The challenge of low turnover
Bill was bragging about his company’s low turnover. “The lion’s share of our employees have been with us for over ten years! We seldom have to hire anyone new for our plant. That continuity is one of our competitive advantages.” … Continue reading
If you want to hunt buffalo then dress like a buffalo
I joined Scientific Time Sharing Corporation (STSC) in December 1969 as a programming elf. I was in the Army, stationed in Northern Virginia, with excess time on my hands. In grad school I had adapted a prototype Fortran implementation of … Continue reading
Why is the status quo so hard to change?
“It can’t be done.” So said Director of Operations, Wally as we discussed how to increase capacity in anticipation of the projected surge in demand in the next year. “Employees will never accept a fourth shift. They won’t be willing … Continue reading
The Gordian knot — how you frame a problem influences the solution
Back in the last millennium, when I was a contract programmer, my customer asked me how long it would take to write a custom program he outlined for me. As I was getting ready to estimate the number of man-months … Continue reading
To tell you the truth
My Director of Technology was venting over lunch. “Why did you agree to purchase that company, John? Their backup product is a pile of crap and now we have to sell and support it. To tell you the truth, I … Continue reading
How to determine how much your “value-added” is worth
One day my IBM sales rep Steve dropped by and asked why I continued to purchased hardware from him. “We don’t have the lowest prices. We don’t always have the newest features. Why do you continue to use IBM as … Continue reading
Smokestacking in the 21st century
Business-to-business salesmen in the good old days used to arrive by train in a new community and climb up the highest hill in town. They would look out and identify where the smokestacks were. Each smokestack identified a manufacturing prospect … Continue reading
Chemistry — the critical secret ingredient in the hiring process
I wondered what I did wrong in hiring Joe. We prescreened all candidates carefully. We did multiple interviews. We had everyone who would be working with Joe talk with him and make sure the fit was right. We double-checked all … Continue reading
Montana, meteors, and opportunity
“The great secret of success in life is for a man to be ready when his opportunity comes.” — Benjamin Disraeli, prime minister of England Too often when success happens, employees ascribe it to “luck.” This is particularly true with … Continue reading
Is incentive compensation an oxymoron?
One formal definition of compensation, one of many definitions: “Something that motivates, rouses, or encourages; A bonus or reward, often monetary” I’ve seen incentives work well for a vendor or single specific closed-end dedicated staff project such as creating a … Continue reading