The Problem

Posted on by johnlwheaton1

The problem that we see, the thing that is visible to us, typically isn’t really the problem. What we see is the manifestation of a root cause issue; something underlying.

We say things like “we have a profit problem” or “we have a quality problem” when those aren’t the issues at all. These “problems” are simply how other root causes are being expressed.

The visible expression, what we think of as as the problem, is the “behavior.” But the root cause, the real problem, is internal; it’s rooted in our identity. This can be true organizationally or personally.

For instance, a quality problem may be linked to a lack of training. A profit problem may be linked to numerous root causes, or a broad issue like lack of organizational health.

It’s important to know the underlying issue or issues because otherwise we invest time and money solving the wrong thing; the external thing; the behavior.

It takes time, reflection, self-awareness, listening, and study to identify the underlying issues and get to work on them. But until we do, any progress is temporary and difficult. If the root isn’t fixed the problem wont go away. That’s why New Year’s resolutions typically don’t last. Real change requires a shift; a transformation; from the inside not outside.

We need to view things differently. People are great at seeing the outside when it’s what’s inside that defines the outcome.

“Out of the heart, the mouth speaks,” and other examples express this clearly.

Remote Work

Posted on by johnlwheaton1

I have a spacious office at my business. It’s comfortable and has triple monitors for super-efficiency. I also have a dedicated office space at home. It’s small but quiet, and completely private. Despite these two office options, I still sometimes work remotely at a neutral location. I do this for 3 reasons.

1. To gain a new perspective on the work; mine and the company’s.

2. To not be interrupted by anyone, nor distracted by the familiarity of the surroundings.

3. To test my remote work systems like VPN, remote access, electronic signature service, and more.

No matter how well I know my company, and I know all the insides and outsides pretty well, it always offers a unique perspective to work remotely.

In the modern economy, the sharing economy, the economy of the microchip, I believe as business owners or managers we should choose to work remotely at times; to force the matter. Keeping things “well oiled” sets us up to function at our best when outside the office, on a plane, in another city, visiting clients, killing time at the airport before a flight, or starting a branch business in a new city.

Are you testing and working with your remote systems, tools, computer, smartphone? Can you run your business from your laptop, tablet, Android or iPhone if you need to? Can you sign legal documents electronically outside of office? Other? Share your experience here if you choose.

New stuff

Posted on by johnlwheaton1

This morning I got an email informing me that I received my Texas Professional engineering license (PE.) It’s one of 9 or 10 states that I never really pursued or needed. Previously at our company we had another TX PE, but he moved on to another firm a few months ago. I decided it would be best to maintain it myself, and get another staff member registered as well.

The timing was great. We have a Texas client now with 3 new projects. It’s interesting to me how when we pursue certain activities, as a company and as a person, when we take action, expend energy, invest, and build, that stuff happens; stuff we expect and stuff we don’t. Activity produces more activity. It’s action-reaction. And there’s collateral benefit that happens as well. People talk, things happen, lives are touched and results are produced.

It’s good to act, to invest, and to see the results. How’s that going for you? Do something new today and await the results.

Marketing

Posted on by johnlwheaton1

Today I received a purchase order from a new client. I received a purchase order because one of my colleagues had quoted a project and provided a proposal that met this new client’s needs and expectations.

The reason we were able to write the proposal, was that I had built a relationship with a decision maker, a millennial professional, in this generational business .

The reason I was able to build a relationship, all by phone and email, was because I’d had some conversations about his business, his markets, and his emerging needs.

The reason I was able to have some conversations is that I had posted a relevant Blog article through Glass Magazine to my LinkedIn social media feed. This Blog article on Delegated Design and Experience vs Inexperience, struck a chord with him and he sent me a well-thought response about his pain points, needs, observations. It resonated with him. It spoke to almost his exact experience.

When he sent me the message I replied instantly; within the hour. I used my mobile phone, while working remotely in Florida, to respond in writing to him, and then to call him. We arranged further discussion by phone prior to a strategic board meeting he had. He wanted to communicate the prospects of working together to his board and the “why” behind it; the value proposition; the idea prompted by he Blog. I couldn’t have posted the Blog, without this particular venue and platform being provided by Glass Magazine.

This is an example of marketing today. In telling a story. In making a real connection with someone. In provided relevant content and value. In giving more than is received. The purchase order was just the manifestation, the end result, of the process. It was as a result of the trust, knowledge, and good will built during the process.

I wasn’t interested in “the sale.” I was interested in the relationship.

This is one face of marketing. It is an example of inbound marketing; content marketing. It’s not what I do, it’s part of who I am. It’s the same for you, if you will allow it.

Workflow and Development

Posted on by johnlwheaton1

There are two basic forms of “workflow” or “new practice” development:

  • That which we create (innovation and new category.) This needs to bring value to clients and they become part “creative partner” with us (from a “what if” and testing scenario).
  • That which our clients require (get competent and optimize)
    • They define
    • We build/design to spec
    • We execute
  • The Truth moving into the future
    • We all need in our businesses to develop one or both of these.
    • It needs to be done while being connected to the market; with the user/client

The details, the building, the success of the service or product, is up to the builders and operators

The Island

Posted on by johnlwheaton1

Names have been changed for anonymity in this blog

Anne and Dave live in the middle of the island. He’s a contractor and handyman. Anne cleans houses. They lived in Panama for a bit and then came back to the states. The island suits them well. They invited our little group for a spontaneous visit while we were driving golf carts down dirt roads past their home one day. Of course we stopped. That’s what one does on the island.

Julius owns a business, but prefers to live on the island so that’s what he does. He’s got a management team to run his company, so his work on the island hosting people is a labor of love. He’s one of the most hospital people I’ve ever met.

Rich and Donna are long term renters. They stay for most of the winter to escape from up north. They are embedded in the community here and have lots of friends from North and South that they visit and entertain. Both are retired and don’t need to work anymore

Gary and his wife Elaine came to the island from up north a few years ago for the first time and bought a house immediately. He owns business as well but is in the process of selling. He can work remotely or travel back and forth. Either works for him. Quite the world we live in.

James and Carol have a home on the island and live part time here. They are connectors. Generosity defines them. We have become very good friends. James never met a stranger and will lend a hand to anyone in need. Hospitality is one of their gifts.

Betsy and Rob are super handy. They live here half a year in winter and spring, and spend the remaining months up North in the snow belt when it doesn’t snow. She is an artisan, he is retired from owning a trucking business. They grow flowers, orchids to be specific, and have a little greenhouse. Rob can fix just about anything. You’ve got to be able to fix stuff on the island.

Then there’s countless others; renters and homeowners, short and long term, the boat dock numbers, the landmarks, the houses, those for sale and those not; the lending library, the dirt paths, the little church, high tide, low tide, and more.

Everyone has a story. There’s common ground on an island. There’s community if you want it. People help each other because you’re always going to need help. Spare parts don’t get thrown away easily, because you or someone else will need them at some point.

We ought to live as such in our off-island neighborhoods instead of always running about in the hustle and bustle. Neighborhoods are islands within a city or suburb, but the vibe isn’t typically there.

When is the last time we talked to our neighbor, volunteered to help at random, stopped at someone’s fire pit spontaneously, or asked someone if they had a spare valve in their toolkit?

We shouldn’t have to live on an island to build community.

Resolutions and “The Middle”

Posted on by johnlwheaton1

The problem with resolutions is “the middle.” It’s “the middle” that causes the issues for most of us. The start, the beginning, is easy; January 1st, January 7th, Lap 1 of a 12 lap race, the start of a marathon, the 1st 12 scripted plays of the game, the beginning of the project, the start of the relationship. We can deal with the excitement of the start. Everyone feels good and is positive at the start. We’ve all got good intentions. In fact, the end isn’t too bad either. We can see the end, the finish line, day 364 of 365, week 51 or 52, lap 12 of 12; “I can do this” we say, I can see the finish line; the end; the goal; that is if we make it that far.

The problem with getting there is “the middle.” It’s February 9th that’s the issue, not January 1st. It’s lap 7 of 12, it’s mile 16 of the marathon, it’s 40% of the way through the project, day 137 of 365, Wednesday morning of the work week, the middle of the 3rd quarter. That’s when things are messy, with choices, fatigue, options, too many details; things aren’t going according to plan, we got hurt, our stomach is upset, it’s cold outside, the team is off course, the race is getting difficult, the project isn’t on schedule, and so on. That’s when fatigue sets in; project fatigue, game fatigue, relationship fatigue, physical, mental, emotional fatigue. It’s easy to get lost in the details. This is where many of us give up.

We lose sight of the start, forgetting where we came from, and of the finish; where we are going. We get lost somewhere between.

Overcoming this is mostly a mental exercise; a mindset. But we need some strategies to carry out to keep ourselves on course. Much of success or failure is a game of attrition. The last one standing wins. The one who endures. The resilient. So, how do we do it?

We need some milestones, mile-markers, benchmarks, records, to assess our progress and status; mental exercises and many self-created markers or metrics  to measure against and to keep on a path toward completion or improvememt.

Some things that work for me are noted here. I use them regularly. Perhaps it may help you as well.


Treat each lap of the race, each day in the month or year, each detail in the project, as the 1st one of the next cycle. In other words, January 2nd is day 1 of the next 365 cycle, so is June 27th. But each days is closer to the end, the finish. The work is shorter every day, the finish line closer. The next mile is the 1st mile towards a shorter race to the finish line. Remember the start, keep the end in mind, but know that each step along the way is the 1st step toward a definite finish or improvement towards an ongoing goal.

Set Milestones or Course markers to measure progress. Measure backwards always, not forward. Measure against set criteria; miles completed, money saved, relationship equity built, positive outcomes experienced, budget spent vs budget remaining.

Enlist Support. Get counsel. It helps to have a coach, an encourager, a friend, a peer, someone to clap, to provide input, to provide perspective.

Know that some things have destinations, and some things just run in perpetuity. For the latter, we will never “arrive” fully (like continual improvement in a business.) We just have to measure progress and know where we stand in the process.

For things that have destinations, we can more easily monitor and keep the end in mind or in sight. Finishing a run, a race, a project, a course, a meeting, shipping a product and so on.

There are many ways to accomplish staying strong in the middle. Where the courses and milestones are not marked out for us, we have to set them, whether in our mind or physically. When we are leading a team, we have to use these things to help guide and keep everyone on course.

Happy New Year. New Day. New Hour. New Mindset. Next step. New reality. It’s up to me, to you, to us, to make that, to paint it, to write the story, to take it one day at a time.

How’s the resolution going?

Playing Not To Lose vs Playing to Win

Posted on by johnlwheaton1

As we start the year of 2019, I’m curious as to our disposition around this idea of “playing not to lose” vs “playing to win.”

I see both types of people, teams, corporations.

What’s the difference?

If we play not to lose, we are taking a defensive posture. In this posture we can’t actually win, unless it’s by accident (even that’s a stretch.) This is not a good strategy. We often feel comfortable in the “play not to lose” mindset, but it is a false comfort. It’s a “slow death” for a business, a team, a city, a culture, a relationship. This is the space where we don’t take any risks, or keep them really tightly measured. It feels comfortable in that we think it’s designed to not fail. But actually this is planned failure over the long haul. We think that if we do everything we can to not lose, then we will not have to worry about the risk of failure. It doesn’t work that way. If we play not to lose, we’ve already failed at the beginning. It’s just not yet apparent to the participant.

Playing to win involves risks. We MIGHT lose but we might win as well. In fact, we play as if we EXPECT to win. There’s a vulnerability in that space for the person stating their intention, whether to themselves or to those around them. But playing to win is the option that gives us the real opportunity to win. Sure, we may may go down in flames, but I say “better to have tried and to have lost than to have never tried at all.”

Leadership has to create a winning mindset and model it. Leadership is even more vulnerable in that space than others, since it also influences all other people and downstream results that are involved. It’s open to criticism of the onlookers, and to those on the team as well.

I’d rather play to win. To be dynamic. To take risks, to go for it, win or lose, pass or fail. Resilience is the quality I seek; to dust off after the loss or failure and to give it another go; to plug away; to be relentless. Sometimes we may have to call the game or change course at times. That’s okay as well. It happens with forward motion.

Playing to win is active, it’s participatory, dynamic and takes risks. Playing not to lose is on its heels, it’s static, it watches and is risk averse.

The manifestation of either position is rooted in mindset, which is a deep well. It’s subtle to the player, obvious to the viewer and onlooker.

Which disposition are you? What outcomes do you seek?

SWOT Analysis – Threat to Opportunity

Posted on by johnlwheaton1

Threats that are defined in our SWOT analysis can actually be opportunities in disguise. Recently in a SWOT analysis review with one of our branch offices, the leader was reviewing a legitimate threat that influences our office’s ability in that market to procure work with certain clients.  I immediately noted that the threat was actually a veiled value proposition, an opportunity. If we could sell the clients on what we know about that space in the supply chain, we would actually do the supplier causing the threat a favor, and make more value for our clients as well. It’s just a different pricing paradigm on the front end in order to achieve a better bottom line for them in the future. It’s a win, win, win if discerned and communicated correctly. Now comes the hard work of communicating the value and overcoming entry barriers; getting referrals; designing a pricing structure and a delivery method.

Some threats are hidde opportunities. Like a “no” in sales and “risk” in innovation. We need to go beyond the surface and figure out if these things are worth pursuing.

Have you dug below the surface?

Compliance vs Self-Education

Posted on by johnlwheaton1

I am a professional. One thing that distinguishes professionals in any field or industry, is self-learning. When we commit to being a professional, we commit to a lifetime of self-learning. I also happen to be a professional engineer, a “PE.” With becoming a PE, comes years of study, testing, and an ongoing obligation to the public and the profession to practice in our area of expertise; to follow clearly outlined by laws that regulate the profession. I am a big proponent of this.

Some years ago, regulators and PE’s serving on state boards, working together, decided it would be a good idea to require continuing education in order to renew and maintain one’s PE license. This sounds like a good idea, but does requiring continuing education to be completed define whether a professional is a self-learner or not? Were the bylaws, the ethics, and the essence of what we agreed to do and adhere to not enough? Can professionals not be trusted? If they can’t be trusted then there are rules in place to discipline them, or remove their license. Before that would happen, they would likely be discarded by clients or their employer. Is this not enough compliance? What’s my point? (I’m glad that you asked)

Practicing any craft well requires a continual commitment to learning. It’s a necessary part of the process. Am I a believer in continuing education? Yes. Does requiring it as part of a compliance regimen guarantee the right outcomes? No. Taking coursework is good, but it doesn’t define self-learning. Checking a box is simply that. We can complete an exercise, walk away, and not learn the rest of the year if we choose. If we are self-learning, we are “checking the box” every day.

Compliance doesn’t confirm competency.