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Why good leaders have to leave the teams they build

Ideas you can use, Speaking 1 Comment »

Leaders come in two broad flavors: 1) self confident ones, and 2) insecure ones. The self confident ones build teams, empower those teams, develop leadership within the team and then move on to their next challenge. The insecure ones micro-manage, insert themselves needlessly into processes, and cling to their authority role under the guise of being ‘indispensable.’

The best leaders have one overarching goal: to make themselves dispensable. They achieve this through a number of tactics:

  • Hire good people – better, smarter, faster than themselves wherever possible.
  • Performance manage the weaker performers, while putting the bulk of their energies into the higher achievers.
  • Create a culture of experimentation and innovation, where trial and error are celebrated.
  • Promote the achievements of everybody on the team, while taking minimal credit for themselves.
  • Support the team from the background, letting others take center stage.
  • Consciously develop team leadership by pushing responsibility downward, and developing everyone’s leadership ability, not just that of their clones.

It may seem counter-intuitive to try to make yourself dispensable, but that is exactly what the best leaders and team builders do. In my first book, Haul Away! Teambuilding Lessons from a Voyage around Cape Horn, I interviewed the captain of the Europa, a 400 ton tall ship, who had started his career in a one-person rowboat, and who explained his philosophy of becoming a leader:

Captain and crew of the tall ship Europa

Captain and crew of the tall ship Europa

I personally never ‘sought command.’ I started my career in a small boat, where you are the skipper by default. Over time, the boats got bigger, I got older, and my experience grew.

The lesson here is that leaders need to build and empower teams, and then move onto that ‘bigger boat,’ so they can do it all over again. The smart organizations are the ones who recognize the need for good team builders to keep moving and growing, leaving a legacy of successful teams and newly-developed leaders in their wake.

Haul Away! Teambuilding Lessons from a Voyage around Cape Horn

Haul Away! Teambuilding Lessons from a Voyage around Cape Horn

To learn more, or to explore having me speak to your group or team about leadership, please contact Rob Duncan at greatcapes@gmail.com or via the Contact tab on this page.

Can we have a single, unified, authentic online persona?

Book Review, Doctoral research, Ideas you can use, Speaking 5 Comments »
One Person/Multiple Careers by Marci Alboher

One Person/Multiple Careers by Marci Alboher

In her inspiring book, One Person/Multiple Careers, Marci Alboher (a lawyer-turned-journalist/speaker/writing coach) argues that we should be unleashing, rather than hiding, the multiple career identities that many of us have. Marci’s book was the first place I heard the term “slash careers” as a description of the multiple career trajectories and multiple income streams that so many of us have. Almost everyone I know is a something/something else.

So okay, I’m going to finally do it. I am a Speaker/actor/writer/trainer/manager/consultant/sailor. How hard was that? In the world of online social networking, it seems to be exceedingly difficult. Most people I have talked to are very ardent about keeping their various “sub-personas” very compartmentalized. Facebook is for friends/family/partying (ie. never friend the boss…), LinkedIn is for corporate life, Twitter is for… hmmm – don’t have an answer for that one yet.

A friend/colleague and I kicked off this year by agreeing that this should be a year of authenticity – that we were going to move our various sub-personas into greater alignment, and care less about what our various “markets” think.

This got me thinking about social networking, and how I have most of my actor/writer/sailor connections on Facebook, whereas most of my consultant/manager/trainer connections are all on LinkedIn. My speaker/author friends are one of the few crossover communities that are on both. Could I bring all of these communities together?

Pink shirt guy

Pink shirt guy

As a first step, I unified all my profile images into one of my acting/speaking headshots – pink shirt guy. Before that, I was the Mr. scruffy actor/sailor on Facebook, buttoned-down Mr. Corporate on LinkedIn and pink shirt guy on Twitter. Though not all-encompassing, pink shirt guy probably does the best job of capturing the kinds of enthusiasm I feel for speaking to groups, acting on stage, a great day managing a team, teaching a course I am passionate about etc.

I used to also have separate Web pages (Speaker, Actor, Sailor, blah blah blah). This was beyond tedious, both to maintain, and to be forever thinking about the “message” that was appropriate to go out to separate communities/markets. So I scrubbed all that and am unifying everything here under one umbrella. It’s a work in process, but a step in the right direction – toward an authentic, 360 degree view of a whole person.

How about you? Do you have multiple personalities online, or have you been able to unify things? Are you still cautious about the self/selves you reveal to the various communities/markets you operate in, or have you decided to chuck it and present one face to the world?

I would really be interested in your thoughts, so please weigh in here with a comment or contact me directly.

To explore having me speak to your group or team about authenticity, social media, or other topics please contact Rob Duncan at greatcapes@gmail.com or via the Contact tab on this page.

Gathering competitive intelligence at trade shows

Doctoral research, Ideas you can use, Speaking 1 Comment »
 Here’s a fast, cheap & ethical competitive intelligence tip for you:
 

Trade shows are awash in valuable CI

Trade shows are awash in valuable CI

Trade show intelligence gathering

Trade shows are an excellent source of competitive intelligence (CI), both human and written. Attending a trade show with a calculated view to obtaining CI can be a very cost-effective exercise. The key to trade show intelligence is first to determine what our intelligence objectives are. Once we have decided what specific pieces of intelligence we desire, we can formulate a plan of attack, identifying likely sources of CI as well as who will be responsible for obtaining each piece of intelligence.

Much of the work of planning a trade show CI mission can now be done in advance using the Internet. Most trade shows have websites which can be mined for useful information such as who will be speaking as well as a map layout of where each competitor’s presence will be located. We can often find photographs of specific human targets we may wish to approach for human intelligence efforts.

The intelligence-gathering team

In approaching a tradeshow for intelligence-gathering purposes, team organization is very important. There are several different roles to fulfill:

  • Team leader: responsible for planning, organization, setting intelligence goals, determining specific targets, assigning specific intelligence objectives to field operatives, communicating final results
  • Field operatives: responsible for obtaining specific pieces of intelligence, through physical collection, observation and human intelligence
  • Analysts: Responsible for obtaining pre-trade show intelligence gathering, collating and analyzing intelligence gathered from field operatives

The reality for many of us is that we are a “CI department of one,” and will have to perform all of these functions alone. The alternative may be to hire students from a school that teaches market research and CI, who are often thankful for paid entrance to a useful trade show. In any event, careful consideration of each of these functions is necessary in order to carry out a successful trade show intelligence-gathering mission.

Planning the mission

The role of the team leader is first to plan the exercise, which involves determining what intelligence is desired and which trade show it makes sense to target for the intelligence. Once a trade show has been selected, online research and/or printed marketing material is helpful in terms of refining and selecting our targets for the intelligence we require. Often such specifics as lists of exhibitors, floor layouts, speaker biographies and the like are available. This is useful because it helps avoid unnecessary wandering around during the trade show itself.

The next task is to assign specific pieces of intelligence to the person responsible for gathering it. Each piece of required intelligence needs to be defined in terms of how it will be obtained. In the case of human intelligence, we need to determine who will be targeted and what approach will be used. The conversational hourglass approach to elicitation covered in the next chapter will be useful here. For other intelligence, other approaches will make sense. Perhaps we want to get a look at the features of our competitor’s soon-to-be-released product, and there may be printed material or demonstrations available.

One of the exploitable vulnerabilities companies face at trade shows is that it is usually the enthusiasts who are selected to staff the booths. These can be people who are too junior to know what should be kept secret, or sales people who are eager to promote the products to anyone who might be interested, or product development experts, who can be lured into detailed discussions of the features that they are proud of.

Executing the mission

At the trade show itself, particularly multi-day events, we should begin by doing a sweep of the facility, gathering everything that is available in terms of printed materials and giveaways, from all the relevant target companies. This “snag and bag” operation can often yield plenty of the intelligence that we wanted. Taking the gathered material away and analyzing it can help us to refine our approach and targets for the next wave of intelligence-gathering. At an out-of-town trade show, a hotel room can serve as a command post where gathered material can be sifted through, and plans can be adjusted based on what can be extracted from the material.

In general, the less face-to-face interaction we rely on to obtain our intelligence, the better. Anything we can gather by indirect means like printed material, observation or overhearing is a bonus, since it makes it far less likely that our intentions and activities will be unmasked. This multi-wave approach to gathering intelligence allows us to use the riskier tactics, like human intelligence sparingly, thus minimizing the chances of being seen to be snooping.

A three-wave approach to a trade show intelligence-gathering mission can be summarized as follows:

Wave one

  • Plan the overall mission
  • Determine the required pieces of intelligence, and the targets or sources for the intelligence
  • Make a first pass of the trade show, gathering everything that is being given away at the target booths
  • Analyze the gathered material and see if some of the required intelligence is there
  • Refine your requirements

Wave two

  • Conduct human and observational intelligence
  • Analyze this intelligence to isolate any remaining gaps

Wave three

  • Conduct final intelligence to gathering any remaining intelligence required

 

Rob Duncan's book on CI selected=

Through careful objective-setting, planning and execution, trade shows can be an extremely cost-effective way to gain strategic competitive intelligence. More on this topic is available in my book “Competitive Intelligence: Fast, Cheap & Ethical”  which can be obtained through the Media and Books tab on this page.

The core business of a good manager

Doctoral research, Ideas you can use, Speaking Comments Off
Rob Duncan in South Africa
10,000 miles away, my team is doing a great job!

The other day, someone asked me what the core business of a good manager should be. It was an excellent question, and one that I feel a great amount of passion for. I took a few moments and tried to distill my thoughts into a brief set of principles. So here goes – my list of the things a good manager must do well:

1. Work with the senior executive and the team to set the team objectives.

2. Organize the right people to tackle those objectives.

3. Listen, teach and coach. Don’t micro-manage.

4. Remove barriers to success for the team wherever possible.

5. Absorb a lot of the noise and stress from above and outside so the team is freed up to achieve its goals.

6. Report on successes and challenges, objectives and outcomes.

I am interested in your lists and thoughts as well. Please get in touch and let me know what you think. Feel free to comment here or be in touch with me privately via the Contact tab on this page. I am also available to speak to your teams and groups on this topic – one that I am very passionate about!

Rob Duncan now booking speaking engagements and seminars for 2011

Speaking, Video Comments Off

Contact us at greatcapes@gmail.com or via the Contact tab on this page.

Is it time to start curtailing our personal social network habits?

Doctoral research, Ideas you can use, Speaking 1 Comment »

When was the last time you looked a flesh and blood human being in the eyes and said “I hear you?” If it has been more than a day, that is too long.

As part of the research for my doctorate, I asked people whether they were growing tired of online social networks, and were planning to reduce their levels of activity or number of networks in the future. In a sample of over 400 people I was intrigued to see that fully one-quarter agreed that they were feeling this way.

Taking a break

It’s ironic, because a few weeks later, I find that I am one of those people! This may sound strange coming from someone who chose to do a doctorate focused specifically on online social networks – and someone who spends a lot of time speaking to audiences on the topic. Let me explain.

I recently started some acting training to add to and refresh my speaking and acting skills. The schedule has been fairly demanding, and has involved learning and rehearsing scenes from some of the great plays of all time, including Shakespeare, Ibsen and others.

Not only do these plays deal with timeless themes of great human and social importance, they are also not that easy to memorize. Over the last week and a half, I set to learning my lines in the evenings.

The first night, I had the TV on (24/7 Law and Order being one of the cooler perks of NYC), and started to read. During commercials, I would leap up, round into the other room and check Facebook, Twitter, Buzz, emails etc. The next morning, It wasn’t that easy to recite “Two households both alike in dignity…In fair Verona where we lay our scene…” from memory. Something had to give.

All my Sons by Arthur Miller

The second night, I left the TV off, and things improved quite a bit. I was able to really focus and get deeper into the lines, characters and themes of the plays. Still, I couldn’t shake the social networking habit.

The third night, I left everything off, and an amazing thing happened. This incredible sense of quiet, absorption and peace came over me. I was deep in great stories about heroes, villains, quests, tragic flaws and all the other fabulous chemicals of drama. The next morning, I also had nearly nailed the prologue from Romeo and Juliet. 

Stella Adler acting class

This was all happening against the backdrop of spending intense face-to-face time working with my wonderfully talented classmates, trying to achieve something together that was stretching, shared and artistically large. 

Needless to say, I eventually broke (speaking of tragic flaws) and checked my social networks. As always, there was fun and meaningful news on Facebook, and useful dialog on LinkedIn, but really, what was all this stuff on Twitter and Buzz? Sure, some fun news from classmates and friends, but mostly stuff about software I know nothing about, etc. etc. Why was I letting that stuff get in the way of spending quality time with Falstaff, Prince Hal, Torvald and the others?

Falstaff and Prince Hal

So as of today, I have decided to let my Twitter account go dormant for a bit, and will be turning off Buzz. In my online social network world, there are now only two big dogs for the time being - Facebook and LinkedIn. I want to free up some personal disk space for real human interactions. I wonder if many of us should have a similar conversation with ourselves?

I want to hear what you think! Please feel free to weigh in here with your comments. To explore having me speak to your team or group on social networking, drama in the workplace and other related themes, please get in touch with me at rob@robduncan.com or via the contact tab on this page. Oh, and if you crave the sweet sounds of silence, please follow me on Twitter and Buzz….

An actor repairs…

Ideas you can use, Speaking Comments Off
Stella Adler Studio, NYC

Stella Adler Studio, NYC

I just survived my first week at that amazing actor’s bootcamp known as the Stella Adler Summer Conservatory. It was an incredible week, with class after class of intensive training from the people who (literally in some cases) trained Brando, DeNiro, Ledger and others.

Now, I am no longer a young athletic man, but the highlight for me had to have been surviving and actually really enjoying the 2 hour dance/movement class late in the week. Sure, I sweated, and was none too inspired during the “let your glutes dance the Vivaldi across the room” exercise, but hey, I had an awesome time. And furthermore, I can now say that I have, on at least one occasion, danced while sober!

Stella Adler Studio is a great training ground for those who want to act as a profession, and for those who know they could use a little more “performance” in their day-to-day lives.

When I stumbled out into the sidewalk at the end of the first week’s classes, I felt 10 feet tall. I was standing straight, walking from my pelvis, holding my throat clear, and breathing deep. When I ordered my iced quad expresso at the Starbucks, people turned and looked as my new voice reverberated around the walls!

When I got back to my place, I had a good long soak, and reflected on the changes that had happened in me, after only a week. I felt stronger, more centred, and more assured of the fact that I am fascinated by acting and want to make it an even bigger part of my career.

We’ll see what next week brings…

Do you know your customers anymore?

Doctoral research, Ideas you can use, Speaking 1 Comment »
Terminal City Club Vancouver

Terminal City Club Vancouver

I was part of a really enjoyable lunch and learn today in beautiful Vancouver, Canada hosted by SMEI at the Terminal City Club. I was asked to kick off the discussion by saying a few words on the theme of “Your customers have moved. Do you know where they live?”

I decided to start things off by broadening the discussion into the larger question of whether we even know our customers at all anymore, given the sea change in consumer behaviours that has occurred since the widespread adoption of social media like Facebook, LinkedIn and Twitter.

For example, do you know which online networks they like to hang out on? Do you know how they like to be communicated with? Do you understand what new levels of interaction they expect to have with your organization? Do you know when you are bugging them and driving them away?

 Part of the challenge is learning to listen again. Listening is possibly the most important sales skill out there, but how do we “listen” effectively with all the new media that is out there?

It all starts with some key, foundational principles. So here follows a bit of a manifesto for success in the new virtual neighbourhoods where our customers live.

  • You need to genuinely enjoy meeting and helping people. If that’s just not you, find someone else to look after your digital communications post. It takes all kinds to make a business succeed, and if you are not happy networking offline, online tools won’t change that reality.   Hire an intern or new grad from a local college or university. These social media natives are very well-equipped to be your eyes, ears and voice on social media. Many will appreciate the chance to make some bucks on the side while still a student. 
  • You need to be in it to help others. Blasting out endless Tweets about how great you are is not working, and is actually driving people away. In a recent study I conducted, one-quarter of the respondents indicated they are getting tired of social media and are considering scaling down their participation. The mood out there is in flux, and if you are not helping, you are annoying. You need to think in terms of “giving” not “getting.”
  • You need to build communities. This is an old idea that still has legs. Start a LinkedIn Group for your customers. Let them help each other, and let them give you input on your products and services. My research is showing that people want to be able to rely on their online communities for assistance in solving problems and coming up with innovative ideas.
  • You need to learn about the new cultures. This means listening before talking. Ask a lot of questions. Use tools like LinkedIn Q+A, LinkedIn Groups, and online customer surveys. Identify and befriend the “alphas” out there and learn the rules and protocols of engagement. Have a casual focus group over pizza and beer (be sure to invite me…) Watch how your competitors are handling the same environments and situations.
  • It’s not just about the tools! Sure there are lots of great tools out there, many of them home-grown success stories. But at their best, tools are simply extenders and enablers of existing behaviours. If you are doing the wrong things to begin with, cool tools just magnify your mistakes, and the consequences of them. Make sure your fundamental behaviours are sound before throwing caution to the wind and potentially alienating your customer base.
  • Become a trusted advisor. Freely offer your expertise and advice. Be a regular contributor to LinkedIn Q+A, and invest a half hour every morning helping people without expectations of a favour in return. Blog your own ideas, don’t just coat somebody else’s thoughts in your own wrapper and blast it out – editorialize at least! Make sure you would be on your customer’s “Top ten most helpful people” list.” Thought leadership is brand leadership.

How’s that for a set of starting principles? I would be very interested to hear your thoughts on this, and your additions to the list. Please feel free to weigh in here with your opinions!

PS. Some cool “Canadian” tools to check out:

StepRep (www.steprep.com) from Vendasta Technologies – helps you monitor and manage your online reputations

MashedIn (www.mashedin.com) also from Vendasta Technologies – builds trust by showing people how they are connected to you

HootSuite (www.hootsuite.com) -  manages, monitors and analyzes multiple social media presences

Flowtown (www.flowtown.com) – builds social media profiles from a simple email address

To explore having me speak to your group or team on this or other related topics, please feel free to be in touch with me at greatcapes@gmail.com or via the Contact tab on this page.

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