Digital Business

Digital Business insights: Full steam ahead, but nobody at the wheel

 

THE DEMANDS of modern life makes it increasingly difficult for a CEO and board members to pause, look around, take stock and move on in a sensible manner. This is a disruptive time for many reasons.

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Digital Business insights CEO John Sheridan.

 

Major transitions are under way as a result of the digital revolution. Some are obvious, many less obvious and some completely hidden. Because this revolution is taking place at the digital level, in microchips and over wires and wireless mostly invisible to us in our day-to-day lives.

We see the iPhones. We see the iPads, the array of computers, tablets and the myriad of applications they bring. We interface with technology through touchpads, keyboards, earphones, screens and mice.

The real impacts are where the connections, collaborations and integrations take place. This is the level where societal disruption is taking place, both for better and for worse.

Because, all the positive digital benefits are matched by a negative downside of cyberbullying, cybercrime, phishing, scams, identity theft, privacy invasions and so on that needs to be managed wisely if we are going to leverage digital technology to springboard us into a better world.

Like it or not, we are on the journey. And unless there is a major nuclear war, there is no going back.

Government, industry, business, environmental, health and community organisations are all structured for success in an operational environment that we are fast leaving behind.

We have become very good at managing, subjects and specialities, silos and departments, councils and states and even countries. We are good at short term. Good at ticking boxes.

We are nowhere near as good at identifying, defining and managing long term, strategic and holistic, big pictures.

And there are two things to consider.

The world we are born into and live in is already a totally integrated, connected environment. And has been for many, many millions of years.

The digital revolution that sweeps us merrily along, is moving us inexorably towards more connection, more collaboration and more integration. And the internet of everything.

Pretty much towards synchronisation with the already interconnected world we live in. Not tomorrow, or next week but at some time in the not too far distant future.

There have already been a number of seismic shifts on the way.

Access to personal computing devices of all kinds has become affordable.

Adoption and use of these devices is becoming universal.

The internet has provided a worldwide, information sharing and collaboration platform.

Google has moved power from vendors to customers forever. Not fully realised yet, but well on the way.

There are more shifts to come.

These shifts create disruption on the surface of our society. They impact our regions. They shake our industry sectors uncomfortably. They come knocking on the door of businesses and demand change.

Organisations typically respond by trying to maintain the status quo.

At the macro level, North Korea, China, Iran, Egypt, Thailand, Vietnam, Singapore and others have moved towards varying levels of internet control.

The NSA, GCHQ, ASIO and every spook agency in the world rubbed their hands in glee at this remarkable, new access to data and information, but didn't understand that connection, sharing and collaboration can work both ways.

A lot of the incumbent big players in the digital revolution failed to adapt and go with the flow and have lost share and influence to smaller, cheaper and more agile competitors. Forever.

The regulatory and legislative bodies around the world still haven't understood the full implications of what is happening and can only tinker around the edges with local and national laws and international agreements.

And in the thick of it, businesses and other organisations try to work out what to do and how to do it, not always recognising that some major disruptions are completely out of their direct control, and threaten the very existence of their whole business model.

So how do you do strategy in this new world?

For what worked well in a stable 20th century operating environment doesn't work so well today.

Racehorses are finely tuned to perform on the flat, on a surface without holes, bumps or obstructions. Take them up into the mountains and their natural advantages become disadvantages.

When conditions change, it is imperative to be able to change with them. And not just to change for the sake of change, but to adapt to meet the new condition flexibly and consistently.

That takes vision (20-20), decision and then leadership.

Today in most organisations the windows to this new world are closed and shuttered.

Every department is preoccupied with sales objectives, directives, tasks, hourly, daily, weekly and quarterly targets and no time to consider, imagine or dream (in the good sense). And it's not their job anyway.

Head down, bum up, for the working day and much of the weekend doesn't leave time to do anything else. Like, think.

How far up the organisation this condition extends varies slightly across organisations, but that has traditionally been the model for success.

The blame sits on the top floor, where the windows are wide open and the job is not just to consider what happens at every internal level of activity, but also to look far and wide at new activities, opportunities and threats.

Outside of Google, GE, Amazon, Apple and possibly Microsoft there isn't a lot of looking going on.

A few years ago in Canberra, I met with a number of Federal Government departments, and I asked which department, if any, was responsible for the overall strategic, digital vision for Australia. A somewhat naive question, but prompted by honest interest at the time.

They all laughed. Then they said, AGIMO and laughed again. Then, Office of the Prime Minister and laughed again.

And nothing much has changed on that front since.

So if vision doesn't happen at that level - steering and leading our nation towards a prime position for the digital future - it is easy to understand why it doesn't happen in "C" suites and in board rooms in Australia and across the planet.

All boards should have a futurist at the table if they can find one. It is criminal not to. Lawyers, accountants and traditional business leaders will tell you about the past. Somebody has to spell out the options regarding "full steam ahead".

Response?

No time. Not core business. Not our immediate problem. Not important. Nobody is interested.

I've heard them all. Many from people who subsequently found themselves unexpectedly in trouble. Well duh!

Meanwhile digital disruption continues. Every day, ever more connection, more collaboration and more integration.

We are heading into a completely joined up, international digital economy anyway, like it or not. Where shared value offers the only way of influencing destiny.

It would be nice to know that at some level, somebody in Australia has their hands on the wheel.

- John Sheridan, November 2013.

John Sheridan is CEO of Digital Business insights, an organisation based in Brisbane, Australia, which focuses on helping organisations and communities adapt to, and flourish in, the new digital world. He is the author of Connecting the Dots and getting more out of the digital revolution. Digital Business insights has been researching and analysing the digital revolution for more than 12 years and has surveyed more than 50,000 businesses, conducting in-depth case study analysis on more than 350 organisations and digital entrepreneurs.

http://www.db-insights.com/

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Digital Business insights: And once again with feeling, "head for higher ground..."

I FIRST wrote this article in 2011 in response to somebody asking me what I thought 2012 would bring.

I revised it at the beginning of 2013 because it was still pertinent, and guess what? Here it is again - amended, but essentially the same message.

The symptoms are there to see. Fear, Uncertainty, Doubt, Global Financial uncertainty, customers with Locked Wallets and Purses, no Budgets and that's just the obvious stuff. Inside of businesses and organisations of all kinds, "more with less" is the new catch cry.

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Digital Business insights: Government in the slow lane

The digital revolution rolls on. An invisible, international tsunami sweeping everything before it.

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Digital Business insights CEO John Sheridan.

 

It creates massive change, but it happens invisibly. Through wires and wireless. No guns. No tanks. No flags. Just continual disruption.

What do we see? Not a lot on the surface.

We read the occasional article on the NSA hoovering up data from everyone and everywhere across the world. Or we hear about the price of Google and Apple shares moving up as Facebook shares move down. And we observe the steady decline of the old school vendors evidenced by IBM, Telstra, Cisco, HP etc pushing workers out the door.

But if we are in an industry that is being disrupted it is closer to home. We notice fewer customer enquiries. We notice the postponement of decisions. We notice the quarterly and annual results are down. We notice customers are more informed and better prepared than before. They want more. They want it quicker.

And daily, the connection, collaboration and integration continues. It is changing the world.

Who is disrupted? Everybody. But particularly, anybody and everybody who is a broker for products, services and information - "the middlemen".

It is especially hard for the associations, unions, peak bodies, local government, state and federal government departments that used to have clear and obvious relationships with organisations that needed them.

For their customers have changed. Their customers have shifted allegiance.

Rather than hunt for information on government portals and websites or rely on the monthly industry newsletter, the customer uses Google.

The PR approved and washed content, and legally cleaned government portals and websites contain lots of "vanilla" information - generic and principle based, but no direct advice, recommendations, consultation or direct help, when this is quickly and freely available at many locations across the internet.

Customer expectations have changed, and government portals and websites don't deliver to this new, bigger expectation. "I can find what I am looking for through Google quickly and easily, why can't you give me what I want, in the way that I want it?"

Government can't do what commerce and the open internet can do.

Government is not agile. Rules and regulations bind them. It's not their fault. That's how they are required to operate. They are not allowed to do things differently.

There is even a sense of frustration within government from staff who see this situation clearly themselves.

What they deliver doesn't align to what customers now expect because of all the other sources of information they access through Google. Even if and when customers visit government portals, they are disappointed with what they find.

Five  years ago, Gartner recognised that this was happening worldwide and proposed that government information and services should be made freely available through third parties and channels outside of government.

But it is hard for government to accept change and to effect change, especially when it would diminish apparent control, and what they see as their responsibility for the information they provide. That is perfectly understandable, but unfortunately it provides an excuse to change nothing.

Meanwhile the world continues to connect, collaborate and integrate.

And a thorough analysis of what the digital revolution is invisibly doing may even undermine and diminish the requirement for government departments of industry and trade and communication and services in the first place, including many of the people that work in them.

So that isn't going to happen.

However, doing nothing doesn't block or stop the continual disruptive change.

Customers just look elsewhere. And Google is the catalyst for this search and enquiry.

It's no use telling people that Dr Google is dangerous. People use Dr Google anyway...84%. So do doctors. And it's the same for everything else.

How do you compete with that? Government is in the slow lane, doing everything properly for a world that no longer exists.

The politicians and their departments are on a different time scale to the revolution. Three year terms. Sound bites. Quick wins. Short-term photo opportunities. Focused on the media scrum.

All while the fundamental digital changes and disruptions continue.

Debate, consultation, committees, advisory groups and everything else are designed to make decision making more camel-like, laborious and irrelevant.

It is not hard to understand. Politicians don't have the time. They rely on political advisors who only have a superficial grasp of what is happening (digital change) and then on the policy officers in government departments who have lost touch with all the day to day impacts the digital revolution is making in the real world. Assuming they were ever in touch in the first place.

Big issues? Not enough time. Broad issues? Leave them alone. Strategic issues? Forget them. Leave them to the next government.

All these things involve more than one department and who's going to pay, who's going to lead, which minister would possibly support such a focus, and who will own the photo op at the end? If there is an end.

Leave it to posterity.

So in an ever more connected world, government doesn't do connections. Government doesn't do holistic. Government doesn't do strategic. Not our government. China, Singapore, Vietnam = different story.

But our government doesn't know how to think. plan or legislate for the new issues.

Our government doesn't do long term, or even medium term. It does 3 years. Which by the time it gets settled and allowing for the next election means government actually does 2 years if we are lucky.

And the digital revolution rolls on. Connecting, collaborating and integrating as it goes.

And Google has replaced anything and everything as an information source.

Well duh! We all know that don't we?

We certainly all know the obvious part of it.  Google is a very efficient search engine.

Less obvious are the changes in patterns of behaviour that result, as people continue to use and trust Google more and more.

New habits are being formed. New relationships are being created.

Google has replaced the industry association as an information source.

Google has replaced the salesperson as an information source. Google has replaced newspapers and the Yellow Pages as an information source. Google has replaced government as an information source.

They are all too slow. Too siloed. They have too many limitations. They lack direct knowledge. They are too political. They are not responsive. They are inaccessible.

Too vanilla flavoured or biased = irrelevant = somebody else is filling the gaps.

And that is Google. It empowers. It builds confidence. Gives access.

Then people check what they find out with friends and family, and online and offline associates and referees.

For many people internet based collaboration has completely replaced and swept away physical limitations and geographic, council, state and national boundaries.

Businesses may be physically located somewhere, but connected everywhere.

So customers now look to whoever and wherever they can find support.

New tribes. New relationships. New advisers. New collaborators.

For government, the restrictions of geographic boundaries and responsibilities, funding limitations and decisions, and election-based timetables are becoming serious barriers to each and every 21st century digital opportunity.

New digital networks are steadily replacing old geographic, social, business, economic and political networks.

There is an ongoing scramble for relevance.

The digital revolution inexorably rolls on. And government is in the slow lane.

But if it is not careful, it will end up parked by the side of the road.

- John Sheridan, November 2013.

John Sheridan is CEO of Digital Business insights, an organisation based in Brisbane, Australia, which focuses on helping organisations and communities adapt to, and flourish in, the new digital world. He is the author of Connecting the Dots and getting more out of the digital revolution. Digital Business insights has been researching and analysing the digital revolution for more than 12 years and has surveyed more than 50,000 businesses, conducting in-depth case study analysis on more than 350 organisations and digital entrepreneurs.

http://www.db-insights.com/

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Finder founder found figures favoured five flounders

ONLINE success favours businesses that focus on the basics - great customer service - according to the experience and research of finder.com.au co-founder, Fred Schebesta.

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Fred Schebesta.

Mr Schebesta, who spends a lot of his time these days mentoring Australian start-up technology businesses, warned that Australian online businesses risk permanently damaging their brand reputations and financial bottom lines because of poor customer service standards.

"By ignoring what customers say - that's a fast road to financial ruin," Mr Schebesta said. "Without face-to-face contact, digital businesses need to work extra hard to establish loyalty and trust with their users."

Mr Schebesta believes it is important to build a lasting relationship with customers and companies that fail at this "won't be in business for too long".

Mr Schebesta discovered early that one of the most important metrics for any business to monitor was whether users recommend a service.

"It costs a lot to drive people to your website, so you want to hang on to them when they land on your page," he said.

"When you do get a customer - the aim is for them to like it so much they want to share it. That way, you generate a sense of ‘virality' to the experience so that you're only paying for that initial contact.

"Connecting with customers doesn't just happen overnight. Businesses need to put in the legwork all the time.

"Always think of the long-term benefits. Our service is free, and we spend up to one and a half hours on each call, a huge investment of man hours with no guarantee of financial return," Mr Schebesta said.

"As a believer in the concept of ‘manufacturing serendipity', I'm always confident that we'll receive something in return."

Now one of Australia's biggest comparison websites, Mr Schebesta said finder.com.au has figures to show it has helped more than 4.8 million Australians find better credit cards, home loans, life insurance, shopping deals and other comparative advantages since 2006. According to Google Analytics figures, on average one Australian every five minutes is using finder.com.au or one of its network sites, creditcardfinder.com.au and lifeinsurancefinder.com.au, to find better financial solutions.

Mr Schebesta has outlined five reasons that stop customers from liking a business.

Fred Schebesta's Online Business Warning Signs

1. Your customer service team doesn't embrace your brand values. Your employees are the face of your brand. Confirm that they share your company's values and understand its goals before communicating with customers. Hold regular meetings to discuss these goals and ensure that everyone is moving in the same direction.

2. Using enquiries as an opportunity to sell. It can be hard to resist going into sales mode when talking to a customer, but you should treat all enquiries as a trust exercise. Listen carefully, provide quality feedback and helpful information to exceed the customers' expectations to ensure they come back. When they do, it's time to sell.

3. You've failed to test the product. If you haven't trialled your product or website with a test audience prior to launch, then you can expect to receive disgruntled or confused customers. Careful testing will uncover potential hiccups before they go public which gives you time to find solutions or procedures to deal with any complaints or inquiries you may receive.

4. You're unwilling to go outside of your job description. Empathy will take you far in business. Always remember you're a human being first. If you find a person that is having a difficult time, even if their issue has nothing to do with you - help them. We once had a customer who desperately required dental surgery. She had been living in pain for nine months due to issues with her credit file. We ended up searching for a dentist that would provide treatment without any background check. We had no direct gain and this certainly isn't part of our services at finder.com.au, but we wanted to help. You can't buy that kind of referral.

5. You've created barriers to customer communication. If a customer has to search for more than 15 seconds for your contact information, they're not likely to contact you for anything nice. And there should always be more than one way of providing feedback or making an enquiry. We made a bold move in the beginning to be available via phone 24/7. We knew that none of our competitors were offering this type of service, giving us an advantage. We also operate with Live Chat, email and online posts answering around 1,000 user questions per month.

http://www.finder.com.au/

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Two-thirds of SMEs win by utilising teleworking says MYOB Monitor research

THE rise in teleworking - often out of economic necessity - is having a positive impact on small-to-medium enterprises in Australia, according research by business management solutions provider, MYOB. Image

Almost two in three SMEs - 64 percent - now have employees who telework to some extent, up from 57 percent in the March 2013 MYOB survey.

Released for last week's National Telework Week, the results of the MYOB Monitor survey of 1,022 Australian SMEs showed 27 percent have staff who work partly from home and partly from the business premises while 37 percent have staff who work mainly from a location other than on-premises. Staff of the remaining 38 percent work on-site only.

MYOB chief technology officer Simon Raik-Allen, who delivered the results to last week's Telework Congress, said teleworking and digital technologies were having a dramatic and mostly positive effect on the business sector.

"Teleworking is an increasingly attractive proposition as more business operators become comfortable with using advanced hardware, software and online services," Mr Raik-Allen said.

" They're more comfortable with how technology transforms the way we work and how we communicate with each other. A greater number of operators are realising the bottom line benefits, and a wider range of cost-effective telework-enabling technologies are entering the marketplace.

"Our research shows teleworking can play a vital role in business success, providing benefits including increased efficiencies and productivity, reduced overheads and happier employees," he said.

"It's about implementing the right technology and learning to make the most of it to maximise your and your team's effectiveness. A well-structured and tailored teleworking program can ensure more businesses reap the rewards and attract and retain the best staff who can deliver from anywhere."

The MYOB survey found, businesses with teleworkers felt less pressure from common SME pain points such as cash flow (30% versus 34% of non-teleworkers) and price margins and/or profitability (27% versus 37%), though they slightly felt more pressure from fuel prices (46% versus 45%).

Fuel cost was the top pressure point for SMEs overall, and has been since March 2011, while cash flow and price margins and/or profitability tied for second.

SMEs  had a greater chance of more sales/work than usual in their short-term pipeline (30% versus 27%) and were slightly more likely to both expect annual revenue to increase (23% versus 22%) and be satisfied with their work/life balance (51% versus 49%).

Delving deeper into SMEs that take advantage of teleworking, MYOB asked about the locations their workers operated from. One in two respondents said ‘mainly on the road' while two in five (39%) said ‘mainly from home'.

The survey also asked SMEs without teleworkers why they did not leverage the now-commonplace practice.

Two in five (41%) said their business wasn't suited to it because employees needed to be onsite at all times, over one in five (21%) said they didn't know, one in five (20%) said they had other reasons, while close to one in 10 said it was too disruptive and another one in 10 said they haven't assessed and managed the risks associated (8% each).

Established in 2004, the MYOB Business Monitor is a national survey of small and medium business owners and managers, commissioned to independent market research firm Colmar Brunton. The most recent study ran in July and August 2013, surveying 1,022 operators from sole traders to mid-sized companies, representing the major industry sectors.

The Monitor researches business performance and attitudes around areas such as profitability, cash flow, pipeline work, technology usage and government. As part of the survey's methodology, it weights MYOB client and non-client respondents in a way that reflects overall market proportions.

http://www.myob.com/

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