Feasibility Testing: A Lost Art?

Entrepreneur testing his business idea

I know, you’ve got a great business idea. Everybody says it’s a winner, even your business friends. It’s amazing no one else has thought of it before. You’re feeling you should jump on it right away before someone else gets there first. But you realize you need to do some research before taking the plunge, so you’re game for that, as long it’s not too time-consuming or expensive.

So it’s time to gather some data to show it’s a good idea, right?

Not exactly. All too often, this research begins with the presumption that you have the right business idea. I call that the confirmation bias trap, and it’s so common that most businesses fall into it. Truth is, many business startups make big mistakes in their first year, and many of those mistakes could have been avoided by doing some basic feasibility research, rather than just looking for confirming data. Successful business leaders will often tell you that it was not their first idea that worked out, but an offshoot of it.

So use your research into customers, competitors, pricing, business models, and so on to refine your idea, or even radically change it. Doing some feasibility testing can’t guarantee you’ll get it right the first time, but it sure can reduce the number and severity of those painful first year mistakes. Or even demonstrate that your great idea is not so great after all.

Our next blog will offer strategies and steps for doing feasibility testing.

How Many Members Should Be On a Board? Really?

A meeting board room

(Much of this blog post was published in April of 2010. This post is republished now with additional information from guest blogger, Alan Hough, whose valuable comments are added later on below.)

A common question about Boards is “How many members should we have?” Usually that question spawns a range of answers.

For for-profits, some answers might be “The less members you have, the less the Board will be a pain for the CEO” or for publicly listed corporations, “It depends on requirements of Sarbanes Oxley.”

For nonprofits, “Get people with a passion for the mission” or “Get members who’ll raise money.”

These answers miss the point.

The number of members depends on the approach for staffing your Board. Board members should consider the different approaches and decide which one(s) they’ll use.

Functional Approach

In this approach, members are selected for the skills they bring to the Board to address current strategic priorities. For example, if the organization wants to add many products or programs, then get members who understand product development and marketing. So the number of Board members you have depends on the number of strategic priorities.

Diversification Approach

Members are selected to represent different racial, ethnic, gender or other groups. This is a popular approach on nonprofit Boards. The number of Board members depends on the number of diverse groups you want represented.

Representative (Stakeholder) Approach

Members are selected to represent different major stakeholder groups, for example, different groups of customers/clients, collaborators or geographic regions. The number of Board members depends on the number of different stakeholders you want represented.

Hybrid Approach

This approach combines one or more of the other approaches. For example, a Board might have 20-25 members because it uses a representative approach to include members from various stakeholder groups and also members who have strong contacts with investors or funders. However, that same Board might have an Executive Committee that is staffed with a functional approach — with members who bring skills to address current strategic priorities of the organization.

Group Dynamics Approach

Many organizational development consultants consider groups larger than 10-12 members to have another level of complexity not apparent in small groups. For example, the nature and needs of larger groups are often similar to those of entire ongoing organizations. They have their own various subcultures, distinct subsystems (or cliques), diversity of leadership styles and levels of communication. Thus, many people assert that the size of a Board should not be larger than 10-12 people.

“What Others Are Doing” Approach

Governance experts assert that Boards seem to be getting smaller, for example, Ward (2000) asserts that corporate (for-profit) Boards are getting smaller, from 10-12. Thus, Board members might consider this advice when determining the number of members to have on their Boards.

Passion Approach

This is a popular approach for nonprofit Boards — members are selected who have a passion for the mission. Unfortunately, it usually just results in passionate Board meetings.

Regulatory Approach

Some investors or funders might require certain Board members or skill sets on the Board. For example, public for-profit corporations must conform to rules of Sarbanes Oxley (SOX) legislation, especially regarding inclusion of independent Board members. (Some SOX regulations affect nonprofit corporations, too, and SOX is very likely to affect nonprofit corporations even more in the future.) Nonprofit associations might have bylaws governed by the membership, which dictates the number of members to have on the Board.

Additional Comments About Nonprofit Boards

(The following additional comments are added by guest blogger, Alan Hough.)

In relation to board monitoring (or at least the number of reports that a board receives) O’Regan and Oster (2002) found that there was a strong negative relationship between the number of reports received and board size (>30 directors) and also if the CEO nominated directors to the board.

In relation to board influence, when I last looked at this issue (2007) the results are quite mixed. There was a negative relationship between board size and board involvement in strategic decision-making found in one study (Judge and Zeithaml 1992), no significant relationship found in another (Ruigrok, Peck and Keller 2006), and a curvilinear (inverted-U) relationship found in a third study (Golden and Zajac 2001). Board size was a strong predictor of funding levels in U.S. human service nonprofits, although not of funding increases (Provan 1980). Directors of large boards of New York City nonprofits were more likely to give personally to their organisation, even after controlling for organisational size and subsector of operation, but were less likely to attend board meetings (O’Regan and Oster 2002). However, there was no relationship found between board size and director activity in another group of U.S. nonprofit organisations (Miller, Wiess and MacLead 1988). There was a negative relationship between board size and organisational reputation in Canadian nonprofits (Bradshaw, Murray and Wolpin 1992).

So be careful when asserting that a Board must have a certain number of Board members. It depends.

There is a vast range of free, online resources about Boards in the Free Management Library in the topic
Boards
.

What do you think?

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Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250
Read my weekly blogs: Boards, Consulting and OD, Nonprofits and Strategic Planning.

How to Start Strategic Planning: Plan for a Plan – Part 1 of 5

Strategy planning concept illustrated with chess pieces

In this post, we’ll discuss one of the most important phases in strategic planning – a phase that far too often is forgotten, resulting in plans that sit untouched on shelves. The plan for a plan should be developed by a Planning Committee and should answer 15 important questions — do this before the planners start identifying goals to go in the strategic plan. This post (Part 1) is part of a 5-Part series and each Part will review 3 questions. Part 1 reviews questions 1-3.

Not doing a plan for a plan is like going on a trip without a map and then complaining that you didn’t get where you wanted to go. Planners have the illusion that the sooner they imagine some goals and get those goals on paper, the sooner they’ll achieve those goals, as well. So that’s where they start – fantasizing goals. Wrong.

Or, far too often, inexperienced facilitators and planners will start planning by fantasizing words on a mission or vision statement. While that can be creative and exhilarating, it rarely results in a useful plan. (But it does stimulate the creative juices – and it can make Board members, who otherwise are usually detached from the organization, to quickly feel useful in the planning process 🙂

Here are the first three questions the plan for a plan should address:

1. Are We Really Ready for Strategic Planning?

  • Does our organization have enough money to pay bills for at least the next 3 months? Don’t use strategic planning to generate quick revenue. It won’t do that. Instead focus on cash flows.
  • Does our organization have a history of not implementing plans? If so, you need leadership development more than planning. Learn how to build in performance management to do what you say you’re going to do.
  • Are our Board members willing to be involved in planning sessions? If they want only a one-meeting retreat, then don’t consider it strategic planning. It’s a brainstorming session.
  • Can our Board members and other leaders make decisions together? If not, planning could be a nightmare. Do Board development, not planning.

2. Who’s in Our Planning Committee?

The job of this Committee is to ensure a high-quality planning process, not to do the planning. Its members might hire a facilitator, do the plan for a plan and review various tangible results from planning, such as the drafted Plan. The Committee should at least include:

  • Chair of the Board
  • Chief Executive Officer
  • Leader of each of the major products or program
  • Someone who’s been in a well-done strategic planning process before

3. Why Are We Doing Strategic Planning?

There are different reasons for doing planning and each of those reasons could require a different approach to planning. Typical reasons include:

  • It’s just that time of year. (The best time to do planning is the middle of the fiscal year in time to produce a Board-approved budget for next year.)
  • Our organization has had recurring major issues among Board members or employees. Often, this is the result of their not being on the same page – planning can get them all on the same page.
  • Our organization wants to add a new division or major product line.
  • Our investors or funders want a plan. Be careful – don’t just burp out a stack of paper and call it a “plan.” Investors and funders are smarter than that.

The next post (Part 2) will address questions 4-6 in the plan for a plan.

Your thoughts about the plan for a plan?

Here’s many more resources about strategic planning.

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Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250
Read my weekly blogs: Boards, Consulting and OD, Nonprofits and Strategic Planning.

10 Tips for SEO Reputation Management

[Guest Submission by Chesa Keane, continuation of theme from previous blog post]

  1. Focus on Google for search results; the other search engines will follow suit over time.
  2. Review your website for keyword placement and density (keyword/total word ratio); you won’t be found if the keywords are not present in the proper configuration (i.e. there are requirements for the number of keywords used in different parts of the code that creates the page).
  3. Update your website frequently; stale sites drop fast and fresh information keeps your site sticky (viewers stay and return).
  4. Present clear calls-to-action; give your visitor a reason to respond.
  5. Validate your web pages for error-free code; Google will downgrade poorly constructed websites.
  6. Content must be relevant to both the website and the web page.
  7. Avoid Flash content and frames pages; these websites cannot be reliably indexed.
  8. Obtain inbound links from relevant, high-profile websites with good PageRank.
  9. Create multiple points-of-presence (e.g., blogs, article publication, activity at forums, social media), where you can get as many positive messages out as possible, pushing the negative messages down on a search engine results page.
  10. Monitor your results constantly and adapt quickly based on the results.

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For more resources, see the Free Management Library topic: Crisis Management
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Chesa Keane, principal of Reno, Nevada-based TAO Consultants, Inc., has been offering web design and search engine optimization (SEO) advice since 1995, soon after the advent of the modern World Wide Web. She is Bernstein Crisis Management’s preferred provider of SEO Reputation Management services.

10 Myths of Management and Organizational Consulting – Part 1

In Part 1, we’ll review myths 1-5. In the upcoming Part 2, we’ll review myths 6-10.

#1. Myth of the “One-Way Expert” Consultant

It is not uncommon that clients work from the assumption that there are consulting “experts” who can visit a client and promptly tell the client exactly what problems exist within the organization and then exactly what should be done to solve these situations. Experienced consultants and clients have realized that the “truth” in a process of organizational change emerges as you and your client work together, always sharing your perceptions, conclusions and learning. Successful organizational change is indeed a process – a journey – that you and your client take together. The accuracy of the recommendations often is not as important as your client’s commitment to – participation in – and learning from – implementing those recommendations.

This is not to say that consultants do not have expertise in how organizations function, why issues arise or what might be the range of solutions to address a given issue. As important as having this expertise is for the consultant to verify their impressions by working collaboratively with the client, as much as possible, to explore the inner workings of their client’s organization.

2. Myth That the Client’s Best Consultant Has “Been There, Done That”

Clients who have never worked with management and organizational consultants before often seek consultants who have successfully addressed the same problem in the same type of organization as the client’s. The client’s belief is that those consultants are experts at solving that situation in the client’s organization, as well. While that belief seems valid, it is extremely difficult to apply in real life. Each organization and its culture are highly unique as are the types of problems experienced by those organizations. The most important skills required by these consultants often do not include a strong understanding of the particular products, services or programs offered by the organization. The most important skills often are the ability to work with clients to apply principles of systems thinking, performance management and organizational change to address issues and goals.

3. Myth of the “Savior” Consultant

Some clients prefer that consultants somehow descend into the client’s organization, make several quick changes and then leave, having fixed the organization’s problems. Although these clients know better, they sometimes still act as if there are those kinds of “savior” consultants out there. Few, if any, management and organizational projects are really that simple. Consequently, many consulting projects end up not being useful, for example, strategic plans that collect dust on shelves.

4. Myth of the Detached, Objective Consultant

Recent innovations in organizational and management development, such as systems theory and chaos theory, have helped us realize that, as soon as you begin to interact with members of your client’s organization, you become part of the overall “system” of your client’s organization. You affect the organization and the organization affects you and your client. Experienced consultants have learned that the success of consulting rests, in large part, on how well the consultant and client work together to share their discovery, feedback, actions and learning.

5. Myth of “Diagnosis”

Similar to the myth of the detached, objective consultant are the beliefs of the consultant and client that the client’s situation can be “diagnosed” — as if the situation is a static, mechanical device with a problem that can be solved permanently by fixing one flawed component. Instead, organizations are ever-changing, dynamic systems whose changes are caused by a myriad of subsystems, each integrated with each other. Attention to one subsystem often changes the others, resulting in yet new issues and priorities as the system progresses through its life cycles, whether the system is an organization, department, team, product or person … and so it goes. It’s not a diagnostic event — it’s a process of discovery.

Tune in for Part 2 where we review myths 6-10.

What do you think?

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For more resources, see the Library topics Consulting and Organizational Development.

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Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 800-971-2250
Read my weekly blogs: Boards, Consulting and OD, Nonprofits and Strategic Planning.

Why Do Public Relations?

Young lady holding a megaphone

Do you have a new business, or a business that’s mature but needs some greater visibility? Are you launching a new product? If you’re a non-profit, are policy issues or board blow ups finding their way into the community you serve? Are you looking for new employees who understand what you do?

These are just a few examples of why a company or non-profit (new, small or large), or an individual would undertake a public relations campaign. The goal of PR in general is to influence positive activities and outcomes related to what you do. If you’re a new business, what better way to create visibility than to do publicity. Nearly every city of any size has a business section of the daily paper, and many cities have weekly business publications and at least one monthly business magazine (in the media-rich area like Minneapolis-St. Paul where I’m based, we have three business magazines and two business weeklies — plus some specialty publications for banking and financial services!!)

If your company is established but hasn’t been in the news lately and could use some fresh ink about your growth, new initiatives, innovations or perhaps an acquisition, consider sharing the news. Even new hires will get some notice in the business pubs. And don’t overlook something interesting one of your employees or your CEO might be doing.

For example, a longtime client who founded an IT company specializing in Business Intelligence (BI), is also an accomplished photographer and has traveled on several trips around the globe to places like India for the annual Camel Fair and Kabul with the world-renowned National Geographic photographer, Steve McCurry (best known for his haunting “Afghan Girl” portrait), doing photography seminars in-country. Think that story didn’t get told here …..a lot…? Putting another dimension on business people helps show their human side and helps keep the company name in the public realm.

New product launches scream for a PR campaign, especially if it’s a consumer product that we all need — or a new twist on an old one. For people involved in public policy issues, there are many tools in the PR toolbox to help clearly portray your issue or message to constituents, legislators, targeted associations, neighborhood groups or other special interest organizations. We’ll cover both areas more in separate, future blogs.

Why not just buy and ad? Ideally you would tie a PR campaign to an integrated marketing program — providing you have the budget and advertising is an appropriate vehicle for what you are trying to accomplish. However — and I’m biased, of course — the return on PR is usually, 95% of time, much better. It has a longer shelf, life, it can be leveraged time and again and best of all, it has a third-party credibility that advertising cannot usually provide. Unless you have landed somebody like Michael Jordan, or the celebrity du jour, to appear in your ad campaign. Good luck with that.

What do you think?

Coaching, counseling, mentoring and consulting – what’s the difference?

I often get asked about the difference between coaching, counseling, mentoring and consulting. While the communication skills used by these professions are similar – such as asking questions, active listening, summarizing, etc, they are very different methods and it depends on what the client needs. Here are some distinctions:

Coaching – according to the International Coach Federation coaching is defined as “partnering with clients in a thought-provoking and creative process that inspires them to maximize their personal and professional potential.” The coach is the subject matter expert at coaching, not necessarily the subject matter expert of the client’s coaching topic.

Counseling – according to the CoActive Coaching, the boundary between coaching and counseling is not defined by a set of absolute rules or terms. In general, counselors are trained to diagnose and help client with emotional problems, the past or dysfunction while coaches are not. The coach’s domain is future oriented – what does the client want? And then coaching the client to get there.

Mentoring– a mentor is a wise and trusted guide and advisor. The mentor is the teacher that shares their experience while bringing the “mentee” up the ranks. A coach is not necessarily the subject matter expert in order to help develop the client.

Consulting – a consultant is an expert who is called on for professional or technical advice or opinions. They are relied on to understand the problem and present solutions. Consulting is unlike coaching because with pure coaching, the answers come from the client.

What are your thoughts about these distinctions?

For more resources, see the Library topic Personal and Professional Coaching.

The Role of SEO in Crisis Management

What do you want people to find on the first page of results when they search for your organization’s name on Google (which has 80+ percent of search traffic) or the other major search engines? You would probably prefer that they don’t find:

  • a vicious blog started by disgruntled former employees; or, 75 percent of the links leading to websites or blogs critical of your business; or,
  • websites and blogs that you don’t control, with your own sites buried on later Google pages; or,
  • your name prominently and negatively mentioned on legitimate (e.g., Better Business Bureau) or quasi-legitimate (RipOff Report) consumer-focused websites; or,
  • your name connected with an investigation by any regulatory or enforcement agency.

These are all situations that have been brought to Bernstein Crisis Management by clients in the past couple of years, with the crisis facing a growing number of organizations “simply” being the damage they are incurring online. The innocent are portrayed as guilty. Minor offenses are portrayed as major offenses. Criticism that sounds legitimate is purely or mostly fictional.

There are quite a few crisis management tactics that can mitigate the situations described above. Increasingly, one of the most essential tactics has been a form of search engine optimization (SEO) focused specifically on preserving and restoring reputation, when the crisis is already in progress, followed by creation of an “SEO shield” to preserve reputation going forward.

Just as relatively few public relations practitioners have extensive experience with crisis management, relatively few SEO consultants understand how to engage in SEO reputation management. Chesa Keane is one of them, and I’m pleased to bring you Chesa’s “10 Tips for SEO Reputation Management”…in my next blog post!

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For more resources, see the Free Management Library topic: Crisis Management
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“Fundraising or Not Fundraising, That is the Question”

a-NPO-fundraising-committee

Fundraising, as a distinct sub-category of income generation, includes those activities that get people to GIVE their money to non-profit organizations and, ideally, to get them to keep giving.

It does not include raising money by selling things – T-shirts, light bulbs, candy, books, carnival tickets, seats at a dinner or anything else that has material substance.

Although those activities labelled “fundraisers” generate income, because they are not based on “giving,” but rather on selling, they aren’t part of “Fundraising.” Income generation, “Yes.” Fundraising, “No.”

People who buy candy or cookies from local students are (usually) looking to help the student or satisfy a sweet tooth, not necessarily to support the school activity.

Frequently, people who buy tickets to an event (carnival or sit-down dinner) do so because of who’s selling the tickets and/or because they see the event as entertainment. Too often, attendees at dinners know little if anything about the organization the event supports.

In many people’s minds, fundraising equates to “philanthropy,” another term that’s misused a lot. The origin (Greek) and original meaning of the word is “love of man,” or “love of humankind.” Today, the term is often used to label almost anything to do with fundraising.

In fact, “philanthropy” is a subset of fundraising. It’s about giving, but (for the most part) it’s self-motivated giving. It’s giving in consideration of the needs of others, where much of the rest of fundraising is (as noted in my first posting) about the needs of the donor.

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Have a question about starting or expanding your fundraising? Email me at AskDCA@Major-Capital-Giving.com. With over 30 years of counseling in major gifts, capital campaigns, bequest programs and the planning studies to precede these three, we’ll work to answer your question.

If you want a seat at the table, learn the business

In my previous post, I mentioned the evolution of the HR professional into a strategic business partner and the necessity of this evolution for successful business. However, in many companies HR does not occupy a seat at the strategic planning table. Who’s to blame?

The answer to this question is hotly debated and often clear lines are drawn between those in HR and those in other functions. Many HR professionals blame the leaders for not seeing the value of their function to the organization, while some managers see HR as the roadblock to doing what needs to be done.

In a 2005 article written by Fast Company Magazine’s Keith Hammonds, Keith purports all the reasons “Why We Hate HR.” If the title itself isn’t enough to put a HR professional on the defense, then providing the declaration that “HR people aren’t the sharpest tacks in the box” as the first reason certainly will. His assertion in the article is that those who enter the HR field are not business people and are ill-equipped to understand business. He quotes a Society for Human Resource Management (SHRM) study that identified which coursework HR professionals found most beneficial to their success in the field to support his message that the majority of those working in the field do not see understanding business as necessary to their success. The results showed that coursework in communications, business law, and ethics were most beneficial.

A recently released SHRM survey of HR leaders indicates the same finding. The respondents in the U.S. indicated that strategic thinking is one of the top five competencies needed for senior HR leaders; however, business knowledge was not listed. While the lineage of the field of HR coupled with the introduction of legislation to protect employers may have contributed to stereotypes that exist in the field about the HR profession, our failure as HR professionals to recognize that we are business people charged with the company’s most valuable assets will certainly continue to harbor those stereotypes we so emotionally defend. If you want a seat at the table, learn the business of business and speak the language of the executive team.

As always, your thoughts and questions are encouraged.
http://www.shrm.org/RESEARCH/Pages/default.aspx
http://www.fastcompany.com/magazine/97/open_hr.html

For more resources, See the Human Resources library.