Wednesday, February 25, 2009

Innovation in business today Part I



Innovation in business today Part I

This is a series of articles I will post over the next few days which will help to cultivate innovation in the organisation, during these times it is important to maintain forward momentum with a lower burn rate, I hope these will help you to do just that.

By Dr. Earl R. Smith II DrSmith@Dr-Smith.com www.Dr-Smith.com

There is much talk of innovation and the challenges of how to stimulate and sustain it. It is one of the questions that transcend the stage of development of a company. It is also a question that should engage the entire team. Nothing affects the fortunes of an organization more than a team’s ability to come to terms and overcome the challenge of maintaining a culture of innovation. The world is simply to fluid and change such a dominate characteristic of the times we live in - innovation is necessary for survival.

Eventually all of my coaching engagements come to focus on the challenge of developing and maintaining a corporate culture that allows it to respond effectively to a rapidly evolving marketplace with a solid emphasis on creating value through innovation. The difficult aspect of this question is that it is very easy to discuss intellectually but implementation of any solution can prove very difficult. As a friend was fond of saying, “an understanding of innovation is, in itself, not innovative”.

Innovation is difficult because it necessitates the collaboration of two very different types of intellects. In order to develop such a culture, creative and the analytical types need to find a way to work effectively together. It is hard to overstate the difficulties that such an effort can encounter.

In my experience, the CEO and COO are two of the most important players in the effort to stimulate a culture of innovation. The third important player in the effort is the Chairman of the Board of Directors. It is this third player that is often overlooked - probably because in many companies the CEO also occupies the role of Chairman. That arrangement precludes an important dynamic - the role of the Board of Directors in the strategic evolution of corporate culture.

One of the principal reasons that this division of responsibilities is important is that most often the CEO and COO fall into the category of ‘analytical types’. Their focus is on essentially and appropriately on the tactical issues which revolve around the implementation of the company’s tactical plan. A strong Board lead by a visionary Chairman will act to counter this imbalance and contribute to the evolution of a culture of innovation. They will break the bottlenecks obstructing the flow of creative ideas.

A company must create a culture where all participants can challenge why something that does not make sense to them. They must be able to ‘think out of the box’. However, my experience has been that not all team members are able to do this effectively - in fact, it is critical that a substantial part of the team focus on thinking inside the box. This group provides the stability and institutional memory of the company - an essential contribution. Others will be better at thinking in new and revolutionary ways. They must come to terms with the importance of this stability and the need to preserve the organizational foundations while exploring and introducing new ways of thinking and operating.

The core issue in a culture of innovation is the relationship between these two groups. For it to function properly, there must be a high level of trust, an easy and direct pattern of communication and a freedom which allows each member of the team to focus their energies on being the best at what they do best.

I have worked with companies that were almost totally populated with ‘creative types’. Never has the term ‘herding cats’ seemed more appropriate. These organizations suffered from a kind of organizational attention deficit disorder. Good ideas were generated in abundance but the company lacked the infrastructure and team members that could turn them into revenue.

I have also worked with companies that were just the opposite - legions of ‘analytical types’. These companies developed a different form of stagnation. They might have been based on a ‘cutting edge’ technology at one time but quickly fell behind the competition.

Some of my engagements have brought me into the role of Chairman while others have found me serving as an advisor to either the Chairman or the CEO. However, in each case, the challenges have been the same - how does the company develop and maintain that essential culture of innovation? How does a company keep either of these types from achieving ascendancy and driving the other off the field? How a company answers these questions, more than any others, determines its future.

Tuesday, February 24, 2009

What does an Executive summary do for you ?


Plenty has been written on how to write good exec summaries. The best article I’ve found is the one that www.garage.com did. There is not much I can add about what needs to be in a good exec summary but I can share some “secrets” of how most VCs engage with exec summaries. Keep in mind that this is real world advice, which is not necessarily what you need to win in the BPC but then you are trying to build real startups as opposed to startups that win competitions, right?

VCs have a love/hate relationship with executive summaries. Actually, most VCs either love or hate them. Personally, I hate them. Most, even the ones by good teams, are terribly written so, statistically speaking, it’s a waste of my time to read them. If I was making an initial decline or investigate further decision on exec summaries alone, I wouldn’t have engaged with some of the great startups I know. Therefore, I prefer to look at a presentation and skip the exec summary.

Exec summaries are rarely read. They are skimmed, typically with the purpose of making a quick decline decision. Choose your words carefully. Don’t have extraneous content. Highlight key points. Use a graph or diagram, provided it would be self-explanatory to someone who knows nothing about your business. Use simple analogies that relate your technology or business model to successful companies. Be humble when you do that–VCs don’t want to see another startup which thinks its approach is analogous to Microsoft’s or Google’s or Facebook’s.

Be conscious of your goal. It is to get to the next level, ideally a face-to-face meeting. You need to sell enough to get there but no more. Don’t over-educate or over-sell. It will lead to a wordy and heavy exec summary. Avoid the common hyperbole such as “this is a $56B market” or “we have no competition.” Statements like these only make you look immature.

Be explicit about your team building goals. This advice is especially important for teams with fewer “done it before” execs. I think it would be fair to put MIT $100K team in this broad category. As a judge in previous years, I’ve been disappointed to see founding teams with too many chiefs (CEO, CFO, CTO, CSO, CMO, CPO, etc.) none of whom would be hired in those positions if the funded company were to do an executive search. VCs want to know that the founding team knows its limitations.

Tune your exec summaries for the investors you are talking to. Who said you should have only one version of the exec summary? Typically, a very early stage startup has a lot of options and its future will in some way be influenced by its investors. How you pitch to an angel group for a $500K seed investment is not how you’d pitch a VC with a $1B fund. The angel group and the large VC have different business models. They want to invest in different companies. In some cases, your company could be a fit for both, as long as you are flexible and open to the options, but your story needs to be different.

Under-promise and over-deliver. Do not make big claims in your exec summary, especially about the near future, unless you are absolutely certain you can deliver on them. For example, don’t say you’ll have a distribution deal with Large Vendor X negotiated in the next 90 days if the probability is less than 90%. You’ll likely be talking to VCs for many weeks or months. Your credibility depends on making promises and keeping them.



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