Cyclo Praxis Doug Johnson Building Businesses dougdjhome net

Is getting the most from your people a priority for you and your business? Function Yes Skills Yes Culture OK Cyclo. Praxis Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC ? ? ?

Getting Started #1 – Life Cycle • Who has heard of the book Crossing the Chasm • What’s the horizontal axis • What’s the book’s fundamental premise Customers • In Crossing the Chasm terms who are your customers today: -- tech enthusiasts, early adopters, early majority, late majority, laggards -- • Can you see things you did in marketing that were different for each stage -- tech enthusiasts, early adopters, early majority, late majority, laggards -- Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Phases of a Business Unit Note: A firm may have several ‘businesses’ Diversifying Capitalizing Extending Building Authoring Time (years, decades) www. cyclopraxis. com Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Getting Started #2 – Differences in Work I lead my sales district the last 5 years for Mainframe revenues… Hire me and I’ll get your startup into corporate accounts tomorrow. I scheduled materials for large commercial construction jobsites … Now I’m applying to schedule preventative maintenance appointments. I designed the creative advertising campaigns for Webex, Yahoo, and Facebook. . . now I’d like to apply for this position keeping your price book up to date. I set up the books for a startup the same as Target where I worked 15 years … Can I be CFO for your startup? I worked on a design team for the space shuttle … Your startup’s challenge can’t be as hard as rocket science I had the lead technical job in manufacturing repairing defects…. Now want to design the next product. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Work Differences in the Marketing Function • Repetition of the most successful messages • Customer Service Departments • Market development • Sales tool efficiency • Advertising • Seminars Capitalizing Building Authoring • Customer Intimacy • Minimal Enhancements • Customer Loyalty Programs • Excellence in support Extending • Research, document, publicize the value proposition • Develop the first set of sales collateral • Get noticed by press, analysts, customers • Make mistakes as fast as you can • Refrain from investing in customer support • Minimal rigor in product feature planning • Market focus with narrow solutions • Appreciate needs of customers • Probe and Learn Skills • Develop what the first cash customer wants • Formal market research for checkpoint driven business plans Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Getting Started #3 – People I’m a ______ what does this tell you about my suitability for your job. -Prime Minister Merchant, Engineer-Builder, Scientist, Doctor, Shepherd, White Knight, Dreamer Minstrel, Benevolent Ruler, Bishop, Discoverer -Developer [D++ I S– C] -Thruster Organizer - es. TJ Achiever, Agent, Appraiser, Counselor, Creative, Inspirational, Investigator, Objective Thinker, Perfectionist, Persuader, Practitioner, Promoter, Result-Oriented, Specialist Creator Innovator, Explorer Promoter, Assessor Developer, Concluder Producer, Controller Inspector, Upholder maintainer, Reporter Adviser, ISTJ, ISTP, ESTJ, ISFP, ESFJ INFJ, INFP, ENFJ, INTP, ENTP -Utilitarian / Theoretical / Individualistic Social, Traditional, Aesthetic Helper, Individualist, Loyalist, Enthusiast, Challenger, Peacemaker -Reformer / Achiever / Investigator -Marketeer/ Obsessive Erotic, Narcissist -Implementor/ Conductor [D++ I S– C] Persuader, Promoter, Relater, Supporter, Coordinator, Analyzer Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Categorization of Employees by Passion STRUCTURE* Work for Pay and Profit Strive to Better and Better Encourage Success in Others RELATIONSHIP* TASK* Train Others Knowledge is Value Helping People Personal Accomplishment on Fast Track Program Doing Something New FREEDOM* Idea Championing Risk Taking *Descriptors: Freedom, Task, Structure, Relationship are courtesy Paul Kordis, HR specialist and OD Ph. D Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Workers Passions STRUCTURE* Work for Pay and Profit Strive to Better and Better Encourage Success in Others DIVERSIFIERS CAPITALIZERS CAPTAINS BUILDERS RELATIONSHIP* Train Others Knowledge is Value Helping People TASK* EXTENDERS Personal Accomplishment on Fast Track Program Doing Something New AUTHORS FREEDOM* Idea Championing Risk Taking Time (years, decades) Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Mapping Kingdomality to the Business Lifecycle Benevolent Ruler Bishop Prime Minister Black Knight Merchant Engineer Builder Scientist Doctor White Knight Shepherd Discoverer Dreamer Minstrel Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Mapping Meyers Briggs to the Business Lifecycle Doug Johnson / 17 -Jan-06 / Copyright

Mapping Di. SC to the Business Lifecycle Note: A firm may have several ‘businesses’ D I SC Inspirational D I SC Persuader Result Oriented D I SC Promoter Perfectionist Achiever Counselor Agent Objective Thinker D I SC Specialist D I SC D I SC Practitioner Investigator D I SC Appraiser Creative Developer Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

PRAXIS People / Task People Focus Captain Empathizer Be Part of It Get It Done Educator Capitalizer Builder Expert Author Idea / Knowledge Focus Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Cyclo. Praxis C Cyclo = D Praxis = The way one naturally works E B A = Habit, Style, Preference, Personality, Passion = A, B, C, D, E Three Theses: 1 = Workers are happiest and most productive when their praxis matches the business unit’s cyclopraxis 2 = People from different praxis expend extra effort to work together 3 = Praxis mismatch is as challenging as function mismatch Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

R&D Professional Performance at Other Functions High Perf Low Perf Development Marketing Sales Manufacturing

Praxis Performance in other Stages AUTHOR High Perf Low Perf Authoring CAPITALIZER High Perf Low Perf Capitalizing Building Extending Authoring Capitalizing Building Extending BUILDER High Perf Low Perf Authoring EXTENDER High Perf Low Perf Capitalizing Building Extending Authoring Capitalizing Building Extending Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Example: First Ever Product – Need Data Sheet in 5 Days Author – Day 2 Author – Day 4 Totally Unique Architecture Change the World Scalable and Secure Technical Excellence The top name Change the World Better than Ever Scalable and Secure scientists in our laboratories outfitted with the worlds best equipment produced the most technologically superior method of this new product. Without a doubt the 16 patents will be awarded and will subsequently be licensable for large sums of money. Our architecture is able to do 3 times as much as any other architecture in the industry based on older technology while consuming half the power and emitting no greenhouse gasses. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Example: First Ever Product – Need Data Sheet in 5 Days Builder – Day 2 Builder – Day 4 Save labor Reduce Errors Lower Insurance Rates Reduced Losses The all new 5432 BA will certainly revolutionize the way you address the needs of your customers. revolutionize the way you compete in your marketplace Key Features found nowhere else Benefits you can expect should include saving money and reducing errors or you should ask your sales rep to permit you to return the product. Available Accessories Please consider buying a few extras because this is where we make all our money. Accessories have a much bigger markup. Key Features found nowhere else • 24 x 7 support • Built in UPS • Retinal Scan security mechanism. Benefits you can expect Since no competitors offer built in safeguards against social theft of key computer information, the 5432 is the only product that can save you money on your firm’s liability insurance Available Accessories • Special lens to see through contact lenses • Database of known cyber-theft retinal scans. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Example: First Ever Product – Need Data Sheet in 5 Days Capitalizer – Day 2 Capitalizer – Day 4 Designers Project Name First Ever Data Sheet ID # 003 Designers Approvers Graphics Copy Layout Technical VP Marketing VP Sales VP Engineering VP Regulatory Budget Labor this department Labor other departments Paper Printing Schedule Project Initiation Goal Setting Metric Determination First Draft Submission First Draft Integration First Draft Consensus Second draft Submission Second Draft Integration Second Draft Consensus Submission to Approvers Rework Graphics: Larry Copy: Joseph Layout: Sue Technical: Rita VP Marketing: George VP Sales: Walter – traveling for 2 weeks VP Engineering: Roger VP Regulatory: Rolf Budget Labor this department: 2 persons 15 days 33% = $4000 Labor other departments: $3000 as quoted Paper: 500 sheets [small run – impending revision] $10 Printing: $1500 standard setup charge for < 10000 copies Schedule Project Initiation -- Completed Goal Setting – Completed: Goal is 15 day cycle time Metric Determination: Today First Draft Submission: Day 5 First Draft Integration: Day 6 First Draft Consensus: Day 7 Second draft Submission: Day 8 Second Draft Integration: Day 9 Second Draft Consensus: Day 11 [one team member off] Submission to Approvers: Day 13 Rework: Day 15 Accomplishments since last review All dates scheduled. ID number assigned. Red Flags: Technical team member out sick Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Example: First Ever Product – Need Data Sheet in 5 Days Extender – Day 2 Extender – Day 4 Save labor Still Selling 2 X Winner The all new 5432 BA will certainly revolutionize the way you compete in your marketplace Key Features found nowhere else • 24 x 7 support • Built in UPS • Retinal Scan security mechanism. Benefits you can expect Since no competitors offer built in safeguards against social theft of key computer information, the 5432 is the only product that can save you money on your firm’s liability insurance Available Accessories • Special lens to see through contact lenses • Database of known cyber-theft retinal scans. Reduce Errors The all new 5432 BA will certainly revolutionize the way you compete in your marketplace. Key Features found nowhere else • 24 x 7 support • Built in UPS • Retinal Scan security mechanism. Benefits you can expect Available Accessories Special lens to see through contact lenses • Database of known cyber-theft retinal scans. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Authors & Authoring People Leadership Get It Done Be Part of It A Idea / Knowledge Leadership +Freedom Oriented +Highly Creative +Take Risks on Ideas +Passionate Champion +Tenacious Defender • See others as Lemmings -Poor at finishing -Concept rather than Detail -Difficult Social Interaction • Seen by others as - Free Spirits - Not to be trusted - Eccentric Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC Skip Descriptions

Builders & Building People Leadership Get It Done Be Part of It B A Idea / Knowledge Leadership • See others as Impeding Progress +Task/”Do” Oriented - People are Sacrificial +Highly Energetic - Bored by Repetition +Problem Solvers - Abrasive Social Interaction +Persuasive +Accomplishment is Reward Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC • Seen by others as - Change Zealots - Impatient / Pushy - Insensitive Skip Descriptions

Work Activity Authoring vs Building Marketing Development • Invention or technical entrepreneurship • Appreciate needs of customers • Concept and fuzzy front end matched to customer use case • Probe and Learn Skills A A • Develop what the first cash customer wants • Challenged to communicate to rest of growing company • Formal market research for checkpoint driven business plans • Long work hours to deliver technical feasibility • Detail design • Release to Mfg done by development one or two times • Research, document, publicize the value proposition • Optimum balance between design tradeoffs • Develop the first set of sales collateral • Turn release and design tradeoff practice into a methodology • Get noticed by press, analysts, customers • High defect levels – low regard for quality dept input • Make mistakes as fast as you can • Burnout when initial platform needs re-engineering • Refrain from investing in customer support • Little interest in repeating same steps 2 nd and 3 rd time • Minimal rigor in product feature planning • Market focus with narrow solutions B B Sales Manufacturing • Feasibility study A • Make the decision to outsource or not • Function is subordinate to product development • Establish 90% best sources of procurement • Establish assembly process • Initial ERP • Hire and train initial manufacturing team • Build first units semi-custom to customer request • Beg for Developer time to fix mfg problems B • No product to sell A • Principals of company interest a few select customers B • Channel Strategy • Discovery of the key customer problems that gain customer a • Initial customer segments for market focus • Marquee names for reference accounts • Sales process around prospecting demo-ing trials close • Hunter personality • Sales managers synthesize results, choose a focus, and drive best practices Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Praxis Comparison -- Author vs Builder Authors Builders Self starter, Visionary - Futurist, Risk Reduction, Risk taker, Strategist, Seek freedom, Pragmatic, Unstructured – Chaotic, Grounded by financials, Frequent ideas, Problem solver, World of ‘possibility”, Experimenters, Passionate about ideas, Oriented to achieving focused goals, Unfailing champion of ideas, Direct & blunt communicators, Impatient with details, Detail oriented, Impractical & Unrealistic, Process creators, Little care for financials, Organize chaos, Difficult to understand, Results Oriented, Cannot be wrong, Impatient, See little value to teams, Insensitive to people, Competition over Teamwork, Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Capitalizers & Capitalizing People Leadership C Be Part of It Get It Done B A Idea / Knowledge Leadership • See others as oddballs +Goal/Metric/Obj Oriented +Friendly Team Spirit - Resistant to Change +Seek Predictability/Structure - Weak at Developing New +Efficiency is Rewarding - Poor Problem Solvers +Motivated by Earnings • Seen by others as - Focused on Reward - Robots - Uncaring for others Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC Skip Descriptions

Extenders & Extending People Leadership E C Be Part of It Get It Done B A Idea / Knowledge Leadership +”Belong To” Oriented +Empathetic / Expert +Helpfulness is Rewarding +Opportunity Continuity +Creative Solutions • See others as less interested and unappreciative - Low Time Urgency - Wait for Others to Request • Seen by others as - Rarely Seem to - Talkative Work Hard - Not Focused on Job - Not Business-Like Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Captains People Leadership Capt E C Be Part of It Get It Done B A Idea / Knowledge Leadership • See others as their ‘Tools’ +”Leadership” Oriented +Caretaker of Structure +Continuous Improvement +Capitalizer Charismatic +Reward by $$ and Perks - Change Challenges Power - Narcissism - Esteem during Decline Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC • Seen by others as - Political - Contributing Little - Overpaid

Diversifiers & Diversifying People Leadership Capt Get It Done Be Part of It B A Idea / Knowledge Leadership The Diversifier is a UNIQUE Captain -- Engages Authors and Builders for ‘change’ -- Continues to successfully Capitalize -- Manages the inherent conflict in resources Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

All-Stars Concept Gymnastics Base Ball Can you do this activity? NO How good are you? YES Television Bicycling YES LEAGUE Today’s Options SOCIAL NO NO -- City All-Stars -- Technical Mtn Bike Ride Today’s Activity Television Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Getting the Right People on the Bus Authors All Star Builders Productive Capitalizers Number

Author to Builder Transition Organization Design – Author re-assignments Interview and Hire -- All-Star Builders Train – Focus on ‘why’ Assign – Be careful what you ask for. Stay out of the way – Minimize tensions Reward – Short term focus Dismiss – Re-staff the bus Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Cyclo. Praxis Interview Technique Questions Should … -- Be Open Ended -- Be Non Judgmental -- Have a Clear Distinction between Praxis Answers Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Metrics In other jobs, what kind of metrics helped you perform at your best? A: - Metrics really don't matter for me. - I suppose it's ultimately the sales/profits from my idea B: - Getting something done on Schedule - Metrics don't ever seem to be able to measure amount of work - Metrics don't ever seem to be able to measure correctness of contribution - Metrics don't ever seem to be able to measure difficulty of tasks/problems C: - Anything that can be counted: Yield, Units, Rejects, hours minutes, or seconds, Orders, Shipments, Billings, Transactions, Clients E: - Quality, Happy Customers/Students/Clients/Patients. . . but how do you measure satisfaction, - Problems/Patients/Graduates per day-week-year …but productivity rates can compromise satisfaction - Anecdote…. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Quality At what point is your contribution completely correct enough that it's 'done‘? A: 30 -60% B: 60 -95% C: 95 -99. 9% E: - 99. 9% plus - when the customer says done Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Excellence If you were to beat the expectations that others had of you, what would those expectations probably be? A: Others didn't think my idea would work. I stuck with it and convinced them. B: - I got things done ahead of schedule, - Someone said I did the impossible, C: - Higher Productivity, - Successfully lead a team - Superior quality E: - Fixed a very difficult problem - Satisfied a irate customer Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Teamwork A Team approach is pretty commonly used in business today. Give me a quick example of a good and poor use of a team that you have experienced in a past job. A: - Most teams are pretty useless. - One time management formed a team around my idea with marketing and manufacturing to help accelerate my idea B: - Teams are fine when everyone pursues a common goal and contributes each on their own task, everyone should contribute. - Teams are unproductive when they're supposed to change or improve something and most members don't want to or know how. C: - The best teams are those that allow us to make improvements to our work or workplace. - The worst teams are when a member or two pushes too hard or talks to much or doesn't participate fairly E: - Teams that help or quality or share information are excellent. - They don't work when people don't take the time to listen. Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Similar People How people who are like you or want you on their program describe you? A: Creative, Smart, Clever B: Hard working, Good at problem solving, Tireless, Clever C: Friendly, Good Team Player, Fair, Positive, Objective E: Helpful, Outgoing, Caring, Smart, Expert, Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC

Interview Question on Different People How do people who are most different from you describe you? ** How would you describe these people? A: Odd, Off the wall, Never finishing anything ** Unimaginative, Boring B: Pushy, Impatient, Focused, Constrained ** no sense of urgency, over concern about feelings, robots C: 9 to 5 –ers. Drones, Unaware, Traditionalists, ** Different’ in many strange ways, but I have to tolerate them. E: Talkative, Unhurried, Unproductive ** uncaring, ungrateful, opportunistic Doug Johnson / 17 -Jan-06 / Copyright © 2005, The Cyclo. Praxis Group, LLC