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Writing to discover what I think and believe in increasingly fractured times

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Why Great Innovation Starts With Your Pencil

January 24, 2013 By graham stewart

Darwin draws evolution
Charles Darwin has an idea….
On Monday I was at the first Like Minds breakfast event of 2013. The speaker was Thomas Wedell-Wedellsborg of The Innovation Architects. He has a book (co-authored with Paddy Miller) coming out in March, called Innovation As Usual. His talk, unsurprisingly, was about innovation. Specifically, innovation in large companies.

It was a short talk, not because there is little sign of innovation in large companies, but because that’s the way these breakfast meetings go. The talk is a stimulus for conversation among the attendees. The focus of Thomas’s talk was how companies can stimulate innovation through creating a framework in which it can prosper. A strategy of innovation. Innovation incubation, if you will.

What made the talk particularly enjoyable – and both more useful and memorable – was its interactive element. Thomas had us debating in groups what we thought prevented innovation in our businesses or businesses we worked with. Then we reported back. Discussing a concrete topic was also a great way to quickly get to know the other attendees. This pattern of sharing knowledge with, and eliciting knowledge from, the audience continued throughout the talk. This turned the whole experience from lecture to seminar and was all the more rewarding for it. This also fits perfectly, I think, with the ethos of the group that Andrew Ellis is trying to create at Like Minds.

The case studies of successful innovation were neatly juxtaposed by Thomas with example of missed opportunity gaps – wheels on suitcases, anyone?

But one topic that Thomas couldn’t cover in the time available was the process of innovation as practised at the individual level. In other words, how the spark of innovation moves from initial notion to something that can be acted upon.

The Unexpressed Idea Dies

I believe that a huge number of ideas – and particularly highly innovative ideas – are lost to companies every week because of a simple lack of pencils?

Now, I don’t mean that literally, of course. What I mean is this: ideas rarely get written down. And when they don’t get written down, they die. Sometimes slowly, like the fade at the end of an old silent film, and sometimes quickly, like a sudden breeze extinguishing a candle exposed at an open window.

For many of us, our only experience of seeing our ideas written down is when the facilitator at a brain-storming session scrawls our verbalised idea on a whiteboard or a sticky note. The idea then sits there – undercooked, lonely, and unloved on its yellow background – with little chance of developing further on its own.

There is a magic that happens when a thought moves from your head down your arm and onto the page. Seriously. At the most basic level the thought has taken form. But more than that, it suddenly becomes something that can be worked on.

Writers of books will talk of how the real work begins after the first draft is written. Putting your idea on the page is the first draft of your idea. Even as you write, there will be new thoughts triggered in the process and questions will surface that you hadn’t believed were relevant while the idea sat in your head. When you write something down, it generates questions almost as a by-product. You find you need to impose a structure on your thoughts that automatically forces you to make choices about importance. Which benefit should be at the top of the list? What word best describes the product or service that will evolve from the innovation you’re instigating?

One way to look at this is to see the idea in the head as a two-dimensional representation only. When it hits the page and you can start drawing arrows and mind maps (ironically named, perhaps) and little doodles and large exclamation points, the idea will start to assume depth and even a sense of time. In other words, your idea will begin to assume the dimensions more easily associated with a plan of action and a list of tasks to be completed and questions asked and answered.

Opposable Thumbs Help Grip Pencils

Innovation is an activity that is both essential for business growth and which is part of the very excitement of business. And it starts with the simple act of taking an idea and writing it down. How many great innovative ideas have been lost – or followed the wrong track to failure – for the want of paper and pencil or the lost art of writing things down?

Here are my five rules of early innovation incubation:

  1. Find a notebook with a flexible cover that can slip inside a pocket;
  2. Carry sharpened pencils (or, for the more safety-conscious, blunt pencils and a portable sharpener);
  3. Develop the habit of writing ideas down. (You may find that a necessary precursor to this is the need to overcome the fear of embarrassment when you whip out your notebook in public!);
  4. Review the ideas, thoughts, and captured quotations in your book weekly and transfer the best ones to another book – or, better yet, a large sheet of paper. Grab a sheet from a flip chart, for instance. Then you can annotate and colour and draw and attach sticky notes to the concept until it starts to resemble the crazed plans of an evil genius bent on world domination;
  5. Refine and polish the ideas by writing more about them. Write down the questions that come to mind and use these as the start of a plan. (For example, if you have a question such as “What is the best source for X ?”, change that to a list of tasks under the sub-heading “Find the best source for X”.)

I’ve talked deliberately about paper and pencils. As we become more and more dependent on tablets, smartphones, and ultra-portable laptops for our communications and consumption of information, the art of writing things down is increasingly seen as both arcane and somewhat archaic. But we lose the sense of the physical and the ability to ‘play’ with our ideas.

Looking at a large sheet of paper or a wall of sticky notes and suddenly realising that THIS element should go THERE is almost impossible to replicate in software on ever diminishing screen sizes.

The question then may be; is technological innovation actually hindering our ability to make our creative thinking take physical shape?

An Equation With Little Impact

January 15, 2013 By graham stewart

I’m putting down some thoughts on the books I was reading in the run up to this Christmas past. So far, I’ve covered The Lean Startup by Eric Ries and Made To Stick by Chip Heath and Dan Heath. In this post, I’m looking at The Impact Equation by Chris Brogan and Julien Smith.

I’ve been a reader of Chris Brogan’s blog and a subscriber to his email newsletters for some years and bought and read – and enjoyed – his book Trust Agents (co-authored, as is The Impact Equation, with Julien Smith) when it came out in 2009.

The new book, unfortunately, is a disappointment. This could be a matter of my own unreasonable expectations and I would be more than foolish if I expected every book from authors I respect to live up to my idea of what they should be.

But in this case, The Impact Equation feels manufactured from start to finish. By that, I mean from idea to execution. In fact, on reading it, I felt like Brogan and Smith had come up with a good name for a book – The Impact Equation – and then set about finding some content that would justify the title.

That meant, of course, finding an equation. With impact, I suppose. And they found one. This is it:

Impact = C x (R+E+A+T+E)

You can see that the way they gave it impact was to include the word ‘impact’ in the equation. My maths is not great but I think I would prefer my impact to be more along the lines of C + (RxExAxTxE). But you can fiddle with operators without getting any real sense of how it really fits into an equation.

So let’s just accept that this is a bit of fun and delve a little deeper into the substance behind those operands themselves. Here’s what each big bold letter stands for:

  • C – contrast
  • R – reach
  • E – exposure
  • A – articulation
  • T – trust
  • E – echo

Now, one look at that list tells you that those are words that didn’t just spring to mind. I bet there was quite a bit of thesaurus stroking before they came up with articulation. What they started with was probably clarity but realised that another C meant all sorts of hellish contortions. And although articulation fits in nicely at number four in the acronym, it is actually the second topic covered in the book. This makes sense because clarity is fairly fundamental but it does underscore how artificial the acronym is. Surely one of the benefits of a useful acronym is that it also reminds you of the order of things.

The other thing I expect of an acronym is that the words that back up the letters in the acronym itself will be memorable and obviously meaningful. Here we have ‘echo’. Mmm. And ‘reach’, which I might confuse with exposure but ‘exposure’ is also there.

If you look back to the acronym that forms the spine of the ideas running through Made To Stick, they are clear, memorable, and unambiguous, each and every one. Here, we have words that betray how they have been beaten and twisted to give the semblance of a coherent idea.

None of this would matter, I suppose, if the book’s content was both entertaining and uniquely informative. Unfortunately, even here, things don’t quite gel. There are some good case studies and business stories (I especially enjoyed learning about Dollar Shave Club) but this is very much par for the course in such books. It’s part of building up credibility (or is that ‘trust’?) in the thesis, after all.

However, the stories also seem to have been distributed almost at random and could be used to higlight many if not all of our CREATE theme. This gives the book a problem in that it never seems to be building to a climax. It feels more like a buffet of individual tapas portions rather than a menu for a full-scale dinner.

I’m being hard on the book because I think Chris Brogan is better than this. I can prove it: read his blog. And if you read his blog and subscribe to his newsletter, you’ll get much more valuable information – regularly – and be stimulated to think better thoughts and ask better questions of your marketing than you’ll get from this book.

Next time, I’m talking about Writing That Works by Kenneth Roman and Joel Raphaelson.

Stick It To Them

January 8, 2013 By graham stewart

The second book on my recent reading list is Made To Stick by Chip & Dan Heath.

I had read their book Switch earlier in the year and enjoyed it, so grabbing hold of their previous book made sense. To me, anyway.

Where Switch deals with what change is hard and what to do about overcoming the obstacles – both external and internal – in the way of change, Made To Stick looks at the apparently simple notion of why “some ideas take hold and others come unstuck”.

Of course, it’s not a simple notion and the Heath brothers take close to 300 pages to examine it.

Conveying ideas and getting them to make an impact – the longer the better, in most cases – is a vital component in the writer’s skill set. I approached this book, therefore, as a writer with a novel nearing completion as much as someone looking to launch a new business. The book rewards both approaches.

Like Switch, this book is written in a style that is engaging and easy to read. It is peppered, too, with great stories that are a treat to read and which easily convey the concepts discussed in a particular chapter.

The basic thesis of Made To Stick is carried in six chapters that follow the pleasing acronym of SUCCES(s). These break down ‘stickiness’ like this:

  • S for Simple: find the core message to be conveyed
  • U for Unexpected: grab and hold attention with surprise and interest
  • C for Concrete: make abstract ideas concrete with a real and telling example
  • C for Credible: help people believe through using authority or details they understand from experience
  • E for Emotional: make people care
  • S for Stories: people act on the back of inspirational stories

This just touches the surface of what the book covers. But if you want to know what makes an idea (including a business idea) stick or have a chance of longevity – and how to give your ideas the best chance to acquire such stickiness – this is a greatly rewarding read.

Many of the techniques described by Heath & Heath would be covered in a top rate creative writing course and I was fascinated to see the parallels between building a narrative (whether fiction or journalism) and developing a way to ensure that information is retained in the minds of an audience of potential customers or when we want to influence behaviour.

It should not be a surprise that the processes are so similar. After all, stories have long been used to carry history, myth, tenets of faith, and proscriptions of behaviour. The best stories – and their messages – endure in the same way that brand messages and propaganda and urban legends persist.

I would recommend reading both books pictured above (with the obligatory affiliate link to Amazon). The Heath Brothers also maintain a web site, which is well worth a visit. There are all kinds of download goodies available from their site, including great swathes of PDF versions of the material from their books.

A New Year, A New Project

January 2, 2013 By graham stewart

Happy New Year.

In the last month of 2012 (also known as December, I’m told) I tore through a number of books I had on my reading pile. This dovetailed nicely with an approach from someone I know (an old client) to start up a joint venture.

As I get older, I am less and less surprised by the workings of serendipity. As luck would have it, the books I was reading were perfect for helping me think about what needed to be done to get this new venture up and running. This month I will be setting things in motion and I hope to be able to talk more about the new business soon. I am excited about it.

Here are some of the books in question:

  • The Lean Startup – Eric Ries
  • The Impact Equation – Chris Brogan and Julien Smith
  • Made To Stick – Chip Heath and Dan Heath
  • Writing That Works – Kenneth Roman and Joel Raphaelson

The first of these was a refreshing read for someone that, when an IT staffer (and contractor) chaffed against the corporate software development process. The large scale projects I worked on for a long time were developed according to the ‘waterfall’ process. That meant spending many months gathering requirements from what are politely termed stakeholders. In reality, stakeholders tend to be people with a greater sense of the political benefits of a new IT system than the practical business benefits. (I may be unduly cynical.)

After the requirement were gathered and a long and meaty requirements specification written to prove that we had understood what was being asked for, it was time to write a functional specification, which was meant to show how the requirements would be turned into screens and buttons and database actions and reports and all the usual large IT system guff. The stakeholders would see that some of their requirements were missing. We would explain that if they wanted the system to be live while humans still roamed the planet, there would have to be some compromises.

Then the system was built. In many cases, we were now a year or so down the line from the project start date. Some of the stakeholders may have retired or moved onto new jobs or new companies. We worked on. System testing. Then user testing. A new set of users and stakeholders, on receiving the system, wondered what is was for. We had solved a problem that was two years old. Maybe three years old. Way to go.

What was missing in this process was what Eric Ries calls the build-measure-learn feedback loop. Well, not exactly missing but when the learning comes so far after the start of the project, it’s as good as being useless. There is no way to change the build: the options are to scrap it and the millions invested in the project so far or to force end users to change the way they work to justify the millions invested in the work so far. That might work in a corporate environment for internal systems. It doesn’t work in the world of new products and services aimed at customers, be they retail or business.

The Lean Startup (see above – and that’s an affiliate link, by the way) is an excellent application of lean manufacturing (as practised by Toyota, for instance) combined with agile programming techniques and using the potential of internet technologies for garnering feedback on a minimum viable product (another Ries term that is inherently useful).

Best of all, the approach works equally well with products or services, so whether your startup is a consultancy or is building a physical product for online sale, The Lean Startup is a perfect guide for making sure you have something that your potential customer base might actually want.

There is a web site (and movement) associated with the book at The Lean Startup (surprise, surprise).

And a hat tip to my old business partner Adam Austin of The Better Web Co for aiming me towards the book in the first place.

I’ll give you my take on the other books from my December list over the next few days.

Write And Expose Yourself

October 23, 2012 By graham stewart

Exposed backside cleavage

Writing is communication and there are two types of communication; successful and unsuccessful. Most of us feel we can communicate quite successfully when we speak about what we know or care about but feel much less confident when we’re tasked with writing the message we need to get across.

In my last post about content I mentioned passion. Passion can be a real source of trouble for many people in business. And not in the way you might be thinking. Here’s the thing; when you reveal your passion, you expose yourself. Now, if you promise to clear your mind of any unsuitable images, I promise to avoid any more double entendres.

Exposure is one of our great fears. This is why people hate standing up and giving presentations. This is why men hate dancing at parties and discos unless they have been well lubricated and can then blame the alcohol for the lack of coordination and early onset ‘Dad dancing’.

This fear of exposure probably goes all the way back to trying to stay out of view of the roving sabre-toothed tiger on the hillside above. Nowadays it comes down to a simple desire to avoid looking a fool or giving anyone else the opportunity to think badly of us or to make others think badly of us.

However, this is not a post about the psychology of self-esteem, so I’ll cut to the chase.

When it comes to writing, many people face a double fear of exposure. Over exposure, you could call it.

On top of the perfectly normal (in the sense of completely human) fear of revealing what they think and believe, there is the further fear of exposing their inability to write ‘properly’. (I put that last word in quotation marks because I want to emphasise that the word ‘properly’ has no place in any discussion about writing skills.)

Write As You Speak

Try this. Write down a description of the service your company delivers or the product it builds. Write this as if you were putting together a short paragraph or two for a brochure – perhaps one of those directories of participants at a trade show.

Done? OK, now – without looking at what you’ve written or consciously trying to remember any of it – record yourself talking about the product or service as if to a colleague or someone you know is interested in what you’re saying.

If you now compare the written piece with the audio piece I think you’ll find that your audio description conveyed more of your passion. Listen to the audio and then read aloud your written piece. The written piece was probably stilted and, let’s face it, pretty dull. No?

The reason for this is that, for most of us, as soon as we try to engage ‘writing mode’ we fall into the trap of thinking that there is a ‘proper’ way of writing. We forget the rule that we are communicating and simply want to show that we know the rules of ‘business writing’.

And yet when you talk about this stuff, you let the passion show and you don’t worry about ‘proper’ speaking. Of course you follow some rules of syntax and grammar – otherwise you would end up jabbering nonsensically. When it comes to writing, those are also the only rules you need to follow: make the sense clear. So much business writing seems to be about hiding rather than revealing the meaning of what’s being said.

Here’s a simple rule to follow the next time you want to write something at or for work. Write as you speak.

If you have another go at your ‘brochure’ piece with this in mind, you may be pleasantly surprised, not only by how it sounds when you read it back but also how much easier it was to write in the first place.

Content Is Not Copy

October 16, 2012 By graham stewart

Katni copper-plate charter.

Some copy about content

The purpose of content has changed. Not so long ago, content was a fancy word for copy and was something to be used in marketing collateral and sales pitches. On the web this was translated most usually as the company web site and a sales page. Internal communications or manuals or training guides were not considered content (if they were considered at all) and certainly not considered as part of an strategy for increasing customer retention.

The word ‘content’ now tends to be used in conjunction with the terms ‘marketing’ or ‘strategy’. Which may or may not make things clearer.

When content was regarded as copy, it was usually left to a copywriter (or the ubiquitous CEO’s nephew) to write it.

Things have changed

Sites that rely on copy these days are sad affairs.

Sites that rely on copy are simply asking you to buy.

Sites that rely on copy only are not really interested in you.

Sites that rely on content are making an effort to establish a relationship.

It’s the difference between customer acquisition and selling. And then between selling once and customer retention.

So, what is content?

Don’t let the word content put you off. Admittedly, it’s a pretty shabby word. Both threatening and bland at the same time. We need a new term. Until that happens, think of it this way:
Content is your passion on the page.

It’s your experience and knowledge and beliefs and ideas. On the page. There for people to read.

Scary, yes?

Yes, but…..

… to rehearse the hoary old chestnut, people buy from people.

People buy from people they trust. People who have shared their:

  • Passion
  • Experience
  • Knowledge
  • Beliefs
  • Ideas

Content, then, is you. Your business.

Content is (very) important

The Cluetrain Manifesto was published in 2000. It is a book rich in vital messages for business in the age of the internet (and the intranet, an aspect of information sharing often overlooked in books and articles about business communications). Here is a message from early in the book – from the book’s ‘elevator rap’:

You have two choices. You can continue to lock yourself behind facile corporate words and happytalk brochures…. Or you can join the conversation.

People buy from people they can engage with in conversation. Over time.

What to do about it

Whatever the size of your business, this doesn’t need to be a huge content marketing exercise. For instance…..here’s what my wife experienced:

She tried blogging. It didn’t take. That’s ok: it’s not for everyone and if it’s not a fit, don’t force it. The passion won’t come through if what you write is a chore and you’re doing it because your content guy tells you you should. What suited my wife better was a LinkedIn group for those in her industry sector. Hers was the first group in the sector and soon she had gathered representatives of clients, potential customers, industry bodies, and even competitors. It is a lively forum and, whereas the blog could feel like she was speaking to herself and she had to dream up subjects to write about, the group sparks conversations and topics primarily through its range of expertise and interests. The engagement is almost instantaneous.

The result: The LinkedIn group has established her as an expert in her field. She is now invited to speak at meetings of potential clients and associated industries.

Buy a copy of Euan Semple’s book Organizations Don’t Tweet, People Do (that’s an affiliate link). You can read my review of the book here.

While you read that book, think how best to use what Chris Brogan calls outposts. I’ll be writing posts over the coming weeks about making the best use of your passion and expertise across the social web.

Now write some content. Put down what you know about your business. Write as if you were explaining to someone you love what it is you love about your job or your company. (And if you want to really test yourself, now try writing the same thing as a sales letter and watch how your passion declines and you end up wondering why you go to work each day!)

And if you haven’t done so already, sign up for my newsletter (use the box in the sidebar) to get regular updates about content and writing for your business.

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