A Bridge Too Far

If you haven’t seen the film, it’s a classic and although the film is about a group of soldiers being dropped at a bridge further than they are supposed to, the part I relate most to business these days is the scene when they are asking what is on the other side of that bridge. No one knows, but someone is going to have to go over there. Of course no one wants to, but eventually a brave soul takes the steps to cross the bridge ready to try and blow up the bridge but fully expecting to be shot before they get there so he goes in with guns blazing. You will now be asking what does that have to do with people and technology. Put simply, the way we work can sometimes feel like that bridge too far.

In my own journey, I have worked in sales functions, led products and marketing teams and most recently, headed up operations – all disciplines that have a unique view on the business that they are tasked with supporting. From my time in sales, we focused on ensuring we could get the deal done and ask the products team to figure out how we build a product around it. In a products and marketing capacity, our focus was very much on understanding how we could best define the product and throw it over the wall to operations who will figure out how to build it. And in operations, it is the task of figuring out what has been requested and how this is going to actually work with the systems, tools and people a business currently uses. When an operations team then hands it back to sales – proud that they have been able to deliver the customer requirement with a marvelous “Ta-da it’s ready” to which sales may responds with a “That’s not what we asked for”. This is kind of like playing Chinese Whispers as a kid and giggling at how the message became so fragmented when it reached the start of the circle again. But in business we don’t tend to giggle – well not as much anyway!

For those of you familiar with the film “A bridge too far”, and equally familiar with these functions, you may be thinking a bridge crossing a river doesn’t do these differences justice. I would agree in fact that we sometimes view these as worlds apart instead of merely crossing a river. So let’s extrapolate this analogy. You aren’t merely trying to cross a bridge between functions, but actually we are asking people to don a spacesuit, board a rocket and cross a space bridge not knowing how they will be received on the other side or even if they will understand us. But don’t worry we are armed and dangerous with our own knowledge of how things should work in the business in order for us to do our job, right?

Start-up businesses provide a great learning for established businesses, in start-ups you simply don’t have a choice. You have to cross that bridge or otherwise see your start-up fail. And often in start-ups, it requires people who are working across functions in order to keep the business moving at pace. If the business loses momentum, market confidence can rapidly decline and in turn customers may be lost, resulting in a negative position for the business. Employees of a start-up have no fear because there is simply no time to be fearful or worry about how requirements will be misinterpreted. A start-up ensures these worlds overlap so as decisions are made quickly and together to ensure the business is on board with the outcome we are looking for.

I am sure there will be many of you out there thinking, but a start-up is easier they don’t have the scale we do, they don’t have the complexity of services and systems. Well who put that complexity there, or the systems that you are using? What if we could sit together and redefine what that way of working could look like? Forget who was the person who made the decision or who created the complexity, imagine a world where you could change the business model you work in, below are a few of my suggestions on how you can improve that collaboration.

Stop focusing on the customer and think about the one element you have in common no matter what your function is – the customer. It doesn’t matter if you are the lawyer, IT manager, finance manager, marketing manager or sales manager, this is the one aspect that any function will have in common. I would challenge anyone to identify a function that doesn’t impact a customer directly or indirectly. If you are going to say janitor then my answer is first impressions are everything – what if your customer visited a messy office or overflowing bins? What would that perception mean for your initial conversation?

Take a walk in the other team’s shoes – I will always remember a quote from my coach (you know who you are). In any discussion, no matter how much we disagree there will always be at least 10% truth in what the other person is saying. Pause for a moment and reflect on that concept, what could be that 10% from the other function, once you start there you may quickly find there is more truth or more importantly more alignment between your functions you are merely looking from different lenses toward the customer.

Define what is truly important. I am always amazed at the resolute stand we can make between functions to say we can’t change this or this is a deal breaker, with people left scratching their heads wondering where did that come from? Consider as a cross functional team what are key factors for success as well as failure for any activity undertaken. Agreeing these as a group provides guidance to a business and encourages ideation to be brought into a forum seeking to help realise the benefit vs. attending an episode of Dragons Den (Don’t know what it is … watch some of the video’s gulp!)

These are just a few examples based on my experience and I am sure there are many more suggestions from people out there, but the purpose of these examples is to get you thinking, looking out beyond your realm of influence and seize the opportunity.

What I am saying is this is a call for volunteers, volunteers to cross the bridge, unarmed, vulnerable and open to helping the other-side achieve their outcome with the knowledge of not what your world needs but what your world can provide. Take the leap and move to a role where you can challenge yourself to help another function succeed based on your diverse skills. In time, this bridge crossing will be two ways so when you are volunteering you will need to encourage others to follow your example and cross the bridge the other way. This mindset of adding value to encourage collaboration and ultimately drive the outcome the business is looking for namely sustainable growth and serving your customer, all of this resulting in a business realising that no bridge is too far. 

Ctrl-Alt-Del

We all know what happens when we press ’Ctrl-Alt-Del’ on our keyboards – well, at least I hope you do, otherwise you may find this article rather uninteresting (now, I know a few of you just checked by doing it, so welcome back to the story). When we perform this ‘three button miracle’, we get to see the task manager, i.e all of the active applications we see on our laptop. Imagine for a moment, that you have closed all of those active applications and you are left with a desktop with no activity. Would you continue your work by simply reopening what you closed, or would you think about how you would do things differently?

In today’s “digital world”, we are increasingly comfortable to evolve our collaboration choices, social media, applications for our phone (yes, both for fun and the more serious activities). This is often because there is a better tool for us to use, or the tools we have aren’t working in the right way, or we simply want a change. Interestingly though, most of us don’t do this in our business environments. Think for a minute and ask yourselves, “Why do we do the ‘Ctrl-Alt’Del’ magic combination”? Perhaps our application isn’t working, or our PC or tablet is running slow? Are we worried that our device is stuck within a loop and can’t move forward from? Now, consider the business environments we work in. These reasons can seem very similar, yet our response tends to be a shrug of the shoulders and we continue to push through.

As you read this, consider for a moment that you could ‘Ctrl-Alt Del’ your business. Take a moment to pause and reflect on what is working, and think about whether your processes, systems and tools are doing what you need them to do? Which ones are consuming too much time or resource? As you reflect, you may also sense a glimmer of hope – that idea that pops into your head of the “What if?.

However. then the reality of how complicated or hard it can be leaps to the front again and the hope is gone. I encourage you to force that “What if” concept back to the front just for a moment – let it breathe and consider a minor application or toolset in your business that could be changed with minimal effort and would help your business start to realise the impact a pause and change could have on your organisation.

Of course, many of you will say, “But Nathan, we are already doing this we, are going through significant change as the market evolves”, or “We have tried it before and ended up in the same place”. I tip my hat to those who have not only achieved a rethink, but equally to those who are continuing to try. Without this commitment to change, then businesses will continue to plod through using what they have.

In essence, businesses can’t simply pause and then create a change. It needs to be embraced by the leaders of organisations. Congratulating one another for doing something new, without understanding how to create the right environment for it to be continually successful will simply doom it to failure. One such example was for a start-up business unit which was a business’s efforts to pause and use a fresh approach to change direction for an area of their business where they were being challenged by competitors.

I was fortunate enough to have a discussion with the start-up business unit, working under a large parent company the other day (no, not mine!), where they were being given conflicting direction – “Go forth and conquer this market as a disruptive player!”. Sounds great, right? However, this was followed by the second part of the conversation – “You must of course remain within the architecture and capabilities of the parent business so as we maximise our assets”. Now, after being ready to jump for joy, I was left staring into my coffee cup hoping that my disappointment for their predicament didn’t show. Unfortunately, this is very common for many incumbent businesses seeking to jump on the start-up bandwagon, without truly understanding the changes they need to make in their own thinking when considering what they set out to achieve.

In the case of this business unit start-up, that change from the parent company needs to be in giving them the opportunity to be disruptive or accepting that the goal in establishing the business unit is to disrupt the broader organisation. The latter would require some serious commitment, and a jump off a sizable cliff given the risks it may be perceived to have within the business, particularly as in many large established businesses, the employees are the culture, and they represent the way of working – hence changing this overnight can be challenging.

In this case, providing that new business unit the flexibility to define its market approach, its IT architecture and ultimately its culture will help to define its success. Of course, we can say “But what if it fails?” At least, if it stays within the way of working of the parent company then the assets and people can be reintegrated into the business”. If this is your thinking, then I’m afraid you will never know what success could look like. We don’t see business start-ups wondering about how they might mitigate failure, but how can then create the best chance for success.

“Hackathons” are a great example of how businesses can create the best chance for success, and to date have always been synonymous with technology led businesses, and in particular start-up environments. The idea of throwing a problem into a room with some really bright people to design and develop with a new widget or code to address a bug in a platform is increasingly common. I would however propose that hackathons become the tool of choice for our ‘Ctrl-Alt-Del’ moment.

Once we pause our business, what are we going to do? How do we ensure we don’t go back to our old ways of working? How do ensure our staff embrace this change with us? In any organisation, there are lots of bright people in their field who are keen to get more involved and with the right tools, they can have  a phenomenal impact on helping to improve the way a business achieves its objectives. The people that make up an organisation want their business to be successful; it’s what makes it a great place to work, so leveraging their commitment and channeling that willingness to succeed through these types of tools can create a great environment for change.

This for me is why leaders really need to ‘Ctrl-Alt-Del’ their businesses and have a serious think about the way they are running their organisations. Can it be done differently? Yes, I hear some of you saying –  it is simply impossible to change your business given how long you have been working in that way, but I say give your teams a chance to embrace change, a change made of their own interest, engagement and outcome. It might start small – from how a team collaborates, or how you engage with your customers, but ultimately if it gets the business thinking about the “possible”, then that can only be a good thing … right?

Fail fast or suffer slow

Telstra recently released its Connecting Countries thought leadership report, which was based on a survey of some 4,100 executives across Asia capturing their views on best practices, challenges and overall business performance in the region. It was exciting to read that there were a number of management lessons that businesses can take with them as they seek to invest into Asia as well as an insight into the profile of an Asia Business Champion – one who doesn't only recognize best practices but also lives and breathes them.  While there were a number of takeaways from the report,  there was one which jumps out at me particularly as it relates to driving success in an Asia market place. One of the key management lessons for success in Asia was looking at the need to move forward with multiple growth strategies concurrently.

Now I have always believed that a person cannot multi-task (despite my numerous attempts to try!) hence this strategy could only ever exist for a large size business and not an individual or SMB. But the need to look at multiple strategies is important for international businesses to consider in order to balance the potential risk of one failing due to internal or market challenges. I must make clear though there are limits to running multiple strategies. A couple of years ago for example, one vendor shared with me their plans to run 25 new initiatives in parallel. Now I don’t care how big you think you are or how mature your strategy execution process is, but when you talk about multiple strategies to this degree it is simply a death warrant for the strategy itself and puts the business at risk of losing its way. I am glad to see that San Francisco based vendor has since realized this and re-evaluated how many initiatives it takes on at the one time.

Now when a business is looking at multiple strategies it needs to understand the levers it can use, for example how quickly a strategy decision can be moved into action and equally, how quickly it can be shut down. These days it is increasingly common place that a strategy is dependent on people, systems and communication. Now, we know we have the ability to redeploy people to other projects and – as hard as it can be at times – sometimes people choose or must move on , however for Systems and communication platforms we often have to make investments that tend to have a pay back only after 3-5 years,. This can cause a challenge as businesses then need to assess how they can mitigate risks to drive a strategy to a positive outcome. For this reason it is important for businesses to adopt what is increasingly being known as a “Fail Fast” principle. The Fail Fast principle looks at prioritizing initiatives that need an investment based on requiring limited capex and leveraging platforms that can be turned up quickly and equally turned off with very little delay post a decision, if it is not working.

Take for example the idea of replicating a solution into a new vertical, which  might require assigning people temporarily, adding  system capacity for marketing campaigns, tracking opportunities and managing customer deployed solutions. But what if all of this could be set up within weeks and taken down even quicker? Would that make you rethink your prioritization of business strategies and equally consider additional initiatives, knowing your investment risk is significantly reduced and not committing the business to years of investment? Well hopefully the answers to both are yes, if not then perhaps a multi path strategy is not for you (either that or you have money and resource to burn).

Historically this would have been a challenge; however the virtualization of IT and communications means that businesses are now more empowered than ever to introduce the Fail Fast principle into their strategy decisions. Now considering the feedback from the Connected Countries survey that businesses need to consider multiple strategies in order to achieve success – at the beginning of this article it would be perfectly normal to think this is only achievable by either very large businesses or for those who have learned through expensive or painful experiences of what strategies work and equally which don’t. However hopefully now you are thinking about how your business could introduce a multiple path strategy by leveraging the advancements of technology that exist today, combined with the key principle in defining which strategies to go after based on their ability to align to a fail fast approach.

We are not talking about transformation or changing the way your business operates. This is very much about understanding how a business can be successful in a market like Asia where the only constant is change. But there are clearly multiple market opportunities and with the right approach –  as demonstrated by the Asia Business Champions – combined with the right principles, businesses can create the environment needed to succeed by failing fast, which ultimately has to be a better approach than suffering slow and not reaping the rewards of a multi path strategy.

You can find the Connected Countries report at the attached link - http://www.telstraglobal.com/connectingcountries/?concountries=tgbanner

Nothing to Fear but Fear itself

On my way back from a Telecom conference – in Hawaii of all places! – I read an interesting article stating that CEO’s are nervous about how they will succeed in 2013. I hope they are not feeling inhibited by the technology that their businesses use, because if they are, then clearly I am not getting my blog out to enough people!
It was very interesting to read the concerns regarding “too many unknowns” that need to be managed during this year: market stability; changes in governments; regulatory changes; the risk of economies slowing down further; and managing supply chains. Now, I know I am often regarded as being “ultra positive” when looking at business challenges and I am probably too often looking for the silver lining in any challenge, but seriously…we have been managing thus far, are we really saying we haven’t yet learned to adapt?
Businesses now have access to the tools to help them adapt their businesses to the ongoing market dynamics, whether they are localized or global. Most successful companies have the necessary tools right at their finger tips. If you don’t, I am not suggesting a complete rip and replace of your existing systems and communications platforms … those assets, are, or are in the process of being depreciated. What I am suggesting is to look around and ask yourself this question – Can I make business decisions first and foremost knowing my IT & Comm’s will adapt to those needs? Will my infrastructure be able to adapt to necessary business changes and challenges? I am hopeful (yes I know Mister Positive) that there are a few of you out there who are thinking that yes, we have started to progress towards a business which can adapt to change.
This past year has been exciting! Business processes are being virtualized, meaning we only need to pay software providers, for the number of active sessions, which is ultimately dependent on the success and customer demand. Communications services are now accessible through a network, rather than taking up expensive office space and, security is increasingly being embedded in internet gateways, which has resulted in reducing the need for higher capex. All of these items are helping businesses to manage more effectively, its assets, which are directly impacting people, processes and place.
With all of that said above why then is there still this drive to spend capex? How can it be, that in a market where we are concerned about whether a business will survive, that people still want to buy assets that will sit on their books for the next 5-7 years. I understand the emotional aspect, this is what people have done for years and they are given a budget and hence think it is better to spend it upfront in case they don’t get another one. Think about it though, what if you could have a meeting between your CEO, CFO and CIO and define a new way of working, one in which the costs of IT & Comm’s would be directly associated to the growth or decline of a business?
Of course this is not just relevant to local market businesses but also international ones, in fact this approach is possibly even more important to international businesses that have to deal with both growth and decline, in parallel, yet coming from different markets. Well again, what if you were able to redeploy IT & Comm’s resources to countries where there is growth or increased demand and then shift those again if the wave of growth should start to decline? I have seen businesses do this with people, but then get caught up with increased cost as they seek to buy incremental equipment and services to temporarily support this staff. This can be expensive if after those temporary resources have gone and you haven’t reallocated them and they simply gather dust.
In Asia. we have become increasingly aware of the regulatory limitations in terms of security, voice and in some markets the quality of the internet access. These are increasingly manageable as vendors seek to create new offerings to be regulatory compliant whilst driving new service creation. Take the example of being able to redirect local calls in Indonesia, yes these calls do need to remain in-country and as such need to be connected to a local operator, but separate the regulatory needs vs. the driver for efficiency. The Actual telephony server for the Indonesia office doesn’t need to be IN Indonesia, it can easily be in Singapore, but a small device located in the Indonesia office simply helps to separate local from international and office to office calls. It is small examples like this that can rapidly help to empower a business to decide what they want to do, provide them the ability to effectively manage and/or adapt to changes around them, and then help to minimize the immediate concern of how much is it going to cost.
I challenge the CEO’s out there to pull together their leadership team and ask the question, how elastic is your IT & Comm’s environment? Can IT & Comm’s be an enabler for business change or will it be an inhibitor? If the latter, then you have some work to do, as businesses who are already on this journey will start to move past you in their goals to maximize growth, mitigate risk and manage change, without the concern of significant ICT change management overheads.
Hence don’t fear change, embrace it, and use it to enable your business to become more robust, in a market which currently requires you to adapt, in order to remain relevant, and create the opportunity to drive sustainable growth.

I Believe I Can Fly!

Seriously, I really do believe I can fly and one day I am sure we will figure out how. Me losing some weight would probably be a good start, that and lots and lots of technology! I am often asked about my open mindset approach when going into meetings to work out challenges and how I achieve this. Well, like the title, if you believe you can fly and you have a desire to achieve the outcome, it will happen in one way or another!


I have been watching, with great interest, at how two very different types of businesses attempt to adopt innovative approaches to new technologies. The first is the “start-up mentality” and the second is what I would call the “large business mindset” group. The “start-up mentality” companies are the ones who give the appearance of not facing the challenges of large businesses –but I can tell you those challenges exist! The “large business mindset” group have a tendency to look at business change or confronting challenges as “baggage that must be addressed” whilst managing the day to day aspects of a business operation.

In today’s market, businesses face many challenges and it is interesting to watch how the “people factor” of problem solving always gets in the way of solving the actual problem – I know weird, right? For many people, problem solving is a clinical discussion. “We can do it” or “we can’t”, simple as that. Yet, when “we can’t do it” is the only solution or answer, who wants to inform the organization, who owns the problem, that they cannot be helped? Consider that for a moment. Recognize yourself there already, sighing as you go into your next workshop, anticipating a hard slog or another round table debate? It is, for this reason, why many large businesses tend to look at start-ups with a great degree of jealousy. They see start-ups appearing to act nimble and addressing solutions, while they claim that they cannot move as quickly due to their size, scale and complexity. Well, I am here to tell you that a large part of that claim is simply crap. I have seen and worked in my share of complex IT systems or business processes. If you really want to achieve something you can, it may not look or work the way you thought it would, but the goal is always achievable.

What makes these start ups more successful in addressing business issues? Their attitude! They are walking into a room, not to attend a meeting, but to solve a problem. That mindset is what is driving the first aspect of their success. The second has to do with people – ever had the feeling, during a meeting that people are simply brought in to make sure everyone is represented? It happens often. People are fearful of what decisions might get made, on their behalf, that could impact how they work or what they need to do. In a start-up environment, yes of course everyone wants to chip in and be involved, but there is too much going on to have everyone involved, hence, more often than not, you will hear of meetings with only 2 or3 people looking to solve a problem, informing others of the recommendation to validate if there are any “serious” impacts or risks in moving forward. Plain and simple. So, if you ever sat in one of those meetings asking yourself – “what am I doing here?” well, more often than not, with all of those people, more actions are created and more delays become the outcome and ultimately the problem is not solved. It is then merely a case of how we plan to progress forward. Again, within a start up environment, time is literally money, hence a meeting to agree to have another meeting is not an outcome, and it means delaying a decision which ultimately could mean failure of the business. (This too should and could be applied to large business, but you already know that.)

Here in resides the ultimate challenge of large businesses, “how do you drive a sense of urgency?” – not to have everyone work harder – but an understanding that we simply must walk out of this room with an agreed view on what will be done and by whom and by when to resolve the problem or challenge. Can you imagine having the confidence in your colleagues knowing that as a team you had not only solved the problem but that you and your colleagues are about to go out of that room and make that outcome happen? Imagine achieving that same result four, five or even six times? At what point does it become business practice when staff start walking into a meeting with: a. fewer people and b. the confidence knowing they have been chosen to solve a problem? This would surely start to drive a sense of ownership in solving a problem and ultimately contributing to the success of a business.

I surely hope those of you reading this are not thinking “Well of course Nathan, it is merely a case of throwing money at it!” because that is absolutely not my point at all. If it was, then in most businesses this would result in just one aspect of the decision… where some parts would require reallocating funds. What then happens when the actions require reengaging the customer or supplier, or managing a process differently, or finding work arounds? What then? Can you just throw money at it? I think not. Having worked in both start up businesses and more mature organizations, the challenges remain the same - it is the mindset and approach we take and the people we choose to engage with which ultimately drives the right types of outcomes.

For these reasons I always encourage an organization to have a mix of people who have worked in start up businesses and understand the risks of failure, combined with people who have worked within large corporate for some time and know where the proverbial “skeleton’s” are hidden. It is very rarely the case when business challenges or problems cannot be solved. We simply need the right people around the table, combined with the right mindset, and the focus on business outcome and success. I appreciate the “easier said than done” factor, however, look at who you have sitting around your table. Do they truly believe in what you are trying to achieve? Do you have the right balance of passion and insights? A balance of managing risk vs. ability to execute? And most importantly, can you see one common agenda and view on how your business / team / or idea will succeed – if not, you are in for one hell of a journey or a path to continuous frustration.

The most important attribute of all though, don’t give up! I have met some phenomenal problem solvers out there which I can break into two groups:
• Those that can solve the problem but feel they face a wave of nay sayers or blockers making the outcome all but inevitable;
• and, those that can solve the problem and in the face of setbacks, identify a different path to get to the outcome that is right for the business.

Now, obviously I am not saying those in the 2nd category always succeed, but if you can look inside yourself and honestly say you have tried different approaches and are still not getting anywhere, then you are trying to solve the problem in the wrong place and we are back to the initial challenge of having the right people involved to begin with. No business is perfect, they all have their ups and downs but it is the businesses that have the ability to rally to a cause, empower their teams to lead where their expertise lies and drive business outcomes that ultimately succeed.

One day I am sure I will find the right group of people to solve my challenge, “I believe I can fly!” I just need some bright people to help me figure out how and then I will need to decide whether the benefits outweigh the risks? Believe in yourself and believe in the fact that there is always an answer. Your answer simply depends on your understanding of the outcomes and ensuring you have the right mindset and ownership around the table – now, if you will excuse me whilst I prepare for my first flight!