“Furnishing Higher Profits – Business Intelligence: How Analyzing ERP Data Helped a Retailer to Get More Value from Suppliers” by Kim S. Nash (CIO.com, 28 October 2009). Today seems like a great day for KISS so let’s just get to the bottom line.

BI (business intelligence) is great but even the less enabled don’t need such a heavy duty investment to benefit from the takeaways of this article. Keep in mind:

— There is more to cost than the number on the price tag.
— You get what you pay for.
— When you’re the seller (and not the buyer) be sure to communicate the holistic value you provide for the fee you charge.

Done! Enjoy!! Pass it on…

“Dynamic Duos” by Stephanie Overby (CIO Magazine, 15 October 2009). Further proof that the myth of the individual as victor is just that, a myth. Regardless of how many successes (and failures) are painted, in nearly 100% of the cases there is actually a team behind the individual being attributed with the accomplishment. For example, believe it or not, Tiger Woods has a caddy and he has a coach. Yes, he is obviously very talented but he can not do what he does on his 0wn.

Here are a couple choice pull quotes:

“Isolation is quite literally unhealthy—as bad for you as smoking or lack of exercise,” explains Rodd Wagner who, with fellow Gallup executive Gale Muller, coauthored the book Power of 2: How to Make the Most of Your Partnerships at Work and in Life. “The more we collaborate, the more we accomplish.”

“We have a culture that emphasizes being the all-around hero, even though research is quite clear that each of us is a mixture of strengths and weaknesses. It’s a real blind spot in business strategy,” says Wagner. To forge good partnerships, “you have to recognize both that you need help and that you are also the help someone else needs.”

The irony is, while many individuals become self-absorbed in their quest (and in turn come up short), the smart money pulls up a bus and focuses on getting the right people on board. Believe that myth all you want, but the truth is that realizing success — whether you’re on the clock, or after hours — does in fact take a village.

“The Dangers of Bad Data” by Vik Torpunuri (CRM Magazine, 1 Oct 2009)

“You Are What You Measure” by Lior Arussy (CRM Magazine, 1 Oct 2009)

“Goals Gone Wild” by Stephanie Overby (CIO Magazine, 15 September 2009)

No one will deny that setting goals and measuring progress are important. What’s even more important is setting the right goals, using the right measurements to determine progress, making sure the data is accurate and complete, and then how those measurements are used to manage the initiative.

For example, Google’s AdWords preaches the value of Click Through Rate (CTR), as well as cost per click (CPC). While both are helpful and should be monitored, they are both in many instances the wrong measurement. The better measurement is conversations as well as what Google Analytics calls goals. In theory you can have a great CRT and CPC for one campaign, but another campaign can have a lower CTR and a higher CPC but lead to more or better conversions. It’s an issue of quality verse quantity.

It should be noted that Google only gets paid for clicks not for conversions. So much for “Don’t be evil”, eh? Also, the next time some SEM “expert” starts praising himself/herself about CTR and CPC ask them about their conversion rate. Ask them about the impact their efforts were able to make on the bottom line. CTR and CPC isn’t enough and don’t let anyone tell you otherwise. Success is much more holistic than that.

Another example, is a call center. We’ve all phoned an 800 number looking for help with an issue only to get bounced from rep to rep to rep. Guess what? In that call center lenght of call probably factors into a rep’s review. Should length of call be measured? Yes, it should be. Should it be used to alter behavior of the reps in such a way that it compromises the relationship with the guest? Probably not.

The bottom line is this… measurement is important. Just be careful that you’re doing it right. And always question numbers and graphs when they are presented to you. Never assume that the messenger is right and is telling you what you really need to know.

“Taking Customer Care to Heart” by Gerald Shields (CIO Magazine, Sept 2009). There is something to be said for the power of story and Mr. Shields strengthens that perception.

Behind everything we’re working on, there’s a person with a business problem, and we should be there to make life better for them. It must never become just a job — it must be something we have passion for.

Regardless of your role you should find that this one-pager succeeds on multiple levels. Now it’s up to you to make a moment to consume Gerald’s story. Enjoy.

“Inspiring Minds” by Stephanie Overby (CIO Magazine, 1 August 2009). Training is back in style and the pursuit of innovation is finally moving to the right side of the lip service tracks. What’s next? Executive pay becoming reasonable again? Think about it, a $100k pay cut could mean and $1,000 for 100 people.

Oops. Let’s get back to innovation and what this article has to offer. It looks as if Ms. Overby has saved the best for (the) last (paragraph):

But just as important as a spotlight on success is highlighting ideas with potential. Domino’s McGlothlin tries to keep the phrase “that’ll never work” out of his vocabulary, even when an idea clearly needs more time in the oven. “I have a tremendous team,” says McGlothlin, “and as long as I don’t squash their innate passion and curiosity, I believe that innovation will happen.”

Keep minds open and ideas flowing and sooner or later good things are going to happen.

“Leadership Skills Critical Now for Club Executives” by Ed Tock (FitnessBusiness.com, 1 July 2009). Please pardon the delay in getting around to this. As usual Mr. Tock’s thoughts are well worth the wait. These are challenging times for all of us. Some will rise and some will fall. How you lead, whether it’s others or yourself, is going to define where you eventually stand. Hopefully this will enable you to step towards your personal winner’s circle.

Mr. Tock’s topic brought to mind an oldie but goodie… “Achieving executive balance: Nine ways leaders and managers work together” by Shannon Kalvar (TechRepublic.com, 16 May 2006). Notice how leaders are the visionary means and managers define that vision with ends.

And finally, here’s one from the bottomless to-be-posted pile. “Chris Gardner: 5 Things I’ve Learned” by Kristin Burnham (CIO Magazine, 15 November 2008). Mr. Gardner is the author of the book, “The Pursuit of Happyness” (as played by Will Smith).

Three great one pagers to keep ya goin’. Now get goin’!

“Guy Kawasaki on Innovation and the Myth of Lightning-Bolt Inspiration” by Diann Daniel (CIO Magazine, 25 February 2009). Mr. Kawasaki is the well respected venture capitalist so when he says that inspiration is free and development tools are cheap it’s worth a listen. Here’s a key pull quote to hook you in:

Again, at an intellectual level, no company laid off its way to success. On the other hand, it’s easy for “experts” to say that one must keep innovating when your company is running out of cash since it’s not their necks on the line. There are no magic bullets. It’s just a tough time.

Yes, it is tough but so is climbing Mount Everest. To face the challenges of the new normal one must continue to push forward (i.e., evolve, innovate, etc.) Standing still is not an option.

With that said, coming up with new ideas is half the battle. Some might even say it’s the easy part. For changes to be effective they must be accepted by the organization (and guests) those ideas are being offered to and/or thrust upon. For that part of the process we offer: “Mentor: Inside the Change Studio” by Bill Deam (CIO Magazine, 1 July 2009).

Ready? Let’s go!

“LinkedIn Bible: Everything You Need to Know About the Social Network for Professionals” By C.G. Lynch (CIO Mag, 16 June 2009). A head to toe round up that will help you give you the professional profile markover you’ve been talking about. Yes, we confess, we’ll been doing the same. This post is as much about sharing with you as it is about reminding us.

“Project Management: 8 Steps to On-Time, On-Budget Delivery” by Ron Ponce (CIO Mag, 15 June 2009). CIO delivers the helpful good once again. We certainly believe in our 6 Universal Truths of Project Management, but Mr. Ponce’s recommendations are  not going to fall on deaf ears here. In fact, his #8 is Improvement and we couldn’t agree with him more.

“Customer Loyalty Program Goes Beyond Discounts and Coupons” By Jarina D’Auria (CIO Mag, 15 June 2009). This is brilliant! Stop whatever you’re doing and read it now. Read it twice, it’s short. As a teaser here’s a pull quote from Haggen’s Chief Information Officer Harrison Lewis:

“We wanted to redefine the game because we believe this is a competitive advantage for us and we wanted things that really would benefit our guests,” Lewis says. By creating an experience different and easier than that of other supermarkets, Lewis believes customers will bring in more business for the company.

and another bit from the last paragraph:

Members of the Haggen staff took the time to hear the opinions of customers before implementing the program by holding a panel to discuss their preferences about supermarket shopping. “We wanted [the program] to make the experience easier for them to shop in our stores,” says Lewis. “We respect our guests and their time.”

Makes you want to pick up and move to Bellingham, Wash.

“Why Even Successful Speakers Need To Practice” by Maryfran Johnson (CIO Mag, 15 June 2009) The funny thing is, this applies to everything. If you want to get better at something, you have to do it. Over and over and over. And if you want to stop getting better at something (i.e., a bad habit) you have to stop doing it. There are times the brain can be a pretty simple machine. Either way, winging it is not the way to go.

A semi-related article you should fine helpful is “5 Ways to Ruin Your Next Presentation” By Thomas Wailgum (CIO Mag,19 May 2009) Use these tips to make sure what you’re practicing is the right stuff.

“How to: Handle Negative Online Comments, Hold a Concise Meeting and Decline an After-work Invite” by By Kristin Burnham (CIO Mag, 10 June 2009). What’s great about CIO is that it’s targeted to executives so the articles get right to the meat of the matter. What’s even better is that the majority of their execu-think applies to everyone else as well.

Let’s just break these three down really quick:

“Negative Online Comment” – This approach applies offline as well. One of the key phrases to use is, “I understand”. The key personality trait to have is empathy.

“Concise Meeting” – A good set of rules to follow.

“Decline” – And if you can’t tell the truth then ask for rain cheque, or suggest you’d like to “postpone until next time”. Do your best to avoid saying, “No”.

“5 ‘Zero Cost” CRM Strategies’ By Thomas Wailgum (CIO Mag, 26 May 2009) Another to the point article in CIO’s “5″ series. It will only take you a couple minutes to read but the odds of a useful takeway look good.

Whether your CRM aspirations are for 1 or 1,000, these two views will provide some valuable insights:

“CRM on the Cheap: Five Strategies That Really Work” By David Taber (CIO Magazine, May 2009)

“CRM On The Cheap: 5 Strategies That Backfire ” By David Taber (CIO Magazine, May 2009)

“Failure and What You Can Learn from It” by Kim S. Nash (CIO Magazine, 15 May 2009). To some extent a slightly lengthy feel-good (read: you’re not alone) article for anyone who is battling or has battled the potentially toxic effects of “failure”. While there are some who would argue that failure is not necessary for success, the AU state of mind doesn’t judge per se – the objective at any given moment is to experiment, learn, adapt and keep evolving. Standing still is not an option. Might this state of mind lead to “failure”? Hopefully so.  But just across the thin line from today’s failure can be tomorrow’s success.  The only way out is up!

If time is tight for you at the moment then schedule time to come back to the featured article. In the mean time be sure to consume the quick, easy and helpful: “To Avoid Failure, First Define Success” also by Ms. Nash.

However, the best project methodologies cannot overcome problems created by personal agendas, conflicts and lack of alignment between groups inside the organization, says Krigsman.

“Now is the Best Time to Start a Business” by Gary Beach, Publisher Emeritus (CIO Mag, 15 May 2009). Now granted, not everyone reading these posts here has global aspirations. None the less, Mr. Beach makes some good points. If you have a great idea (read: a burning vision) then this is a great time to get started. The start is always the start – it’s not easy building up momenteum. But with the weak hiding, making excuses and running for the sidelines, that clears the way for the true believers.  The (mental / emotional) barriers to entry are higher, and that’s a good thing. No one is going to server you / your company an invitation to the success party. You have to get out there and throw that party yourself. Let’s us know how AU can help.

“How to Successfully Market IT” By Susan Cramm and “How CIOs Can Best Influence Stakeholders” from the CIO Executive Council (CIO Mag, 1 April 2009, CIO.com)

Now before anyone jumps to conclusions such as, “Why should I read all this CIO stuff? I’m not a CIO.” Well, either are we – but that doesn’t mean we can’t all gain something by thinking like one. IT divisions are  often (ideally) set up to run like independent companies and in adding value and serving customers, etc. there are themes (read: best practices) that exist beyond type of industry, size of company, etc. When you read these two quickies just replace CIO with business owner and IT with the name of your company.  The odds are good that you’ll be happy to be thinking like a CIO.

“Conquer Your Fear of Public Speaking” by Editor In Chief Maryfran Johnson (CIO Magazine, 1 April 2009, CIO.com) does a handy job at helping raise your public speaking game. She’s even goes bold and gets it right when she says, “It’s not about you.”

However, we’d actually like to take that a step further and rewrite her “most important question” (mentioned in the next to the last paragraph) to “What is this particular audience going to hear when I tell the story I want to tell?” A truly effective communicator understands context and that as Frank “Words That Work” Luntz says, “It’s not what you say, but what people hear.” In other words, the story you want to tell is meaningless, it’s the story they’re going to hear that really matters.

And while we’re on this subject here’s another from CIO,  “How to Master Professional Speaking” by John Baldoni.

“20 Things You Can Do In 20 Minutes to Be More Successful at Work” by Stephanie Overby, With the Staff of CIO and CIO.com (CIO Magazine, Narch 2008). The good news is that some of these won’t even take you 20 minutes. The bad news is ther’s actually an extra to-do… Read this article.

“Staying Focused in Tough Times” by Kristen Burnham (CIO Magazine, March 2009, CIO.com) which came with sidebar article that could be helpful, “Three-minute Coach” by Brian Tracy.  And finally, read another by Ms. Burnham, “…Hardness the Power of Social Networking” then grab a green tea and take the edge off (productively) by spending 15 minutes social networking.