Archive

Archive for the ‘Learning’ Category

Silence is worth $600,000 per hour

July 7th, 2010 Martin Proulx 4 comments

Picture by CRASH:candyI already talked about silence as a communication tool but I can now estimate the value of silence at nearly $600,000 per hour. I recently came to this surprising conclusion when I bought my new car a few weeks ago.

Before I tell you my surprising story, I need to explain a few things about silence. During my coaching development program, we were explained that leaving room for silence allows the other person to clearly express their thoughts and feelings. Without silence, those thoughts and feelings would be unspoken and hence, unknown.

Keeping silence in a conversation also puts an uncomfortable pressure on the person spoken to – to speak. Try it for yourself and see how strange the situation becomes when no one is speaking.

To help us as coaches, we were told to keep our mouth shut and mind focused by counting in our head. You leave room for silence and start counting (in your head, otherwise there is no silence!). 1, 2, 3, 4… While you are counting, the other person feels some pressure and most probably will start talking – usually what follows the silence is very useful information.

So back to my story.

After seeing a few dealers and selecting the car I was going to buy, I entered into the typical negotiation scheme with the car salesman.

  • Salesman: “$xx,xxx. This is my final price”
  • Me: “Sorry, that’s too high. I did research on the Internet and I have a pretty good idea what the markup is on this car”
  • Salesman, looking shocked: “Let me see what my supervisor can do for you”
  • Salesman, coming back after a few minutes: “It’s your lucky day, my supervisor says that he wants us to reach our quota, so we’ll take out another $1,500″
  • Me: “That’s nice but it’s still higher than what I’m willing to pay for this car”
  • (…) a few more rounds of negotiation (…)
  • Salesman, somewhat surprised: “You know, (blah, blah, blah)…”
  • Me: “I understand. Listen, thank you for your time. I’m not in a hurry so I’ll keep shopping”
  • Salesman, getting anoid: “Listen, if you are that serious. I’ll take out another $1,000 but that’s really the best I can do!”
  • Me, pulling out my credit card to make a deposit: “I don’t believe this is the best price you can make. What else can you do…”
  • SILENCE
  • Me (counting in my head): “1, 2, 3, 4, 5, 6…
  • Salesman: “I’ll take out another $1,000 but I can’t and won’t go down anymore”
  • Me: “Deal!”

$1,000 off the final price for 6 seconds of silence. Isn’t that a nice hourly rate!

  • Share/Bookmark

Asking Powerful Questions – Agile Coaching

July 5th, 2010 Martin Proulx No comments

Picture by Eneas

As Agile Coaches, we aim to be efficient. We analyze the situation around us, we ask questions, we experiment, we share our thoughts and observations, we make suggestions and recommendations. We try to be helpful.

Are we always efficient in the way we ask our questions? Could we ask our questions differently for better impact?

Below is a list of qualities associated with Powerful Questions taken from the reading material of the certification program I’m currently undertaking.

  • Clarity
  • Brevity
  • Relevance
  • Direct
  • Single Subject
  • Positive expression
  • Allow silence for the response

To be powerful, the questions should also have an impact. To be impactful, the question should aim at:

  • Personal issues and remain contextual;
  • Motivation behind the actions;
  • Consequences of the actions.

And include the question “what else?”.

    What we are looking for in the levels of information provided is:

    • Facts
    • Emotions
    • Opinions

    Finally, to be truly powerful, the questions should take the person out of his comfort zone in order to explore new horizons. Questions such as the following are usually very helpful:

    • What would happen if …?
    • With hindsight, what can you see?
    • If you were an expert in this field, what would you do?
    • If you had a magic wand, what would you do?

    Formulating a question isn’t always easy but to be an impactful coach, properly asking the question is critical. Hopefully, these few tips can help you become a better coach.

    • Share/Bookmark

    Sir, please step away from the team

    May 31st, 2010 Martin Proulx 2 comments

    Picture by AndyWilsonIn conversations with upper management, I often hear that they wish to start using an Agile approach to increase their return on investment (ROI) and the employee motivation – which is great! They have read or have been told that changing their approach should lead to:

    • Delivering solutions that meet the business needs…
    • …without exceeding time lines or costs and…
    • …increase efficiency and productivity.

    Many people manager (although not all) understand that people are more motivated when they are self organized and as such, take their commitments more seriously than if the commitments were made by others on their behalf (i.e. their manager).

    What is news to many of these managers is the impact an Agile transition will have on them – and their management style. I like to point out that to them that:

    • Teams and individuals are more productive when they are not interrupted;
    • Team performance improves greatly when people settle their own issues;
    • Changes in the composition of the team affect the team’s productivity.

    As such, people manager need to learn to:

    • Transfer the authority and the responsibility to the team members to allow them to do their job properly;
    • Avoid interference and micromanagement;
    • Promote collaboration and teamwork;
    • Support learning without systematically penalizing failures;
    • Establish a culture conducive to Agile projects;
    • Adapt their management style to the context of team.

    Overall, they must learn to change their management style from a command-and-control approach to a servant leadership style.

    Easier said than done – that’s where the Agile Organizational Coach steps in.

    • Share/Bookmark

    Clueless – 7 hints you’re probably not on the Agile track

    April 21st, 2010 Martin Proulx 1 comment

    Are you sure you want to be Agile?As an Agile coach and working for a consulting organization that specializes in Agile Software Development, I get to meet people who have decided to adopt or are thinking of adopting Agility within their organization.

    I have to say, most people understand what an Agile transition means for them and their organization and are willing to make the changes required to make their transition a success.

    And then, there are others who are most likely adopting Agile for the wrong reasons and as such, aren’t really interested or even aware of what it means for them.

    I’ve put together a short list of 7 (real life!) conversations that made me wonder if common sense had left the building. Feel free to share your conversations…

    Time estimates

    • Client: I don’t understand. Since we’ve adopted Agile, our developers consistently exceed the time estimates for their tasks.
    • Me: Interesting. Who provides the time estimates?
    • Client: The project manager…

    Change Management

    • Client: We are really serious about implementing Agile within our organization.
    • Me: Great! You realize Agile is not a silver bullet that will magically eliminate all your issues?
    • Client: Of course, we are fully aware. We would like to start with a new project that is scheduled to start shortly.
    • Me: Good. Following our earlier conversation, you realize you will have to make changes to the way your team is currently working and that might impact their productivity in the short term.
    • Client: We can’t impact the team’s productivity. The project budget, scope and time lines have already been defined and the project is already 2 months behind schedule…

    Trust

    • Client: We have identified a list of issues that we need help with. Here’s the list. Can you help us?
    • Me: Possibly. Let me look at your list. Who came up with the items on this list?
    • Client: Me and my direct reports.
    • Me: Has the team been involved in putting this list of issues together?
    • Client: Absolutely not. We asked them to put together a list of issues they were facing and most of the items were related to lack of trust, micro-management, and bad communication so we threw out their list and put this one together for them…

    Retrospection

    • Client: We are just about to begin a new iteration but our last iteration was a disaster. We missed our time lines, the product owner is upset at the development team and morale is very low.
    • Me: Have you done a retrospection at the end of your iteration?
    • Client: No. We need to start development on the new project immediately.
    • Me: Wouldn’t there we be value in evaluating what went wrong in order not the repeat the same mistakes?
    • Client: We don’t have time for that and quite honestly, we don’t want the team’s morale to get worst once they realize how bad the situation is…

    Management Support

    • Client: This Agile thing is great! I’m going to impress the management team with our success.
    • Me: How so?
    • Client: The development team asked me if they could use Agile for their next project and from what I read, Agile can help them improve their performance and reduce the time to market.
    • Me: Yes, if it’s done right you may get those benefits.
    • Client: Wonderful! After I gave them the go ahead to start immediately, I told them I now expected to project to be delivered in 9 months (instead of 18 months) and cut their budget by half…

    Collaboration

    • Client: Agile has done good things for our development team but we keep facing issues with project members that don’t report into our department.
    • Me: Who are those external contributors?
    • Client: The architects and the DBAs.
    • Me: Do you keep them informed of your project progress? Do they get involved in defining the stories? Do they estimate their work?
    • Client: Hell, no. We simply assign them the work they need to do and complain to their boss if they fall behind…

    Scrum Master

    • Client: I don’t understand why things aren’t working well.
    • Me: What is the issue?
    • Client: We took the Certified Scrum Master training you offer, we read a few books, and we’ve started implementing Scrum but nothing seems to be working.
    • Me: What do you mean?
    • Client: The only thing we didn’t do is take a natural leader to be the Scrum Master. Robert was available so we asked him to be the Scrum Master.
    • Me: Who is Robert?
    • Client: Robert has been with the company for 22 years. He’s one of the few Mainframe project managers who preferred not to learn the new web technologies and since he didn’t have any assignments, we thought he could do the job…

    Do you have any hints you would like to share?

    • Share/Bookmark

    How do you react to bad news? Assess your management skills

    April 14th, 2010 Martin Proulx 3 comments

    Picture by dsevilla Have a few minutes? Want to quickly assess your ability to react to bad news? Try this short exercise.

    Context

    Working for a large multi-national organization, you are the head of a 40 people software development team. Your team’s ability to deliver on their commitment continues to decrease despite implementing new measures to help boost productivity.

    During a recent lunch meeting, you were informed that things on the floor are really bad by one of your external partner. In an attempt to help you, the partner offers to present some key findings about your team – their processes, their tools, their skills, their environment, etc.

    In order to share the suggestions of your external partner with your team, you invite your direct reports (managers) to the presentation. It’s a sunny day outside and despite some technical glitches, the consultants begin the presentation by stating the objective of the meeting and inform you they intend to be very candid. After a few introductory slides, the real content of the presentation begins…

    Slide 6

    Lack of Team work

    • No ownership of the project by the team members
    • No shared commitment by the team members
    • Team members not working with a common goal in mind
    • Seperation of responsabilities leads to a silo work environment

    Consequences

    • Lack of efficiency
    • No sharing of knowledge
    • Team members have no common focus

    Slide 7

    Lack of Technical Skills

    • Testing (Unit, Functional, Acceptance) non existant
    • No knowledge of Object Oriented Programming
    • No knowledge of Web Development Skills
    • Sound engineering practices absent
    • No time for learning

    Consequences

    • High and increasing number of bugs
    • Quality is constantly low
    • Maintenance costs are increasing
    • Will have a negative impact on future projects

    Slide 8

    Difficult Work Environment

    • Micro management and interference by management
    • Lack of communications and transparency
    • Maintain a culture of fear and blame
    • Dictates the ways of working
    • No time for learning

    Consequences

    • Overall unpleasant work environment
    • Team members want to quit the project
    • Overall quality is suffering

    How would you react?

    Enter your answer below. I will publish the results shortly.

    • Share/Bookmark

    Why most managers need a leadership coach

    February 15th, 2010 Martin Proulx 3 comments

    If at any point while you read this post, you disagree with any of my statements, go ahead and click the “Leave a Comment” link. Express yourself!

    Image provided by Dunechaser

    While the original title of my post was “Why most software development managers need a leadership coach”, I changed it to “Why most managers need a leadership coach” because the situation I have witnessed in the software development industry is also present in many others specialized fields of expertise – at least that’s what many of the people I speak with confirm. Nonetheless, in order not to generalize my assumptions (yet!), I will share my assessment of the people management and leadership capabilities within the software development industry. Let’s begin…

    Are you familiar with such problems?

    These are only a handful of typical problems encountered by a manager and for most experienced managers, they may sound trivial. Considering that new leaders are not born with management abilities, how can we expect them to be successful in their role?

    People managers lack the basic skills

    Here’s why I believe most software development managers (and many others) need coaching to become successful in their role (and apparently, I am not the only one who believes this is a valid suggestion). My logic goes as follows:

    • Managers – including software development managers – are people;
    • There are 2 ways to become successful at something. Either you learn through education or you possess above average intuition and intelligence and can figure out how things need to be done;
    • Most software development managers have a technical training /education (examples can be seen here, here, here, and here);
    • In addition to their education background, most software development managers mostly played technical roles (software developers, business analysts, application architect, etc.) in their career prior to getting promoted to a management position;
    • Most people management positions are complex and require knowledge and experience outside of technology such as Business, Leadership, People Management, Organizational Development, or Psychology;
    • Very few people in people management positions have all the requirements (see previous bullet);
    • Without prior education and experience outside the software development sector, most managers are ill-equipped to successfully perform in their role.

    Coaching is a solution

    With an average salary1 of $85,000 to $125,000 depending on the number of years of experience and location, why wouldn’t an organization invest a few thousands of dollars to hire a coach in order to help develop the people management and leadership abilities? Despite the economic downturn, I still see organizations spend thousands of dollars on training or conferences. Although I don’t argue the value of such events, I doubt they support the development of people management and leadership abilities.

    It seems to me that we need to help those in management position succeed. Otherwise, the performance of the entire team will suffer.

    Not convinced?

    Others seem to agree with this new trend…

    1.- Sources:

    • Share/Bookmark

    Timmy's story: Is it better to be right or to be helpful?

    December 15th, 2009 Martin Proulx 1 comment
    Timmy's story

    Would you rather be right or be helpful?

    This is the story of Timmy, a highly talented university graduate. After spending 4 years completing a university degree in Computer Science at a well-recognized school and over a year working on internal projects within his firm, Timmy was sent off as a consultant to help an organization in need.

    Timmy quickly realized that he was more knowledgeable, more competent, more skilled, and harder working than most software developers on his new team. Whenever an issue would come up, Timmy knew the answer much before everyone else.

    After a few days, Timmy realized the sad state of affairs within his client’s software development organization and in trying to help his new colleagues, he started dispensing recommendations as if they were candies on Halloween night.

    Every time Timmy noticed something that wasn’t done properly or as per the theory he had mastered, he would immediately point it out. Every time a colleague would run into an issue, Timmy would quickly point out the source of the issue and the solution to fix it. Every time Timmy noticed a team-mate slack off, he would tell others on the team. Timmy knew he was right – pretty much all the time.

    Needless to say, Timmy was not well liked by his team mates. On the other hand, Timmy didn’t like his consulting mandate either and within a few days, Timmy asked his firm to pull him off the mandate.

    Despite Timmy’s capabilities and the obvious need of his new team, the conflicts between him and his colleagues grew quickly every day. After a few weeks Timmy had enough. He couldn’t understand why nobody saw that he was right, that he had the answer to all their questions, and that they wouldn’t have any problem if only they would listen to him.

    Feeling so frustrated by the situation, Timmy showed up at his firm’s office one morning asking for help. “Can someone tell me what is going on?” he cried out.

    A senior consultant who immediately saw the distress on Timmy’s face, gladly offered to help. He explained to Timmy that although he was a competent technical resource, Timmy failed to realize a few key elements of consulting:

    • Timmy hadn’t made sure to clarify the reason he was hired. Clarifying the expectations was necessary to avoid possible confusion around the role he was to play;
    • Nobody likes to feel they are inferior to others – especially not to consultants. If Timmy wanted his suggestions to be accepted, he would need to use a softer approach, some humility, and a lot of patience;
    • People do not accept suggestions – let alone recommendations – from others unless they have established their credibility;
    • Team mates are not likely to accept input unless they actually ask for it;
    • Timmy needs to ask himself if he believes it is better for him and for his client to be right.

    Do you know anyone who is like Timmy?

    • Share/Bookmark

    Would you have the courage to kill your "puppy"?

    December 1st, 2009 Martin Proulx No comments
    Cute puppy

    Few people have the courage to kill their "puppy"

    Before you call animal protection agencies, I need to warn you upfront that this blog post is not about taking the life of man’s best friend. This post is about making difficult decisions – very difficult decisions when it comes to ending your own initiatives. For the record, I love animals but I found the analogy so powerful that I decided to use it to support my perspective [thanks to André for the analogy].

    I wrote about an organization’s ability to create, select and grow new ideas in an earlier blog post. I already highlighted 2 very different methods of launching new initiatives and in this post, I want to write about a leader’s ability to kill an initiative before it reaches full potential. No sane person launches an initiative or a project with the objective of not being successful.

    Too many organizations lack the ability to innovate so when an organization has the amazing ability to generate new ideas, it is a wonderful thing. In such organizations, employees are motivated and the company makes sure it will continue to grow by bringing innovations to the market. Such organizations typically have a healthy pipeline of ideas that help them re-invent themselves. Some large organizations even have the goal to generate more than 30% of their revenues from products created in the last 24 months. That’s an aggressive but worthwhile strategy.

    The challenge I have seen is with smaller organizations where the initiator of the idea is also typically its leader. In such circumstances, the leader no longer has the ability to take a step back and see things as they are – not as he wants them to be. After investing money and personal energy and imagining such high potential, making the right decision about pursuing the project (or not) when the results aren’t there is nearly impossible. The emotional ties to the project are so strong, it requires a lot of courage to make the decision to kill the project.

    What do you do when the initiative doesn’t deliver on its expectation? Do you keep moving forward or do you put an end to the project? When do you know when enough is enough? How do you know you didn’t kill the idea too soon?

    Unfortunately, there are no easy answers to these questions except it depends… It is obvious that the decision to end an initiative is much easier to make when you are not emotionally associated with the initiative. Not having taken part of the initiative makes it easier to use clear-cut criteria and apply them. If the project didn’t generate the expected revenue or doesn’t meet which ever other criteria used to evaluate it, it is much easier to decide to cancel it – to make a rational decision instead of an emotional one.

    As with every thing in life, no one can ever be certain that the decision was the right one but I firmly believe that making no decision (or maintaining the status quo) is worst than making a decision. Isn’t insanity the behavior of repeating the same actions and expecting a different outcome?

    As for your initiatives, stop seeing them as puppies. Take a step back and if you must kill your project, see the experience as an opportunity to develop new skills that you will need further down the line. As Agile people keep saying “Inspect and Adapt” which is a clever way of saying “Learn from your mistakes, and move on”. Very few large success happened on the first attempt. See your failed initiatives as a pre requisite for your next success.

    I’ll tell you about some of my “puppies” in an upcoming post…

    • Share/Bookmark

    I didn't have time to do this

    November 20th, 2009 Martin Proulx No comments
    I don't have time to do this

    I didn't have time to do this

    “I didn’t have time to do this” is by far the lamest excuse I hear and we hear it all the time. Why is that?

    You know the scenario. Someone committed to delivering something to you by a certain date and once the time comes, you ask the individual to honor their commitment only to hear these words – “I didn’t have time…”.

    Although I could go into time management, this is not the point I want to make. Let’s call a spade, a spade and stop pretending that work doesn’t get done because people didn’t have time to do it. Think about it, when was the last time you heard someone tell you, “I have too much time”?

    Life is as such as we accept more work and activities than we have time for, so claiming we didn’t have time for something seems like an understatement. In reality, what really happens is:

    1. the individual didn’t want to do the work in the first place;
    2. the person is procrastinating;
    3. the person has difficulties in prioritizing their activities and cannot make a decision to determine which piece of work is more critical and should be completed first.

    As you can see, none of these options would be a popular answer, so people use the same lame excuse over and over again.

    Now that you know there is no such thing as having too much time, you may want to ask the person using the lack-of-time excuse to provide the real reason why the commitment has been broken. That should make for an interesting conversation.

    • Share/Bookmark

    FAQ: Communities in the context of business

    November 11th, 2009 Martin Proulx 1 comment

    Since my first post on this topic, a few people asked me why I thought communities were a new way to organize and what complexity there was in applying communities to a business setting (i.e. for-profit organizations). I have defined what is a community in a business context and some of the rules they follow. Below are some of the recurring questions and their associated answer.

    In a business context, what is a community?

    In a business context, communities are similar to functional departments with some fundamental distinctions. In traditional setting, members of a functional department or of a project team work together to achieve a goal. With some exceptions, team members share nothing but their common goal and a common boss. By comparison, in addition to sharing a common goal members within a community also share common values and culture and they operate within agreed upon self-defined norms. I provided a few examples here.

    Why are communities in the context of business different from other communities?

    Communities that come together to carry out a goal are common but communities that aim to generate revenue to autonomously support themselves are no frequent. In traditional for-profit organizations, shareholders through board members select the management team for the organization. The management team (President, CEO, COO, etc.) become accountable to the board for their performance and as such almost always use a top-down (command-and-control) approach.

    By contrast, communities rely on a bottom-up approach to decide their goals and those are seldom oriented toward profit.

    Aren’t communities completely disorganized and as such, couldn’t work in a business context?

    Communities could be disorganized but they wouldn’t be effective. Communities typically set up rules that will allow them to work efficiently. What may seem like disorganized entities within traditional organizations may actually bring better results.

    In certain situation, a larger community may ask sub-communities to run within certain guideline and as such, would cut disorganization.

    Why use communities as organizational structure?

    Because communities are living cells, they are components of a living organism and are able to adapt to their environment.

    A community can be born, live and die. A community arises when 2 people come together around a common goal, and decide to form a community.

    A community dies when less than 2 people deploy energy to sustain it.

    What rules govern a community?

    I already provided an answer in this post but typically, communities work by the rules defined by their members. Some rules are implicit while others are explicit and clearly adapted to the needs of the community. The community may decide to create a space for expression and revision of its rules.

    In his blog (English translation by google) Tremeur talked about the notion of rules and how they are relevant to the functioning of communities.

    How can someone join a community?

    Individuals can join a community by expressing their interest in the community, ensuring they are motivated by the goals the community has set, and by adhering to the rules of that community. Further information on this topic can be found in this post.

    Can a community expel a member?

    According to the rules under which it operates, the community may choose to expel one of its members. It is important to establish that the decision to evacuate a member is serious and can not be done without the approval of the majority (or unanimity) of group members.

    An individual is part of a community if he is active in this community. Being active in the community means to actively and positively contribute to achieving the goals set by the community by working with other members of this community. If an individual is not active in a community, it is not part of that community (even if his name appears in the list of members).

    How many communities can an individual belong to?

    People can belong to as many communities as they wish. Individuals alone are responsible for setting their limit.

    What is the largest number of members in a community?

    There is no set limit.

    If the number of members is jeopardizing the operational effectiveness of the community (9 members in a team would be a reasonable number), then it is likely that the community will divide itself into 2 communities, each pursuing different sub-objectives.

    What is the role of leader of the community?

    A leader is appointed only if the community decides to appoint one, and its role is defined by the community. Typically,

    • the leader ensures the respect of the common rules that the community has given itself;
    • the leader ensures that the community is visible and transparent;
    • the leader is the one who will link with other communities.

    Who chooses the leader of a community?

    Unlike traditional businesses where leaders (managers) are selected or appointed by their supervisor, the leader of a community is chosen democratically by the members of the community. Similar to the concept of holacracy, the leader emerges from the group because of its expertise and its commitment to advancing the community towards achieving the goals it has set.

    Are all communities are connected?

    Maybe, maybe not.

    The link between 2 communities may be at least 2 kinds:

    • members belonging to more than 1 community;
    • a need expressed by a community for the services provided by another.

    A community that needs support or resources from another community therefore becomes automatically linked to another community.

    Can a community exist independently?

    If it apart from other communities, the answer is “yes”: For example, communities of practice are primarily in service to their members, and this is enough.

    Is that all communities have financial goals?

    No. Basically, communities set their own goals.

    As a commercial enterprise, some communities have financial goals to make sure growth and sustainability of the organization.

    By contrast, other communities will be directly or indirectly serving communities with financial goals but will not themselves financial targets.

    Other communities are communities of interest and have no link with strict financial targets.

    • Share/Bookmark