Transparency--the next corporate value?

Am here at iNNOVATIONS conference and reflecting on Don Robertson's session on the imis community site. He made mention of the concept of transparency and I was wondering how people think of transparency as a practice, but almost more importantly (in my mind), how does transparency become inculcated into your worldview so that you are operating from a transparent frame of mind. With Sarbanes-Oxley one of the hottest and most contentious topics in for-profit companies due to strict new financial reporting requirements and non-profits all worrying if SOX is going to be expanded to effect them and if so, how, transparency is becoming a very common term. I wonder the degree of flippancy associated with the term as it is bandied about. Is there a true understanding of what it means, or is it just the new buzz term to drop into convo so that you can eat at the cool kids' table?

What I heard from Don is this: HE GETS IT. He said that he did research, he thought about it, he found some mechanism to start to analyze and put his thoughts into action, then he reflected some more, and then he came to believe that this is the new method/way of thinking to adopt in order to evolve (goodness, did i say evolve again? maybe this should be the Evolutions blog), and now he is a believer, which then leads him to the next step of change: communicating to others and dissemination of the idea. We just described change management at its most basic and I am wondering how many people picked up on the actual words that Don used and what they mean in relation to transparency. He said "ASI is committed....." and then listed out various items. Then he repeated "committed". Not twice, but five times he said the word committed and he said it with his hands open and with conviction and wide eyed. For those public speaking home gamers, you know that those postures and expressions equate to honesty and genuine belief. All good stuff that I want to hear/see and let's face facts...I want to believe in my CTO, my company, and purpose.

But where am I going with this?

Transparency. Right. The thing about transparency is that it is more than a practice--it doesn't mean showcasing your information or just the lack of providing/exhibiting information. Transparency is a philosophy--it is a way of behavior that affects all of your actions, thoughts, experiences, and responses. What I liked hearing in Don's address was that this is the new mode of behavior and that this idea of openness, collaboration, aggregation, cross-functionality is the way of behavior within ASI that he believes (and he made point to note that he and Bob both think this)is how we should work and think because the greater world has already or in process of adopting this new framework.

Transparency is a philosophy that I hold close in my heart and is one of the core components of my business, and personal, code of ethics. While the benefits of it were cemented into me during my post-Enron business school days, the seeds of it actually started way before with my love of acquiring and then connecting like information with like people. While I personally suck at networking, I am very good at networking on behalf of others. Why is this? Hmm...probably because I am adept at picking up on all the nuances and subtleties that people display and know how to "thin-slice" as Malcolm Gladwell would put it. So, I probably know within 2 minutes of meeting you if you are in the Transparency Club or not.

But again I digress....

Where I was going with this is that transparency as a value that is then imbued within a corporate culture/worldview seems to work well in business settings. I was going to say when I started my history that I didn't know I was such a transparency advocate until I came across it at Tulane (school #4) and had the opportunity to work on the first project ever that focused on transparency in non-governmental organizations. While I was in the field of public health, the NGOs that we examined and the organizations that we sought to examine/influence in their oversight of NGOs broke down into 2 camps--the ones that believed in and upheld the ethical aspects of transparency were actually achieving their end goals, had strong donor bases, strong peripheral support, and were able to effect change. The other group were the NGOs that could never get enough support, needed new equipment, had demoralized staff with high turnover, couldn't keep the cold chain from being broken and constantly had to ditch thousands of vials of vaccines because the support system was not in place. It was really fascinating. It seemed like the successful NGOs really believed in the idea of doing good and this kept them honest and on target. These people collaborated, they shared openly, and this, in turn, served as a cross-checking or self-regulating force that positively reinforced the results--and the cycle kept repeating.

You can instantly see it when you walk into an organization to implement something--in my case, mostly websites, and you watch the dynamics of the group. You can almost visibily identify the person that is not in the Transparency Club and you know a-ha! there is the person that is going to try and stop this process from happening. If you see the factions--and they will develop more quickly in a non-transparent organization (being the self-serving animals that we humans inherently are), you know that you have just hit the driver called fear. The only thing that stops transparency is fear. The "what" that drives fear is always different, but that seems to always be the root cause.

The question that I had for Don that I didn't hear is just that: How do you overcome the fear? How we deal with this question is as much an interpersonal issue as a community issue. I am absolutely fascinated now with the idea of fear in a software company that is undergoing a cultural revolution. Who was written on this? We all know it is historically an issue in the humorous world of software companies as the stereotypes of the dev people suspiciously eyeing the "them" of the sales people and vice-versa and on and on. But evidently, Don has orchestrated this entire change in TX--I can see it, i can hear it in my colleagues. So what's the secret Don? How do we effect change like that and continue it through the community?

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Just experiencing it is all it takes

The way it has worked in the ASI internal development community is pretty simple. Once we started the move to the simple model of essentially all of our design and other decision making discussions into open community, we received immediate benefits. When I say immediate and mean just that. From the very day we made this really simple change in communications mechanism, that is the move from email oriented discussions with small groups, to community based discussions (in this very broad internal ASI community), a much wider group of individuals were able to contribute than ever before. The benefit: folks running their own projects where able to receive input from a far greater community of contributors. Knowledge about long term directions (not always well understood); alternative approaches to problem solving; timely input from peers on the other side of the world; contributions from folks in groups not directly involved in a solution yet as knowledgeable as anyone on many subject. The result: we are able to keep more of our work closer to vision and consistent direction far quicker; quality improves; efficiently through more timely discussion; less rework; improved levels of engagement and understanding.

We have several other departments starting down this path and are continuing to open more and provide more to the enitire world wide community.

I'm not worried. "Just experiencing it is all it takes."

Nothing to fear but...you know the rest

To me the magic of transparency is how it is self sharpening as long as the culture it is nurtured in is respectful. You don't have to worry about the nay sayers if everyone else gets it. The power of peer to peer persuasion, encouragement and indeed progress will overwhelm the detractors.

The self sharpening aspect is natural.

Niky

(Just do it)

I have a dream...

Listening to Don as well, I started thinking about how this drives down to me. Isn't that WIIFM or something?

I've been wrestling with how best to get input on large custom demos for about 5 years now. As a Reseller Executive and now as Product Marketing Manager, I've always felt in isolation when it comes to creating, delivering and following up on Great Demos. I've always felt it would be so much easier and effective if I had a group, a forum, do I daresay a Community?!?!!?

I actually started fidgeting in my seat when the lightbulb went on. And then the dream began...

I envisioned logging into iMIS Community and simply starting a forum in the Demos Project with this question: "Has anyone ever done a demo configuration to handle LRS Panels at a Bar Association, and if so, how?"

I saw myself wiki'ing (right spelling?) on Referrals module, then Bar Associations then Panel configurations. I saw resellers replying to my forum i'd just created, sharing reports, giving me insight into other ways to demo. Then an ASI Consultant emailing me an actual BPR recommendation from an existing client implementation. Then another PM manager blogged about an IQA report that queried on Referrals for exporting a panel list of lawyers. Next, a sales person shared a list of pitfalls or traps being tossed out at demos by our competitors.

So now, I saw myself attacking the demo configuration with all the weapons in my arsenal.

But that wasn't the end of the dream...

After the demo and the closed sale, of course, I came back to the community. I blogged about how we won the sale, what worked, what was the reaction from the prospect, how did we handle objections. I submitted RSE's and consultants asked me questions about new ways of using Referrals. Then the implementers wiki'ed on everything that had preceded the sale. And then the VM that I had created was available for anyone else to use today and tomorrow.

Wow...

...time to turn the dream into a reality.

Keep your eyes peeled for a Great Demos Project very soon...

There's no substitute for a personal approach

In the end, the most important thing in any demo is to make the person watching believe you can address *their* issues and needs. A generic demo, even if tailored by industry, or best practices, isn't going to work unless it speaks to what the audience feels is important. This is why the more important a demo is, the more actual development of solutions we'll put into it for the "demo". A good deal of what an audience wants can only be determined by (drum roll, please) asking them, hence Consultative Sales.

Don't get me wrong. A community approach would definitely add value by identifying where the hot buttons usually are, and specific techniques for making iMIS play well in that market. I'm probably speaking from a different perspective, since my day isn't occupied by demo after demo to relatively cold prospects, and by the time I get involved in a demo, we're usually down to the final cut.

-- Bruce