A *bump* for “Crush It”

by Tom McCallum on September 30, 2010

Posting this up for the audience at the Cayman Islands Small Business Association event tonight. I really enjoyed both presenting and then meeting with so many passionate entrepreneurs. They really inspired and energised me, and I hope I played some small part in nourishing their passion and ideas.

So for those who came to this website after the event, just, in old school forum speak, giving a *bump* to a prior post on my all time motivational business book for start up entrepreneurs.

I’d encourage you to read that blog here, but whatever you do, buy the audiobook of “Crush It!”, and listen to it… for any entrepreneur or wannabe, it may just change your life.

{ 1 comment }

Everybody needs a Coach

by Tom McCallum on September 22, 2010

In my years leading businesses, I didn’t call it coaching, I called it managing, leading, perhaps mentoring. When I set out to stop running businesses but to help people run theirs, I thought of myself first as a “consultant”, someone who could take from my own skills and experience and help them do what they needed to do.

In starting down that path though, I quickly realised that not only was I not “wired” to just “tell” people what to do, instead preferring to help them help themselves, but that when I did in fact “coach” them, the results were far stronger, far more valuable, and became far more embedded with the client than any short term “fix” advice. The best way I have heard this expressed is still when a client said to me “I’m too busy running my business to think about my business” and asked me for my help.

There are many benefits to business coaching, but the strongest statement I can make about it is that I am so passionate about the value of Business Coaching that I continually invest heavily in my own time to try to get better and better at being a coach.

Still, don’t listen to me, listen to Eric Schmidt, CEO of Google, as he notes in this video that “everybody needs a coach”, and “one thing people are never good at is seeing themselves as others see them, a coach really, really helps”

To Eric’s second point….plus ca change :

“If there is any great secret of success in life, it lies in the ability to put yourself in the other person’s place and to see things from his point of view – as well as your own.” Henry Ford

I’ll post more thoughts on this on this blog and also on my Facebook page and Twitter feed, so follow me on this journey and don’t be shy to share your thoughts.

{ 2 comments }

Vie for the Top

by Tom McCallum on September 19, 2010

Today I wrote and submitted my next column for The Cayman Islands Journal, reposted later on this site here : “The “Why” of Leadership

As an extension to this, I’d like to highlight the words of one of the senior civil servants I’ve been working with here in Cayman to develop ideas on how we can effect positive change at the deepest levels, as this informed my topic for that next column.

I won’t, in this case, “Identify and Praise” this particular person, but as you will see from their thoughts, this is an individual with passion for public service and who is a tremendous thinker and communicator. In my work on this project, I’ve met a significant number of career civil servants who have fantastic leadership qualities and desire, belief and passion in what they are doing. I’m truly excited about the potential to work with more and more people like this to “infect” the entire Public Service with what it is these leaders have.

Now, to the quote. In my September column in the Journal, entitled “Public Servants, Gatekeepers or Guides“, I identified a fantastic customer interaction I had with the General Register Office for Scotland, and the following is taken from an email from the aforementioned senior civil servant here in Cayman (bold highlights are mine) :

“You identified the General Register Office for Scotland as service that you so thoroughly appreciated that you took the rare step to contact the department and communicate your appreciation. This is a rare but powerful response. While publicly citing agencies that fail has the effect of properly chastising and shaming these agencies, it doesn’t necessarily tackle the job of inciting change. The ‘name and shame’ approach motivates people to stay out of the bottom tier of performers…the “Name and Praise” approach challenges people to vie for the space at the top. I think the latter approach is sorely missing locally. In citing praise…you have the ability to identify what exactly it is about these agencies (units) that work. In an increasingly hostile environment, public agencies struggle to “keep out of the limelight”. While no one wants to fall below the bar of acceptable behavior…few are encouraged to raise the bar and standout.

I found this thinking and articulation of the current situation in particular to be powerful. Too many of us take the easy route of “name and shame”, whether it be in service we receive from Public Servants, or even in managing our own staff, talking to our children, or elsewhere in our daily lives.

Whilst, as the writer put it, is is important to “properly chastise” where errors are made, how powerful can it be when we instead take an approach which helps people “vie for the top” ?

{ 0 comments }

Fixing Government – from the inside

by Tom McCallum on September 3, 2010

This week my monthly column in The Cayman Islands Journal was titled “Public Servants – Gatekeepers or Guides” and focussed on the realisation that elected politicians can’t “fix government” on their own, in reality it has to be fixed from the inside, by motivated public servants.

In the current climate of need for massive budget cuts around the world, it is in gaining efficiency and effectiveness from the inside where savings need to be realised, more so than top down slashing and burning.

In interviewing senior civil servants in Cayman and Scotland for the column, I was both excited and inspired by what they had to say to me, plus they were all genuinely excited and pleased to see a coach and consultant with a career long private sector background talking about how he felt public servants could and should “be the change”.

To achieve this “from the inside” type of change though is not at all easy, as it requires a fundamental shift in thought process both inside and from outside the public service, and at all levels, from top to bottom of the public service. As a business coach, I see how working with business leaders and their teams in optimising their business can result in enormous positive changes, and I am excited to now be exploring this area with various public sector organisations.

Now, on that matter of changing how we think about effecting change in the public service. If you come at both stories from the idea of effecting change from the inside, this may change how you view each story (bold type is my added emphasis). I hope you are engaged and perhaps some of your ideas about government and public servants adjusted by considering the following two very recent stories.


Wisconsin – Medicaid – Rate Reform Project

From this Newsweek article – August 16th :

Medicaid is a lifeline for millions of uninsured Americans. For public officials, however, it’s often a quagmire—a program that drains as much as a quarter of total state spending, yet can’t be streamlined without political bloodshed. Previously, states have tried to rein in costs by pruning “optional” benefits (such as adult day care), reducing payments to health-care providers, or raising taxes, none of which are attractive choices in the era of the perpetual campaign. Could Wisconsin have a better way? Last year Gov. Jim Doyle proposed to slash $400 million from the state’s health-care system, one of the country’s most comprehensive. But rather than oversee the cuts, he and the state legislature left them up to Medicaid officials, who not only found the savings but expanded enrollment. The fixes, most of which kicked in this summer, were a predictable mix of new contracts and procedures…..But the approach upended traditional politics. Lobbyists lost influence, officials were insulated from blame, and lawmakers were shielded from “tough votes,” says Steve Barton, president of the Wisconsin Hospital Association.

And more on this from Stateline :

the Rate Reform Project compiled, analyzed and debated 500 ideas. Some came from the Wisconsin Department of Health Services; others came from nine committees broken down by subjects such as hospitals, physicians, pharmacy, HMOs and long-term care. Legislative staff and policy experts weighed pros and cons and how much each idea might save. The proposals were put into an online survey for providers and other health care workers to weigh in on; all the while, department staff kept tabs on what options carried the most support and went farthest toward meeting the project’s goals.

By the time the work was done, the outlook for Wisconsin’s Medicaid program didn’t just include reduced spending. It also included an expansion of coverage for 41,000 childless adults, thanks to a new tax on hospitals separately enacted by the Legislature, as well as some federal dollars that came along with that tax. The sum was a carefully considered overhaul of a complicated program, which was no small feat at a time when many states have simply slashed spending with seemingly little regard for the implications.


Reforming Pentagon Spending

Coincidentally, in the same August 16th issue of Newsweek, came a column from Fareed Zakaria on how difficult it is to reign in spending on defence in the USA. Do read the full article, “Be More Like Ike“, and, in line with this blog, consider a) how difficult it is for elected politicians to effect cuts and efficiencies, and b) how it can only be done from inside.. but, in this case, it appears that the will is not there from the higher ranks.

These excerpts are telling :

“Nearly a decade ago, Secretary of Defense Donald Rumsfeld complained that there were 17 levels of staff between him and a line officer. Gates guesses that there are now about 30 levels.”

“Prof. Paul Light of New York University’s Wagner School of Public Service notes that in 1960 we had 78 deputy assistant secretaries of defense. Today there are 530.”

yet then :

“Any thoughts of broader reforms or even budget cuts seem inconceivable, despite the tremendous pressure on the federal budget.”

{ 0 comments }

Authentic is the new Eco

by Tom McCallum on August 25, 2010

David Kirkaldy of MassiveGroup (an astute and passionate businessman and marketer indeed!) coined this phrase recently, but is “Authentic” really the new “Eco” ? What do we mean by this anyway ?

Hotel and tourism marketers worked out a while ago that more and more of their customers wanted to know the “Eco” credentials. So, whether or not their clients cared at all about the environment, they pushed them to work on their green credentials so they could have the ammunition they needed for PR and other marketing channels.

Now, it seems that more and more people want “Authentic” experiences when they travel, so the new pressure will be on making that kind of experience part of the offering.

Watch out, though, there is a catch. You can be caught out with either being “Eco” or being “Authentic”.

What is the catch then ? It’s all in the ” ” ….. the “quotes”.

Customers are savvy and information hungry. They have an advanced “b.s.” detector. They look at TripAdvisor reviews and discard those at the fringes as if they were cutting out the high and low scores from the judges at Olympic Ice Skating. Make sure the attitude is true, and the experience real.

If you are going to be real, be authentic, not “authentic”.

If you are going to be green, be eco, not “eco”.

A great example of how to do it right comes from the team at the Ritz Carlton Grand Cayman, and it is in the story of Sweetie the Dog, who is now in Pittsburgh having been adopted by guests of the hotel whilst a ward of the Cayman Humane Society. The full story is reported by the Cayman Compass here, but the crux of it, from a marketing standpoint, is that the Ritz Carlton found a way to provide their guests with a genuinely authentic experience that is very much a part of Cayman, that of local people taking their time to walk the stray and abandoned dogs that are taken in by the Cayman Humane Society. An authentic, not “authentic” experience.

Another example comes from theReef Resort, who have seen no fewer than four turtle nests spread along their beach during the current nesting season. The Department of the Environment in Cayman does an excellent job of educating management of hotels, condos and villas on the importance of taking various measures during nesting season, including masking lights on the beach (so turtles are not discouraged from nesting, and hatchlings move towards the ocean, not the buildings). The team at theReef have clearly taken this, as well as other environmental concerns (several are trained and certified to catch the invasive Lionfish) to their hearts, and they pride themselves in talking to their guests about turtle nesting, what it is all about, what guests can do to help etc. They couldn’t hide their excitement at discovering the first nest of the season (here), and even blogged information on how to identify what type of turtle is making the tracks on the beach (here).

Yes, be authentic, be eco… but you’d better watch out for the quotes.

{ 0 comments }

Gut feel… and Google Wave

by Tom McCallum on August 15, 2010

“Gut feel is the sum of a lifetime of experiences” is a favourite phrase of mine.

I spent many years working for a man I learned much from, Norberg Thompson, a self-made Caymanian entrepreneur and the antithesis of the over-educated and under-experienced experts we all see too many of.

If I gave him a business investment idea that he didn’t “get” right away, then no matter how long the report, how many big words, how many charts and tables.. it was a tough sell. On the other hand, I once gave a five minute “pitch” on a multi-million dollar idea and he gave it the green light, without reading one single word. Gut feel.

Now, to Google Wave. After less than a year, Google have effectively killed it off. The link there is to a HuffPo article that reflects on who thought what about Wave when it launched. I posted about Wave last year, musing on “Google Wave – a new breed of Camel” , ie was it a horse designed by committee… ie “lame” ? In re-reading my post, I was too much on the fence on it. I never got Wave, and should have been more direct in my blog with my opinion.

The lesson ? Listen and learn from others, but do rely on your intution..”Gut Feel” is good.

{ 0 comments }

iPad, product or platform ?

by Tom McCallum on August 11, 2010

Those who complain about what the iPad doesn’t have are looking at it from a “what does it do” standpoint. They are being too engineering-centric. Instead of thinking “what does it do”, think “what can I do with it”.

What do I do with mine ? Sure, I can use an onscreen keyboard and various workarounds to email and use other work related tools, but I’d only consider doing that for short trips, not to replace any other device. What do I use it for day to day then ? To read… and use Apps of various types.. it doesn’t replace my laptop, it augments my options.

Brian Eno says it very well in this article from Prospect Magazine (worth the subscription) :

“When the iPad appeared recently there was some confusion about what it was for. But if you think of it not as a finished product but as a platform from which users can launch their own tools—as they did with the iPhone, for which there are now nearly 200,000 applications—then a whole new world opens up.”

The bold type is mine… think platform, not product.

Who should learn from this message ? Start with Amazon. Their Kindle is going to be wiped out by the iPad. They’ve already slashed the price, but it won’t be long before they have to start giving it away in return for  monthly subscription to the 21st century version of the “book of the month club“.

Hmm… platform versus product….platform is cheap, but you have to commit to the product…. iPad, Kindle… and of course mobile phones fit this model.

What’s the next big shift in this area ? SAAS… Software As A Service. Software run online in the “Cloud”.

SAAS is getting bigger by the day, but within five years, the very idea of installing bloatware (MS Office ? MS Exchange ? even Quickbooks ?) on your computer will be, by far, the exception rather than the rule. Five years ? Much sooner if it works for you. For example, I just shifted a medium sized corporate client to cloud computing and they’re already saving enough to be well into six figures of savings right away. You just need to think outside the box a little.. or perhaps put your head in the “cloud”.

{ 0 comments }

Why should I trust you ?

by Tom McCallum on August 7, 2010

This isn’t a branding blog, where I could talk about brands (like Virgin Atlantic or Harley Davidson) who have such strong followings that they are shown to be not just trusted, but recommended by people who’ve never owned or used their product.

This particular post is to question businesses (particularly professional service businesses) on what people think of you from your online presence.

Many will tell you that the future of the internet is to give things away for free, and arguments rage over Free, Freemium and other terms among thought leaders and behavioural economists. I won’t post links here, but search for those terms along with Malcolm Gladwell, Chris Anderson, Fred Anderson… and you can take many hours delving into this subject (I have.. I’m a behavioural economics geek, sorry!). Still, I won’t get into this debate here, I will simply give a few thoughts to perhaps help you rethink how you present your business online.

You may be the best, longest established, most qualified (sure, show all the letters after your name), but as a professional services provider (Accountant, Doctor, Architect, Designer, Plumber) at the end of the day anything you can say about yourself pales into insignificance next to word of mouth. Now, think about what people say about you. They talk about specific things you have done for them, how they felt in working with you. Your empathy, how expert you seemed and how it gave them confidence in you, how you made them feel. In short, when they recommend you, they tell people they trust you.

Does your website achieve the same thing ? Does your website establish you as a trusted source ?

Back to “free”. Think about how you can establish trust through providing core information through your website. What to you may seem basic may be, to your customer, highly valuable. Some simple ideas :

- Car mechanics, do all your customers check their tire pressures or change their oil often enough ? Thought not. Help them realise this is important. Post something up on “10 things you can do to keep your servicing costs down”.

- Physiotherapists. Every time you see a patient you tell them to do their stretches / ice / take anti-inflammatories between treatments. Do they do what you say ? Of course not, most of the time they barely remember them, let alone follow to the letter. Post something up on “working with your physiotherapist”,  giving a top list of things they can do to help you help them, and explain concisely why each matters.

- Doctors in private practice. Medical practice is, with our exploding ageing demographics, a booming business, so why commoditise yourself by filling your practice with patients with basic complaints who (as we know) are all medical experts due to the “WedMD” effect. Given them some basic self-help information on your website, show you are caring, pro-active and pre-emptive. Gain their trust and they will not only come to you just as often, but will also tell their friends to do the same. Build customer loyalty that goes beyond price.

In summary…. what may be simple and basic to you may not be to your customers.. present and future. Give them some basic information for free through your website and you will become their trusted source….and will come to you exactly because you have shown yourself to be expert, experienced.. and there to help your customers.

Oh, and as a closing thought…as you have come to my site and read this blog, you’ve formed an opinion about me, even though very few of my readers have met or will ever meet me… but have I established at least some degree of trust ?

{ 2 comments }

Clarity…

by Tom McCallum on August 2, 2010

I recently was part of a workshop held by a large international organisation to look at their identity, in other words “who they are”, not just a marketing “brand”. In this, one of the first things the facilitator did was ask everyone to give two or three single words to express what they were hoping to get from the process. The most commonly given word ? Clarity.

Clarity must come before action.

If you are not clear on what you offer and why, then are you just building a faster horse (for this reference, see this blog) ?

If you are not clear on where you are going, then, to paraphrase Lewis Carroll, will all roads take you there ?

Most importantly, if you are not clear on who you are and what business you are in, then stop… get clarity on that first before you do anything else.


A few months ago, I was inspired to blog on what you would say if you were to keep your definition of “what business are you in” to 140 characters or less, Twitter style. In that blog, I gave a few answers, but, although the answer may vary by client, my current thinking for McCallum Solutions, which will always be a work in progress is :

“I help clients improve their business through gaining clarity on identity and direction, then gaining focus and guiding action” (126 characters).

I’ve repeatedly referenced the “what business are you in ?” question, but here is the blog in question.

{ 0 comments }

Passionate Purpose

by Tom McCallum on July 28, 2010

As I thought about writing this post, I searched this site for the word “Passion”, and found I’d used it in at least 13 of the more than 70 posts I’ve put up here since I started blogging about a year ago. I guess that shows how important this theme is to me. This post then may simply be a variation on a theme, but, heck, Mozart wrote 12 variations on the theme of “Twinkle, Twinkle, Little Star”, so…

An organisation without passionate leadership will fail.

In fact, having drafted this and several other blogs, I canvassed Facebook on which one to post up next, choosing just from the title, and they all said “Passionate Purpose”. As my good friend David Kirkaldy put it “Passion. Without that the rest would never exist or have any meaning.” Well said, David !

Now, I’d like to zero in on one particular business, Hotels. From my experience, Every hotel must have at least one leader with passion working on the property. No ifs, ands or buts.

What happens though, if that passionate leader moves on ? To both make your business great and keep it great you must spread the passion to all the staff, from top to bottom. That way the passion becomes ingrained and will succeed that one passionate leader.

Very few of the top 100 companies of 100 years ago, when measured by stock market value, still survive… but most of the top 100 brands are still with us. IBM isn’t a computer maker anymore, but a professional services firm full of “IBM’ers” with a distinct culture. Ritz Carlton doesn’t have staff, it has “Ladies and Gentlemen, serving Ladies and Gentlemen”.

Ingrained identity and brand personality is what has keeps leading companies focussed and on top.. or… Passionate Purpose. So…another lesson….

An organisation without Passionate Purpose will not survive

Back to Hotels, and let’s look at one Hotel in particular. Start with this quote :

“You can set standards for a hotel operation, but the standards need to be carried out by a team that wholeheartedly embraces them and has the ambition to excel in everything they do. We do not only want to meet guest expectations with our service, we want to exceed them every step of the way, and our team shares this philosophy.” - Karolin Troubetzkoy, Executive Director, Marketing and Operations, Jade Mountain, Saint Lucia

That’s the “organisational behaviour” way of expressing passion in running a hotel, but try this from Tripadvisor (see review on Jun 27, 2009) :

We were surrounded by passion – the owner/architect Nick Troubetzkoy, put his very soul into the design of Jade Mountain.

Ms Troubetzkoy emphasises the importance of their team having “the ambition to excel in everything they do” and that “our team shares this philosophy”, but boy that sounds like it comes from a management handbook.

Now, though, consider that Mr Troubetzkoy is a passionate guy who put his very soul into the design of the hotel.. NOW you’ve got something that the team can follow !

{ 6 comments }