in the workplace to young employees? They seem to operate by a different set of values, showing little interest in company events.

Yet, they willingly give time and energy to off-the-job pursuits. How can executives create an environment in which they direct some of that discretionary effort towards their work?

“The company’s culture was good enough for me, why isn’t it good enough for them?” If your organization’s leaders are asking this question about engagement, consider the presumption: young employees need not receive any special privileges. After all, the argument goes, “I had less than they do and I made do with what I had!”

At first glance, this seems to be a fair statement.

Yet, the result of such thinking is disengagement. Whereas, in past generations, a paycheck was enough to guarantee a certain level of staff engagement, those days are over. Today, the young, post-COVID employee isn’t interested in merely trading time for money. (The only exceptions might be those who stand to earn a windfall which allows them to retire early, and those who are desperate.)

This state of affairs is hardly a sustainable recipe for fostering a new generation of leaders. In fact, if the status quo is maintained, it’s likely to repel the most creative talent, which is neither greedy nor desperate. If this rings true for your company, it might be time to call for a transformation. Here are some guidelines to use.

1. Young Employees Expect High Engagement

Consider that most of their lives before joining your organization were highly gamified. As achievers of better-than-average grades in school, they accepted the default structure and became winners. They filled their spare time with apps specifically engineered to grab their attention for long periods.

The resulting heightened states became the norm. Constant, high-quality feedback followed intense efforts, helping them make clear, undeniable, prize-winning progress. Whether it was CSEC/CAPE, Schools’ Challenge, Facebook or World of Warcraft (an online game), they benefited from great gamification.

Now, consider all of these to be powerful competitors to your company’s best attempts to engage staff. They are formidable: not even our Parliamentarians can resist Instagram or email during speeches at Gordon House.

And if your employees are spending their spare time starting new companies, or hustling side-gigs for extra income, consider that to be more of the same. Some of their interest in becoming entrepreneurs is to compensate for a lack of engagement in a disappointing job.

2. Your Company is Allowing Bad Games

If your leaders aren’t using game mechanics to deliberately engage staff, they do them a disservice. Some may go start new companies, but most will remain in your employment, falling into games which are harmful.

One of my summer jobs as a teenager with a government agency revealed a game of “Cat and Mouse”. Employees waited until the manager left the office to bring out cards, dominoes, and radios. When the appointed lookout spotted her return to the parking lot, shouts of “She ah come!” sent staff scurrying to remove the evidence, and resume the pretense of work being done.

According to one conspirator, “Sometimes she tries to trick us by not pulling up in her usual spot!”

Unfortunately, most Jamaican companies are infected with a cabal of the most disengaged. They make fun of new employees who work too hard (at best) and may even ostracize those who persist in making them look bad with high performance.

Eventually, the average new hire surrenders, dropping their standards (and expectations) just to fit in. This game of “Do as Little As Possible” can last an entire career, even though it may never be formally named.

The point is that these negative games (and innumerable others just like them) are at play in all companies. The only question is one of popularity. Call it a version of “The Devil Makes Work for Idle Hands” if you will.

3. Transforming a Dysfunctional Culture

What’s a way to prevent a culture of nasty games? Get leaders to explicitly create better ones. By so doing, you can scoop up new employees before they fall prey.

If your organization is already overrun by people playing destructive games, start by teaching your managers the principles of gamification. Then, use these same principles to give them a great first-hand experience as they apply them to their departments.

Continue by setting up programmes which place young, new employees in high engagement activities from the moment they join. Don’t let them lapse into the boredom which invites mischief. Just help them experience the reality of positive games which ultimately give them more of what they want in life.

Why New Employees Need to be Gamified, or Else

What’s happening in the workplace to young employees? They seem to operate by a different set of values, showing little interest in company events.

Yet, they willingly give time and energy to off-the-job pursuits. How can executives create an environment in which they direct some of that discretionary effort towards their work?

This is a public episode. If you’d like to discuss this with other subscribers or get access to bonus episodes, visit longtermstrategy.substack.com/subscribe