• Is the answer in the room?

    1 December 2018
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    One of the precepts of the EOS program is, “The answer is in the room.”  It’s a phrase that’s used to emphasize the importance of discussion in addressing important issues, and I am a full supporter of that idea.

    The problem is, the phrase itself is not quite right.

    WELL…SOME KIND OF ANSWER IS IN THE ROOM

    A more accurate phrase would be, “An answer is in the room.”

    And it’s the job of the CEO to know whether it’s the answer or an answer that is in the room – whether your team has the right stuff to understand and evaluate the issue and the options for solving it…or not.  Because if they don’t, but they think they do, then you are wading into dangerous territory.

    It’s not that dangerous if the issue is minor.  But if it’s a major strategic decision…having the wrong answer is a big problem.

    EVALUATING THE QUALITY OF YOUR TEAM’S ANSWER

    So, how do you gauge whether you are getting an answer (a poor or bad decision) or the answer (a good decision)?  Here are some questions you can ask:

    • Have we seen this situation before?  Or something similar?  Or has someone on our team?
    • Can we come up with a list of risks that would make our banker (or some other knowledgeable skeptic) proud for how pessimistic the list makes us appear?
    • Can we come up with 3 strong options for handling the situation?
    • Is there more than one person who is worried that the answer may not be in the room?

    A CAUTIONARY TALE

    Let me talk more about that last one.  The biggest business mistake that I have witnessed was when a client decided that the answer was not in the room for them.  They hired me to write a plan for a new initiative, discussed and agreed to the plan as a team…and then 2 weeks later the CEO came up with an alternative “short cut” approach.

    That short cut ended up costing the company between $2MM and $10MM, depending on how much you count the indirect impact that decision had.  At the time the leadership team was discussing the short cut, there were 3 members of the team who said, “We just paid for a plan, and we all said we liked the plan – why are we not following the plan?  Why do we think we have a better answer than the plan now?”  (Which is another way of saying, “The answer is not in the room.”)

    HOW THEY GOT IT WRONG

    Why did most of the team change their minds?  Because the CEO had a long history of running and building the business, and the majority of the leadership team said, “If you think this is the right thing to do, we trust you.”  What they missed was that the CEO had not pursued a strategy like this before – it was a new area for him, and it was more complicated than anything he’d worked on before.

    The team needed to listen to the skeptics more – and there’s a lesson there for you, dear CEO, if you find yourself in a similar situation.

    YOU BE THE JUDGE

    If you’re a CEO listening to your team debate a topic, you have another role you need to play – you need to raise yourself above the discussion, and look down on it, and critique whether the sophistication of the discussion matches the complexity of the issue and the quantity of the resources you’re going to commit to the answer.

     

     

     

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  • Prioritizing priorities – making your strategy better

    24 September 2018
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    What do I mean by prioritizing your priorities?  Why is it important?  Why is it hard?

    It’s fairly easy for any business to come up with a dozen ideas for improvement – and most businesses wouldn’t stop there, generating dozens of possibilities.  The challenge for any leadership team is to pick the right priorities to focus extra attention on among all those many options.

    It’s easy to say, “You should have 3 big rocks that you focus on.”  It’s muuuuch harder to say, “These are the 3 rocks that will give you the best outcome.”  Why is it harder?  Because there are many variables to consider in coming up with the answer.  I’ll highlight 2 as examples:

    1. What’s the balance between financial outcomes and intangible outcomes?  You could work your staff hard for two years, get your financial results up, and then sell your business for great personal gain.  But many small companies have more connection to their employees, and so are willing to support work-life balance at the expense of financial performance.  In that case, you can’t just decide on priorities based on financial ROI.
    2. What if short-term success and long-term gain are not aligned?  Often they aren’t!  Short-term, it almost never makes sense to upgrade your systems.  But if you never upgrade systems, that will eventually undermine your results.  How do you balance those competing interests?  How do you decide whether long-term payoff is the right thing to aim for now?

    So this is a hard task.  Why not just avoid it?

    Because focus is a key part of success.  Spread yourself too thin, and you won’t have the energy to see your initiatives through to success.  As we all know, juggling 6 balls is far harder than juggling 3 balls.

    Although there are tools that can help you prioritize your priorities, this is not something that is driven by tools.  A SWOT or Gap analysis will not solve this problem.  A 1-page sheet that puts long-term vision, annual goals, and quarterly objectives…will not solve this problem.

    The center of this solution is wisdom and judgment.  It takes experience, insight, creativity, foresight, and thoughtfulness to prioritize your priorities.  Whereas operating a business is more akin to an industrial “assembly line” process, guiding a business is a craft that has as much art as science.  That’s why venture capital looks foremost at people when considering an investment.

    One of the great things about working with Stage 2 companies is that there is usually a strong team operating the business, and any gaps they have in operations can usually be filled with a toolkit from EOS or e-Myth or Rockefeller Rules.  Whether they are a strong team leading the business depends a lot on their ability to prioritize their priorities and pick the right things to choose on.

    I’ll be posting a self-assessment soon for you to gauge how your team is at leading your business.  So…well…this is just the placeholder until I get that!  But if you’re reading this and are interested, send me an email –  or give me a call and I’ll share what I have in draft form.

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  • Advice on Forming a Board of Advisors

    16 March 2010
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    Crain’s Detroit Business, which is now devoting regular coverage to southeast Michigan’s Second Stage companies, recently carried an article about forming a Board. Having just formed my own Board of Advisors, let me make a few recommendations that I wasn’t able to make in my comments in the article.

    Start with your current advisors. The best place to look for initial members of a Board of Advisors is the cadre of informal and formal advisors that you already have. Simply formalizing the process, and bringing the advisors together, is a substantial step forward, and adding new (unknown) people into the mix is just as likely to undermine the purpose as help it. In addition, you will likely have some trial and error as you develop the Board, and it will be helpful to work through that with people who already know and like you.

    Work with the Board to define its purpose. There is usually a general sense of how and why the company leader would like to use a Board. However, a Board is going to be most active and valuable if its members are fully engaged – and to get that, it is best to have the Board discuss how they think they can contribute, and what they would like to get from the experience.

    Let the Board stretch you. Good advisors provide perspective that you don’t have on your own, and are effective at helping you counter-balance your strengths and weaknesses. If you put a group of advisors in the same room, the message is often times stronger and even more challenging for you. Check your ego at the door, remember that even leaders have weaknesses, keep an open mind, and do your best to accept and use the advice.

    Manage group dynamics. Just because your advisors are all good on their own doesn’t mean that they will work well together. The topic of group dynamics should be part of the Board discussion from the start, and you should openly acknowledge that the chemistry of the Board is going to be important. You should also include team-building events or discussions that will help develop the chemistry.

    Prepare to improve. Establish with the Board that its role and mechanics are likely to evolve as you learn more about how it works and how to use it. Involve the members in the improvement process, and solicit (and use!) their input about how the Board can be more effective.

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