Two simple tips for practicing simplicity

Twitter is the new Mark Twain.

You’ll recall Mark Twain apologizing for the length of a letter, saying he’d have made it shorter if he had had more time.

Well, I recently started Tweeting as part of my new Consultant Launch Pad site (if you’re interested in following me, I’m @consultantlaunc) and it’s helping me think more about my messages.  I’ve found that 140 characters isn’t all that much to express an idea (even if you’re just tweeting a quote or a link to another article or blog post), but if you want your message to get forwarded, you need to take that character count down below 120.  That’s because a “retweet” also includes the name of the person forwarding it and that 120 characters needs to be even shorter if you want to give them space to make a short comment.

You’ll get a pretty good idea of how good or bad you are at communicating your message succinctly by the number of retweets and/or the number of people following you.  One way to practice is to Follow a number of people and enter into a dialogue with them.

Faster elevators now give you less than two minutes to sell yourself

Tip No. 2 has to do with a new book out on the elevator speech called The Mirror Test by Jeffrey Hayzlett, Kodak’s former chief marketing officer.  For now, I’ll point you toward an interview with and a mini-profile of him (they’re both short) but think his concept of what he calls “the 118″ is pretty actionable.

Here’s an excerpt: “The 118 comes from the 118 seconds you actually have to pitch: 8 seconds to hook me and up to 110 seconds to drive it home — less than two minutes with only seconds to spare. The first eight seconds is the length of time the average human can concentrate on something and not lose some focus. It is also the length of time of one of the toughest rides in the world: a qualified ride in professional bull riding. In these first eight seconds, you must be compelling, strong, and focused to be successful. You must hold on as one of the meanest, toughest animals in the world tries to throw you off – just like any good prospect will. Make it those 8 seconds, and I’ll give you 110 more to drive your message home with no bull. But if you have not sold me at the end of the 118, I will start to tune out. At that point, we are moving forward to a sale or not.”

To summarize today’s two tips for a Twitter world:  2 Simplicity tips: Keep your Tweeting <120 charact and buy Jeffrey Hayzlett’s The Mirror Test.

And after attaching a TinyURL of this post, that’s 120 characters.  On the nose.

Improve execution and accountability with a Daily Huddle

I’m in a terrific new program that networking guru Keith Ferrazzi (Never Eat Alone, Who’s Got Your Back) is running and a recent exercise asked participants to describe ways they’ve kept their teams (and themselves) accountable.  My submission got some positive feedback and it’s pretty simple, so I thought I’d share it.

I had a team of account executives in remote offices, each of whom managed a number of alumni-association partners. We weren’t always their highest priority so executing on a long list of initiatives wasn’t always easy. I started a 20-minute Daily Huddle (first thing in the AM-if you couldn’t make it, no problem) and gave each person two minutes to list their biggest accomplishment of the previous day, what they wanted to accomplish that day, and what they needed from me or someone else on the call.   I kept track of what each person wanted to accomplish and asked the next day (and for a number of days after, if need be) what was getting in the way of completing that task.  One benefit of the daily call was that other team members often  offered advice based on having dealt with a similar problem with another school and very often someone would volunteer to role-play or help in some way to get the goal accomplished.   In addition, having to outline your goals in front of others led to more tangible goals that would have a real impact on the team’s results.

As a result of this and some other execution-focused  initiatives, we renewed 100+ relationships (with no losses), protecting $250 million in revenues and significantly reducing the sponsorship fees we were paying, while increasing group-satisfaction scores by 20%.  We also surpassed our goals for launching our Affinity Checking product by 200% (endorsements and accounts).  All because we spent a little bit of time every day focusing on initiatives that would move the needle.

Interestingly, someone in the class responded to my submission with the observation that people probably worked that much harder to complete tasks and come up with good objectives for the day because they didn’t want theirs to pale by comparison to other team members.  I hadn’t thought of it that way, but it’s probably true

To be effective: Keep it short. Keep it focused. And try to have it at the same time every day — first thing in the AM.

How do you help your teams — or yourself — be more accountable and execute more effectively.  Please share!

By the way, we’re getting some great traffic to our new website, Consultant Launch Pad, which is helping people decide whether consulting is a viable new career path and then helping them be successful if it is…Consulting/Project work is also a great way to generate short-term income if you’re one of the long-term unemployed or Over 50s who are having challenges finding a new position.  Come check us out.

Visuals bring simplicity to complex explanations

Have you read anything that clearly explains what the heck British Petroleum was using to implement its failed Top Kill strategy?

Here’s how the New York Times described the material being used to force-feed mud down the throat of the blown-out well: “The mud has been ‘weighted up’ by adding dense powdered minerals so that it weighs 16.4 pounds per gallon. Additives have been mixed in to improve the flow and prevent the formation of icelike structures of gas and water called hydrates.”

To the reporter’s credit, he did describe it in the lead of his article as having “the consistency of a half-melted milkshake,” which actually isn’t too bad.

Now try this explanation from Bill Nye the Science Guy.

You can often simplify difficult-to-explain concepts by channeling how a teacher might explain it to a classroom of kids.  Authors Chip and Dan Heath (Made to Stick) urge presenters to be Concrete and use Stories (or in this case, Visuals).   As the Heaths point out, a sticky idea is understood, it’s remembered, and it changes something.  The half-melted milkshake analogy may hit one or two of those standards; Bill Nye hits all three once he sets the stage for what the mud does.  He went far enough to make his explanation Concrete, and therefore sticky.

Maybe this points to the inherent disadvantage the print media has against the electronic media, but you have the same advantages in a conference room or in front of an audience.

What kind of examples or visuals have you used to explain something more complex?

Rats! to taking a conservative approach to branding

In the midst of some new projects and designing a new website that has a real chance to impact people’s lives, I’ve gotten to thinking about whether my personal-branding materials go far enough to explain what makes me different, whether I’m adequately reinforcing the “bulldog” brand on my personal website and elsewhere.

I’m not sure I’m being in-your-face enough, because that’s one of the things that makes me different from other communicators.  So I’m taking a second look at my website to get away from trying to make my message appeal to everyone who visits my page (or my LinkedIn profile) and appeal to the people who are actually looking for what I have to sell.

It was with that mindset that I came across Dan Pink’s posting from earlier this week and realized that this ad for the DC Metro  truly reflects the “bulldog” mentality that I need to more fully embrace…

As way of background, the Washington, D.C. subway system bans eating on its trains.  There are many different ways you can reinforce this message, but this is about as visceral as it gets.

Pink (who wrote Drive and A Whole New Mind) notes that he likes to highlight advertising that is emotionally intelligent (i.e., it either encourages empathy on the part of the viewer or demonstrates empathy for his or her situation), this one falls into the category of advertising that just “shocks and awe(s) us into thinking — and occasionally into action.”

I view it from a slightly different perspective, as someone who has embraced a goal of identifying ways that we can “subtract the obvious and add the meaningful” in business and our personal lives.  I can imagine DC Metro officials listening to their agency pitch this ad and saying, “you want to use a picture of what?” in our new campaign.

It’s bold.  It eliminates the obvious (statistics or a reminder that there are rules against eating on the trains) and gets right to the meaningful.

We need more of that in our writing — visceral images that make a clear and compelling point.

‘Creative confidence’ trumps historical indicators of future career success

Photo: Associated Press

As one group of students prepare to leave college and another batch of high-school seniors prepare to take their place, the importance of technical knowledge takes center stage.  Whether you’re talking about undergraduate or post-grad admission offices or potential employers, GPAs and test scores that demonstrate students’ abilities to get the one “right” answer are seen as the primary determinant of future potential.

David Kelley — the IDEO chairman, not the legendary creator of great TV dramas — recently energized the Stanford d.school during the opening of the design school’s new building by arguing that while technical knowledge has its place, it is far more important to teach our future leaders how to work on solving challenging problems where nobody knows the answer.  As Bob Sutton, a Stanford d.school professor who attended the speech explains it, the Stanford d.school teaches creative confidence — “the ability to keep pushing forward, observing the world and the people in it, identifying unmet needs, brainstorming solutions, and trying to develop prototypes that work and failing forward through the disconcerting process.”   He went on to say that the d.school process — which I discussed in a January post on its publication of the Bootcamp Bootleg — encourages people to “have the energy and will to keep pushing forward, to be undaunted when ideas don’t work, to keep trying new ideas, and even when the deadline for the project comes and they do not have  a decent solution, to believe that if they just had another few days, they would have come up with a great solution.”

Kelley has added a great personal-branding phrase to our lexicon.  Even without the benefit of a Stanford d.school education, I think there are a lot of people with have struggled to describe a similar skill set on a resume or interview without the benefit of the “creative confidence” phrase.   It’s a skill that many displaced corporate executives are using as they look at consulting or 1099 contract work, whether they use the phrase in the sales process or not.

But Kelley’s Not Alone In This

Yale’s Dean of Undergraduate Admissions Jeff Brenzel imagined what he’d say if asked to speak to this year’s class of graduating seniors in a posting on the Huffington Post.  He also speaks of looking beyond the GPA and the job that awaits and judging oneself on a different set of criteria that mirrors this concept of creative confidence:

“What matters, and this is the heart of what I want to say today, is not how I might assess what you have done, or how your professors graded you, or what your friends and family might say, or even how a professional school or employer is going to view you, but rather how you would now evaluate yourself.

I wonder if you have thought to do this as yet, to measure yourself by standards that you would have to justify and explain, not to us, but only to the man or woman in the mirror. Not only are you the only one in a position to make a full and candid assessment, but you are the one to whom the assessment ultimately matters.”

He goes on to list some questions that might help in that self-assessment; most focus on the intangible.  It’s a right-brain approach, which as Daniel Pink and others have argued in recent years is taking on increasing importance over the fact-based left-brain emphasis that has driven business for many decades.

All this resonated with me because I believe creative confidence is a more elegant way — with a bit more structure — of saying Bulldog Simplicity.  I believe schools and corporations both need to spend more time focusing on developing creative confidence.  And for those who have it, they need to spend more time documenting it as a skill and how it enables them to make a difference in their companies’ or clients’ success.

Does Jos. Bank’s marketing strategy build trust and brand value?

Lurking questions: How do you make up for the "losses" from selling three items for the price of one?

I cancelled my subscription to the relentless Jos. A. Bank e-mail ads today.  This has nothing to do with the quality of their clothes (most of my business wardrobe is from there), my need for business suits and accessories, or with reducing my e-mail volume.

It has to do with trust.

Here are a few examples:

• Same e-mail:  Buy One, Get Two Free off their entire stock of sportscoats, dress pants, and sportswear AND Buy One, Get Four Free (Buy one suit and get two dress shirts and two ties free).
• Buy One, Get Two Free on Suits and Suit Separates.  That same e-mail also included 50% off all sportswear and dress pants and 40% off all dress shirts, ties, and accessories.
• Today’s offer: Buy one suit, get a second suit free PLUS a sportcoat or blazer FREE!

The company’s FY 2009 earnings indicate this strategy continues to be effective (although growth from Internet sales (where pricing like this make more sense) is double that of store sales).  But as a longtime customer I’m finding it increasingly difficult to trust a company that stresses quality but undermines that position by using one huge sale after another to drive business.  Perhaps the goal is to get busy executives in the door and sell overpriced non-sales accessories (i.e., ties, shirts, belts) but I think the strategy cheapens the brand.

Some analysts say they’re the best of the best in terms of creating a sense of urgency that drives sales.  I say that knowing there will be another sale tomorrow eliminates any sense of urgency on the part of the buyer.  And maybe it doesn’t matter so long as the customer eventually lands at Jos. Bank.

The Jos. A Bank tagline is The Expert in Men’s Apparel.  But ask prospective customers what they think of when you say the company’s name and I’ll bet you the vast majority focus on the sales.  Seems like a disconnect to me, although you might argue the relentless promotions keep them at the top of the buyer’s mind.

I get Walmart:  Spend Less.  Live Better. Setting aside all the Walmart issues that some readers will quickly point out, everyday low pricing works because it’s Simple.  You wonder why a company like Jos. Bank that sells clothes that are long lasting, always appropriate, and not flashy wouldn’t embrace a similar simple pricing strategy.  As a seller of private label clothes, Bank has a pricing advantage because they’ve eliminated the middleman and one layer of price markups.  But the marketing strategy doesn’t feel simple.

Aggressive promotional pricing detracts from the quality image that Bank is trying to cultivate.  And that’s not the prescription for an enduring long-term relationship, even in the face of an existing long-term relationship.  Jos. Bank has done promotions that promise customers their money back if they bought a suit and got laid off (although that one had “potential abuse” written all over it).  That’s how long-term relationships are built.

What do you think?  Am I missing something here?  Are there other examples of companies who marketing strategy seems to be working, potentially at the cost of long-term trust?

The Military and Powerpoint redux, Jon Stewart style

Here’s another view of the PowerPoint debate , thanks to Jon Stewart of the Daily Show.   Stewart offers a behind-the-scenes look at military’s greatest heroes who use PowerPoint to get their troops motivated for battle.

This obviously provides a bookend to my posting on the subject earlier this week and hopefully brings a smile to your face.

How I’d spend my first few months in a new job

Can you demonstrate your ability to meet the challenges of your new job and hit the ground running?

I was recently asked to write a plan outlining how I’d approach my first few months in the job I’m interviewing for.  A few people (a couple of recruiters among them) commented on how unusual the request was, but I think it makes a lot of sense.

The interview process can be a beauty contest, with its emphasis on scripted answers and connecting with the interviewer.  This task requires the writer to demonstrate an understanding of the role (which probably requires that he or she did a good job asking questions during interviews) and of organizational needs and priorities.  It also tests your writing and organizational skills and also provides some insight into your leadership and management style that may not come out through your scripted responses.  I kept mine to two pages, so I was forced to balance the creation of a simple, easy-to-understand strategy with the desire to give the hiring manager a sense that I understand the scope of the challenge and will hit the ground running.

The process will also help me in future interviews with this employer — assuming I get one — because I now have additional questions that I will bring to the table, because I’ve thought through ways I’d approach different problems the organization faces, and because I will have better examples of ways I’ve resolved similar challenges that I might not have come up with in a conference-room setting.

One tip:  There aren’t many good templates for this task, but Harvard professor Michael Watkins has written a great book on this subject called The First 90 Days, which provided me with a great starting point. 

All in all, I will use this in the future when I’m trying to choose between qualified job applicants who want to demonstrate their ability to help us achieve our goals.

Readers, how about you?  Have you been asked to do a 90- or 100-day plan?  How did you approach it and what impact did it have on your candidacy?

Generals miss the point on PowerPoint

Death by PowerPoint is no joke in the military

If your new tires fell off after installation, whose fault would it be — the mechanic or his tools?

If you’re a U.S. general, you blame the tool.  At least that’s what they’re doing in an article in today’s New York Times about the military’s use of PowerPoint.  Lost amid all the jokes and criticism of a “tool that has spun out of control” is a simple fact: PowerPoint done right enhances rather than undermines the quality of communication.

Great PowerPoint presentations seek to persuade rather than dump information.  Great presenters crystallize their message long before they sit down to design slides.  I was a multi-bullet, heavy-copy PowerPoint people in my previous life, but I now find myself spending more time thinking through the message and the appropriate visuals.  I think about the story, the audience, the decision-making journey, and how to make my points as simply as possible.

It’s a joke to see these senior officers moan about the quality of presentations and the time wasted delivering them.  As you read the quotes from the “PowerPoint Rangers” about the time spent preparing slides, ask yourself whether the generals delivering them had anything to do with crafting the message…or whether they even looked at their decks before delivering the presentation.

Hey, generals!  Fixing this problem is simple:

• Limit the number of slides you can use in a given period of time.  General McCrystal, you’re the leader of American and NATO forces in Afghanistan, for God’s sake.  Tell your people that their slide limit for a 30-minute briefing is five.  Period.
•  Teach junior officers the right way to present.  Start them at West Point, in ROTC classes, and at Officer Candidate School.  Highlight the people who do it right; re-educate those who don’t.  Reinforce the message at the senior-officer schools.
• At the beginning of a presentation, ask presenters to explain their objective.  If they can’t communicate it quickly and briefly, send them back to the drawing board.
• Teach junior officers — and their bosses — how to WRITE clearly and persuasively.  There are times you use PowerPoint and times you use memos.  My high-school English teacher prevented us from graduating until we could put together a well-reasoned essay (thank you, Mrs. Banikowski).  Our children hit college (and eventually the work world) with expertise in Twitter (how persuasive can you get in 140 characters?) and IM’ing.  Ugh.
• Know your audience.  I’ve spent time with Tyler on his college essays over the past few months and if he’s learned nothing else from our calm, collaborative sessions (he would characterize those conversations differently), it’s that you have to consider who is reading your paper (or listening to your presentation).  I hope he brings the memory of our time together to college with him this fall.

Of course, these tips don’t apply only to our soldiers in Afghanistan.  You can use them on your own personal and corporate battlefields.  Click here for other posts I’ve written about bringing brevity, clarity, and simplicity to your communciations.

What advice would you give the generals?

Sticky presentations require a great story

Syracuse squeezed itself out of the competition for Tyler

My son Tyler has narrowed his college choices to two.   How he got there gets to the heart of the importance of “sticky” presentations and why a two-day trip to two schools put one on the finalist list and took one pretty much off his radar. 

We started at Syracuse on a chilly October morning.  This part sticks with me because the presenter tried to make light of the weather from the moment we hit our seats.  Maybe it’s just me (and keep in mind, I actually went to the school and grew up in Buffalo) but cold weather should not be on the list of key selling points.

The presentation was dry, and the presenter was not particularly dynamic (although she seemed very nice).  She started with a video featuring famous and semi-famous alumni and appeared to have been made by an advertising firm that didn’t realize it was talking to teenagers.  Did Admissions forget that its communications schools is a selling point and that it has not one but two solid film schools?  Why not have a student film competition to highlight the school’s strengths. 

The rest of the presentation was more informative than memorable, with no real sales focus (I seem to remember a lot of bullets).  The worst part came as she dismissed the crowd by school for individual sessions.  She’d call out the name of the school (e.g., Newhouse) and then start highlighting the merits of the program as her target audience struggled to their feet, grabbed their bags, and headed out the door.

The tour wasn’t much better and I honestly think Tyler would have crossed Syracuse off his list then and there, had I not been along to talk about concerts on the Quad, Dance Marathon, games at the Dome, and late-night snack runs to Marshall Street.

So we left Syracuse and headed to D.C. and our tour of American University.

Things were different there.  A 20-something admissions person (and alum) talked about her experiences.  Trick or treating at embassies.  She illustrated her point about the high percentage of international students by talking about political science classes on Middle Eastern politics with students who lived through bombings and fighting in the streets.  She actually made the pursuit of dual majors interesting.   Last week — yes, five months later — I asked Tyler what he remembered and the kid who can’t remember to turn off his lights or stop texting while doing homework rattled off a number of memories from the presentation.

American has been the leader in the clubhouse since that visit.  A recent visit to Drexel made it a two-horse race for a similar reason: The head of the film department sat down with Tyler to talk about her vision for the program, talking about her ability to “see beyond the curve” of the road.  Once again, passion carried the day.  She also had a great story — no deck, but a great ability to communicate the path — and that, combined with outstanding facilities and equipment and the willingness to put a camera in his hands from Day One, means it’s now a two-horse race.

I’ve posted here before about a story-driven, bullet-light approach to PowerPoints.  Dan Heath is in Fast Company magazine this month talking about “sticky” presentations and has some great resources on his website (links are in the FC article).  And both Nancy Duarte (slide:ology) and Garr Reynolds (Presentation Zen) have great presentation-centered blogs and are passionate advocates of storytelling.

I suspect many of you have had similar college-admissions experiences.  Take some time to think about your story, your audience, and your message.  What will you do differently the next time you have a presentation that’s designed to capture someone’s imagination or ignite their passion?