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Advice Line | Bob Lewis » Dialing things down

June 16, 2007 | Comments: (0)

Dialing things down



It's a subject that comes up from time to time: In a recent set of exchanges far too lengthy to reproduce here in detail, a correspondent complained about such unethical practices as used car salesmen knowingly selling lemons at inflated prices, politicians "stealing our wages" and wasting them on boondoggles, and IT using service level measures to deceive the business as to its true performance.

As I responded it occurred to me just how many of our conversations are turned into arguments through the use of value-laden terms that aren't justified by the speaker's knowledge of the situation, or that are only justified by the speaker's personal position in a transaction.

So: A used car salesman knowingly sells lemons at inflated prices. True, or does the saleman sell a car at a negotiated price, to a buyer who hasn't properly prepared for the negotiation? I'd guess the used car salesman believes strongly in the responsibility of the buyer to ask for an independent mechanical evaluation, and to research Blue Book value before dickering over the price.

Politicians make a convenient target. Shame on them, doing exactly what the voters they represent want them to do. How dare they! And ... "steal" our wages? I don't think so. We're the owners of government, not its customers, and it's past time for us to recognize our responsibility as owners and live up to it.

Not that I'm a huge fan of how Congress operates. I still have to acknowledge that it's faced with a very difficult task. Pretend for a moment that every single member of Congress honestly wanted to do what's best for the United States of America. What would happen that's different? Very little, because with more than 400 members, each elected by a different regional electorate and each with a different set of life experiences, "what's best for the U.S.A." won't be a simple consensus to reach.

Even with the best of intentions, the members of Congress would still disagree about nearly everything. Having to find a path forward regardless, they would still make the same sorts of difficult and messy compromises they do right now.

Do some of those compromises squander our money? It depends what you mean by squander - in the end, most of that money goes to employing people. Do they steal our money? Of course not. Stealing is, by definition, illegal. Taxation is, by definition, both legal and necessary in any society not governed by anarchy.

So discussions about how much taxation is optimal and where government intervention is most appropriate are made impossible by loaded language.

Which leaves service levels and IT's use of them to lie to the corporation. Having known any number of IT managers, I've yet to meet any who come to work every day asking themselves, "What new and innovative way will I discover today to fool the corporation?"

Many are unsure of their priorities - perhaps because management doesn't make their priorities clear; perhaps because they have too small a staff chasing too many problems; perhaps because they aren't qualified to hold their jobs.

That's different.

So here's today's challenge, from the old Advice-meister: For the next week, every time you find yourself in a conversation about nearly anything that starts to get heated, listen to everyone involved - starting with yourself - and identify the loaded language that distorts honest communication.

Then, actively replace it with an unloaded alternative and suggest it as a better way to think about the subject.

You'll be surprised at how productive it can make even the most initially dysfunctional discussion.

- Bob


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Posted by Bob Lewis on June 16, 2007 10:16 AM


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I remember after our Republican representative was re-elected last year, there were posts and letters on the newspaper's site bashing her for votes, especially on the war. I kept posting for a long time, making it clear how much I despised the Republicans but at the same time saying she's doing the job she was elected for. How infuriated would the Democrats be if their gal was elected and then started voting Republican? They do what we ask; we need to start asking for better things.

I post at various "complaint" sites w/o name-calling and simply lay out the actual alternatives. It's easy and eventually shuts people up (I hope it gets them thinking but I have no way to measure that because they tend to stop posting).

The main problem with the whole voting process is that everyone wants something for nothing, many people think that's actually possible, and if a politician plays the taxes and subsidies just right, s/he can reward voters with some new thing for no new money OF THEIRS (supposedly coming out of someone else's pocket who won't pass the new cost along or else payment is deferred to future generations). Everyone involved is at fault.

Another side to this is displayed by some spam e-mail I've seen supposedly written by Jay Leno about how Americans are so unhappy according to polls and why we shouldn't be with our houses and fresh food. I agree we should be happy personally. I love toilet paper and would not want to live without it. But the "don't worry, be happy" thing isn't an answer. Example: I have the same house, food and TP on Monday and Tuesday, but Monday night my country invades Iraq or lands a man on the moon, or starts rounding up and gassing Nazis (to put a bizarre twist on it). If nothing changes about my personal happiness from Monday to Tuesday, then what kind of citizen am I?

Posted by: MikeM at June 20, 2007 12:13 PM

I think one solution starts with making people understand at least a little bit of what the other guy is doing. For the most part, management doesn't understand IT, and IT doesn't understand the business. If we hadn't seen it in action, we wouldn't find Dilbert's Pointy Haired Boss so funny.

Full and complete understanding isn't necessary. But if management doesn't understand, for example, that a wireless card is basically a cell phone for the computer, they will get mad at IT when it doesn't work in some locations. If they understand this, they will at minimum blame the provider for poor coverage and ideally realize that you aren't going to get a good signal in the backwoods of North Dakota or the Appalachians, and not expect the some increased performance that we see in urban areas.

Similarly, my department is responsible for developing and supporting our sales tool. Every one of us has been on a ride-along with a rep. None of us will ever be a sales rep, but we understand better how they use our tool, and that changes how we make our program work.

Finally, there needs to be some recognition of what is important in a company. For us, number one is sales. Delivery is one-a. (I could deliver our product in my van, but it works a lot better with our teamsters.) Everything else is secondary. My job is not to support software. My job is to support our reps by helping them use our software.

Some people in IT act like IT is their job. Not unless your company's business is providing computer services. If you are at Boeing, your job is to help build better planes--through IT. If you are at Ford, your job is to help build better cars--through IT. If you are at Citibank, your job is to provide your clients excellent financial services--through IT. When you understand where the data is going, you are better able to anticipate how changes in technology can be used to improve the company's business.

Posted by: Lauren Pomerantz at June 20, 2007 01:47 PM

I don't think Congress is stealing our wages, but they've certainly sold out the American people to big business, often at personal gain. :-(

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