Beruflich Dokumente
Kultur Dokumente
Speople
Digital generations bring knowledge to life
Volume 1
Issue 1
APRIL 2009
p di g i t a l’
ow n u
ac t of ‘gr
o tt o n im p
Tapsc
The GREAT
Obama
Effect THINK-OFF
Be a survivor
You can even thrive
in hard times
Power of ‘been there’
Me Smart?
You’re kidding!
You are what you think
Volume 1
Issue 1
APRIL 2009
Cover story
LIVING 4 ‘Me Smart?’ You are
what you think
9 Be a survivor Thoughts and beliefs create
Your new job description involves your reality. What you
more than just looking for another believe leads to what and
job. Time for strategic self- how you think.
improvement.
SMART PEOPLE 1
SMART PEOPLE
CHOOSING CHOOSING
LEARNING
27 Great American 28 The creative economy 30 Online centers connect
Think-off Entrepreneur digitally disadvantaged
Little town in Minnesota Dave Lewis Britain tries to bridge the online
asks the world “Is it ever still thinks social divide by connecting them
wrong to do the right differently to Web sites, blogs,
thing?” It’s America’s in a world forums, videos,
premier amateur where digital galleries
philosophy contest. everyone and radio.
gets to play
in new
places.
WORKING
34 Facing the 36 Ban bullying 38 Jobs galore
new gens Nine out of 10 British employees are In spite of the economy – and high
To transfer victims which not only hurts people unemployment – there’s a shortage
existing but plays havoc with the work of knowledge workers but you can
knowledge, the environment. take advantage of the situation
old gens need to to leverage
catch up digital yourself into
– understand and a Smart People
connect with the job.
new gens.
2 SMART PEOPLE
SMART PEOPLE
Tom Davenport David Gurteen Alice MacGillivray Robert Wendover The Smart People Magazine Board of Directors is being carefully and
Information Knowledge Smart People Generational
Technology Management Networkers Studies methodically constructed to assure broad representation of the personal
and professional interests of our audience, ranging from experts to
ordinary smart people. We invite suggestions and assistance. Contact
Jerry Ash: smart.guy1@verizon.net
EDITORIAL BOARD
SMART PEOPLE 3
COVER STORY
Thoughts and
beliefs create
your reality. True.
‘Me smart? You’re kidding!’
What you believe
leads to what and
You are what you think
how you think
. . . which leads By Alex and David Bennet patterns of neuronal consider there are about 100
to your creation Mountain Quest Institute connections and synapse billion neurons in your brain.
and sharing of strengths – can change the The brain has a high
knowledge . . . I can’t possibly be smart, physical structure of your degree of plasticity; it has the
which defines
you think. If that’s what you brain. But beware; this is a capacity to change in response
assume, you’re right. You’re two-way street. Changes in to experience and learning.
what you
not smart. Do you know why? the neural physiology of your It’s designed to co-evolve with
perceive as
Because you don’t believe you’re brain also affect the thoughts its environment – the perfect
possible . . . and
smart! That’s all there is to it. in your mind. What does that instrument for adapting and
leads to your Henry Ford got it right years mean? Well, first off, it means readapting to the increasing
actions. ago. If you think you can, you you’ve got to keep your brain Change, Uncertainty,
can. If you think you can’t, you healthy. Stop. That’s a lot on Complexity and Anxiety
can’t. the table all at once. Let’s (CUCA) that results. And even
Ford’s statement is break it down a bit. when simple information
now backed up with new comes into your brain, it
discoveries in neuroscience. Mind or brain? What’s creates a physical alteration of
And there’s more, much the difference? It’s like the the structure of neurons. This
more. You’ve got to watch what relationship between the is how you learn.
you’re thinking as well as what waves of the ocean and the
you believe. water in the ocean. The waves Learning? As long as you
Your are patterns; the water is stay alive, you are learning;
thoughts particles. Similarly, the mind the more you learn, the more
– that is, represents the patterns created you can learn. Information is
by neuronal firings, their continuously entering the
synaptic connections and brain through all of your
the strengths between the senses from the external
synaptic spaces. The brain is world. This information is
the atoms and molecules then mixed and integrated
that make up those – a process called associative
patterns. Since you patterning – with all the
can’t see your own information previously stored
mind’s patterns, to in your memory, patterns
you they are your that represent all your
thoughts, ideas, experiences, thoughts and
visions, feelings feelings. Quite literally, almost
and more. A single everything you’ve learned in
thought might be life. However, those incoming
represented by a signals are being captured in
network of a million invariant form.
neurons with each For example, that means
neuron connected only part of an image of your
to 5,000 other friend is being stored. That’s
neurons! all that’s needed. The mind/
Not as ridiculous brain develops robustness
as it sounds and deep knowledge
when you (understanding, meaning,
4 SMART PEOPLE
COVER STORY
insights and anticipation of done before, acquiring new neurons! You don’t need to Knowledge is
the results of actions) from its knowledge. It doesn’t matter worry about overloading your the capacity
capacity to use past learning how old you are – 20 or 70; mind by learning too much (potential or
and memories to complete you can still learn and learn – that’s not a smart way to go. actual) to take
incoming information. This well if, and only if, you really In the course of your lifetime, effective action.
marvelous system allows you want to. your mind/brain will have Your mind/
to use what you know and But for goodness sakes, created many more patterns brain learns
what you’ve learned in varied don’t feel too stressed about with their connections than continuously
and uncertain situations it! Emotions impact your there are particles in the
in anticipation
– something that in the future learning, with maximum Universe.
of your future
only a biological computer learning occurring when So we’re back to the
could hope to accomplish. actions.
there is a moderate level of question we started with . . .
arousal. A little bit of stress me smart?
What about my DNA? is okay or, even better, if you And the answer is . . . it’s
DNA blueprints are not set in feel good about what you’re your choice.
concrete at the birth of the cell learning, you learn more. By
Alex and David Bennet are founders
as was once thought. Genes do the way, the same thing is of Mountain Quest Institute, a
not determine who we are or true for physical exercise. If research and retreat center situated
who we will become. Through you don’t want to do it but in the Allegheny Mountains of West
studies in epigenetics – which you do it anyway, there’s not Virginia – mountainquestinstitute.
literally means control above much gain. That’s just the way com
genetics – it is now recognized it is.
that genes cannot be expressed
without influence from the The unconscious. You
immediate environment of the may have realized by now Three myths that keep you dumb
cell. Thus nature, nurture and how much stuff is going into
our own personal choices all your unconscious. A healthy Myth #1: I am a product of my genes. FALSE. Many
play significant roles in our mind/brain is a powerful, genes are turned on and off by the environment -
learning and development. self-organizing, complex physical or learning. This can be likened to a dance
Our thoughts, feelings and adaptive learning system between two partners intricately involved as a
actions determine our success, (quite a mouthful, but it does couple in winning the big prize. Who do you choose
while our genes playing a mean something) that is to let lead?
smaller role. only limited by the quality
and quantity of incoming Myth #2: I’m too dumb to learn. FALSE. If you’re
Mind health. There information and your own alive, you are learning. The mind/brain was created
is a direct relationship choices. to help you learn in order for you to survive. If
between your health and The really good news you’re not taking advantage of that learning, that
increased levels of growth is your brain doesn’t take is a matter of choice rather than capability. Note
and integration in your mind. Starbucks breaks and doesn’t the role of nurturing and the environment have
When you exercise your body, require sleep. It’s on call 24/7. significantly more impact on learning capacity than
you increase the amount of Focused on your learning previously thought.
blood that’s flowing through and well-being, day and night
your brain which boosts your it goes about discovering Myth #3: As you grow older your mental powers
brain power. But there’s more to associations among what you decrease from loss of neurons. FALSE. As long as
it than that . . . your mind needs already know and all that you use your brain and continue to actively think
exercising too, just like the rest stuff you send in through – barring age-related disease – your brain capacity
of your body. Circuits in your your senses, building patterns will sustain a good capability. While neurons
brain that go unused grow that might help you take continue to die as you age, active brains also
weaker and eventually die. the best actions tomorrow. continue to create neurons in several areas. Carl
The very best mind exercise is Imagine the amount of social Jung did some of his best work between the ages
new learning – thinking about networking continuously of 73 and 83.
and trying things you’ve never underway among your
SMART PEOPLE 5
LIVING
6 SMART PEOPLE
LIVING
Where’s
the bus?
One rainy night leads
two students to solve the
problem
It’s a question heard at
countless bus stops: “Have
you seen the number 48 go
by?”
Cold, impatient bus
riders stamp their feet,
check their watches, and
wonder if that bus is ever from
going to come. But in Seattle, a any phone.
cell phone and the ingenuity of “A robotic voice
two University of Washington answers: “Where is your bus? time
(UW) students has come to the Let’s find out.” Users then is passing.
rescue. punch in their stop number if So if you’re standing
Brian Ferris, a doctoral they know it already, or follow at a bus stop for five minutes,
student in computer science, the prompts to look it up. you perceive that time to Brian Ferris
spent one too many rainy A computer checks a be 10 minutes,” Watkins checks in with
nights waiting for the bus. database of current bus said. Knowing the wait time OneBusAway
“I’m an avid bus rider,” locations, and the voice changes the situation. “If I
said Ferris. “If you ride the announces how long until to see when
know ahead of time, I can grab
bus enough, you spend a lot of your bus arrives. Users can his bus will be
that cup of coffee and be back
time waiting; even on the best also access the system online arriving.
in time to catch my bus. That
of days buses can run late.” at www.OneBusAway.org or kind of information makes
by using an iPhone. taking public transit so much
OneBusAway keeps
Most bus stops have a more livable.”
tabs on the bus
timetable of when the bus is OneBusAway is an
Over the past year and one-
supposed to come, and digital offshoot of MyBus, an online
half, Ferris and Kari Watkins,
screens at some central hubs service Ferris calls “the great
a UW doctoral student in
show projected arrivals. But granddaddy.” MyBus, created
civil and environmental
most lonely bus riders waiting in mid-1990s by UW electrical
engineering, have created a
by the curb, scanning the engineering professor Daniel
tool, OneBusAway, that allows
horizon for any sign of a bus, Dailey, allows people to type in
bus riders to use a cell phone,
have no idea how long they a bus route and stop number to
iPhone or computer to keep
have to wait. get anticipated arrival times. It
tabs on their buses.
OneBusAway has Knowing makes waiting combines odometer readings,
processed 30,000 automated seem half as long which regularly get beamed
phone calls since launch in Research shows that back to dispatch, and route
June, 2008. The Web site gets removing uncertainty cuts information to estimate each
an average of 1,000 hits a day. frustration, says Watkins, bus’ current position. MyBus
People have found out about who works on transportation forms the basis for municipal
the tool on blogs, from stickers issues. She and Ferris met bus-tracking services in Seattle
at a few UW campus bus stops, through a transit blog and and Chicago.
from a mention in a Seattle combined their expertise to Ferris and Watkins set out
magazine and by word-of- create OneBusAway. to expand on MyBus to make a
mouth. To use OneBusAway in “When people have to more user-friendly tool people
Seattle, just dial 206.456.0609 wait, they think twice as much NEXT PAGE
SMART PEOPLE 7
LIVING
8 SMART PEOPLE
LIVING
Be a survivor
You can even thrive in hard times
By Carol Kinsey Goman, PhD
Kinsey Consulting Services
SMART PEOPLE 9
LIVING
What I was doing vs. what I did 10. Network, network, network.
First, understand the importance
If you want to improve your memory, you should carefully consider how you of social capital. Capital is defined
frame your past actions in your mind. as “accumulated wealth, especially
In a new study reported in the Journal of the Association for as used to produce more wealth.”
Psychological Science, psychologists William Hart Social capital is the wealth (or
of the University of Florida and Dolores Albarracín benefit) that exists because of your
from the University of Illinois at Urbana- social relationships. Think of social
Champaign reveal the way a statement capital as the value created by your
is phrased (and specifically, how the connections to others. There is no
verbs are used) affects our memory more valuable commodity in today’s
of an event being described and may volatile business environment.
also influence our behavior.
In these experiments, a group of 11. Take time to mourn. The
volunteers was interrupted prior to beginning of anything new
finishing a word game and were then asked to always means the death of the old.
describe their behavior using the imperfective Restructuring means changing the
(e.g., “I was solving word puzzles”) or perfective way work gets done and walking
(e.g., “I solved word puzzles”). away from the competence and
The volunteers then completed a memory confidence you gained under the old
test about the word game itself. system. Losing a job means leaving
It turns out the volunteers who had a workplace, friends and mentors.
described their behavior using the imperfective With every ending comes a period
were able to recall more specific details of of mourning where it is natural (and
their experience compared to volunteers healthy) to grieve for what you have
who had described their behavior in the lost. In fact, doing so will help you let
perfective aspect. go of the past so that you can more
The volunteers writing in the quickly move on to whatever the
imperfective aspect also performed better on future holds.
a second word game and were more willing to
complete the task than did volunteers who used 12. Go for it! An uncertain future
the perfective to describe their experience. can be stressful and traumatic. But
The authors surmise that when we think about it can also be exhilarating and fun.
our past behavior in the imperfective (e.g., what we Make a conscious choice to embrace
were doing), we tend to imagine that behavior as change as an incredible adventure.
ongoing (and not completed yet). This enables us to Savor it. Exploit it. Enjoy it!
easily think about what went into that behavior and Carol Kinsey Goman, PhD, is an author and
may help us improve performance on similar tasks in keynote speaker who addresses association,
the future. government, and business audiences around
These findings may be relevant to behavioral the world. Her latest book and program topic
therapy. They suggest that “decreasing the is The Nonverbal Advantage – Secrets
frequency of unhealthy behaviors might be facilitated by discussing these and Science of Body Language at Work.
behaviors in terms of “what I did.” In contrast, increasing the frequency For more information, contact Carol by
of healthy behaviors might be facilitated by discussing these behaviors in phone: 510.526.1727, email: CGoman@CKG.
com, or through her Web sites: www.CKG.
terms of “what I was doing.”
com and www.NonverbalAdvantage.com.
For a copy of the article and access to other Psychological
Science research findings, contact Barbara Isanski at bisanski@
psychologicalscience.org
10 SMART PEOPLE
LIVING
Glass ceiling?
Apron strings keep women out of math fields
Women don’t choose “Career preferences and Women today compose
careers in math-intensive lifestyle needs largely dictate approximately 50 percent
fields, such as computer why women aren’t choosing of medical school classes;
science, physics, technology, physics or engineering as their however, despite these gains,
engineering, chemistry and profession,” says lead author women who enter academic
higher mathematics, because Stephen J. Ceci, PhD. medicine are less likely
they want the flexibility to than men to be promoted or
raise children, or because Timing of child bearing serve in leadership posts, the
they prefer other fields of authors said.
science that are less math- coincides with the most As of 2005, only 15 percent
intensive – not because they demanding periods of a of full professors and 11
lack mathematical ability, percent of department chairs
according to a new study.
woman’s career were women. Non-math fields
The study, an integrative are also affected: for example,
Women with advanced
analysis of 35 years of research only 19 percent of the tenure
math abilities choose non-
on sex differences in math, track faculty in the top 20
math fields more often than
offers explanations for why philosophy departments are
men with advanced math
women are underrepresented women.
abilities. They also drop out
in math-intensive science
of scientific fields – especially
careers. The findings
math and physical science
appear in the March issue
– at higher rates than do men,
of Psychological Bulletin,
particularly as they advance,
published by the American
says Ceci,
Psychological Association.
A major reason why
women are underrepresented
Women are not only in math-intensive
fields but also in senior
underrepresented leadership positions in most
in math-intensive fields is that many women
science careers. choose to have children, and
the timing of childrearing
Researchers from coincides with the most
Cornell University reviewed demanding periods of their
more than 400 articles and career, such as trying to get
book chapters to reconcile tenure or working exorbitant
conflicting evidence on why hours to get promoted.
math-proficient women are Further, if women enter Hormonal, brain and other
underrepresented in math- these fields, they are more biological sex differences did
intensive fields such as likely to drop out before they not emerge as primary factors
engineering; why they choose advance very far due to the explaining why women were
less math-intensive fields (such need for greater flexibility and underrepresented in science
as biology, medicine, dentistry the demands of parenting and careers.
and veterinary medicine); and caregiving, says co-author And the authors found
why when they do choose Wendy M. Williams, PhD. studies on social and cultural
math-intensive careers, they “These are choices that all effects to be inconsistent and
are more likely to drop out as women, but almost no men, inconclusive.
they advance. are forced to make.” NEXT PAGE
SMART PEOPLE 11
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SMART PEOPLE 15
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16 SMART PEOPLE
CHOOSING
Politics 2.0
Effect of America’s first digital president
By Matthew Fraser YouTube, but also MySpace, Twitter, 35,000 volunteer groups that raised
and Soumitra Dutta Flickr, Digg, BlackPlanet, LinkedIn, $30 million on the site. On YouTube,
Thought leaders at INSEAD and other Web 2.0 platforms. the Obama channel attracted more
At 47, Obama was older than 97 million video views by
Barack Obama’s electoral triumph than the average Facebook some 18 million channel
was the first American presidential member, but he proved to visits.
election won on the Web. be a natural Web politician.
If Franklin Delano Roosevelt On his personal Facebook
was America’s first radio president profile, he named his
and John F. Kennedy was the favorite musicians as Miles
country’s first television president, Davis, Stevie Wonder and
Barack Obama is its first Internet Bob Dylan, and listed his
president. pastimes as basketball,
This watershed was largely writing and “loafing
overlooked during the presidential w/kids” (note the hip
campaign. While most pundits were shorthand).
focused on the question of race, The 72-year-old
speculating whether Americans John McCain, by
would elect a black man to the contrast, never
White House, Obama was busy managed to connect
defeating his rival thanks to his with voters online.
powerful techno-demographic
appeal. His popularity with young McCain:
voters was especially high. Missing in
action on the
Obama enjoyed a Internet
McCain’s
groundswell of support campaign
among the Facebook struggled
to give its
generation. candidate
a Web presence, but
Obama captures
compared to Obama’s online
70 percent of young
blitzkrieg, the former war hero was Compare
On Election Day, he captured
missing in action on the Internet. that to McCain’s to
nearly 70 percent of the vote among
The cold numbers tell the story. YouTube presence: only 330 videos
Americans under 25. In a word,
Obama counted some three million were uploaded to the JohnMcCain.
Obama enjoyed a groundswell
“friends” on Facebook and two com channel, which attracted just
of support among the Facebook
million more on 15 other social over 28,000 subscribers.
generation. The vote has even been
networking sites. He also boasted The McCain channel attracted
dubbed the “Facebook election.”
13 million names on an email list barely more than million visits
Obama, who was constantly
and three million receiving SMS and some 25 million video views.
thumbing his BlackBerry during
messages coming directly from Obama beat McCain four to one on
the campaign, had a shrewd
Obama’s famous Blackberry. YouTube. Obama attracted double
understanding of the electoral
The MyBarackObama.com Web the Web site traffic and had five
power of direct Web-based political
site was clocking more than eight times more Facebook friends. On
mobilization. His campaign
million monthly visits, including
leveraged not only Facebook and NEXT PAGE
SMART PEOPLE 17
CHOOSING
18 SMART PEOPLE
CHOOSING
including the United States, there
is an ever-present danger that
states will succumb to Big Brother
temptations and pry into social
networking sites to spy on their
citizens.
There are even conspiracy
theories that claim Facebook was
started by the CIA through alleged
links between the site’s original
venture capital backers and the
American spy agency. While
the CIA admits openly it uses
Facebook for recruitment purposes,
there doesn’t appear to be any
operational linkage between the
two organizations.
The CIA’s seemingly innocuous
use of Facebook nonetheless
has raised concerns among civil
libertarians. Facebook’s privacy
policy, for example, states it does claim that terrorists are using Web for securing U.S. Internet
not share personal information platforms like Google Earth to infrastructure. He also gave broad
with third-party companies – but locate potential targets, especially powers over cybersecurity to the
adds that, in order to comply in countries like Israel. This may National Security Agency (NSA)
with the law, it may give personal explain why Google has, in fact, – one of 16 U.S. intelligence agencies
information to ‘government pixilated sensitive zones in Israel and – under the direction of General
agencies.’ elsewhere in the world that could Keith Alexander.
If Web 2.0 platforms promote come under a terrorist attack. While the NSA’s work is
social capital and civic engagement, top secret, it’s believed that its
the same self-organizational NATO prepared for cyber warfare cybersecurity efforts include
opportunities are available to While the Kremlin denied any blocking thousands of foreign
criminals and terrorists. The involvement in the cyberattacks electronic attacks on U.S. systems
findings of a “Dark Web” research after they first occurred in 2007, that occur every day. Russia and
project at the University of Arizona, the incident prompted the NATO China, in particular, are believed
tracked Jihadist extremist groups military alliance to step up its to have developed advanced
using Web 2.0 media, provide a readiness for cyber warfare. In early cyberwarfare capacity.
particularly disturbing example of 2009, a pro-Kremlin youth group Barack Obama won the U.S.
how Web 2.0 platforms can become admitted it was responsible for presidency thanks to Politics 2.0,
vehicles for terrorism. The study, cyberattacks against Estonia. and it now appears like his
published in 2008, came across President Obama, a leader who American foreign policy will be
an alarming number of Jihadist understands the power of Web 2.0 driven by Geopolitics 2.0.
blogs, including one that post news platforms, is taking these threats
updates about so-called “occupied seriously. During the presidential Matthew Fraser is Senior Research
Islamic countries.” Fellow and Soumitra Dutta is Roland
election campaign, he promised to
Berger Chaired Professor of Business
Jihadist bloggers were also elevate cybersecurity as a national and Technology at INSEAD. Their book,
active on YouTube, uploading priority and appoint a cyber-czar Throwing Sheep in the Boardroom:
videos featuring explosives, attacks, reporting directly to him in the How Online Social Networking Will
bombings and hostage-taking. On White House as part of an ambitious, Change Your Life, Work and World, is
Second Life, meanwhile, a ‘Terrorist $30 billion Comprehensive National published by Wiley. The book’s Web site
of SL’ attracted 228 members and Cyber Initiative. can be found at www.throwingsheep.com
another group called ‘Liberation After taking office, President
Front’ counted 65 followers. Some Obama earmarked $335 million
SMART PEOPLE 19
CHOOSING
Death of a salesman
Or: The shift of knowledge power to the smart customer
Here’s an ‘intercepted’ message from our prospects have made us work refuse to return your emails and
Sean McPheat – known as the ‘UK’s #1 harder and harder for our sales calls.
authority on modern day selling’ – to the (thanks!). Yes, something’s definitely
typical sales professional beleaguered There’s a new kid in town going on!
by demands of today’s informed buyer. too. Or should I say, there’s a new Even gatekeepers are tougher
McPheat tells entrepreneurs and their objection doing the rounds . . . . to get through – it’s as though some
people how they can start to redress of them have been through combat
the balance of power in the customer “Due to the present economic training to fend off your calls.
relationship! Clear evidence that climate…”
the knowledge factor has changed I bet you’re sick of hearing that It’s not that the current
everything. one! techniques no longer work,
You see, cold calling is getting to
By Sean McPheat the point where a lot of companies it’s just that the audience
MTD Sales Training are asking themselves whether it’s they were designed for no
really worth the hassle; the buyer of
More objections, more price bashing, today wants more and more and, at
longer exists!
the economy excuse, stalling tactics, the same time, wants to pay less and
gatekeepers from hell and elusive less! And if that’s not enough, after
decision makers! Just what is Does this sound familiar? Have the incredible time and effort
happening in the world of selling? you also found that your prospects invested into obtaining the sale or
The world of selling is changing seem to be more aware of what’s the account, keeping the customer
rapidly and is a very different going on too? and maintaining the relationship
animal to years gone by. I mean they seem to have a – while once a reliable and even
The economy is in the worst state lot more knowledge about your assumed prize – has now become
it has been since the eighties and products and services than they a roll of the dice. Customers are
during used to. They also seem to know ready to run to the competition
the past a lot about your industry too and at the drop of a hat, leaving you
couple of they also know a lot about your wondering if customer loyalty
years we’ve competitor’s products and services. means anything any more.
all found And have you noticed what You see, you’ve read the
has happened books that tell you “Thirty-four
to sales cycles ways to close the deal”; you’ve
lately? read the articles that tell you the
Buyers exact words and phrases to use to
either know “overcome those objections”; and
what they you’ve even listened to your sales
want almost manager’s pass-me-down “tips of
immediately the trade,” yet still you find it hard
and purchase to make your quota!
from you or not So why is this?
or they seem Well, the approach you’re
to play you currently using to try to fix the
off against the problem is similar to that of
competition, looking for a band aid to cure
playing silly cancer.
buggers with • You’ve most likely been looking
the pricing for an exact sentence or two to
or just simply respond to the economy excuse;
20 SMART PEOPLE
CHOOSING
• You’ve probably been trying The sales profession
different rapport building is missing the boat
techniques; We work tirelessly to upgrade
Seven tips to redress
• You’ve probably been tinkering our techniques and the tools of the balance of power
with your sales presentations too, our trade; however, most fail to Here are some top tips to start
haven’t you? understand the patient has changed! tipping the scales in your favor:
Your job has been getting The modern buyer is an entirely 1. It’s more effective to be different
a littler harder every year and different animal from those in the than to be better – most
the typical response from your past. businesses have the
manager has been to concentrate on Therefore, the overwhelming same USPs (Unique
three issues: majority of sales techniques and Selling Point) and
strategies and all of the old-tried benefits, so what
• Work harder; makes you
and true gems and rock solid closes
• Develop more effective tactics, different?
are simply no longer valid.
tricks and closing techniques; 2. Know your
It’s not that they do not work;
• Lower prices to be more competitor
it’s just that the audience they were
competitive. products/
designed for no longer exists. Much
However, you may have also of the knowledge and experience services inside out
noticed improvement in these areas of the old sales pros has become – your prospects will
has still not solved the problem. You irrelevant. and they will use this
have probably found that by putting I’m not being disrespectful of against you.
in more hours, making more calls those long-time professionals who 3. Open your cold
and studying more books for that have been in the business for years calls in a
latest trick or objection-handling and are still seeing great success. different way
response still has not improved The point is that much of what to the norm
your sales to the desired level. we learned in the past simply has – everyone
So what is the problem? no relevance when dealing with sounds the
Actually, it is quite simple: All the educated, modern consumer of same.
of the problems you are currently today. 4. Have different
facing are actually symptoms of With the explosion and sales processes for
a bigger problem – you are trying availability of information due to different buyers – if someone
to communicate with a prospect/ the Internet, modern day buyers already knows what he wants
buyer who no longer exists! can lay their hands on nearly every as opposed to someone who
• They’ve read the same books as piece of information, education and does not know, you should have
you; opinion online about your products a different approach for each.
• They’ve been on the same and services. 5. Become a trusted advisor – get
Psst . . . they can then do exactly away from being viewed as a
courses as you;
the same with your competitor’s salesman and come across as a
• They can log on to the Internet
products and services too! trusted and respected advisor.
and compare prices with your
In short, whether we like it or 6. Raise your standards – you need
competitor’s products within
not, it’s a buyer’s market. to raise your game so you know
minutes;
everything there is to know about
• They can ask for Truth is this isn’t an intercepted your products and services and
recommendations using all types message. Sean McPheat actually wrote your industry as a whole.
of social media like Facebook this article specifically for Smart 7. Become a statistics junkie – you
and LinkedIn. People magazine. He is the founder really need to understand your
Yes, today, your prospects and and managing director of MTD Sales numbers and performance at
clients are more knowledgable and Training which has served over 700 every stage of the sales cycle.
sales savvy than ever before so the companies and in excess of 10,000 sales You need to become engrossed
question you need to ask yourself professionals. Sean is a thought leader in understanding the science
is this: Are you and your staff within the sales industry and is a much of your selling and use this to
properly trained to meet with the sought after conference and motivational continually improve.
demands of the modern day buyer? speaker. www.mtdsalestraining.com
SMART PEOPLE 21
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22 SMART PEOPLE
LEARNING
management has been a mean containing or restricting a writer, a talker, an active
popular tool, executives have it, or handing it down, from participant – not just a mute
usually been disappointed top to bottom. Instead, member of the audience.
with the results. In fact, in organizations should think He’s rarely alone. Even the
Bain’s most recent survey, about sharing knowledge as computer games he plays are
worldwide executives rated the new mental infrastructure collaborative affairs. You win,
knowledge management as for the 21st century way to or lose, together.
one of the worst management work. If knowledge is power, This immersion in
tools in business. as Francis Bacon and so many interactive technology has
Knowledge management others have said, this may well had a profound effect on
was bound to fail because mean new knowledge systems everything the Net Generation
it’s based on a faulty will change organizations and does. When they do homework,
understanding of how the way we work. Hierarchies they consult each other. When
knowledge should be handled. that are propped up by access they think of buying a new
The traditional way is to to insider knowledge will be music player, they check with
contain knowledge, as if it eroded. Sharing knowledge friends about the brand and the
were a finite resource captured will encourage a new form of price before going to the store,
in containers and then made collaboration. or ordering it online.
available through depositories. They’re accustomed to
This mental model drove The Net Generation having hundreds of friends on
many knowledge management has been profoundly Facebook – friends they keep
efforts – such as directories, up with
elaborate company intranets/ influenced by their on a
portals, and reward systems immersion in digital regular
for information. basis.
Right away it was plagued
technology. Boomers
by problems. As it turned out, The people primed to share
lots of people didn’t feel like knowledge in this new way are
sharing the knowledge they the youngest employees, the
knew, and the information that Net Generation that has grown
was gathered was fragmentary up digital. This generation,
and dated. children of the Baby Boomers,
The fundamental problem, are turning 12 to 32 this
though, was this: Treating year. I call them the Net
knowledge like a rare bottle of Generation because they’ve
wine, as a precious and finite been profoundly influenced
resource, makes no sense in by their immersion in digital
technology. like me are astonished at the
the 21st century digital world.
Take a look at a teenager way Net Geners share private
These days information is not
on any weeknight. While he’s pictures and stories with
limited; it’s infinite and it’s
doing his homework, he may hundreds of friends, but to the
amazingly quick to spread on
be listening to music, taking Net Generation, this kind of
the Internet.
calls on his mobile phone, sharing is the new normal.
checking in with friends on They share; they
Net Gen prefers sharing
Facebook, writing blogs or collaborate. This affects the
knowledge outside the
Twitters and perhaps playing way they like to work. Boomers
control of hierarchies
his favorite computer game. grew up with hierarchies – at
New knowledge
If the TV’s on, it’s home, at school, at work. The
management has to operate
background noise, like Muzak. goal in a hierarchy is to move
under a new premise, that
He doesn’t just watch, as up and have more people
knowledge is endless and
his parents did. The media reporting to you. But as Tamara
largely outside of the control
he consumes is, at its core, Erickson, a widely respected
of the authorities in business.
Managing knowledge does not interactive. He’s a player, NEXT PAGE
SMART PEOPLE 23
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24 SMART PEOPLE
LEARNING
The company uses a by experts in the Harvard waiting for the HR department
variety of collaborative tools. Business Review as backwards to issue an invite to an off-
Every quarter the company and counterproductive. But it campus weekend session, they
holds workshops in which makes even less sense to the gather together online to set up
participants can choose a topic. Net Gener. ‘camps’ to address an important
Then there’s microblogging It’s a one-way professional issue.
tool called Trillr which takes communication – boss to Then they bill themselves
the emotional pulse of the employee – that usually as Case Camps – a “free
enterprise. ignores the employee’s communications and social
CoreMedia has also wishes and desires. It media unconference,” that has
created its own blogging happens once a year – long the extra benefit of “fantastic
platform called CoCo which after the performance took networking and interactive
includes the ability to evaluate place. It rewards or punishes art in the bar.” They set a date,
postings with thumbs up or individual performance – not choose a topic and pick a real-
thumbs down, or to share the collaboration that Net life location. Anyone can give
related topics that have Geners treasure. It’s more about a 15-minute talk at the camp
received similar votes. It helps compensation and promotions – and several heavy hitters have
CoreMedia’s teams stay in than improving performance. volunteered. Camp takes place,
sync. Naturally, the company sponsors pay for the costs, but
has a wiki – a good vehicle Annual performance participants go for free.
for employees to turn an These are the early
idea they’ve discussed into a
review too little, too late. signs of a new way to work
product. New approach springs for a generation that finds
This has produced directly from the Net knowledge sharing
positive results, according to and collaboration to be
Majer: “Today, the company Generation’s need for
NEXT PAGE
is more agile, the dialogue more timely feedback.
is richer, and decisions are
Now a new Toronto-based
more effective.” What’s more,
company called Rypple has
individual employees feel
proposed a new form of
that they can fix a problem or
propose a solution without feedback. It’s a Web-
waiting for instructions from based service that springs
a supervisor. “You just have to directly from the Net
open your eyes and see what’s Generation need
on the blog and the Trillr,” saidfor continuous feedback.
Stamer, the CEO. Instead of waiting an
entire year to
Net Gen wants continuous find out what
feedback, not the traditional managers
annual review think of them,
CoreMedia is clearly on employees can send out a
the cutting edge, but young quick (50 words or less)
people are introducing question to people
tools that could affect the they trust – a manager,
way knowledge is spread a co-worker sitting in
in traditional businesses. the meeting, even a
Take the standard annual client or a supplier.
performance review, in which They can chart their
the boss is supposed to tell the progress on issues
underling how he or she rates and improve. Or look
against corporate objectives. at the way Net Geners
It’s been criticized for years handle job training. Instead of
SMART PEOPLE 25
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SMART PEOPLE 27
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28 SMART PEOPLE
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Turning to action month projections in the first
While creativity shouldn’t three months. The company Smart profile
be limited to a few elites at actually ran out of inventory.
a company, some discipline The technology has since been Rise from teenage entrepreneur
is required in order to make adapted for other products,
creativity useful and valuable including flu remedies, Dave Lewis started early in business, joining the
for a business. vitamins and pain-killers. start-up basketball footwear and apparel company,
“I believe in creativity However, the Segway AND 1, while still in high school. Over the next 10
that gets you somewhere,” exemplifies creativity and years, as the business grew from four to more than
Lewis said. “I don’t believe in innovation that didn’t go so 200 people worldwide, his responsibilities included
creativity just for having fun.” well. brand development, marketing communications,
He calls that “crazy-tivity” The two-wheeled, electric new product and business development.
and says that’s better done personal transportation device He also helped develop AND 1’s Mix Tape
outside of work. made a splashy debut in 2001. entertainment property, overseeing various
“Creativity and “Steve Jobs himself said the multimedia ventures with partners such as ESPN,
innovation are distinct Segway would be as big a Activision and Harper Collins.
entities,” Lewis points out. revolution to the human race Dave grew up in South New Jersey, US, and
“But the two words are often as the personal computer,” got his MBA at Columbia Business School in New
interchanged in the business Lewis recalls. York. His passion for education, creativity and
world.” Although the company entrepreneurship combined with his belief that life
Creativity plays a role told the Wall Street Journal is too short to not go for it and have fun led him to
in all aspects of innovation, last summer it expected a ?What if!
beginning with the generation 50 percent jump in sales, Dave is now helping to develop the Learning
of ideas. But creativity is not the Segway does not appear Team in the Americas and thus spends his days
the goal. “Creativity should to have swept the country. delivering speeches, running courses and working
lead to innovation,” he says, (Segway, a privately held with companies on ways people can be more
“based on a combination of company, does not divulge innovative – and of course – have more fun!
insight into customers’ needs sales figures.) More information: www.whatifinnovation.com
and wants with ideas, creating Lewis says, “While the
impact.” technology is good, Segway
lacked insight into their the skill sets to be creative.
What works and doesn’t customers’ lives, the kind of The knowledge of how to
Lewis gives a couple perceptive observation that facilitate an ideation session
of examples of innovative made Listerine successful is an example of a skill you
products – one executed well with the breath strips. What can learn. “But unless you
and one that wasn’t. was the consumer or market invest the time and energy in
Listerine recently need? The challenge with the acquiring these skills, even the
launched a popular new Segway is where do you drive right attitude goes for naught.”
product – strips that dissolve it? It’s too big for the sidewalk Companies can build
and freshen breath. This and it doesn’t have enough structures, such as rewards
new product started with power for the open road.” and measurements, to ensure
a customer insight, that change happens. One of the
everyone needs a discreet Barriers best ways to come up with
way to fight bad breath while Lewis frequently ideas is a “greenhousing”
out in public. Working with encounters teams that walk in session where ideas are
Johnson & Johnson, Listerine saying they can’t be creative. nurtured before they are
developed the dissolving “You might as well turn judged, because ideas never
strip. It was new technology around and walk right out occur in a fully formed
being used as a spermicide in the door,” he says. “Attitude is fashion.
Asia. everything.” For example, the iPod was
When Listerine According to Lewis, not conceived as a hand-held
introduced its mouthwash employees are seldom given device that would play MP3
product, sales surpassed 12- the opportunity to acquire NEXT PAGE
SMART PEOPLE 29
LEARNING
In Britain
6,000 online centers connect digitally disadvantaged
It should be no surprise across Britain share access or beautifying what’s
that the country most information, explore issues accessible.”
experienced in the art of and stimulate change. Yet the
knowledge sharing, with government frets that less On the other side
its history of town criers than half of the Brits are of the digital divide
and the ‘sport’ of debate, taking part, and it’s probably Those on the other
would be the most vigorous disadvantaged people and side of the digital divide
adapters and promoters of places missing out on their need motivation, skills and
new media communications own slice of cyberspace and confidence more than they
breakthroughs. the chance and the platform to need megabytes, she said.
The United Kingdom make their voices heard. Those at the forefront of
even has a Digital Inclusion Patrick Carter, a British the phenomena are set to light
Minister, Wayne David. labor peer, says the “field a way for those flailing in the
The digital revolution of digital dreams” can’t be wake of the new media wave,
has seen interactive achieved with a “build it and thanks to a new ‘Beacon’
tools like Facebook, they will come” mentality; scheme from UK Online
YouTube, MySpace and people must receive the same Centres.
Twitter transform self- investment as “pipes and The new media the
expression and sites.” leaders are speaking of
communication, Helen Milner, managing are community and social
helping director of UK Online Centres, media which encompasses
individuals and says, “Great infrastructures community Web sites, blogs,
communities and top-notch content are forums, videos, digital
meaningless if 17 million galleries and community
people still can’t, won’t or radio.
don’t take advantage of them. These media bring local
The social divide emerging people together to generate
between the haves and have- their own ideas and content,
nots of technology cannot and improve their lives and
be fixed merely by building communities in the process.
The creative economy Some are killed; some are • The practice of creativity
mortally wounded. in business should not
CONTINUED
The words “yes but” are be limited to so-called
files, sport a touch-screen and often the sword that delivers creative types. Every
connect to an iTunes store the mortal wound, because individual in the company
where consumers buy music “yes but” can discourage all has the ability to be
downloads. but the most persistent. A creative and should be
“Someone had the seed of better approach is “yes and,” encouraged.
an idea,” Lewis said. “It was Lewis preaches. This way • Creativity in business
collaborated on, built upon, ideas are refined by addition, must add to the bottom
they added some constraints, rather than worn down by line. That requires focus
worked around them, and criticism. and discipline as well as
then created the product.” skills.
Eventually ideas are Bottom line • Businesses need to give
judged, but often the fateful • Creativity in the business employees the skills and
moment comes too soon. world is a habit that can be structure to bring change
practiced and honed. to the marketplace.
30 SMART PEOPLE
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32 SMART PEOPLE
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Strategic corporal
Game-changing decisions transferred to junior non-coms
Listen up corporate field – it is imperative that technology to help push more
management. From the even the junior-most soldier information to the soldiers that
organization that inspired in the field have as much need it most, the general said.
the management principle of information as he needs to do In 2004, for instance, the
command and control comes a his job, Chiarelli said. 1st Cavalry Division deployed
change in management style that “Information is power, to Iraq with what’s called the
transfers decision-making to the and we need to make sure Command Post of the Future
front lines. we are pushing power down (CPOF).
to the lowest levels on the “In one year, commanding
During the Association battlefield, where it is most a division in Baghdad, because
of the United States Army’s needed,” he said. of CPOF, there was not a single
Institute of Land Warfare “It is no longer realistic time that I called a brigade
Winter Symposium and to assume all or even the commander to my command
Exposition this year in Fort majority of game-changing post to issue an operations
Lauderdale, Fla., US, Gen. decisions will be made at order,” Chiarelli said.
Peter W. Chiarelli said the senior levels of command; to “We did it all over the
Army should focus on the contrary, those decisions collaboration network of
connectivity, commonality are more often made by the CPOF.”
and survivability. individual soldier on the
With the rise of the ground. We are committed
“strategic corporal” – the to the network and to
junior noncommissioned networking every soldier.” MAD Mentors help
officer that makes game- Over the last few years
changing decisions in the the Army has developed new 10 businesswomen succeed
Ten women from London, who had their dreams of
being mentored by some of the most successful
women in business come true, are half way
through their Make a Difference ‘MAD’ tutorship
in the FreshIdeas Events Mentor Competition.
During the past three months these female
entrepreneurs and careerwomen have had their
ideas scrutinized, digested, pummelled and re-
crunched, and finally . . . gently nurtured into
shape with the help of the best businesswomen
in the industry!
In November 2008, the winners of the
Smart People profile FreshIdeas Events Competition met their Mentors,
appropriately named Make A Difference (MAD)
CONTINUED seafood and exotic rooms
women. In May, the most successful ‘Mentor
with candlelit hot tubs, make
which proudly flaunt their Mentee Couple’ will be chosen and awarded the
a potent combination for
own private hot tub gardens. Grand MAD Mentor Prize.
a trendy general manager.
Each room reflects individual All 10 mentees have confessed they have
Without a doubt, The Crab at
themes of famous rooms from been on an exciting and inspiring roller coaster
Chieveley is Lukas’ oyster!
around the world and features ride – and they don’t want to get off!
For more information
authentic decor in luxury and Stay tuned.
on The Crab at Chieveley,
decadence. browse www.crabatchieveley.
In a ‘crab shell,’ The Crab’s com or email Paula Wynne at
unique features, its delectable crabatchieveley.com.
SMART PEOPLE 33
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34 SMART PEOPLE
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college classes, they have and twenties, it is easy
also mastered the non-stop to understand why this
engagement of video gaming generation sees no limits on
and other interactive devices. how they can accomplish
While older workers are the tasks at hand.
more likely to sit patiently While this is
through didactic presentations certainly not true of
and training, emerging all young workers,
learners will begin to change organizations that
channels if not engaged foster an environment
within the first few minutes. of flexibility based on
Organizations will be outcome will thrive
faced with the challenge of more readily than
placing both explicit and those that follow a
tacit knowledge in formats protocol that confines
that stimulate young learners this youthful creativity
using interactive applications and enthusiasm.
that employ video and Certainly clear
audio clips as their base for parameters must be
instruction. Think YouTube provided to ensure the
and TeacherTube on steroids. security and integrity
They will want to of proprietary knowledge knowledge workers will
influence the transfer process. and practices. But strict take the constant sharing of
Where veteran workers control over the execution of knowledge for granted.
have been content to take knowledge transfer should be But while this
the learning and mentoring discouraged. phenomenon can be viewed
processes at face value, young They will work as a strength in transferring
professionals will not sit still collaboratively to share knowledge, organizations
for methods they find not to knowledge. While some will have to be more vigilant
their liking. workforce veterans have been than ever in protecting their
Society has taught these known to hoard information proprietary information.
individuals to speak up and because they view it as an The canons of knowledge
suggest solutions. To dictate element of job security, management and transfer
the terms of knowledge emerging professionals have yet to be fully defined.
transfer will only alienate appear to be at the opposite Yet without the input of
them and encourage them to end of the spectrum. the emerging generation,
look for ways to obtain the One of the things these practices may become
knowledge on their terms, that can be learned from irrelevant prematurely.
thereby circumventing this generation’s focus on Organizations that
organizational practices. electronic networking is that embrace the skills and desires
Rather than working to they will bring this practice of these young workers will
control knowledge transfer into the workplace at all better ensure the successful
methodologies, organizations levels. The speed with which transfer of knowledge in the
will be better off learning information is distributed coming years.
from these young workers throughout the world is
on how to best engage them. seen everyday in social Robert W. Wendover is director of
Then a more dynamic learning networking. The Center for Generational Studies
environment will evolve. Using this phenomenon, based in Aurora, Colo., US. Contact
They will interpret and apply coupled with the generation’s him at wendover@gentrends.com.
knowledge in their own ways. seemingly in-born prowess For a more in-depth exploration of
When one looks at the with technology, and it is this and other related issues, visit the
creativity brimming forth certainly understandable why Center’s Web site at www.gentrends.
from some in their teens com.
today’s and tomorrow’s young
SMART PEOPLE 35
WORKING
Ban Bullying
Nine out of ten British employees are victims
New statistics provided by made a formal complaint For a full list: http://www.
The Andrea Adams Trust in procedures were not banbullyingatwork.com/
conjunction with its national followed correctly. supporters-and-links.html.
campaign against bullying
in the workplace in Britain
indicates that out of 10,000
Links
participants of an online http://www.banbullyingatwork.com/
survey –
• 92% of workers felt they are http://lawprofessors.typepad.com/
currently being bullied; adjunctprofs/2008/08/new-york-may-ba.html
• 49% of those indicated that
their immediate manager
http://bulliedacademics.blogspot.com/2008/11/7th-
was the bully; november-2008-ban-bullying-at-work.html
• 56% of respondents stated
that in their workplace Lyn Witheridge, founder An official company
bullying is a very serious and CEO, said: “Leaving aside statement reads: “British
problem; for a moment the emotional Airways is proud to be
• 47.8% of respondents aspect of bullying and the supporting Ban Bullying at
stated that when they traumatic effect it can have on Work. We are committed
both targets and witnesses, to creating an environment
these figures indicate that where dignity and respect are
at last we are coming to our at the core of our relationship
senses and employees are with others.”
gaining the courage to speak At a recent country-wide
out against one of the most Ban Bullying at Work Day,
destructive forces at work the airline held workshops
today. and hosted stands to raise
awareness on practical aspects
Cannot turn a of dealing with harassment
blind eye, deaf ear and bullying.
She saw the response
as significant. “Turning a Trade union confirms
blind eye or a deaf ear is no findings
longer an option and we urge Trades Union Congress
everyone to join our national (TUC) General Secretary
campaign, now in its fifth Brendan Barber said “Our
year,” she says. own survey shows concerns
Witheridge claims to have about bullying at work have
a number of supporters within increased by 25 percent since
government departments, 2006. And as the economic
the National Health Service, downturn puts workers
UK Primary Care trusts, the under greater strain, there is
Department of Health, several a danger that bullying could
universities and city councils spread even further. There is
and scores of other private simply no excuse for bullying
and public organizations such at work. It can leave people
as British Airways, a major traumatized, unable to work
sponsor. and unhappy after work, and
36 SMART PEOPLE
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SMART PEOPLE 37
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Jobs galore
Forget recession. There’s a knowledge worker crisis.
In a recent issue of the Journal of knowledge factor in their own work friendly. If you’re a Net Gener,
Professional Nursing, nurses were lives unless their professional you won’t like that.
defined as knowledge workers and journals, like the nursing journal, Become self-educated
the role of knowledge became the have defined their people as about knowledge management
central focus of a new recruitment knowledge workers. And people in – whether or not your goal is to be
policy for building a strong nursing all professions really are knowledge a knowledge manager. Truth is,
workforce. workers. almost all the information you find
Google “recruiting+knowledge Recruiters are now busy on “the knowledge thing” will be
worker” and you will get 500,000 retraining themselves to broker management oriented. No problem.
hits. this new kind of candidate – smart Just do like Smart People magazine
If all Baby Boomers do retire people. They not only see the does – turn it inside out. Take the
on schedule (and some won’t), growing demand for smart people; messages and revise them to your
employers will bleed knowledge at they see the shortage coming. point of view – the knowledge
an unprecedented, life-threatening The clear-eyed see the shortage worker.
pace. now. Yes now, when all the Probably the best KM conference
More significantly, employers attention is on unemployment. of the year is coming up in Houston,
are beginning to get it. That is, they Whether you are one of the Texas May 11-15, at the Houstonian
are painfully aware that their most unemployed or the worried Hotel, Club & Spa. I’ll be there. It’s
important asset really is located in employed, now is the time for you the product of the of APQC [www.
the brains of its smart people. to start looking at yourself as a apqc.org/kmconf09].
This may be bad news for the knowledge worker. And build on it. The theme is The Knowledge
company, but good news for you. The minute you begin thinking that Transfer Revolution. Don’t worry
Companies face a crisis way, the future looks very bright. about it being over your head. KM
and many don’t even know it. Sure, take inventory. What you is not rocket science and the people
Knowledge savvy executives know. What you think you know. who attend are ordinary smart
and managers are acutely aware What you don’t know. How you can people who work at different levels
of the threat to the company’s contribute what you know for the of KM. This is the 14th Annual
future viability. Those who haven’t company. For yourself. Knowledge Management Conference
embraced the idea of knowledge But most importantly, take some and Training event. I attended the
management worry just as much of your spare time to learn how to first and several since. I always come
about all the expensive and be a knowledge worker. In the right away bristling with new ideas and
laborious training they will have to work environment, knowledge new energy. And I’m sure this year,
spring for. working comes naturally, but I’ll find some management stories I
Smart people may be just as unfortunately a majority of work can turn inside out!
oblivious to the meaning of the environments aren’t knowledge ~ Jerry Ash
38 SMART PEOPLE
THE KNOWLEDGE FACTOR
SMART PEOPLE 39
THE KNOWLEDGE FACTOR
Jerry Ash CONTINUED of formal education and change during their lifetimes
is former learning in the self-directed, and they still know how to
we work in research and
managing democratic world of the adjust to it. Many, like me,
development or something
editor, Inside Internet, Net Geners simply welcome it.
like that). And our experience
Knowledge reminds us to stay in our won’t cower to command and
magazine, control. The magazine factor
own domain; outsiders – even
author of several Having dabbled in Smart People magazine
inside the company – are
knowledge management for jumps into that cauldron of
books and unwelcome in other business
tens of years, business and change and synergy.
now publisher, units.
industry will be learning We are bringing
Smart People Further, rarely has the
from these Net Geners who knowledging to the
magazine. He dialogue stretched beyond the
are the future of everything. mainstream and we are
may be reached workplace to life or vice versa.
The savvy companies, the marrying it with the dynamics
online just about ones who have cherished of a Digital Generation
anywhere and The digital factor
the promise of knowledge that has never known a life
Meanwhile, the digital
directly at management, will be more without knowledge sharing,
factor has caught fire, bringing
smart.guy1@ than ready to catch up digital. learning, collaborating and
people to the Internet to seek,
verizon.net innovating.
learn, share, even collaborate
The age factor The Digitals need to know
and accomplish great things.
Because they will meet what the pioneers who have
Digitals are engaged in
in the digital space, the new gone before them have been
the rush to social networks
culture will also learn from doing to clear the way for
where they tell all to friends
and strangers, and yet they the old. The older generation(s) thinking differently. And, the
lack trust in communities of really are catching up digital. pioneers need to know the
And the Digital Generation, great opportunities riding the
practice (CoPs) set up by the
contrary to popular belief, wave of the New Gen.
hierarchy back on the farm.
are veritable sponges of In the spirit of the Digital
Into this clash of cultures
knowledge. Don’t make the Age, Smart People magazine
rides the Digital Generation
– Don Tapscott’s wired mistake of thinking that Mom will be different – a new
and Dad, the Boomers, aren’t media publication. It has been
warriors who are now ages 11
already learning from the developed collaboratively
to 32. They’ve never known a
world that wasn’t digital and kids. And pay attention to the with the help of 60 volunteers
grandparents too. Tapscott in an open space online. It is
they don’t understand a world
says the Digitals are very more than a magazine with
that has yet to adjust to its
great truths and principles. much family oriented, making feedback channels now at
the exchange of knowledge work in several of the major
There must be a grand
much more likely than many social networks – Facebook,
plan. Business really wants to
have predicted. MySpace, Linkedin, Twitter,
change, but it doesn’t know
I recently started a Xing and Ning. We are
how. The old ways are so
competitive tennis league for offering Webinars and talk
ingrained into the structure of
men age 60-90. As I gathered radio featuring some of our
the company and the culture
contact information I asked authors. And we are working
of both company and the
for their email addresses. All on a virtual reality Meeting
people it hurts. But here come
the Digitals, unencumbered but one had one. And the one and Conference Center which
who didn’t was embarrassed will become the first resident
by the past and intent on the
and said he would be getting of our Smart People Online
future. And older generations
an address soon! Now, email Community.
are catching up digital.
may be so yesterday, but Together, we will change
As usual, this latest
these guys are wired and the the way we live, laugh, learn
generation and the changing
young of mind are capable and earn our livelihoods.
generations will be ridiculed
but they won’t be broken. of changing their ways. Yes,
After surviving the hierarchy Boomers+ have weathered
40 SMART PEOPLE
Once upon
a time
there was
a princess
. . . whose dreams were trapped inside her sleepy head.
www.apqc.org/kmconf09
Alan Deutschman
Author
Change or Die: The Three
Keys to Change at Work
and in Life
John McQuary
Vice President, KM
and Technology
Strategies, Fluor Corp.
Rob Cross
Professor of
Management,
University of Virginia
and Research Director,
The Network Roundtable
Victor Newman
Author
The Knowledge Activist’s
Handbook: Adventures
from the Knowledge
Trenches
Bryant Clevenger
Global Leader, IBM Global
Business Services,
Knowledge Sharing
Strategy