Tuesday, July 17, 2007

The list of 4 lists...

interesting ones....maps to rahul garg's quote

 
 

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via Soaring on Ridgelift by 1vc on Jul 09, 2007

Whether you are the founder of a startup company or someone interviewing for an executive role in one, it's important to keep in mind the List of 4 Lists. Before you head off to your favorite book store, the List of 4 Lists isn't a book by some long expired philosopher - it's a thought exercise I use with early stage companies to get them to think outside the box.

The List of 4 Lists:

  • The list of things you KNOW.
  • The list of things you DON'T KNOW.
  • The list of things you ASSUME.
  • The list of things you DON'T KNOW YOU DON'T KNOW

Any of us looking at the business plan of a startup company can fill out the first two lists. It's easy; you have a set of knowledge and experiences whether gained through formal education or via post graduate education at U. of HK (University of Hard Knocks) that acts as review filters for the plan. You can look at the different risk factors (market, team, technology) and populate the lists - being a smart person you can then work to move items from the second list to the first by asking questions, research etc.

The third list isn't so easy - any business plan is based on a set of assumptions such as how long it will take to recruit people, develop the product, how much customers will pay for the product, etc. This isn't just about the formulas in the spreadsheet behind the modeled financials (although that is a good place to look for assumptions!) - It is about the thought process that went into building the plan. It is very helpful to make your assumptions explicit - it is the implicit assumptions that are difficult to test and often lead to nasty surprises.

The fourth list is the real challenge - it's a virtual list because the moment you identify something that should go on it, by definition you now KNOW YOU DON'T KNOW and it gets added to the second list. We always need to be on our guard and thinking about how to identify items for this fourth list - fortunately, one of the best ways to fill it is to remember that everyone has the same List of 4 Lists and THEY ARE DIFFERENT. This is one reason why a team of people is often far more effective than any individual. You can populate this virtual list by reviewing the plan as it unfolds with the executive team, cofounders, investors and advisors.

Most problems in business stem from the last two lists - assumptions prove to be wrong (or simply aren't recognized because with hindsight, it's clear they were wrong!) or something nails you in the back of the head that could have been anticipated if you'd been open to thinking about the fourth list.

Remember the List of 4 Lists!


 
 

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Wednesday, July 4, 2007

Interesting Study: Brand and Search

crux:
This is in line with the finding last year by German researchers who showed using MRI scans that well-known brands activate positive emotional responses in people's brains.

 
 

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via John Battelle's Searchblog on Jul 03, 2007

Thanks to reader JG for this interesting writeup of a recent study on how brands effect search results. From it:

Web searchers who evaluated identical search-engine results overwhelmingly favored Yahoo! and Google, providing evidence that people go for brand names on the Internet just as they do in the real world, according to new research presented at the Computer/Human Interaction 2007 Conference in San Jose, California....

Despite the results pages being identical in content and presentation, participants indicated that Yahoo! and Google outperformed MSN Live Search and the in-house search engine.

I also found this very interesting:

This is in line with the finding last year by German researchers who showed using MRI scans that well-known brands activate positive emotional responses in people's brains.

Link to the study. Link to the MRI study.


 
 

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The Evolving New Economy

no particular value, but interesting read if you are feeling down
factual knowledge:
Can we escape the Red Queen effect?

There's a powerful image that resonates in corporate boardrooms around the world - the image of the Red Queen running faster and faster just to stay in the same place. Adaptation in a world of more rapid change implies running faster just to stay in same place.

 
 

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via Evolving Excellence by Kevin Meyer on Jun 27, 2007

Each year an annual conference called Supernova is held to discuss the impact of technology on the world. Lots of deep thinkers attend, many of whom have actually worked in the real world and can therefore pontificate and bloveate meaningful analyses. I've attended occasionally in the past but wasn't able to attend this year. However John Hagel of Edge Perspectives posted several observations predominantly based on his own presentation at the conference. They can be rather esoteric to those of us in the knuckle-dragging manufacturing world, but enlightened leaders may want to at least mull them over a bit. The world is changing, like it or not. John's observations are actually thought-provoking questions.

Questions are often as valuable as answers It's appropriate to step back occasionally and reflect on what we don't know, rather than simply sharing what we know. In times of rapid change, asking the right questions is often as important as the answers - at least they help us figure out where we might start looking for answers.

So let's here are the paraphrased versions of a couple of his more interesting questions.

What if there is no equilibrium?

We all understand that the component technologies of our new infrastructure continue to advance at exponential pace. In fact, this is the one central difference between this new generation of infrastructure and all the previous generations of infrastructure that shaped our economies in the past. All of these earlier generations were characterized by a major technology breakthrough, followed by the adoption of key standards and a diminishing rate of performance improvement.

Our new infrastructure defies this pattern and proceeds with exponential rates of performance improvements. Here's the paradox: at the same time, we cling to traditional equilibrium concepts and institutions that emerged and prevailed in more stable times. Nathan Mhyrvold highlighted in his talk yesterday the contrast between the exponential advance of technology performance and the linear thinking of most executives. Clayton Christensen got the attention of the business world with his perspective on disruptive innovation - but even that is a punctuated equilibrium view - it holds on to the assumption that equilibrium will eventually return.

Early conventional wisdom suggest that these architectures should focus on agility and flexibility, but that misses the real opportunity - balancing agility with the persistence and stability required to build and deepen long-term trust based relationships. Being able to discern what needs to change and what needs to remain stable may be the greatest challenge of all.

I find the key phrase to be "the real opportunity - balancing agility with the persistance and stability... being able to discern what needs to change and what needs to remain stable..." That is what many lean companies are doing. They focus on standard work and defined, repeatable processes while also leveraging the power and magic of kaizen and kaikaku. Always agile, always changing, but still standardized.

Can we escape the Red Queen effect?

There's a powerful image that resonates in corporate boardrooms around the world - the image of the Red Queen running faster and faster just to stay in the same place. Adaptation in a world of more rapid change implies running faster just to stay in same place.

Product and process innovation only provides temporary relief for the Red Queen effect as companies become more adept at copying the advances of others. We need to harness institutional innovation and move from scalable efficiency to scalable learning so that we can begin to learn faster and find ways to get ahead of the pack in a more sustainable fashion.

This time the key statement is "harness institutional innovation and move from scalable efficiency to scalable learning." Taking advantage of the knowledge, creativity, and experience of people rather than treating them as a simple set of hands that needs to be optimized in a quest for additional efficiency. Contrast how true lean companies grow by leveraging their employees and utilizing the additional capacity created by lean efficiencies to how companies like Whirlpool lay off and then re-hire less experienced people in the desire to save a few financial bucks. Companies that chase low labor from country to country without fundamental innovation and improvement are Red Queens.

How are pull platforms likely to evolve?

As the pace of change accelerates, we are in the midst of a broad transition in terms of how we access and mobilize resources. As JSB and I have written elsewhere, we are moving away from push programs that attempt to forecast demand and make sure that the necessary resources are available when and where needed. In their place, we are seeing the emergence of much more flexible pull platforms that help people connect with the resources that are most relevant to them whenever and wherever they need the resources.

Push programs treat people as passive consumers (even when they are producers like workers on an assembly line) whose needs can be anticipated and shaped by centralized decision-makers. Pull platforms treat people as networked creators (even when they are customers purchasing goods and services) who are uniquely positioned to transform uncertainty from a problem into an opportunity.

The pull platforms that we now have are only the earliest stages of development. To harness the full potential of these pull platforms we will need to move to much more robust federation governance structures that accommodate services from a growing number of independent and diverse participants. The lean manufacturing approaches of leading edge manufacturers succeed only because they dramatically narrow the number of participants. Different governance structures are likely to be required to scale pull platforms.

We've blogged about the "pull economy" before. That's lean, pure and simple, and in my view is probably the most disruptive as well as critical change already in progress.

John Hagel poses many more similar questions. Take some time to read them here.


 
 

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Be Careful What You Measure

labels: general timeless advice

 
 

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via Evolving Excellence by Kevin Meyer on Jun 30, 2007

Have you taken a hard look at your metrics recently? Not the values and trend, but the underlying attribute being measured. Is it really an effective reflection of some facet of business success? A project by the federal government should teach us a couple lessons.

From the Cato-at-Liberty blog,

One of the behind-the-scenes initiatives of President Bush's budget staff the past six years has been something called the Program Assessment Ratings Tool (PART) analysis. It's an effort to measure the "effectiveness" and "efficiency" of nearly 1,000 federal programs. Each program is graded on how well it achieves its "goals."

Sounds good. About time we measure the effectiveness of programs, right? I wonder what the results show. In Tuesday's Investor's Business Daily op-ed section, Ernest Christian and Gary Robbins take a look at the results to date of the effort:

Congress is about to wave its wand over nearly $1 trillion of additional "discretionary" spending that will, among other things, perpetuate or increase funding for nearly 500 expenditure programs that are not even "moderately effective," according to the Office of Management and Budget. This includes more than 200 expenditure programs that have failing grades of D or F. In these cases alone, the cost of government incompetence is over $250 billion per year.

The list of programs with the lowest grades might make any supporter of limited government point wildly and say, "Told you so!" This rogue's gallery includes the Department of Housing and Urban Development's pork-filled Community Development Block Grants, the Department of Education's Even Start literacy program, and Amtrak.

There we go! All kinds of waste just begging to be removed. Don't even think about raising my taxes, and these are probably the last people I want in charge of my healthcare and retirement. But I wonder what some of the more "efficient" programs are...

But what about the ones that received the equivalent of an A or B grade - those programs that are "effective" or "moderately effective"? That list includes homeless assistance grants, agricultural export subsidies, Indian housing loan guarantees, the non-insured crop assistance program, and corporate welfare programs like the Trade and Development Agency which subsidizes overseas demand for the products of various corporations.

Hmmm... uh oh. The government is efficient at spending money on corporate welfare and helping out people that decided a government bailout was cheaper than buying insurance?

Sure, knowing when the government is losing money to fraud or mismanagment is important. But it makes more sense to determine whether these programs should exist at all before deciding what they should be "efficient" at doing. Besides, an efficient but unjustified wealth-redistribution program might actually be worse than an inefficient one. The former will likely be better at finding innovative ways of expanding the scope of its operations.

And that's also the lesson for businesses and other organizations. Take the time to really understand what you are measuring, and whether a positive trend is really a positive. Many of us know (and some of us have experienced) the saying of "you can sell yourself out of business" when you don't understand how cash flow plays into converting the top line into the bottom line. I would add you can "streamline your way out of business" if you find ways to create waste very efficiently.


 
 

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