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Formulating Problem-Solving Moves Throughout Your Day
  • May 1st, 2024
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Have you thought about how much problem-solving you typically do each day? If you don’t think very much, you may not be giving yourself enough credit.

Individuals typically solve numerous problems throughout the day for both personal and work. While many problems are solved consciously, you also engage in an unconscious problem-solving process throughout the day. These may involve automatic or instinctual responses to familiar situations as well as subconscious processing of information and experiences that influence decision-making. It could involve routine tasks, strategic decisions, and unexpected situations.

Problem-solving skills are essential because of their wide-ranging impact (and are listed as a required skill in many job descriptions). It fosters adaptability and resilience, enhances decision-making, enhances critical thinking and analytical skills, and drives innovation and creativity. So, learning from failures and adapting your approach based on feedback and new information is important.

There are several problem-solving techniques. Depending on the situation, some techniques will lend themselves and be more effective than other techniques. Some popular problem-solving techniques are brainstorming, PDCA (Plan-Do-Check-Act), and root cause analysis (RCA).

Different Problem-Solving Techniques

Social media concept

Brainstorming is a creative technique that involves generating many ideas. It encourages individuals to generate ideas without judgment, potentially leading to innovative solutions. To generate a diverse collection of ideas, it’s crucial to have a diverse group of individuals with varied backgrounds, perspectives, expertise, and roles. Other considerations:

  • Clearly articulate the problem you’re addressing and any specific goals or outcomes you hope to achieve,
  • Establish ground rules to ensure productive and respectful participation,
  • Capture and document ideas in real time using visual aids such as whiteboards or digital collaboration tools, and
  • Summarize the key ideas generated and identify the next steps for further exploring, evaluating, or implementing promising ideas.

For example, if the organization wants to revamp its social media strategy utilizing gen AI, it may benefit from having a brainstorming session. Afterward, it may use the PDCA (Plan-Do-Check-Act) technique to see how well the implemented strategy is going.

The PDCA (Plan-Do-Check-Act) is a continuous improvement cycle used to address problems or make improvements systematically and iteratively. It involves planning a solution, implementing it, checking the results, and acting on the findings to further refine or adjust the solution. PDCA’s popularity stems from its simplicity, flexibility, and effectiveness in driving continuous improvement.

Root cause analysis (RCA) is used to identify the underlying root cause of a problem. It involves identifying the root causes (versus addressing its symptoms) responsible for a problem and then addressing those causes to prevent the problem from recurring. Some components of an RCA are:

  • Identify the problem including its symptoms, observed effects, etc.,
  • Analyze the impact quantifying the cost, risks, and implications associated with the problem,
  • Identify the root cause including the primary and contributory root causes of the problem,
  • Propose corrective actions and measures to prevent recurrence of the problem, and
  • Remediate and monitor including timeliness, responsible parties, and performance metrics.

I like creating an RCA report after a system outage. It explains the 5 Ws—who, what, where, when, why—and how the outage occurred and to prevent it from happening again. It’s imperative to share the RCA report with your business partners.

Continuously Improving Your Problem-Solving Skills

Rick Warren quote about problem-solving

Reflect on your problem-solving skills and commit to continuous improvement. If you want to improve your problem-solving abilities start by clearly defining the problem and practicing critical thinking and analysis. Do you have any experiences, insights, and perspectives on problem-solving to share?

For more information on the importance of having strong problem-solving skills, follow me on LinkedIn!

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Myths In Sales

Myths In Sales
  • March 22nd, 2024
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Sales is an art rather than a science. Sure, there are trainings out there that may give newbies a leg up, but a lot of the learning is done by being mentored by experienced salespeople and observing salespeople in action.

Unfortunately, there are several bad examples out there of “gems of wisdom” that are anything but. I am discussing a few of them.

Schmoozing Your Way To Your Clients’ Hearts

There is certainly a stereotype of the salesperson as a master charmer. They know precisely what to say and how to say it to achieve their ultimate goal: sell.

I guess sales have been achieved purely because of such a charm offensive. Just not that many.

Behind the idea of the schmoozer is an assumption: Sales is the art of manipulating a client into entering into a business relationship. That supposes that most clients can be manipulated—if only you turn on the charms and deploy your “secret tactics.”

That is a terrible, very dangerous assumption.

In my decades of experience, clients are generally bright. They see right through attempts at manipulation and will hold manipulation against any salesperson foolish enough to attempt it.

I can tell you I have been on the other side of that fence, as we all have at some point in time, and made sure the manipulators would not get any of my budget. And I am not alone: I have also heard clients complain about salespeople who felt they were too “foxy.”

Some don’t go that far. They do not attempt to manipulate. But they want to become their clients’ best buddies, so they keep buying.

Obviously, people like to buy from people they like or at least don’t hate. But relying on friendship to carry the day is a sure way to miss quota. People buy to either solve a problem they have or gain a tangible advantage, neither of which has anything to do with friendship.

Find the right accounts, the clients where your products and services can make a positive difference. Then, treat clients with respect and work hard to ensure their success. They will like you for it, and you will achieve quota.

Leading The Conversation

A salesperson leads a conversation with a potential customer

​Other salespeople have a much more authoritarian approach. They want to be perceived as the definite reference for whatever they sell, and are ready to play hardball in the process.

They will explain (not always patiently) how the customer should think about their challenges. Of course, these explanations will always lead the clients to the inescapable conclusion that their offering is the best and that the client would be a fool not to purchase it.

Some will even try to shame you into a sale!

I saw this approach employed multiple times: follow-ups on LinkedIn stating, “Since I did not hear from you, it must mean you like to lose money” (no kidding!); a salesperson telling an important organization leader that she was wrong in front of her reports; another salesperson, visibly scripted, not giving a prospect a chance to engage in a meaningful conversation.

This results in a poor customer experience. Once again, it is about the salesperson being manipulative.

But in fact, it is even worse. Here, these salespeople are simply not listening at all.

Why is this worse? Because information is power, and your customer has information that can be worth gold to you. Yes, even if they provide you with details that disqualify them as potential customers.

By not having a conversation, these folks deprive themselves of valuable information. Instead, the best salespeople are excellent listeners. They try to understand what their clients are going through. They empathize first and then think about whether they can lend a helping hand.

They do not put together a dog-and-pony show. They can do demos and presentations, but they monitor their audience’s reactions and collect feedback to enhance their value to their clients. In other words, they keep the meetings conversational. By doing so, they build trust, the currency of choice for closing deals.

Closing Will Take Care Of Itself

Woman gives a sales presentation to potential clients

Keeping it conversational does not mean not putting sufficient effort into a deal. Sales are not easy, and momentum can be lost for a number of reasons. Without proper follow-up and a sense of urgency, one salesperson may miss quota.

It sounds like incentive plans should prevent this. And yet, I have seen this happen for many reasons, in the form of opportunities left in the funnel whose stakeholders were not contacted for months.

In some cases, that was because this was a big deal that was likely lost—and the salesperson did not want to confront that most uncomfortable realization. In others, it was a lack of stamina and drive.

Unfortunately, self-delusion and lack of determination will not help you meet your quota. There are enough external reasons why a deal may hit a snag and lose momentum; you don’t need to add self-inflicted injury to the list.

I tell the ones I manage this: We can fail, but we must try perfectly every time.

Lying Your Way To A Sale

Man makes a sales presentation at work

All of the examples above are sure ways to lose accounts and sales momentum. But I feel this one is in a league all of its own. So much so that it is frankly incredible that anyone—ANYONE—would feel this is acceptable at all.

That ought to be the worst stereotype in the world: the salesperson selling snake oil.

Yet, I saw this with my own eyes, like when a competitor told a prospect of mine that their tool was the only one that could achieve a certain software standard because of a feature unique to their tool.

Technically, their argument was built on sand: in fact, other tools lacking their unique feature were used to meet that standard.

This was also done in bad faith, not ignorance, quite a few times. The idea: if anyone pointed out this was not the case, the customer would chalk it off to that someone being defensive.

This is sometimes called planting a landmine. The problem is that it may maim those who planted it.

I called their bluff, listed a number of accounts that proved them wrong, and said I was really angry because they obviously gave our whole industry a bad rap.

We won that deal.

That is why lying is never a good way to win a sale. Chances are someone will call you out. It may happen immediately, with your client knowing better and showing you the door. They are smart, after all.

Even if they don’t detect it immediately, it is bound to bite back, one way or another. And when it does, it will be perceived as a breach of trust.

No trust, no deals. It is really that simple.

And you? What are your top sales myths? Leave them in a comment—they will certainly inspire me for future parts!

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Myths In Sales

Myths In Sales (Part I)
  • March 21st, 2024
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Sales is an art rather than a science. Sure, there are trainings out there that may give newbies a leg up, but a lot of the learning is done by being mentored by experienced salespeople and observing salespeople in action.

Unfortunately, there are several bad examples out there of “gems of wisdom” that are anything but. I am discussing a few of them.

Schmoozing Your Way To Your Clients’ Hearts

There is certainly a stereotype of the salesperson as a master charmer. They know precisely what to say and how to say it to achieve their ultimate goal: sell.

I guess sales have been achieved purely because of such a charm offensive. Just not that many.

Behind the idea of the schmoozer is an assumption: Sales is the art of manipulating a client into entering into a business relationship. That supposes that most clients can be manipulated—if only you turn on the charms and deploy your “secret tactics.”

That is a terrible, very dangerous assumption.

In my decades of experience, clients are generally bright. They see right through attempts at manipulation and will hold manipulation against any salesperson foolish enough to attempt it.

I can tell you I have been on the other side of that fence, as we all have at some point in time, and made sure the manipulators would not get any of my budget. And I am not alone: I have also heard clients complain about salespeople who felt they were too “foxy.”

Some don’t go that far. They do not attempt to manipulate. But they want to become their clients’ best buddies, so they keep buying.

Obviously, people like to buy from people they like or at least don’t hate. But relying on friendship to carry the day is a sure way to miss quota. People buy to either solve a problem they have or gain a tangible advantage, neither of which has anything to do with friendship.

Find the right accounts, the clients where your products and services can make a positive difference. Then, treat clients with respect and work hard to ensure their success. They will like you for it, and you will achieve quota.

Leading The Conversation

A salesperson leads a conversation with a potential customer

​Other salespeople have a much more authoritarian approach. They want to be perceived as the definite reference for whatever they sell, and are ready to play hardball in the process.

They will explain (not always patiently) how the customer should think about their challenges. Of course, these explanations will always lead the clients to the inescapable conclusion that their offering is the best and that the client would be a fool not to purchase it.

Some will even try to shame you into a sale!

I saw this approach employed multiple times: follow-ups on LinkedIn stating, “Since I did not hear from you, it must mean you like to lose money” (no kidding!); a salesperson telling an important organization leader that she was wrong in front of her reports; another salesperson, visibly scripted, not giving a prospect a chance to engage in a meaningful conversation.

This results in a poor customer experience. Once again, it is about the salesperson being manipulative.

But in fact, it is even worse. Here, these salespeople are simply not listening at all.

Why is this worse? Because information is power, and your customer has information that can be worth gold to you. Yes, even if they provide you with details that disqualify them as potential customers.

By not having a conversation, these folks deprive themselves of valuable information. Instead, the best salespeople are excellent listeners. They try to understand what their clients are going through. They empathize first and then think about whether they can lend a helping hand.

They do not put together a dog-and-pony show. They can do demos and presentations, but they monitor their audience’s reactions and collect feedback to enhance their value to their clients. In other words, they keep the meetings conversational. By doing so, they build trust, the currency of choice for closing deals.

Closing Will Take Care Of Itself

Woman gives a sales presentation to potential clients

Keeping it conversational does not mean not putting sufficient effort into a deal. Sales are not easy, and momentum can be lost for a number of reasons. Without proper follow-up and a sense of urgency, one salesperson may miss quota.

It sounds like incentive plans should prevent this. And yet, I have seen this happen for many reasons, in the form of opportunities left in the funnel whose stakeholders were not contacted for months.

In some cases, that was because this was a big deal that was likely lost—and the salesperson did not want to confront that most uncomfortable realization. In others, it was a lack of stamina and drive.

Unfortunately, self-delusion and lack of determination will not help you meet your quota. There are enough external reasons why a deal may hit a snag and lose momentum; you don’t need to add self-inflicted injury to the list.

I tell the ones I manage this: We can fail, but we must try perfectly every time.

Lying Your Way To A Sale

Man makes a sales presentation at work

All of the examples above are sure ways to lose accounts and sales momentum. But I feel this one is in a league all of its own. So much so that it is frankly incredible that anyone—ANYONE—would feel this is acceptable at all.

That ought to be the worst stereotype in the world: the salesperson selling snake oil.

Yet, I saw this with my own eyes, like when a competitor told a prospect of mine that their tool was the only one that could achieve a certain software standard because of a feature unique to their tool.

Technically, their argument was built on sand: in fact, other tools lacking their unique feature were used to meet that standard.

This was also done in bad faith, not ignorance, quite a few times. The idea: if anyone pointed out this was not the case, the customer would chalk it off to that someone being defensive.

This is sometimes called planting a landmine. The problem is that it may maim those who planted it.

I called their bluff, listed a number of accounts that proved them wrong, and said I was really angry because they obviously gave our whole industry a bad rap.

We won that deal.

That is why lying is never a good way to win a sale. Chances are someone will call you out. It may happen immediately, with your client knowing better and showing you the door. They are smart, after all.

Even if they don’t detect it immediately, it is bound to bite back, one way or another. And when it does, it will be perceived as a breach of trust.

No trust, no deals. It is really that simple.

And you? What are your top sales myths? Leave them in a comment—they will certainly inspire me for future parts!

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Importance Of Being A Trusted Business Partner

Importance Of Being A Trusted Business Partner
  • March 21st, 2024
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Importance Of Being A Trusted Business Partner

Did you recently get a big promotion or start a new job and now have a new circle of individuals you’re working with (whether you work in IT, finance, HR, or another department)? It’s important to do the job successfully and that includes being a trusted business partner. Within IT, how well does the IT technology plan support the business partners? For example, how much does the plan focus on the technology initiatives versus aligning with the goals and objectives of your strategic business partners?

Most organizations have limited resources so it’s key to use those resources efficiently and effectively. Not only do you want efficient resource utilization, but still be strategically aligned with the business goals. So actively work together fostering collaboration and creating a culture of collective problem-solving. When you do, some potential benefits of working together are:

  • Cost optimization,
  • Increased productivity,
  • Better adoption of changes,
  • Innovation and competitive edge,
  • Measurable value creation, and
  • Trust and credibility.

Not Working In A Silo

Working in a silo concept

​If you don’t invest enough time to build strong relationships, others could make assumptions on their own. Generally speaking, do departments including IT seem to operate more in silos? Or is there a perception that IT is seen as more technically focused over understanding the business’ broader goals? If this is the case, IT could be perceived as a cost center with limited involvement in strategic decisions.

If that is the case, these perceptions can be changed, and it’s not just for IT. Years ago, I took over Internal Audit at a bank. The group meticulously performed audits but wasn’t a “trusted business partner” who was sought out. I told my boss that I would know we had successfully changed our reputation when we started getting phone calls from the business requesting our assistance and participation in projects. We changed our processes, developed the staff, and turned around our reputation. We had established ourselves as a competent, collaborative, and trustworthy partner. As a result, there was mutual respect, and they knew that we had their best interests in mind to help them.

Regarding IT, it can go beyond being a support function to a strategic partner that is innovative and solves challenging problems with transformative solutions. A partner that fosters cross-functional collaboration focusing on the business and customer experience helping build a competitive advantage. Some initiatives affect both IT and the business such as cybersecurity, or when the organization wants to utilize artificial intelligence (AI) to automate repetitive tasks, enhance decision-making, or unlock new possibilities for data-driven insights.

Solutions Aligned To Business Problems

Problem and solution concept

Take the time to understand the business goals and processes. Then make sure the IT initiatives align with those business goals. Since business needs are continually changing and evolving, communication is key. Seek feedback from your partners and have regular check-ins so that you can adjust, as necessary. If there are any challenges or conflicts, address them right away.

When completing projects, show tangible benefits such as key performance indicators (KPI) for business objectives or measuring the return on investment (ROI) for IT projects. Once the change has been implemented, discuss what went well and what could be improved next time. Also, encourage continuous improvement and monitor to ensure you’re getting the anticipated benefits or other additional improvements.

When you implement these types of practices, you will be better connected with the business and aligned with its goals. This will enhance your relationship to become a trusted business partner driving organizational success.

For more information about the importance of being a trusted business partner, follow me on LinkedIn!

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5 Critical Lessons From Pharmaceutical Marketing In Dermatology That Every Beauty Brand Should Consider

5 Critical Lessons From Pharmaceutical Marketing In Dermatology That Every Beauty Brand Should Consider
  • March 20th, 2024
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5 Critical Lessons From Pharmaceutical Marketing In Dermatology That Every Beauty Brand Should Consider

Since the 1920s, nearly every fashion house has expanded into beauty at some point as a relatively low-effort additional revenue stream. While most designers are able to maintain their grip on fragrances, many struggle to keep a cosmetics line afloat.

Recently, I found myself thinking about a famous brand that went through a long saga of trying to break into the beauty and skincare space multiple times.

Upon reflecting on a few things the brand did such as targeting formulas and products to the wrong customer base, not addressing the beauty needs of a diverse audience base and instead sticking to a single-color tone palette leaving much to be desired for customers of darker skin tones, the lack of targeted and personalized campaigns to its audience base (mass campaign using celebrities versus forming any connection to the audience and how it addresses their beauty needs), not prioritizing their customer experience and rather being driven by transaction, emphasizing quick product line extensions versus quality going from 18 to 130 products when trying to break into an industry without previous experience, just to name a few, I wanted to write about a few lessons from the dermatology marketing world that are applicable to the beauty and personal care products space.

1. Credibility Matters

In pharma, the lesson is that credibility matters. Trust is built on the foundation of scientific credibility so, similarly, the beauty and skincare industry can benefit from emphasizing the scientific backing (where applicable) of their products. In an age where consumers are empowered and with a plethora of options available, highlighting any research, clinical studies, or trial results and leveraging the use of dermatologist-recommended/safe yet efficacious ingredients can instill confidence in consumers.

2. Transparency Builds Trust

Pharmaceutical marketing prioritizes transparency in communicating the potential benefits and risks of medications. In the beauty and skincare realm, being transparent about ingredients, sourcing, testing, and manufacturing processes fosters trust with consumers who are now more than ever increasingly conscious about what they apply to their skin. Honest communication builds brand loyalty and cultivates a positive brand image.

3. Personalization and Targeted Campaigns

Pharmaceutical companies excel in tailoring their marketing messages to specific target audiences based on deep-rooted insights including but not limited to demographics, psychographics, and other factors outside of just the health condition and disease state and within those categories hyper-target by subcategories.

By understanding the diverse needs of different skin types, ages, and concerns, brands can create targeted campaigns and product formulations that resonate with specific consumer segments. In addition to personalization in targeting, it is important to take into account diverse consumer profiles in any brand marketing campaigns and assets.

4. Educate and Empower Consumers

Pharmaceutical marketing often involves educating consumers about health conditions and treatment options. Similarly, the beauty and skincare industry can empower consumers by providing educational content on skincare routines, ingredient benefits, and the science behind product formulations. Informed consumers are more likely to make confident purchasing decisions and become brand advocates.

5. Emphasize Long-Term Results

Pharmaceutical marketing tends to emphasize the long-term benefits of treatments knowing there isn’t always a quick fix. Likewise, for the beauty and skincare industry, focusing on long-term skin health and sustained results can set a brand apart.

Keeping the emphasis and encouraging consumers to view skincare as a holistic and ongoing practice, part of their wellness practice as a whole rather than a quick fix, will contribute to the overall well-being of the consumer and thus as a byproduct build brand loyalty.

6. Compliance Is a Non-Negotiable

Don’t let the need for speed to market or having cornered a market lead to a drop in quality and safety. Pharmaceutical marketing is subject to rigorous regulatory standards from product to every brand marketing campaign. Similarly, the beauty and skincare industry should prioritize compliance with regulatory guidelines to guarantee the safety and efficacy of their products and create transparency around them. Adhering to these standards will not only build trust with consumers but also protect the brand from legal implications.

In conclusion, by embracing transparency, science-backed claims, and personalized approaches, beauty brands can elevate their marketing strategies and redefine industry standards. As these two industries converge on these principles, the future of beauty and skincare marketing looks like a promising landscape, one where authenticity and efficacy reign supreme to cut through the noise in a crowded market.

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4 Ways AI Is Impacting eDiscovery & Review In 2024 & Beyond

4 Ways AI Is Impacting eDiscovery & Review In 2024 & Beyond
  • March 20th, 2024
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4 Ways AI Is Impacting eDiscovery & Review In 2024 & Beyond

So many things changed in 2001. Certainly, there were major political and security changes that came because of the terrorist attack on 9/11. Profound and long-lasting changes.

So, too, there were massive changes in how we conducted discovery in litigation and investigations. Specifically, discovery started to have an “e” in front of it.

Adding the “e” to Discovery 

I remember my first eDiscovery project in 2001 where discussions were held over how to collect electronic information from a computer and whether and how we should print that information to make it ‘usable.’

Slowly, everyone in litigation started to grapple with the “e” but were doing so inconsistently from law firm to law firm. Finally, in December 2006, the federal rules were amended to make their first attempt at grappling with the “e” by defining and standardizing various processes. What was readily accessible? What was proportional? How far back would you have to look and how broad would the searches be?

We had asked similar questions before but more as it related to file cabinets and filing rooms in storage facilities. Now we were grappling with backup tapes and servers and floppy disks.

The Introduction of Machine Learning 

I have long said that you deal with technology problems by using technology. When the volume of data became humanly unmanageable, we started to see the litigation world go through new changes as it relates to the use of technology. Machine learning was introduced on various review platforms. Humans made decisions that computers would then enhance and find similar documents.

The acceptance of such machine learning has not been universal. In the age of ever-changing technology, the legal landscape never seems to keep up with the business realities. Mobile devices, remote work, and all its implications are dealt with daily in the business world and in litigation. However, lawyers both by training and experience do not always have the knowledge base or the skill sets to answer the questions that inevitably arise. We need to close that knowledge gap.

AI Is Taking Over 

​Now, in 2024 we start to grapple not with the “e” in discovery but with artificial intelligence (AI) and its impact on the eDiscovery process. We will look at four areas that will inevitably be impacted by the use of AI and other machine-learning tools. First, we will look at the impact on the collection of data. Next, we will look at the impact on searching that data, particularly as it relates to protected content. Third, we will look at the growing impact on the review process. And finally, the impact of AI on the analysis of the data that we need for deposition or trial (i.e., the use of the data).

Collecting Data

No longer can you collect everything. There’s just too much. Data may be cheap to store, but it’s not cheap to collect, search, and review. We need to find a better way so the cost doesn’t overwhelm the value of the case.

Also, the sources of data are increasing in number. Beyond shared drives and hard drives. We now have multiple social media platforms and websites (mostly containing video instead of just text data.) This makes the use of AI critical to collect only the needed data. And to improve the process from one litigation to the next. AI can collect, preserve, and prepare the data for searching.

Searching 

AI has an incredible searching capability. Not just using antiquated keywords which have been used for more than a decade, but nuanced searching particularly for protected content. Things like attorney-client privilege, work product, or, in regulated industries, additional privileges related to banking and suspicious activity reports. Or, in the healthcare industry, anything related to protected health information, personal identifying information, HIPAA, or any of a number of other privileges that might apply to your particular industry.

We are fast approaching the ability to type or speak out a search using AI that searches, in mere seconds, across the universe of data types that you’ve collected. Then, changing or editing that search and re-doing it equally as fast. Each time, you get a better sense of the data available rather than searching for keywords or having attorneys review each set to see what’s in the data.

Review Is Changing 

When I started as a baby lawyer looking at documents, we had pieces of paper and we had a file room where that paper was stored. We had individuals looking at each page wondering what we might discover as we went through someone’s file. Gradually, we started to use the computer for tagging and consistency between different productions in different locales.

The industry finally moved on to machine learning where individual attorneys could make decisions that the computer would then try to replicate and enhance rationally to include similar documents. (Not unlike how streaming services try to find you movies similar to the ones that you have liked or watched before.)

The growth of AI in the review space is not over. Instead of just assisting the lawyer on that first-level review to find responsive, confidential, or privileged materials, I see AI quickly making that step disappear completely.

Instead, a higher-level, experienced review attorney who specializes in quality control review or in that specific industry will focus on training the AI and then sifting through what the technology has identified as responsive, confidential, or privileged. That quality step is necessary but it will also likely be limited as AI becomes more sophisticated and nuanced and lawyers become more comfortable with its outputs.

Analysis

​This would include documents you are producing for the other side as well as documents you are receiving from the other side.

AI can go through an enormous amount of information in a short amount of time. It can categorize it and put documents into subject matter buckets considerably faster than a human can. It can also spit out its analysis of what it has categorized.

AI no doubt will be increasingly used for this step possibly removing the need for the young associate at the outside counsel and, much like in the review world where only quality reviewers are remaining, only those dealing with the actual litigation will need to look at those documents.

Embrace It

Technology has impacted the legal field for at least the last 20 years. The speed of its impact is only going to increase. Both in terms of jobs available and the in-depth analysis that is available now, that would have taken a human many, many hours to absorb and understand.

I am of the persuasion that we should not fight technology advances. While the ATM did cause a shift in the banking employment industry, I much prefer going to an ATM to get cash than standing in line in front of a teller. Restaurants, too, were impacted by the pandemic and the push towards drive-thru and delivery versus customers dining inside. They had to adjust their business model. So, too, will lawyers.

We need to embrace it, we need to understand it, and we need to learn to use it rather than creating roadblocks to try to preserve what has gone before.

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Unleashing Individuality: Empowering People Through AI

Unleashing Individuality: Empowering People Through AI
  • March 7th, 2024
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Unleashing Individuality: Empowering People Through AI

The latest AI advancements enable easier expression of individuality by harnessing our unique knowledge and experiences. With AI, harnessing our distinct knowledge and experiences becomes easier. These advancements empower us to amplify our uniqueness, fostering a world where each person’s distinctiveness is celebrated and utilized to its fullest potential.

AI Will Open Up A New Computer-Human Interface

How we interact with computers has changed over time. We went from punchcards to command line interfaces to graphical user interfaces. Each iteration has expanded the accessibility of computers to a broader audience.

The first commercial computer, UNIVAC I, was purchased to help with the US Census data in the 1950s. It weighed over 7 tons and needed an army of people to operate using punchcards. By the 80s, kids at home played Oregon Trail on IBM PC at home via command line interfaces on MS-DOS. Now, people interact with computers in their pockets graphically with their fingers as they walk.

A New Interface? Isn’t AI/LLM Just A Better Chatbot?

The latest advancement in AI, known as LLM (large language model), unlocks two key superpowers: programming via natural language and learning from user preference for more personalized experiences (Yingqiang Ge, et al, 2023). These two key superpowers will enable more people to program computers using everyday language and tailor their interactions to suit their preferences. These breakthroughs will empower users to shape computer behavior according to their unique desires, making technology more accessible and personalized for all.

What Does “Personalized Experience” Mean To Me In Plain English?

Personalized experience means tailoring things to suit my unique preferences and interests. I love traveling. I am all about discovering unique and a little obscure experiences over taking Instagram-perfect pictures. I follow Mitra (@travelbymitra) because she’s a wealth of knowledge when it comes to off-the-beaten-path destinations like Galleria Sciarra, tucked away near the Trevi Fountain.

Let’s imagine Mitra has her own AI travel agent packed with all that insider info. With AI, she could create a personalized itinerary just for me. I’d simply tell my own AI agent to team up with hers, and voila—a customized travel plan tailored to my tastes. Plus, thanks to AI’s adaptability, we could tweak the itinerary on the fly, adjusting for things like traffic or those last-minute restaurant finds on day two of the trip. It’s like having a travel buddy who knows exactly what I like, helping me make the most of every adventure.

Unleashing The Uniqueness Of People

In the previous evolution of human-computer interfaces, we standardized and trained people to interact with computers in specific ways: cntr+alt+del to restart, click this button to send an email, pinch-and-zoom to enlarge a picture, etc. These actions became routine because software developers determined them to offer the best user experience, and users were trained to follow suit. Essentially, we fit users into predetermined steps in order to interact with the computers.

Exciting new possibilities emerge with the latest AI advancements. Individuals now have novel avenues to train computers to behave according to their preferences, embracing the unique characteristics of each person. This shift opens the door to a future where technology enriches the lives of individuals in meaningful ways, and I’m eager to see what lies ahead.

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Navigating The 2024 Maze: A Guide For Small & Mid-Size Growth Companies

Navigating The 2024 Maze: A Guide For Small & Mid-Size Growth Companies
  • February 29th, 2024
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The past 18 months have painted a picture of economic ambiguity, with predictions ranging from smooth landings to potential recessions. Geopolitical tensions add further complexity, making future outcomes elusive. While perfect foresight remains out of reach, proactive risk management can equip mid-size growth companies to navigate these uncertainties and achieve resilient growth.

Challenges And Opportunities In A Tightening Credit Landscape

Banker shakes hands with a client

Regional banks, traditionally a financing mainstay for mid-size companies, are facing constraints, leading to tighter credit and higher borrowing costs. This necessitates exploring alternative financing solutions like private credit, even though they may differ from traditional bank loans in terms of structure and cost. Equity financing, while dilutive, might become a last resort. Asset-backed lending offers possibilities for asset-intensive companies, but collateral risks require careful consideration.

Top-Line Growth In A High-Interest World

Interest rate increases, high interest rate concept

As interest rates rise, companies must prioritize debt reduction and focus on value creation for both customers and shareholders. A comprehensive understanding of the value chain within each business unit is crucial, enabling informed capital allocation and ROI maximization. Operational efficiencies alone won’t suffice. A C-suite equipped to understand and leverage the “value equation” is essential for driving growth through strategic investments, sales, and capital deployment.

Supply Chain Resilience In A Geopolitically Charged World

Woman in warehouse thinks about supply chain management

The current geopolitical climate poses challenges, but proactive mitigation strategies can lessen their impact. While predicting specific outcomes remains impossible, companies can identify and address supply chain vulnerabilities through comprehensive assessments and diversification strategies. This includes diversifying sourcing locations, suppliers, and production facilities. Additionally, contingency planning, buffer stocks, and contractual flexibility offer further safeguards in this complex global landscape.

Technology Innovation In A Capital-Constrained Environment

IT operations, information technology concept

​Justifying IT investments in a cost-sensitive environment demands clear demonstrations of cost savings and business value. For mid-size companies, this challenge becomes even more crucial. Trade-offs between IT security, infrastructure upgrades, and other needs are likely to arise. Identifying and prioritizing critical IT needs that directly support growth is essential. Continuous tracking and communication of the value delivered by IT investments are key to securing future funding.

Building A Thriving Culture In A Hybrid Workforce

Woman working remotely for a hybrid company attends a virtual meeting

The post-pandemic era has redefined the traditional office environment, presenting challenges for company culture and talent acquisition/retention. Creating or maintaining a strong culture while embracing hybrid work arrangements is paramount. Aligning values and fostering engagement when staff are physically dispersed requires open communication and hard conversations about roles, compensation, and expectations. While small and mid-size companies can operate remotely, sustained growth often necessitates fostering a strong in-person element as well.

Adapting To A New Interest Rate Regime

Financial, accounting, stock market, graphs, interest rates concept

As the U.S. economy recalibrates to a 3.5% to 4% interest rate environment, mid-size growth companies reliant on regional bank financing must adapt. Exploring alternative financing solutions, stabilizing supply chains, building a strong culture, retaining talent, and driving innovation are crucial for navigating this new reality and achieving sustainable growth.

Below are examples of consulting interventions to address these challenges:

  • Scenario Planning: Facilitate scenario planning exercises to help clients anticipate and prepare for diverse economic outcomes.
  • Financial Modeling: Develop robust financial models that account for varying interest rate environments and financing constraints.
  • Operational Efficiency Assessments: Identify and implement operational improvements to enhance cash flow and reduce reliance on external financing.
  • Supply Chain Mapping & Risk Management: Conduct comprehensive supply chain assessments and develop mitigation strategies for potential disruptions.
  • Talent Acquisition & Retention Strategies: Design and implement talent acquisition and retention programs tailored to the hybrid work environment.
  • IT Investment Optimization: Guide clients in prioritizing and justifying IT investments that deliver demonstrable value and support growth objectives.
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5 Traits Of People Who Are Respected At Work (And Get The Most Career Opportunities)

5 Traits Of People Who Are Respected At Work (And Get The Most Career Opportunities)
  • February 27th, 2024
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5 Traits Of People Who Are Respected At Work (And Get The Most Career Opportunities)

I had a sad career coaching call with an extremely successful woman recently. When she told me her career story, which I have all my clients do, her story was riddled with a highway of situations where she was taken advantage of, where she wasn’t given the respect that she deserved.

As a career coach, I have each person tell me their career story because I can always tell, based on the story, where your sticking points and roadblocks are. And for this woman, it clearly was getting herself into situations where they wouldn’t respect her. She was almost in tears while telling me this, but she was still so professional, and then she said, “What is it going to take, JT? What is it going to take for me to get into one of these environments and not be taken advantage of?“

I didn’t want to give her a pat answer, so I said I was going to sleep on it and then come back and tell her the traits I see in people who are respected at work and, therefore, get the best career opportunities. I want to share those five traits with you because I think it’s important that everyone hear them.

1. They See Themselves As A Business-Of-One.

The first trait I see in people who are respected at work is they always see themselves as a business-of-one. They don’t work for a company. They work with them. They partner with them. Therefore, right out of the gate, there’s mutual respect. Then, if they start disrespecting you, you can have a conversation and tell them that they’re either going to get this right or you’re going to go find a new partner because you’re not going to be treated that way. You’re not going to allow yourself to be treated that way. It’s about setting boundaries and addressing the disrespect before it gets out of hand. Respected employees are able to communicate these boundaries without being harsh.

2. They Aren’t Complainers; They’re Curious.

Professionals listen to a friend talk to help him through a career challenge

The second trait is they aren’t complainers; they’re curious. Nobody likes to work with complainers. The people who are respected at work don’t walk in and dump a problem on a manager’s desk. Instead, when they see a problem, they meet with people and they get curious. They ask questions. They try to understand. In fact, one of their favorite phrases to use is “help me understand.” They ask clarifying questions to get to the source of the problem so that hopefully the people they’re talking to can realize the problem, but if not, it gives them permission to then point it out and have a conversation.

3. They Ask Questions Instead Of Bossing People Around.

Woman asks her boss for a raise

The third trait is they get really good at “ask, don’t tell.” They don’t boss everyone around. They don’t tell everyone what to do. They know how to ask questions so that things become other people’s ideas and they get permission to then share their points of view, their ideas, and their perspectives. It’s how they get buy-in. It’s how they get consensus. And, again, it’s how they gain and keep people’s respect.

4. They Talk About Their Results, Not Their Character.

CMO talks to his marketing team during a meeting

The fourth trait is they talk about their results. They don’t talk about their character. You know that you have to be your biggest self-advocate in the workplace, and you’re hired to save or make money. You’re hired to solve problems and alleviate pain, so when you’re talking about the results that you were able to get, when you’re talking about what’s actually valued, not that you were a great team player, etc., you’ll stand out and be respected for the value that you create on the job. You’re going to have to find strategic ways to talk about your results without bragging or sounding like a narcissist to make sure that people understand the quantifiable impact that you’ve had on the company, and the people who are respected at work do this well.

5. They Never Initially Disagree With Someone.

Coworkers talk to each other in the office

Lastly, the people who are respected at work never initially disagree with someone. This might be a hot take, but whenever they clearly disagree with someone, they don’t say “I disagree.” That’s not how they lead the conversation. What they do instead is they find a commonality with the person, something they can agree on, and then they talk about that. These people know how to disarm somebody by talking about what they agree upon first before they discuss where they have differences or disagreements.

I’m sure there are more traits you could add to this list, but when I really looked at the people who are the most respected at work, who are incredibly successful and seem to get all the opportunities they want, they’re doing these five things consistently in their careers. They have these five traits. And it’s having an incredible impact on their brand.

If you’re struggling with getting respect at work, I can help. Sign up for a Work It DAILY membership today (FREE for 7 days!).

Good luck, and go get ’em!

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Optimizing Remote Workshops For Enhanced Collaboration
  • February 10th, 2024
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In the wake of the pandemic, businesses worldwide rapidly adopted tools such as video conferencing technology to facilitate remote collaboration within distributed teams. Despite the move towards this technology, large workshops that were traditionally dependent on physical spaces have continued to remain in-person events for many organizations.

And I get it—meeting in person can help foster camaraderie and sidebar conversations. Employees can tune out from the constant Slack and email notifications, focusing on the task at hand. But in my experience, in-person working sessions also bring on massive inefficiencies. Many colleagues are forced to dust off their suits and travel from various locations, disrupting their routines and sleeping habits. Despite efforts to gather everyone in person, inevitably there are individuals who either live in distant markets or couldn’t attend in person and must virtually dial in, leading to a fragmented experience. Whiteboarding is done on large Post-it notes, requiring someone to take pictures and manually transcribe information for digital sharing. Employees end up spending long days in conference rooms, feeling drained, and often feel obliged to attend happy hours.

Companies aiming to sustain or even improve creativity, culture, and engagement need to invest in alternatives that meet the flexibility of the current business environment.

According to a Gallup poll, 51% of employees report disengagement from their work. The difficulty lies in maintaining a robust company culture when most interactions occur through screens (source).

Benefits Of Virtual Workshops

Woman works from home during the summer

While many argue that in-person workshops are more personal and interactive than remote meetings, new and innovative technologies are bringing benefits to distributed brainstorming:

  • Productivity: Parallel team ideation leads to significant time savings, shorter time to produce artifacts with templatized digital materials, and accelerated decision-making with digital features such as voting and timers.
  • Cost Savings: Digital meet-ups are far more cost-effective than teams traveling to a centralized location, workspaces are quicker to set up, and they require less logistical coordination than in-person sessions.
  • Greater Inclusivity: Virtual sessions guard against groupthink, creating an equitable environment where no single individual or group dominates ideas.
  • Streamline Documentation & Scale: Teams can easily share workshop documents, create standardized company-wide templates, and integrate with existing external digital tools/workflows. Digital whiteboards maintain “the whole story” of the session as well as reduce the need for duplicative notes.

Use Cases

Woman attends a remote workshop

As a management consultant, I often act as the facilitator, incorporating virtual workshops in various scenarios across clients. Here are some ways I have leveraged remote workshops to enhance collaboration:

  • Process Mapping: Partnered with teams to develop a new marketing process by grouping various stakeholder groups and mapping the current state customer journey from start to finish. Understanding the customer journey helped the team come up with innovative ideas for the future state.
  • Gap Assessment: Created a structured, collaborative discovery framework to help a company determine gaps across people, processes, and technology in their current operations. Recommendations to remediate current challenges were voted on and prioritized, which created the design of future projects.
  • OKR Coaching: Utilized a virtual whiteboard to organize ideas for OKR development. The team identified strategic themes and prioritized the most critical areas of focus. We created an actionable plan with defined objectives and key results.
  • Retrospectives: Leveraged the agile retrospective framework “Rose, Bud, Thorn” to recap and reflect on a program that required cross-functional collaboration between teams. Walking away, the teams felt they had fostered a culture of continuous improvement and ultimately improved morale.

Additional popular use cases include prototyping, “Design Think,” team stand-ups, strategic planning, project charters, and more.

Best Practices

Man on laptop attends a remote workshop

To ensure successful virtual brainstorming sessions, consider the following best practices:

  • Choose the Right Tool: Select a collaboration tool that is quick to learn, requires minimal setup, and aligns with any company security requirements (i.e., industry regulations, privacy, GDPR, etc). My favorite tool is Mural, given its optimized user interface, flexible permissioning, and timer features.
  • Define the Scope: Clearly define objectives, problem statements, and establish guidelines for communicating through the session.
  • Design: There is no need to recreate the wheel; take advantage of templatized frameworks. Think about how you want to organize and prioritize ideas as a group.
  • Choose a Facilitator: Designate a facilitator to ensure a productive and respectful environment.

In conclusion, embracing virtual workshop tools can transform remote working challenges into opportunities for enhanced collaboration, creativity, and engagement within distributed teams.

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Why You Get Rejected From Jobs Youre 100% Qualified For
  • February 6th, 2024
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You found a job opening you were a great fit for. You crafted your resume, wrote a polished cover letter, and submitted your job application with high hopes. After a few days or weeks, you get the rejection email, or you get ghosted by the employer, never hearing back about the status of your application. You were 100% qualified for the job. So, why did you get rejected?

The Bushel-Of-Apples Effect

You’re not getting interviews for jobs that you’re 100% qualified for because of the bushel-of-apples effect that happens when you apply online.

Think about it this way: You go into a store and decide to buy one apple. That’s all you’ve got the appetite for and that’s all you can afford. You walk over to the produce section and see a big bushel of apples. They all look good; they’re all roughly the same size and same color. But you’re only going to pick one. So, what do you do? If you’re really hungry, you might decide to pick a slightly bigger apple. Or if you like a certain color, you pick that one and discriminate against all the other apples that are completely okay and worthy of being picked, but you can only pick one.

That’s what employers have to do right now. And because of applicant tracking systems (ATS), they get thousands of applicants—not 10, not 15, thousands. This is why you are getting rejected over and over again. It’s not that you’re not qualified for the job; it’s the bushel-of-apples effect. You need to understand that the way to get selected is to not be in a pile; you need to go around the system. You need to be able to connect directly so that your message can get to a hiring manager and they can pull you from the pile.

This is what most job seekers do not understand today. That easy apply button and those online applications actually made job search harder because they make it possible for anyone to apply. You’re going to have to put in the extra effort to find a good job, which means you’re going to need to be pickier about who you apply to. Once you learn how to conduct a proactive job search (job shopping instead of job hunting), you can be way more intentional. You can pick who you want to work for and you can go after it differently so that you can get picked from the pile.

You’re not alone, my friend. That bushel-of-apples effect is just killing your chances on those applicant tracking systems and it’s going to require something different in order to get better results.

If you want to learn how to conduct a proactive job search, sign up for a Work It DAILY membership today. Getting the job search help you need has never been easier.

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3 Steps To Help You Master The Art Of Delegation

3 Steps To Help You Master The Art Of Delegation
  • February 2nd, 2024
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One of the great opportunities of leadership is the delegation of tasks to others, which not only frees up your time to be more strategic but also develops those employees to whom you’ve delegated. Although it is a great opportunity for leaders, it is also a great challenge.

Delegating means letting go of a fair amount of, if not all of, the control associated with the way tasks are completed. I find this to be a struggle for many leaders, myself included. As the owner of my business, I find that letting go of tasks and delegating to others can be quite a challenge at times. What if they don’t do it right? What if they don’t get it done on time? What if they upset the clients?

These “what-ifs” can go on forever! I’ve tortured myself through many of them and I’ve seen many of my clients do the same.

What I’ve learned, both personally and through working with others in this area, are some key steps to take to ease concerns about delegating to others.

1. Have Confidence In The People You Hire

Manager delegates tasks to his coworkers

First, you want to have a high degree of confidence in the people you delegate to; therefore, be diligent in your selection of those you hire to work for you.

Oftentimes, leaders are in a hurry to get a position filled so do not take enough time to be sure they are making the best selection. Without confidence that you have the best people on your team, delegating can be difficult. Yet when you know you’ve got the right people in place, it is much easier to delegate with assurance.

2. Schedule Check-Ins

Manager talks about delegation in a team meeting

Second, you will probably need a fair amount of updates and status checks on how your team is doing with the tasks. You may need more updates and status checks early in the relationship.

Once you get to know the individuals and their work ethic, and your relationship develops, the amount of check-ins decreases because the expectations are well-understood, and your confidence in their ability to meet your expectations increases.

3. Keep A Positive Mindset

Leader delegates some responsibilities to his colleagues

Lastly, you want to change any “what-ifs” from negative to positive. So instead of thinking, “What if they don’t do it right?” try, “What if they do it better than I ever could?” or “What if this works out better than I thought?”

That mindset shift will help you expect the best instead of expecting things to go wrong. Does this mean things never go wrong? Of course not. But it certainly sets up an environment that is more expectant of success than if you continue to think of all the possible ways things could go wrong.

Although this is not always easy for leaders, letting go of control and delegating is necessary and highly beneficial for all. It not only enables you, the leader, to focus on more strategic items, but it also motivates your workforce to take on more responsibility and fosters more employee development.

This month’s development tip: Have you mastered the art of delegation? If so, congratulations! We’d love to hear some of your success tactics. If not, follow the suggested steps in this article; with each step, you should begin to get more comfortable with letting go.

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This article was originally published at an earlier date.

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