Archive for the 'Reading' Category

Requirements of IT for Incremental BPR

Thursday, May 6th, 2010

As hinted by Robert McDowell, Microsoft VP of Information Worker Business Value, in his keynote at Innotech 2010, fear of change is the biggest barrier to productive business process reengineering.

This is why the IT infrastructure must

  • first support and automate the existing process. This avoids knee-jerk wholesale rejection of change. It creates the “early win” that makes an organization receptive to changes.
  • also support the reengineered process. Otherwise, there is no destination for the vehicle that is the IT infrastructure.
  • also support a smooth transition from the existing to the reengineered. Discontinuous transitions are traumatic and destroy good will.
  • also support the transition from the reengineered process to the existing one. The ability to press “undo” makes people more receptive to the risks of change.

The late Michael Hammer, in his seminal Harvard Business Review article on BPR, wrote

Reengineering cannot be planned meticulously and accomplished in small and cautious steps. It’s an all-or-nothing proposition with an uncertain result. Still, most companies have no choice but to muster the courage to do it.

I disagree with this statement. Innovation, including process innovation, is less about revolution and more about evolution.

Seminal Works on Business Process Reengineering (BPR)

Wednesday, April 21st, 2010

The New Industrial Engineering: Information Technology and Business Process Redesign

Reengineering Work: Don’t Automate, Obliterate

Marketing with The Four-Hour Work Week

Wednesday, January 13th, 2010

The Four-Hour Work Week is full of interesting ideas that distill business down to its minimal essence. I had previously blogged about the idea that interested me most.

Now that my company has some successful projects behind it, I’m going to do the following:

  1. List the business problems we solved in our projects. I’ll keep the list in the 5-10 range.
  2. Make each solution a column in a spreadsheet
  3. Go through my contacts: 1,491 in SalesForce.com and 560 in LinkedIn. (The latter are more likely to be fresh and up-to-date.)
  4. Make each contact a row in the spreadsheet
  5. Note which contacts might be interested in which solutions. “Interested” means they have the same or similar problem and would pay for a solution.

This will give me qualified leads. This is a time-consuming exercise, but I think it is valuable for a number of reasons:

  • I will have to carefully articulate my solutions. If I am too general, then lots of people will be very mildly interested (excessive false positives). If I am too specific, then people who would benefit from them will not realize it (excessive false negatives).
  • I’ll re-visit (initially, only in my mind) people I have not met in a long time. I may spot patterns that suggest particular marketing/promotional activities.
  • If I get a lot of qualified leads, that’s always a good thing.
  • If I get very few qualified leads, well at least I know where to focus!

Marketing Is Everything

Monday, July 13th, 2009

A friend recently asked me what books I had found useful in learning about product management.

I mentioned this article by Regis McKenna, which first appeared in Harvard Business Review in 1991. It opened my eyes to the idea that  “marketing” is more than just lead generation, advertising, PR, or trade shows. As McKenna says,

Marketing is not a new ad campaign or this month’s promotion…It’s job is neither to fool the customer nor to falsify the company’s image. It is to integrate the customer into the design of the product and to design a systematic process for interaction that will create substance in the relationship.

Entrepreneurship Part VII: Your Target Market

Monday, February 23rd, 2009

One of the most thought provoking chapters of the book The 4-Hour Work Week is the one on product development. One  reason it is thought-provoking is that it recommends approaching product development in almost the opposite way that most entrepreneurs follow. Here is how most people seem to think entrepreneurship works:

  1. Think of an idea
  2. Raise funding
  3. Build the product
  4. Price it to cover your costs
  5. Find the first customer
  6. Find more customers

The 4-Hour Work Week recommends the following approach:

  1. Take a close look at the people you know
  2. Decide on a product that they would like to buy
  3. Think of a price they would be willing to pay
  4. Get people to place orders for your product at that price
  5. Get the product built at a cost that is low enough to be profitable

Another reason the chapter is thought-provoking is that it recommends treating your existing network of contacts as your target market. People don’t normally think in these terms, but it only makes sense: if you cannot sell your product to friends, family, colleagues and others with whom you share a trusting relationship, then what hope do you have of selling it to utter strangers?



Update: Staying Positive

Sunday, February 8th, 2009

A friend and former colleague pointed out this BusinessWeek article about a course on happiness at Harvard. I also found this book by His Holiness the Dalai Lama to be practical and helpful:


 Did you know you could follow His Holiness the Dalai Lama on Twitter?

Accessing Jazz

Tuesday, February 3rd, 2009

Our local NPR affiliate yesterday rebroadcast Neal Conan’s discussion with Wynton Marsalis on Talk of the Nation. My ears perked up at the mention of the jazz legend’s name.

I found Marsalis’s eloquent and passionate descriptions of the history, theory, and deeper meanings of jazz and blues to be profoundly moving. His eagerness to help everyone find reward in the study of jazz was truly inspiring. His book moved to the top of my reading list:

Being Laid Off Part I: What to Update?

Thursday, January 15th, 2009

I found out on December 10 that my last day would be December 19. I thought I took it pretty well. The company had had one round of layoffs (15%) in November. Although I did not expect the second round (18%), I had seriously confronted the question, “What would I do if I were laid off tomorrow?” I think it prepared me mentally.

Everyone around me, especially my boss, naturally had a very sorrowful look. I tried to stay cheerful and walked around and told everyone the news. I received numerous offers of a variety of help, and expressed my gratitude for them. Having heard horror stories of employees being escorted out by armed guards and even losing some personal possessions, I knew I actually had it pretty good.

The cliché is that when you lose your job, you update your resume and start sending it out. However, years ago, I had read this wonderful little book:


Two things about it resonated deeply with me. The first was the contrarian approach prominently expressed in the title. If everyone around you is updating their resume and blasting it out, then you’re likely to get lost in the noise if you do the same. The whole point is to differentiate yourself, so you need to behave differently from others.

The second was the author’s application of corporate product marketing principles to the personal job search. As a fractals geek, I’ve always enjoyed seeing similarity at different scales, and it was satisfying to see this principle at play. Plus, I have much more experience doing (or seeing) product marketing than I do searching for jobs.

Another book that had impressed me recently was this one:


In the chapter on product development, he describes using your own contacts as your target market. Provide something valuable to the people you know personally. This approach avoids two mistakes: Too many people (especially technical people) build products based on what they like doing, and forget about what people really need done (and are willing to pay for). Others (especially those seeking venture capital) try to tap into mass markets which they understand only indirectly through third-party research.

So my conclusion was, rather than focusing on my resume, focus on my contacts list: Who are all the people I could contact? What were their interests and needs? How might I help them?

That’s when I hit on the idea of doing a segmented marketing campaign, leading my contacts to a personal web site. I divided my contacts into five segments, tried to guess general needs within each segment, and sent each person an e-mail appropriate for his or her segment. I directed each segment to a separate tab on my web site, where I described problems relevant to the segment and how I had solved them.

I won’t say the campaign has been a resounding success until it leads to income. However, it has met my expectations. There were many bouncebacks, but numerous people have responded with excellent job leads, lunches, coffees, illuminating experiences, wise advice, recommendation offers, and encouragement. Writing the software kept me busy for three weeks after I got the news, and handling responses to the campaign has kept me happily busy for another two.

Understanding an Explanation

Wednesday, April 30th, 2008

In a previous post, I described the joy I derive from crystallizing the model of a system. This joy is described lightheartedly in Neal Stephenson’s novel, Cryptonomicon:

For each stop…there was a separate row of pipes, arranged in a line from long to short. Long pipes made low notes, short high. The tops of the pipes defined a graph: not a straight line but an upward-tending curve. The organist/math teacher sat down with a few loose pipes, a pencil, and paper and helped Lawrence figure out why. When Lawrence understood, it was as if the math teacher had suddenly played the good part of Bach’s Fantasia and Fugue in G Minor on a pipe organ the size of the Spiral Nebula in Andromeda…In particular, the final steps of the organist’s explanation were like a falcon’s dive through layer after layer of pretense and illusion, thrilling or sickening or confusing depending on what you were. The heavens were riven open. Lawrence glimpsed choirs of angels ranking off into geometrical infinity.

In Defense of Mark Twain’s Adventures of Huckleberry Finn

Monday, April 28th, 2008

A friend of mine reacted with some surprise when I told him of my love for the novel, Adventures of Huckleberry Finn, by Mark Twain. Apparently, some people simply can’t get past the fact that it uses the N word numerous times. Or, they are afraid that others will start using the word after reading the book. In my opinion, only a very simple mind would draw the wrong conclusion, from reading this novel, that the N word is perfectly acceptable to use in casual modern conversation. One beautiful aspect of the novel is that its language and style renders it inaccessible to such simple minds. Unfortunately, the novel has frequently been banned for its use of offensive language.

The use of the N word is perfectly justified by the author’s desire to express accurately the colloquial language of a certain time and place. Never does the narrator himself use offensive language—only realistic characters do. This raises another beautiful aspect of the novel: it captures the bittersweet entirety of provincial Mississippi River life, conveying its pastoral charm without glossing over the horrible injustices of slavery and racism.

It has been said that in every good novel, the protagonist undergoes a change or transformation. What makes Adventures of Huckleberry Finn truly great is the profound transformation its protagonist undergoes. Huck uses reasoning and his personal moral compass to shatter his own indoctrination in the institutional racism of the 19th-century South. The critical passages are copied below.

And at last, when it hit me all of a sudden that here was the plain hand of Providence slapping me in the face and letting me know my wickedness was being watched all the time from up there in heaven, whilst I was stealing a poor old woman’s ni**er that hadn’t ever done me no harm, and now was showing me there’s One that’s always on the lookout, and ain’t a-going to allow no such miserable doings to go only just so fur and no further, I most dropped in my tracks I was so scared. Well, I tried the best I could to kinder soften it up somehow for myself by saying I was brung up wicked, and so I warn’t so much to blame; but something inside of me kept saying, “There was the Sunday-school, you could a gone to it; and if you’d a done it they’d a learnt you there that people that acts as I’d been acting about that ni**er goes to everlasting fire.”

It made me shiver. And I about made up my mind to pray, and see if I couldn’t try to quit being the kind of a boy I was and be better. So I kneeled down. But the words wouldn’t come. Why wouldn’t they? It warn’t no use to try and hide it from Him. Nor from me, neither. I knowed very well why they wouldn’t come. It was because my heart warn’t right; it was because I warn’t square; it was because I was playing double. I was letting on to give up sin, but away inside of me I was holding on to the biggest one of all. I was trying to make my mouth say I would do the right thing and the clean thing, and go and write to that ni**er’s owner and tell where he was; but deep down in me I knowed it was a lie, and He knowed it. You can’t pray a lie — I found that out.

So I was full of trouble, full as I could be; and didn’t know what to do. At last I had an idea; and I says, I’ll go and write the letter — and then see if I can pray. Why, it was astonishing, the way I felt as light as a feather right straight off, and my troubles all gone. So I got a piece of paper and a pencil, all glad and excited, and set down and wrote:

Miss Watson, your runaway ni**er Jim is down here two mile below Pikesville, and Mr. Phelps has got him and he will give him up for the reward if you send.

HUCK FINN.

I felt good and all washed clean of sin for the first time I had ever felt so in my life, and I knowed I could pray now. But I didn’t do it straight off, but laid the paper down and set there thinking — thinking how good it was all this happened so, and how near I come to being lost and going to hell. And went on thinking. And got to thinking over our trip down the river; and I see Jim before me all the time: in the day and in the night-time, sometimes moonlight, sometimes storms, and we a-floating along, talking and singing and laughing. But somehow I couldn’t seem to strike no places to harden me against him, but only the other kind. I’d see him standing my watch on top of his’n, ’stead of calling me, so I could go on sleeping; and see him how glad he was when I come back out of the fog; and when I come to him again in the swamp, up there where the feud was; and such-like times; and would always call me honey, and pet me and do everything he could think of for me, and how good he always was; and at last I struck the time I saved him by telling the men we had small-pox aboard, and he was so grateful, and said I was the best friend old Jim ever had in the world, and the only one he’s got now; and then I happened to look around and see that paper.

It was a close place. I took it up, and held it in my hand. I was a-trembling, because I’d got to decide, forever, betwixt two things, and I knowed it. I studied a minute, sort of holding my breath, and then says to myself:

“All right, then, I’ll go to hell” — and tore it up.

It was awful thoughts and awful words, but they was said. And I let them stay said; and never thought no more about reforming. I shoved the whole thing out of my head, and said I would take up wickedness again, which was in my line, being brung up to it, and the other warn’t. And for a starter I would go to work and steal Jim out of slavery again; and if I could think up anything worse, I would do that, too; because as long as I was in, and in for good, I might as well go the whole hog.

These words give me goosebumps and bring tears to my eyes. Huck is initially shown as a product of his environment, possessing both pastoral charm and racism in his personality. At this critical juncture, he makes the right choice in his heart, evacuating his prejudice with relief like a difficult bowel movement. No doubt there is much injustice left to remedy in Huck’s world, but it must start with the change of heart and mind spelled out here. In this passage, Twain shows that nurture, religion, ignorance, and poverty are poor excuses for prejudice, while honest soul-searching is sufficient to cure it.

I like to think that Twain’s portrayal of historical Mississippi River life has the power to lure modern-day white supremacists to a similar transformation. They may long for the good old days of slavery, or react with glee at language considered offensive today. This passage gives me hope that their hearts and minds might be changed for the better.