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You are here: Home / Archives for 2 - Professional Skills

Don't Follow the Customer

July 30, 2009 by Matt Perman

Good companies should be close to the customer and fanatical about customer service. But this doesn’t mean that they should let the customer lead. Joseph Morone, President of Bentley College, notes that if you only follow the voice of the customer, “you’ll get only incremental advances.”

Doug Atkin, a partner at Merkley Newman Harty, rightly puts it this way:

These days, you can’t succeed as a company if you’re consumer-led — because, in a world so full of so much constant change, consumers can’t anticipate the next big thing. Companies should be idea-led and consumer-informed.” (Quoted in Re-Imagine!: Business Excellence in a Disruptive Age, 297).

That is an excellent insight:

Be consumer-informed, but idea-led.

Filed Under: Innovation

The Second Interview

July 8, 2009 by Matt Perman

If you are one of the many people out there looking for a job, the NonProfit Times has a good article on how to be effective in the second interview.

(What about the first interview? I guess they skipped that one. A good book for job-seekers that covers the first interview and a lot more is What Color Is Your Parachute? 2009: A Practical Manual for Job-Hunters and Career-Changers.)

Filed Under: Job Finding

10 Stunning (and Useful) Stats About Twitter

July 7, 2009 by Matt Perman

This was a helpful article by Rohit Bhargava summarizing “10 standout conclusions” from a recent analytics report on Twitter by the media analytics company Sysomos.

One interesting fact: Tuesday is the best day to tweet something.

Filed Under: Social Media, Web Strategy

Coming Friday at 11:01 pm CDT: Custom URLs for Facebook Pages

June 10, 2009 by Matt Perman

Facebook usernames are coming Friday night at 11:01 pm Central Time. This means that the url for your profile will be as simple as www.facebook.com/mattperman, rather than www.facebook.com/id=592952074?!#@4832

From the Facebook blog:

Starting at 12:01 a.m. EDT on Saturday, June 13, you’ll be able to choose a username on a first-come, first-serve basis for your profile and the Facebook Pages that you administer by visiting www.facebook.com/username/. You’ll also see a notice on your home page with instructions for obtaining your username at that time.

….

From the beginning of Facebook, people have used their real names to share and connect with the people they know. This authenticity helps to create a trusted environment because you know the identity of the people and things on Facebook. The one place, though, where your identity wasn’t reflected was in the Web address for your profile or the Facebook Pages you administer. The URL was just a randomly assigned number like “id=592952074.” That soon will change.

We’re planning to offer Facebook usernames to make it easier for people to find and connect with you. When your friends, family members or co-workers visit your profile or Pages on Facebook, they will be able to enter your username as part of the URL in their browser. This way people will have an easy-to-remember way to find you. We expect to offer even more ways to use your Facebook username in the future.

Filed Under: Web Strategy

Graduate School without Graduate School for Unemployed College Students

June 9, 2009 by Matt Perman

Seth Godin has good advice for the 80% of college graduates who sought jobs but have not obtained one yet.

Filed Under: c Career Navigation Skills

The Top Ten Things to Do if You Become Unemployed

June 8, 2009 by Matt Perman

Marcus Buckingham has a good article on The Top Ten Things to Do if You Become Unemployed.

Filed Under: c Career Navigation Skills

Google Wave

June 8, 2009 by Matt Perman

You’ve probably heard about Google Wave. If you haven’t (or even if you  have), TechCrunch has a good summary of Google Wave that is worth taking a look at. Here’s the 40,000 foot view:

Everyone uses email and instant messaging on the web now, but imagine if you could tie those two forms of communication together and add a load of functionality on top of it. At its most fundamental form, that’s essentially what Wave is. Developed by brothers Lars and Jens Rasmussen and Stephanie Hannon out of Google’s Sydney, Australia offices, Wave was born out of the idea that email and instant messaging, as successful as they still are, were both created a very long time ago. We now have a much more robust web full of content and brimming with a desire to share stuff. Or as Lars Rasumussen put it, “Wave is what email would look like if it were invented today.”

Having seen a lengthy demonstration, as ridiculous as it may sound, I have to agree. Wave offers a very sleek and easy way to navigate and participate in communication on the web that makes both email and instant messaging look stale.

Filed Under: Web Strategy

Mitigated Speech and Plane Crashes

June 4, 2009 by Matt Perman

In Outliers, Malcolm Gladwell discusses what linguists call “mitigated speech.” Mitigated speech is when we speak in a deferential way in order to be polite or show deference to authority.

For example, “If you want your boss to do you a favor, you don’t say, ‘I’ll need this by Monday.’ You mitigate. You say, ‘Don’t bother if it’s too much trouble, but if you have a chance to look at this over the weekend, that would be wonderful.'”

In most situations, mitigation is a very good and polite thing. But there are some situations where it creates a problem. The cockpit of an airplane on a stormy night is one such instance.

Gladwell points out that there are six ways for a first officer to persuade a captain to change course. These reflect the six levels of mitigation in speech:

1. Command: “Turn thirty degrees right.” That’s the most direct and explicit way of making a point imaginable. It’s zero mitigation.

2. Crew Obligation Statement: “I think we need to deviate right about now.” Notice the use of “we” and the fact that the request is now much less specific. It’s a little softer.

3. Crew Suggestion: “Let’s go around the weather.” Implicit in that statement is “we’re in this together.”

4. Query: “Which direction would you like to deviate?” That’s even softer than a crew suggestion, because the speaker is conceding that he’s not in charge.

5. Preference: “I think it would be wise to turn left or right.”

6. Hint: “That return at twenty-five miles looks mean.” This is the most mitigated statement of all. (Outliers, p 195)

These six levels of mitigation are helpful. Mitigation is a good way to show courtesy and respect to others. Teaching mitigation is even a key part of raising kids. For example, we teach our children not to say to us, “Give me some orange juice.” They need to say, “Please may I have some orange juice?”

So it is good manners to use mitigation in our communication, and this seems to come naturally to most people.

But sometimes this can get tricky. There are times to use less mitigation than others. For example, I don’t like it when people give me hints. As Gladwell says so well, “a hint is the hardest kind of request to decode and the easiest to refuse.” A lot of times, if someone is giving a hint about a course of action to take, it is too easy to interpret them as simply making an observation. Not until after the fact do I realize, “Oh, they really mean that I should have turned left there.”

The worst example of all comes in situations where lives are at risk and clear, decisive actions need to be taken. Those are instances where mitigation creates problems.

It is mitigation, in fact, which “explains one of the great anomalies of plane crashes.” The anomaly is this: crashes are far more likely to happen when the captain — that is, the more experienced pilot — is in the flying seat.

Why?

The reason is mitigation. The first officer wants to show deference to the authority of the pilot. So if the pilot is making a mistake, he mitigates. If things have gone wrong, the captain is low on sleep, and other complexities abound, the captain can fail to pick this up and decode the fact that the first officer is actually saying that a critical action needs to be taken. Gladwell gives several instances of how this became the decisive issue in commercial airline crashes. As a result, it is ironically the case that “planes are safer when the least experienced person is flying, because it means the second pilot isn’t going to be afraid to speak up” (p. 197).

Fortunately, in recent years “combating mitigation has become one of the great crusades in commercial aviation in the past fifteen years.” Crew members are taught how to communicate clearly and assertively with a standardized procedure to challenge the pilot if it appears that he or she has overlooked something critical.

The result? “Aviation experts will tell you that it is the success of this war on mitigation as much as anything else that accounts for the extraordinary decline in airline accidents in recent years.”

The lesson? The way we communicate matters. Be respectful and be polite. That is crucial to preserving the human element of our interactions. But know when times call for increased directness, and how to be tactful in spite of having to use less mitigation. And, above all, be clear.

Filed Under: Communication

Confronting the Buffet Dilemma

June 2, 2009 by Matt Perman

Seth Godin had a good post the other day on the dilemma faced by any organization that wants to grow the base that it serves:

If you want to grow the size of your customer base, you need to confront the buffet dilemma.

Any decent buffet has foods that please 85% of the population. Meats, cheeses, potatoes… the typical fare.

Once your business hits a natural plateau, it’s tempting to invest in getting more people to come. And what most buffets do is double down. Now, they have bacon, plus they have beans with bacon and turkey-wrapped bacon. Now, instead of one chocolate cake, they have three.

This is essentially useless. You haven’t done anything to grow your audience. The base might be a little more pleased, but not enough to bring in any new business. And the disenfranchised (the vegans, the weight watchers, the healthy eaters, the kosher crowd) remain unmoved and uninterested. And one person like this out of a party of six is enough to keep all six  away.

What does work? Going much deeper or a bit wider:

Deeper would mean a bacon-focused buffet, a dozen bacon dishes, including chocolate-covered bacon. Deeper would mean a chocolate-obsessed dessert bar, ten cakes, fondue, everything.

Deeper gets you people willing to drive across town to visit you. It’s remarkable. It’s not like every other buffet but a little bit bigger. It’s insanely over the top. People will bully their friends in order to get them to come.

The other choice is wider. Instead of adding a handful of dishes that mildly please the people you already have, why not add brown rice and tofu and vegetarian chili? Now you’ve opened the doors to that last 15%.

Filed Under: Marketing

Why Airplane Crashes Happen

June 2, 2009 by Matt Perman

Malcolm Gladwell has a highly fascinating discussion of plane crashes in his book Outliers.

It is not what you would expect! The reasons behind most plane crashes provide an excellent (and sobering) lesson in the role of communication and teamwork, and the accumulated significance of independently irrelevant, small things. Plus, it’s just plain interesting if you fly a lot (and, like me, every time you do, you think about crashing — even though you know that only 1 in 4 million commercial airliners are lost to an accident).

From Gladwell’s Outliers (pp. 183-185):

Plane crashes rarely happen in real life the same way they happen in the movies. Some engine part does not explode in a fiery bang. The rudder doesn’t suddenly snap under the force of takeoff. The captain doesn’t gasp as he’s thrown back against his seat.

The typical commercial jetliner — at this point in its stage of development — is about as dependable as a toaster. Plane crashes are much more likely to be the result of an accumulation of minor difficulties and seemingly trivial malfunctions [emphasis mine].

In a typical crash, for example, the weather is poor — not terrible, necessarily, but bad enough that the pilot feels a little bit more stressed than usual. In an overwhelming number of crashes, the plane is behind schedule, so the pilots are hurrying. In 52 percent of crashes, the pilot at the time of the accident has been awake for twelve hours or more, meaning that he is tired and not thinking sharply. And 44 percent of the time, the two pilots have never flown together before, so they’re not comfortable with each other.

Then the errors start — and it’s not just one error. The typical accident involves seven consecutive human errors. One of the pilots does something wrong that by itself is not a problem. Then one of them makes another error on top of that, which combined with the first error still does not amount to catastrophe. But then they make a third error on top of that, and then another and another and another and another , and it is the combination of all those errors that leads to disaster.

These seven errors, furthermore, are rarely problems of knowledge or flying skill. It’s not that the pilot has to negotiate some critical technical maneuver and fails. The kinds of errors that cause plane crashes are invariably errors of teamwork and communication [emphasis added]. One pilot knows something important and somehow doesn’t tell the other pilot. One pilot does something wrong, and the other pilot doesn’t catch the error. A tricky situation needs to be resolved through a complex series of steps — and somehow the pilots fail to coordinate and miss one of them.

“The whole flight-deck design is intended to be operated by two people, and that operation works best when you have one person checking the other, or both people willing to participate,” says Earl Weener, who was for many years chief engineer for safety at Boeing. “Airplanes are very unforgiving if you don’t do things right. And for a long time it’s been clear that if you have two people operating the airplane cooperatively, you will have a safer operation than if you have a single pilot flying the plane and another person who is simply there to take over if the pilot is incapacitated.”

Gladwell goes on to analyze several specific crashes and draw out the significance for communication patterns, team coordination and, more importantly to his point, the role of culturally absorbed mindsets in how we go about those things. As with the whole book, it is a very, very enjoyable and fruitful read.

Filed Under: Communication

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About

What’s Best Next exists to help you achieve greater impact with your time and energy — and in a gospel-centered way.

We help you do work that changes the world. We believe this is possible when you reflect the gospel in your work. So here you’ll find resources and training to help you lead, create, and get things done. To do work that matters, and do it better — for the glory of God and flourishing of society.

We call it gospel-driven productivity, and it’s the path to finding the deepest possible meaning in your work and the path to greatest effectiveness.

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About Matt Perman

Matt Perman started What’s Best Next in 2008 as a blog on God-centered productivity. It has now become an organization dedicated to helping you do work that matters.

Matt is the author of What’s Best Next: How the Gospel Transforms the Way You Get Things Done and a frequent speaker on leadership and productivity from a gospel-driven perspective. He has led the website teams at Desiring God and Made to Flourish, and is now director of career development at The King’s College NYC. He lives in Manhattan.

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