Tag Archives: change

Time of Year for Planning

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“In the beginning, your purpose doesn’t have to grab everybody,” I started. “It just has to grab you. It helps you set the course.”

Riley was pensive. “I took over from my father. His purpose served the company well until he passed. The company’s culture was built on it. But things are different, now. It’s not like we sell vinyl records, though that is making a niche comeback. The market is not as interested in our product offering. It is still a voracious market, but it looks in a different direction.”

“Markets drive everything,” I nodded. “When your father started his small company, he did not know if it would work. At the time, he had little access to market research. He based his assumptions on intuition and those first sales. If he was lucky, there would be enough sales to cover his costs. The bank would not loan him any money, so he had to develop his product within his own means and its meager cash flow.”

“I know the stories,” Riley remembered. “And, all of his profit went right back into the company to hire more people and buy more equipment. He took a second mortgage on the house, and mom had to co-sign the note. But, he made it.”

“And, did well,” I smiled. “But markets change. Sometimes markets want incremental improvement, but sometimes markets want a seismic shift. You are somewhere in between.”

“I can see the shift, already,” she said. “I can read the market chatter and see the little startups that take some of our customers. I want to change, but, I am not sure which direction to take.”

“It’s an age old dilemma,” I replied. “Many people think that resistance to change is a matter of will. Most have the willingness to change, it is more a matter of how.”

“Is it a skill?” Riley asked. “Is there a series of questions, or a series of problems that must be solved?”

“If it was a series of problems, what would be the first problem? And, don’t give me some general notion, but think in terms of a problem statement.”

“In what way can we determine the shift in our market needs to better create a product that responds to that need?”

“That’s a good start,” I encouraged. “Here are some other questions you might consider.

  • Who is in our market?
  • How do we find out what our market is struggling with, related to our current product?
  • How do we prototype emerging products to meet that struggle?
  • How do we maintain our current product long enough to create the cash to fund emerging products?
  • How do we measure the ability of emerging products, even small variations, to capture new market interest?
  • How do we manage the risk of failure in our experimentation?
  • How do we maintain morale in our workforce in the face of inevitable failures?
  • How do we learn from our failures, fast enough, to continue innovation?

There are answers to these questions, but first, you have to ask the questions.”

Clothes for the Emperor

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The emperor has no clothes, the onlooker said, to the gasps of others. It’s easy to identify in other people. “Only when the tide goes out, do we find out who’s been skinny dipping,” said Warren Buffet.

Who is the emperor? Pogo says the enemy is us. Why is that such a surprise?

We figure out the world as it stands, at least in relation to our small circumstances. We are comfortable. We build our lives on the routine. The biggest mistakes are made when times are good.

The world changes. The first step in the cycle of loss is denial. The tide goes out and reveals our exposure, and we are the last to see it.

Seeing nakedness in other people is easy. Not so much for self-awareness.

What Has Changed?

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What has changed? It’s a useful exercise. What has changed in your industry? What has changed about your customer? What has changed about your company, its products and services? What has changed about your team? What has changed about yourself?

Those positive habits you nurtured so carefully may have to be considered. Those habits may be keeping you from responding to the changes around you. It’s a constant reassessment.

What has changed?

Negative Feedback

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“I don’t think it’s me,” Marion repeated.

“You are angry at the person who gave you the negative feedback and you would like to ignore the feedback,” I confirmed.

“Besides, even it were true about me, I can’t change, that’s just not me. I couldn’t do it. Out of the question. I don’t see how anyone could do that.”

I looked at Marion. Without a word. Silence.

“But if you could change, what would you do first?” I asked.

Change or Shift?

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“Look,” I said, “if you want to fire this guy, or just cut him off at the knees, you don’t need this. Do this, only if you want to see him correct the misbehavior. Otherwise, just fire him and get it over with. You don’t need me for that.”

“I just don’t see any other way,” Alice stated flatly. “I gave Barry a list of about 15 things he needs to change if he wants to stay on the team.”

“What about the other five that didn’t make the list?” I grinned.

“You’re right, I guess I was piling on.”

“Look, if the solution seems difficult,” my grin disappeared, “what is the likelihood that Barry is going to jump in and make everything right?”

“Not much,” Alice replied.

“If you want to raise the probability that Barry will actually change his behavior, he has to truly believe that the solution will be easy for him. You have to break it down to its simplest terms so he can understand that we are not asking him to scale Mount Everest.”

“So, I need to just pick one thing he needs to change?” Alice said, narrowing her list.

“Instead of asking Barry to change, why don’t we start by asking him to shift. Shift is a lot easier than change.”

Slowly, Then All of a Sudden

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If I did not allow you, as the manager, to come to work tomorrow, what tasks would your team find to work on? I get a variety of responses, but they all come down to this – Tomorrow, they would work pretty much on the same things they worked on today.

And if I held you back another day, what tasks would your team find to work on, and what methods would they use? The responses continue to be – They would work pretty much on the same things as today, using the same methods as today.

Good. Now, how long could your team continue to do that without you? Be honest.

The team could continue to work on the same tasks using the same methods for a long time.

How long? Exactly up to the very moment when…

Exactly up to the very moment when something changed. In that instant, you, as a manager, suddenly had a job. Management is about helping your team adapt to change. In fact, if nothing in your market, in your industry, in your state, in your town, with technology ever changed, then your company would not need you.

The more change you see in your market, in your industry, with technology, the more management you need.

The Necessity of Management

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“Everything seems to change, every day,” Charlotte whispered. She felt the change, but had never said the words.

“Think about this,” I suggested, “if nothing changed in your company, what would your team members do every day?”

The anticipated blank stare pierced the silence.

“That’s right!” I exclaimed. “If nothing changed, they would never do anything different. They would continue to do the same thing they did the day before. And life would be good.

“But things do change, and that is why you have a job as a manager. Think of change as your job security. As long as there is change, you will have a job to do.

“As your customers change, as specifications change, as technologies change, as we find better ways to do things, your job, your role as a manager is to modify your systems and processes to accommodate those changes.

“The more things change, the more your company needs competent managers. Lecture over, last one through the door, turn out the lights.”

The Learning Never Stops

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We are in the process of learning and the learning never stops.
What are the impacts to your business model?

  • Pretty much everyone has discovered Zoom. It is not as good as being in person, but it works pretty well. We are learning its impact on travel budgets, travel time avoided, continuity stops and starts between travel trips that did not occur.
  • Individual initiative. We have learned who can work independently (making decisions and solving problems) and who struggles without constant oversight.
  • Necessity of being there. When it is not possible (or prudent) to be there, we learn more about the necessity of being there. Human inspection is replaced by remote sensors, providing not periodic data, but constant 24/7 data.
  • Distributed decision making. If it is convenient for managers to make decisions, decisions get made by managers. With a distributed workforce, where it is not convenient (incomplete data, delay) for managers to make decisions, decisions get made by the most appropriate person.

As workforces grow more distributed and self-directed, the way we train and upskill employees has to evolve too. Traditional onboarding manuals and classroom sessions aren’t cutting it when teams are operating across time zones and schedules. AI-enhanced learning tools have stepped up to fill this gap—offering employees real-time learning support and allowing them to learn in the flow of work. Bite-sized, customizable flashcards can quickly reinforce key concepts, procedures, or product knowledge without pulling people out of their day-to-day responsibilities.

That’s where NoteKnight steps into the picture—not just as a digital flashcard tool, but as a learning ally. It uses AI to personalize content for different roles, track progress, and adapt based on performance. Whether it’s training someone in remote inspection protocols or refreshing safety procedures, NoteKnight provides an easy, scalable way to keep information fresh and accessible. The business model may be changing, but continuous learning—with the right tools—is what keeps the engine running smoothly.

What are the impacts to your business model?

Rate of Change in the Plan

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“Good work, so far,” I said. “If things work out this way.”

“Well, it’s a plan,” Miguel replied.

“What if things don’t work out this way?”

Miguel closed his eyes, trying to visualize something he had not considered. When he opened his eyes, I could tell he had drawn a blank.

“You expect things to occur, your customers to want a certain product line and your volume of orders to reach a specific threshold. What will you do if these things don’t happen?” I continued.

Miguel shifted in his chair. “I know. I was thinking, as I put this plan together, am I working to finish the plan just to get it done? Or am I really thinking through different scenarios. This year already seems a bit weird. Sales are sluggish even though we have really been working our bids.”

“So, what do you think?” I asked.

“I think the world changed faster than our plan.”

Causing Change in Others

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“Sometimes, I think I have to force things,” Emily said. “And forcing things doesn’t last long. I want to know how I can get people to perform, to perform at a higher level.”

“You want to know how you can cause people to change?”

“Yes, that’s it. Exactly. How can I get people to perform better, to stay focused, to pay attention, heck, just to show up on time would be nice.”

“So, Emily, when you look at yourself, how easy is it for you to make changes about your own life, your own work?”

“I’m not sure what you mean,” she replied. “Things are going pretty well with me. For the most part, things are under control.”

“Interesting,” I said. “We think we have the ability to cause change in other people when we have great difficulty seeing the need for change within ourselves.”