NOTENOTE:: To appreciateTo appreciate this presentation this presentation [and ensure that it [and ensure that it

is not a is not a messmess],], you need you need Microsoft fonts:Microsoft fonts:

“Showcard Gothic,”“Showcard Gothic,” “Ravie,”“Ravie,” “Chiller”“Chiller”

andand “Verdana”“Verdana”

Tom peters on Tom peters on Implementation Implementation

and “The (human) and “The (human) Basics”: Basics”: Three Three

CasesCases17 April 200817 April 2008

“Never forget Never forget implementationimplementation , , boys. In boys. In our work, it’s what I call our work, it’s what I call

the the ‘‘last 98 percentlast 98 percent’’ of the of the client puzzle.”client puzzle.” —Al McDonald, former

Managing Director, McKinsey & Co, to a project team, reported by subsequent McKinsey MD, Ron Daniel

I recently prepared a long-ish presentation on I recently prepared a long-ish presentation on ImplementationImplementation, consisting of 23 , consisting of 23 “mini-presentations.” The heart of the matter is a set of three case studies. The “mini-presentations.” The heart of the matter is a set of three case studies. The

first, first, “Charlie Wilson’s War,”“Charlie Wilson’s War,” deals with a crazy Congressman who masterminded deals with a crazy Congressman who masterminded a military campaign that accelerated the break-up of the Soviet Union. The a military campaign that accelerated the break-up of the Soviet Union. The

second, second, “The White Man’s Burden: Why the West’s Effort to Aid the Rest Have “The White Man’s Burden: Why the West’s Effort to Aid the Rest Have Done So Much Ill and so Little Good,”Done So Much Ill and so Little Good,” describes how the “best efforts” to help describes how the “best efforts” to help others have run aground on the shoals of local implementation. The third, others have run aground on the shoals of local implementation. The third, “The “The

Summer of 1787: The Men Who Invented the Constitution,”Summer of 1787: The Men Who Invented the Constitution,” analyzes the analyzes the convention that drafted the U.S. Constitution. Each of these topics is enormous—convention that drafted the U.S. Constitution. Each of these topics is enormous—compared to your and my daily travails. And yet the enormity is what makes them compared to your and my daily travails. And yet the enormity is what makes them

of special value to you and me. One might think that the success or failure of of special value to you and me. One might think that the success or failure of “grand adventures” hinged on some recondite, highly intellectual set of skills—“grand adventures” hinged on some recondite, highly intellectual set of skills—

unavailable to the likes of us. Not true! Here’s how I began the presentation on the unavailable to the likes of us. Not true! Here’s how I began the presentation on the Constitutional Convention of 1787: “What does the U.S. Constitutional Constitutional Convention of 1787: “What does the U.S. Constitutional

Convention of 1787 have to teach you and me, in the Age of the Internet, about Convention of 1787 have to teach you and me, in the Age of the Internet, about implementing our wee pet project? A lot, I’ll argue. Whether the topic is mundane implementing our wee pet project? A lot, I’ll argue. Whether the topic is mundane

or grand, and whether the date is 1787 or 2008, the ‘essential human basics of or grand, and whether the date is 1787 or 2008, the ‘essential human basics of implementation’ are exactly the same—and overlooking them is the universal implementation’ are exactly the same—and overlooking them is the universal

cause of failure. cause of failure. So lets examine the ‘little’ ‘human lessons’ that underpinned the creation ofSo lets examine the ‘little’ ‘human lessons’ that underpinned the creation of

this monumental document …”this monumental document …”

Charlie Charlie Wilson’s WarWilson’s War: :

“Lessons “Lessons Learned”Learned”

Over Christmas [2007] I read George Over Christmas [2007] I read George Crile’s Charlie Wilson’s WarCrile’s Charlie Wilson’s War, the tale , the tale of the astonishingly critical role of one determined, mildly deranged of the astonishingly critical role of one determined, mildly deranged

Congressman in engineering the defeat of the Soviets in Afghanistan, Congressman in engineering the defeat of the Soviets in Afghanistan, hence hastening immeasurably the subsequent implosion of the Evil hence hastening immeasurably the subsequent implosion of the Evil

Empire, our undisputed nemesis for the first half century of my life. I still Empire, our undisputed nemesis for the first half century of my life. I still am virtually unable to believe we escaped with our lives. am virtually unable to believe we escaped with our lives.

I can state with some certainty that it was the most incredible non-fiction I can state with some certainty that it was the most incredible non-fiction story I have ever (!!) read. Last night [January 2008] I saw the movie—it story I have ever (!!) read. Last night [January 2008] I saw the movie—it was, for me, wonderful, though a pale reproduction of the full 550-page was, for me, wonderful, though a pale reproduction of the full 550-page

treatment by Crile. Turning to the practicalities of your and my day to day treatment by Crile. Turning to the practicalities of your and my day to day professional affairs, the story was peppered with de facto analyses of professional affairs, the story was peppered with de facto analyses of

how Charlie did his amazing thing. He is indeed “larger than life,” and yet how Charlie did his amazing thing. He is indeed “larger than life,” and yet his practical “can do” tactics have a lot to teach all of us. As I imagine it, his practical “can do” tactics have a lot to teach all of us. As I imagine it,

100% of the readers of this Blog are Professional Change Agents, fighting 100% of the readers of this Blog are Professional Change Agents, fighting wars against the Bureaucratic Evil Empires which impede success. So wars against the Bureaucratic Evil Empires which impede success. So what follows is rather (!) lengthy for a Blogpost, but ridiculously short what follows is rather (!) lengthy for a Blogpost, but ridiculously short

considering the importance of the subject matter.considering the importance of the subject matter.

1. 1. Make friends! And then more friends! And Make friends! And then more friends! And then more friends!then more friends! “The way things normally work, if you’re “The way things normally work, if you’re not Jewish you don’t get into the Jewish caucus, but Charlie did. And if you’re not Jewish you don’t get into the Jewish caucus, but Charlie did. And if you’re not black you don’t get into the black caucus. But Charlie plays poker with not black you don’t get into the black caucus. But Charlie plays poker with the black caucus; they had a game, and he’s the only white guy in it. The the black caucus; they had a game, and he’s the only white guy in it. The House, like any human institution, is moved by friendships, and no matter House, like any human institution, is moved by friendships, and no matter what people might think about Wilson’s antics, they tend to like him and what people might think about Wilson’s antics, they tend to like him and enjoy his company.” Likewise Wilson’s CIA partner, Gust Avarkotos, made enjoy his company.” Likewise Wilson’s CIA partner, Gust Avarkotos, made friends among the black members of the CIA, becoming the first white guy to friends among the black members of the CIA, becoming the first white guy to win their informal “Brown Bomber Award” (“We want to give this award to win their informal “Brown Bomber Award” (“We want to give this award to the blackest m%^&*$f*$#@& of all.”) Bottom line: Your power is directly the blackest m%^&*$f*$#@& of all.”) Bottom line: Your power is directly proportional to the breadth and depth of your Rolodex. Quantity counts proportional to the breadth and depth of your Rolodex. Quantity counts almost as much as quantity—you never know from whom you will need a almost as much as quantity—you never know from whom you will need a “little” special service. “She/he who has developed the best network of allies “little” special service. “She/he who has developed the best network of allies wins” is essentially a truism—though not acknowledged by the majority of us wins” is essentially a truism—though not acknowledged by the majority of us and the overwhelmingly useless MBA programs which spawned many of us.and the overwhelmingly useless MBA programs which spawned many of us.

2. 2. Make friends by the bushel with those Make friends by the bushel with those several levels several levels down and with various disenfranchised groups.down and with various disenfranchised groups. Gust Gust Avarkotos’ strategy: “He had become something of a legend with these Avarkotos’ strategy: “He had become something of a legend with these people who manned the underbelly of the Agency [CIA].” E.g., Gust people who manned the underbelly of the Agency [CIA].” E.g., Gust apparently knew every executive secretary by name—and had helped apparently knew every executive secretary by name—and had helped many of them out with personal or professional problems. You could many of them out with personal or professional problems. You could almost say he had the “invisible 95%” of the Agency working for him almost say he had the “invisible 95%” of the Agency working for him which allowed him to make incredible things happen despite furious which allowed him to make incredible things happen despite furious resistance from the top of a very rigid organization. I have spoken and resistance from the top of a very rigid organization. I have spoken and Blogged on this topic before, arguing among other things that Blogged on this topic before, arguing among other things that the key the key to sales success is “wiring” the client organization 3 or 4 levels down—to sales success is “wiring” the client organization 3 or 4 levels down—where the real work gets done. Most would agree perhaps—but damn where the real work gets done. Most would agree perhaps—but damn few make it the obsession it needs to be to foster success. One added few make it the obsession it needs to be to foster success. One added (big) benefit is that “those folks” are seldom recognized, and thence (big) benefit is that “those folks” are seldom recognized, and thence the “investment” will likely yield long-lasting, not transient, rewards. the “investment” will likely yield long-lasting, not transient, rewards.

3. 3. Carefully manage the BOF/Balance Of Favors.Carefully manage the BOF/Balance Of Favors. Practice Practice potlatch—giving so much help to so many people on so many occasions potlatch—giving so much help to so many people on so many occasions (overkill!) that there is no issue about their supporting you when the (overkill!) that there is no issue about their supporting you when the time comes to call in the chits. “Wilson made it easy for his colleagues time comes to call in the chits. “Wilson made it easy for his colleagues to come to him, always gracious, almost always helpful.” Some would to come to him, always gracious, almost always helpful.” Some would

argue, and I think I’dargue, and I think I’d agree, that conscious management of one’s agree, that conscious management of one’s “balance of favors” (owed and due) is a very sensible thing to do in a “balance of favors” (owed and due) is a very sensible thing to do in a pretty organized fashion.pretty organized fashion.

4. 4. Follow the money!Follow the money! “Anybody with a brain can figure “Anybody with a brain can figure out that if they can get on the Defense subcommittee, that’s out that if they can get on the Defense subcommittee, that’s where they ought to be—because that’s where the money is.” where they ought to be—because that’s where the money is.” Getting near the heart of fiscal processes offers innumerable Getting near the heart of fiscal processes offers innumerable opportunities to effectively take control of a system—as long as opportunities to effectively take control of a system—as long as you are willing to invest in the details that lead to Absolute you are willing to invest in the details that lead to Absolute Mastery of the topic. From the outside looking in, this is another Mastery of the topic. From the outside looking in, this is another big argument for nurturing relationships a few levels down in big argument for nurturing relationships a few levels down in the organization—in this case the financial organization. the organization—in this case the financial organization.

5. 5. Network! Network! Network!Network! Network! Network! Potential links of Potential links of great value will neither be possible nor obvious until the great value will neither be possible nor obvious until the network is very dense. The odds of useful connections occurring network is very dense. The odds of useful connections occurring is a pure Numbers Game. The more hyperlinks you have, the is a pure Numbers Game. The more hyperlinks you have, the higher the odds of making the right connection.higher the odds of making the right connection.

6. 6. Seek unlikely, even unwholesome allies, or Seek unlikely, even unwholesome allies, or at least don’t rule them out.at least don’t rule them out. Find the right path Find the right path (often $$$$) and the most bitter of rivals will make common (often $$$$) and the most bitter of rivals will make common cause relative to some key link in the chain.cause relative to some key link in the chain.

7. 7. Found material.Found material. Don’t re-invent the wheel. It costs Don’t re-invent the wheel. It costs too much, takes to much time, and requires too much too much, takes to much time, and requires too much bureaucratic hassle. Again and again Wilson took advantage bureaucratic hassle. Again and again Wilson took advantage of stuff, such as materials, that was immediately available of stuff, such as materials, that was immediately available for use—rather than waiting an eternity for the “perfect” for use—rather than waiting an eternity for the “perfect” solution.solution.

8. 8. Found material II (People):Found material II (People): Find disrespected Find disrespected oddball groups that have done exciting work but are not oddball groups that have done exciting work but are not recognized. (E.g., in Wilson’s case, a band of crazies in the recognized. (E.g., in Wilson’s case, a band of crazies in the Pentagon’s lightly regarded Weapons Upgrade Program.) Pentagon’s lightly regarded Weapons Upgrade Program.)

9. 9. Real, Visible passion!Real, Visible passion! “Authenticity” matters— “Authenticity” matters—especially in highly bureaucratic environments. Passion also especially in highly bureaucratic environments. Passion also suggests annoying “staying power”—“I might as well suggests annoying “staying power”—“I might as well support him, he’s not going away and he’ll hound me ‘til hell support him, he’s not going away and he’ll hound me ‘til hell freezes over.”freezes over.”

10. 10. Graphic evidence of the source of your passion.Graphic evidence of the source of your passion. Charlie Wilson had one main hurdle to his plan—a crusty old cynic. CW Charlie Wilson had one main hurdle to his plan—a crusty old cynic. CW took him to the astounding Afghan refugee camps—and made a fast took him to the astounding Afghan refugee camps—and made a fast and emotional friend of the cause in the space of an afternoon. If and emotional friend of the cause in the space of an afternoon. If you’ve got a cause, you usually want to fix something that is a mess—you’ve got a cause, you usually want to fix something that is a mess—figure out a way to expose would be converts to startling, live demos of figure out a way to expose would be converts to startling, live demos of the problem, replete with testimony from those who are on the losing the problem, replete with testimony from those who are on the losing end of things. Wilson subsequently did such things as creating a little end of things. Wilson subsequently did such things as creating a little program to treat horrid medical problems in the U.S.—suddenly the program to treat horrid medical problems in the U.S.—suddenly the demo was next door! (This works for a horrid bureaucratic process that demo was next door! (This works for a horrid bureaucratic process that is alienating us from our customers almost as much as in the Wilson is alienating us from our customers almost as much as in the Wilson case.) Hint: The demo must be … graphic!)case.) Hint: The demo must be … graphic!)

11. 11. Make it personal.Make it personal. On every visit to the refugee camps, Wilson On every visit to the refugee camps, Wilson donated blood on the spot.donated blood on the spot.

12. 12. Enthusiasm.Enthusiasm. Charlie and Gust oozed it from every pore re Charlie and Gust oozed it from every pore re

Afghanistan.Afghanistan.

13. 13. Showmanship.Showmanship. This ( This (any implementation) is a theatrical any implementation) is a theatrical production, just like political campaigns—every project needs a production, just like political campaigns—every project needs a showman obsessed with creating and moving forward the showman obsessed with creating and moving forward the compelling “story line.”compelling “story line.”

14. 14. Visible momentum!Visible momentum! The smell of action must be in the air. The smell of action must be in the air. Think of it as “momentum management”—an aspect of the Think of it as “momentum management”—an aspect of the showmanship theme.showmanship theme.

15. 15. Perception is … Perception is … always … everything.always … everything. Play head Play head games with the bad guys. The goal was to create a Vietnam-like games with the bad guys. The goal was to create a Vietnam-like sense of hopelessness among the Soviets. The bark was worse than sense of hopelessness among the Soviets. The bark was worse than the bite—but demoralization, even in a totalitarian state, is the bite—but demoralization, even in a totalitarian state, is eventually decisive. Wear the buggers out by inducing eventually decisive. Wear the buggers out by inducing hopelessness (“We don’t need this.”) hopelessness (“We don’t need this.”)

16. 16. Goal is clear and unequivocal and inspiring … Goal is clear and unequivocal and inspiring … Victory.Victory. Gust: “It wasn’t a defeatist attitude [at the CIA], it was Gust: “It wasn’t a defeatist attitude [at the CIA], it was positive—making the enemy [Soviets] hemorrhage. But I don’t play positive—making the enemy [Soviets] hemorrhage. But I don’t play ball that way. It’s either black or white, win or lose. I don’t go for a ball that way. It’s either black or white, win or lose. I don’t go for a tie.” (Mirrors one biographers conclusion about Lord Nelson’s #1 tie.” (Mirrors one biographers conclusion about Lord Nelson’s #1 differentiating attribute: “[Other] admirals were more frightened differentiating attribute: “[Other] admirals were more frightened of losing than anxious to win.”)of losing than anxious to win.”)

17. 17. Repeat: The goal is noble but “the work” Repeat: The goal is noble but “the work” is … Relationships & Networking & Politics.is … Relationships & Networking & Politics. Even if the issue is deeply technical, the “implementation bit” Even if the issue is deeply technical, the “implementation bit” (that all important “last 98%”) is all about … politics-(that all important “last 98%”) is all about … politics-relationships.relationships.18. Recruit a politics-networking maestro. Charlie Wilson had 18. Recruit a politics-networking maestro. Charlie Wilson had this part down, and he needed help with the doing. If you are this part down, and he needed help with the doing. If you are the doer, then you must find the politician-networker. They the doer, then you must find the politician-networker. They are a special breed—and worth as much as the doer. (The are a special breed—and worth as much as the doer. (The legendary community organizer Saul Alinsky pointed out the legendary community organizer Saul Alinsky pointed out the difference between “organizers” and “leaders.” Leaders are difference between “organizers” and “leaders.” Leaders are the visible ones, out there giving the speeches and manning the visible ones, out there giving the speeches and manning the picket lines. The largely invisible organizer worries about the picket lines. The largely invisible organizer worries about recruiting the folks who will be on that picket line, settling recruiting the folks who will be on that picket line, settling disputes about who goes where—and procuring the busses to disputes about who goes where—and procuring the busses to get the picketers to the right place at the right time with the get the picketers to the right place at the right time with the necessary signs and bullhorns. I firmly believe that Alinsky’s necessary signs and bullhorns. I firmly believe that Alinsky’s Rules For Radicals is the best “project management” manual Rules For Radicals is the best “project management” manual ever written.)ever written.)

18. 18. Recruit a politics-networking maestro.Recruit a politics-networking maestro. Charlie Charlie Wilson had this part down, and he needed help with the Wilson had this part down, and he needed help with the doing. If you are the doer, then you must find the politician-doing. If you are the doer, then you must find the politician-networker. They are a special breed—and worth as much as networker. They are a special breed—and worth as much as the doer. (The legendary community organizer Saul Alinsky the doer. (The legendary community organizer Saul Alinsky pointed out the difference between “organizers” and pointed out the difference between “organizers” and “leaders.” Leaders are the visible ones, out there giving the “leaders.” Leaders are the visible ones, out there giving the speeches and manning the picket lines. The largely invisible speeches and manning the picket lines. The largely invisible organizer worries about recruiting the folks who will be on organizer worries about recruiting the folks who will be on that picket line, settling disputes about who goes where—and that picket line, settling disputes about who goes where—and procuring the busses to get the picketers to the right place at procuring the busses to get the picketers to the right place at the right time with the necessary signs and bullhorns. I firmly the right time with the necessary signs and bullhorns. I firmly believe that Alinsky’s believe that Alinsky’s Rules For Radicals Rules For Radicals is the best “project is the best “project management” manual ever written.)management” manual ever written.)

19. 19. Think QQ/Quintessential QuartetThink QQ/Quintessential Quartet.. Passion Passion poobah and chief storyteller. Anal doer. Financier. poobah and chief storyteller. Anal doer. Financier. Networker-political master-recruiter-in-chief.Networker-political master-recruiter-in-chief.20. 20. When a project is unusual-risky, never, When a project is unusual-risky, never, ever waste time or capital going go “up the ever waste time or capital going go “up the chain of command.”chain of command.” Risk aversion rises as one Risk aversion rises as one nears the top … everywhere. Constantly devise and nears the top … everywhere. Constantly devise and try and discard and re-revise end runs that build the try and discard and re-revise end runs that build the network, add to knowledge, and create “small wins” network, add to knowledge, and create “small wins” that start the process mushrooming. Be polite to that start the process mushrooming. Be polite to your boss (Gust wasn’t, there are exceptions to your boss (Gust wasn’t, there are exceptions to every rule), but do not waste time on him! every rule), but do not waste time on him!

21. 21. Demo! Demo! Demo!Demo! Demo! Demo! Get some little Get some little thing done no matter how grand the goal—you need thing done no matter how grand the goal—you need visual evidence of hope.visual evidence of hope.

22. 22. Demo redux: Plant a field of seeds, most Demo redux: Plant a field of seeds, most will die, a few will grow—and pay special will die, a few will grow—and pay special attention to the wildflowers.attention to the wildflowers. Fill the air with Fill the air with possibility, energy, action—no matter that 96.3% possibility, energy, action—no matter that 96.3% will come to naught.will come to naught.23. 23. Take chances on unusual talent, Take chances on unusual talent, regardless of formal rank.regardless of formal rank. Mike Vickers, a Mike Vickers, a junior (GS-11) officer was given enormous junior (GS-11) officer was given enormous responsibility because of his demonstrated skills responsibility because of his demonstrated skills and tenacity and creativity.and tenacity and creativity.24. 24. Recruit peculiar talent with no Recruit peculiar talent with no investment in conventional solutions.investment in conventional solutions. Most Most of what you do won’t work—don’t spend ages of what you do won’t work—don’t spend ages trying to stuff square pegs in round holes. trying to stuff square pegs in round holes. Cultivate a Special Network of Weirdos, often Cultivate a Special Network of Weirdos, often junior, who bring no baggage to the party.junior, who bring no baggage to the party.

25. 25. Create a small, insanely committed Create a small, insanely committed “band of brothers” to act as mostly “band of brothers” to act as mostly invisible orchestrators.invisible orchestrators. When all was said and When all was said and done, Gust Avarkotos and his tiny (never more done, Gust Avarkotos and his tiny (never more than a half dozen) nerve center in the CIA never than a half dozen) nerve center in the CIA never got even a smidgen of recognition for what was got even a smidgen of recognition for what was the Agency’s biggest success. But his little team the Agency’s biggest success. But his little team did the work of hundreds—in a true revolutionary did the work of hundreds—in a true revolutionary mission, the core group must number <10. I’ve mission, the core group must number <10. I’ve long used the (stolen from Lockheed) term long used the (stolen from Lockheed) term “skunkworks” to describe such small bands of “skunkworks” to describe such small bands of insanely determined renegades.insanely determined renegades.26. 26. The “Band of Brothers”-“Skunkworks” The “Band of Brothers”-“Skunkworks” must be physically separated from top must be physically separated from top managementmanagement. In Gust’s case it was just a few . In Gust’s case it was just a few floors of insulation—but even that is essential.floors of insulation—but even that is essential.

27. 27. Think, subconsciously … long haul.Think, subconsciously … long haul. A A small act of recognition toward a Major in an ally’s small act of recognition toward a Major in an ally’s military pays off Big Time 15 years later when he is military pays off Big Time 15 years later when he is Chief of Staff of the Army—one never knows, but Chief of Staff of the Army—one never knows, but stitch enough of these events together, and the stitch enough of these events together, and the odds of one paying off go waaaaay up. That is, odds of one paying off go waaaaay up. That is, passion for today’s action is paramount—but passion for today’s action is paramount—but always, always, always think consciously about … always, always, always think consciously about … Network Investment. (Remember, R.O.I.R.—return Network Investment. (Remember, R.O.I.R.—return On Investment in Relationships.)On Investment in Relationships.)28. 28. K.I.S.S.K.I.S.S. Our Afghan allies drove the Soviets Our Afghan allies drove the Soviets crazy less with “big weapons” (oh so difficult for an crazy less with “big weapons” (oh so difficult for an irregular program to acquire) than with an endless irregular program to acquire) than with an endless and ever-varying stream of “simple” (cheap, and ever-varying stream of “simple” (cheap, reliable, easy to train, easy to transport) weapons reliable, easy to train, easy to transport) weapons such as bicycle bombs (shades of our problems in such as bicycle bombs (shades of our problems in Iraq).Iraq).

29. 29. Plan for the “real world.”Plan for the “real world.” Mike Vickers was a Mike Vickers was a genius at understanding the way things really were in the fieldgenius at understanding the way things really were in the field—his logistics programs reflected that. —his logistics programs reflected that. No pie-in-the-sky No pie-in-the-sky assumptions! assumptions!

30. 30. Cut red tape.Cut red tape. “What we did in one month with Charlie “What we did in one month with Charlie would have taken us nine years to accomplish.” (Approval would have taken us nine years to accomplish.” (Approval process in Congress, 8 days for 9 month procedure to get $$ process in Congress, 8 days for 9 month procedure to get $$ transferred) My longtime definition: Boss = Chief hurdle transferred) My longtime definition: Boss = Chief hurdle remover. Which (again) means the boss must be master of the remover. Which (again) means the boss must be master of the intricacies of the political process. A little known congressman, intricacies of the political process. A little known congressman, Tom DeLay became one of the most powerful people in America Tom DeLay became one of the most powerful people in America by total mastery of the political rules. In a business project, this by total mastery of the political rules. In a business project, this means, say, total mastery of the client’s purchasing process—means, say, total mastery of the client’s purchasing process—including total comprehension of the power politics going on at including total comprehension of the power politics going on at the moment.the moment.

31. 31. Don’t document it!Don’t document it! Charlie Wilson and Gust Charlie Wilson and Gust Avarkotos cut corners—to succeed against the powers that be Avarkotos cut corners—to succeed against the powers that be you will to. Keep documentation to a minimum—watch your you will to. Keep documentation to a minimum—watch your emails!!emails!!

32.32. Luck!!!!!!!!!!!!!!!!!!!!!!Luck!!!!!!!!!!!!!!!!!!!!!! Never Never deny the reality of lucky (or unlucky) breaks; deny the reality of lucky (or unlucky) breaks; realizing that allows you to “stay in the game,” realizing that allows you to “stay in the game,” playing hand after hand until your cards come in—playing hand after hand until your cards come in—or the time comes to fold.or the time comes to fold.

33. 33. The Game Ain’t Over Until the Fat Lady Sings.The Game Ain’t Over Until the Fat Lady Sings. I call I call them the “yoiks,” which actually stands for un-intended them the “yoiks,” which actually stands for un-intended consequences. After the Russians had withdrawn from consequences. After the Russians had withdrawn from Afghanistan, the U.S. once again returned to benign neglect—the Afghanistan, the U.S. once again returned to benign neglect—the result was, indirectly, 9-11 orchestrated from Afghanistan by result was, indirectly, 9-11 orchestrated from Afghanistan by some of the people we had supported a decade earlier. As to not some of the people we had supported a decade earlier. As to not finishing the chore, Charlie Wilson said that the defeat of the finishing the chore, Charlie Wilson said that the defeat of the Soviets in Afghanistan, their first in the Cold War and a spur to Soviets in Afghanistan, their first in the Cold War and a spur to the unraveling of the Evil Empire, was a “glorious the unraveling of the Evil Empire, was a “glorious accomplishment that changed the world. And then we f&*^ed up accomplishment that changed the world. And then we f&*^ed up the end game.” I’m with Wilson, regardless of today’s threats; as the end game.” I’m with Wilson, regardless of today’s threats; as one who lived through the entire Cold War, we are indeed now one who lived through the entire Cold War, we are indeed now free of the not particularly low odds threat of planetary free of the not particularly low odds threat of planetary extinction. (See my Post of 1231.07 on Lieutenant Colonel extinction. (See my Post of 1231.07 on Lieutenant Colonel Stanislav Petrov and the immanent end of the world on 26 Stanislav Petrov and the immanent end of the world on 26 September 1983.) But that’s not the point either—instead it is September 1983.) But that’s not the point either—instead it is the more general axiom that you never know what new can of the more general axiom that you never know what new can of worms you are opening—which to me, of course, makes the worms you are opening—which to me, of course, makes the linear, logical approach to planning and life so laughable. Well, I linear, logical approach to planning and life so laughable. Well, I guess we all need our illusions, and if plans can proved such guess we all need our illusions, and if plans can proved such comfort, ridiculous as they are, it’s fine by me.comfort, ridiculous as they are, it’s fine by me.

Concluding reminder: Any project worth Concluding reminder: Any project worth doing is worth doing because in some small doing is worth doing because in some small or large way it challenges “the way we do or large way it challenges “the way we do things around here.”things around here.” Moreover, it is a given bosses Moreover, it is a given bosses

are primarily hired to be cops who make sure that we do are primarily hired to be cops who make sure that we do things “the way we do things around here.” things “the way we do things around here.” I’d guess that I’d guess that

98% of projects fail in terms of even near-total 98% of projects fail in terms of even near-total implementation. And 98% of the 98% failures are the results implementation. And 98% of the 98% failures are the results of lousy political and networking skills—not selection of the of lousy political and networking skills—not selection of the wrong project management software package. Hence “the wrong project management software package. Hence “the

work” of projects is the political implementation of ideas and work” of projects is the political implementation of ideas and processes which necessarily engender emotional resistance processes which necessarily engender emotional resistance

by the powers that be. We who would change things are by the powers that be. We who would change things are insurgents. Charlie and Gust were insurgents who fought, for insurgents. Charlie and Gust were insurgents who fought, for

years, an inch at a time through years, an inch at a time through the corridors of power from Congress to the CIA headquartersthe corridors of power from Congress to the CIA headquarters

in Langley VA to the presidential palaces in Pakistan and in Langley VA to the presidential palaces in Pakistan and Egypt—and even Israel.Egypt—and even Israel.

Notes from William Easterly’s:Notes from William Easterly’s:

The White Man’s The White Man’s Burden: Why the West’s Burden: Why the West’s

Effort to Aid the Rest Effort to Aid the Rest Have Done Have Done

So Much Ill and so Little So Much Ill and so Little GoodGood

The topic is, of course, of the utmost The topic is, of course, of the utmost significance to the state of human affairs. significance to the state of human affairs.

Beyond that, this masterpiece is perhaps the Beyond that, this masterpiece is perhaps the best book I’ve read on implementation in best book I’ve read on implementation in

general.general.

““The West spent … The West spent … $$2.32.3 trilliontrillion on foreign aid over the last five decades and still on foreign aid over the last five decades and still has has not not managed to get twelve-cent medicines to managed to get twelve-cent medicines to children to prevent half of all malaria deaths. The children to prevent half of all malaria deaths. The West spent $2.3 trillion and still West spent $2.3 trillion and still notnot managed to managed to get three dollars to each new mother to prevent get three dollars to each new mother to prevent

five million child deaths. …five million child deaths. … But I and many But I and many other like-minded people keep other like-minded people keep

trying, not to abandon aid to the trying, not to abandon aid to the poor, but to poor, but to makemake suresure it reachesit reaches

themthem.”.”

Easterly, maligned by many, is the arch-enemy of Easterly, maligned by many, is the arch-enemy of

the the Big PlanBig Plan [his capital letters, not mine][his capital letters, not mine]

sent from afar; and the vociferous fan of practical sent from afar; and the vociferous fan of practical activities of those he calls activities of those he calls

“Searchers”“Searchers” … who learn the ins … who learn the ins

and outs of the culture, politics and local conditions and outs of the culture, politics and local conditions “on the ground” in order to use local levers and “on the ground” in order to use local levers and

local players, and get those 12-local players, and get those 12-cent medicines to community members. cent medicines to community members.

Read on, “Planners” vs “Searchers” …Read on, “Planners” vs “Searchers” …

““In foreign aid, Planners announce good intentions but don’t motivate anyone In foreign aid, Planners announce good intentions but don’t motivate anyone

to carry them out;to carry them out; Searchers find thinSearchers find thinggs that work and s that work and gget some et some rewardreward.. Planners raise expectations but take no responsibility for meeting Planners raise expectations but take no responsibility for meeting

them;them; Searchers acceSearchers acceppt rest respponsibilitonsibilityy for their actions for their actions;; Planners Planners

determine what to supplydetermine what to supply; ; Searchers find out what is in demandSearchers find out what is in demand..

Planners apply global blueprints;Planners apply global blueprints; Searchers adapt to local conditionsSearchers adapt to local conditions..

Planners at the top lack knowledge of the bottom;Planners at the top lack knowledge of the bottom; Searchers find out Searchers find out what the realitwhat the realityy is at the bottom is at the bottom.. Planners never hear whether the Planners never hear whether the

planned recipients got what they needed;planned recipients got what they needed; Searchers find out if the Searchers find out if the customer is satisfiedcustomer is satisfied.. … … A Planner thinks he already knows the answers; A Planner thinks he already knows the answers; he thinks of poverty as a technical engineering problem that his answers will he thinks of poverty as a technical engineering problem that his answers will

solve.solve. A Searcher admits he doesn’t know the answers in A Searcher admits he doesn’t know the answers in advance; he believes that advance; he believes that ppovertovertyy is a com is a compplicated tanlicated tanggle of le of political, social, historical, institutional, and technolopolitical, social, historical, institutional, and technologgical ical

factors; he hopes to find answers to individual factors; he hopes to find answers to individual pproblems onlroblems onlyy bbyy trial and error ex trial and error expperimentationerimentation.. A planner believes outsiders know A planner believes outsiders know

enough to impose solutions;enough to impose solutions; a Searcher believes only insiders have a Searcher believes only insiders have enouenouggh knowledh knowledgge to find solutions, and that most solutions e to find solutions, and that most solutions

must be homemust be homeggrownrown. …”. …”

This may be the most illuminating synopsis This may be the most illuminating synopsis of implementation issues that I have ever of implementation issues that I have ever

stumbled across.stumbled across.

Derived from the above and more, I have extracted Derived from the above and more, I have extracted a series of “lessons” from the Easterly book. These a series of “lessons” from the Easterly book. These implementation lessons are, in fact, universal:implementation lessons are, in fact, universal:

Lesson (#1 of sooooooo many): Lesson (#1 of sooooooo many): Show up! Show up! (On the ground, where the action—and (On the ground, where the action—and possible implementation—is.)possible implementation—is.)

Lesson: Lesson: Invest in ceaseless study of Invest in ceaseless study of conditions “on the ground”—social andconditions “on the ground”—social and political and historical and systemic.political and historical and systemic.

““Ninety percent Ninety percent of success is of success is

showing up.” showing up.” —Woody Allen

Lesson:Lesson: ListenListen to to the “locals.”the “locals.”Lesson:Lesson: HearHear the the “locals.”“locals.”

18’18’ Source: How Doctors Think, Jerome GroopmanSource: How Doctors Think, Jerome Groopman

Lesson: Lesson: Talk to the “locals.”Talk to the “locals.”

Lesson: Lesson: Listen to the “locals.”Listen to the “locals.”Lesson: Lesson: Hear the “locals.”Hear the “locals.”

Lesson: Lesson: Listen to the “locals.”Listen to the “locals.”Lesson: Lesson: Hear the “locals.”Hear the “locals.”

Lesson: Lesson: Listen to the “locals.”Listen to the “locals.”Lesson: Lesson: Hear the “locals.”Hear the “locals.”

Lesson:Lesson: Listen to the “locals.” Listen to the “locals.”Lesson:Lesson: Hear to the “locals.” Hear to the “locals.”

Lesson:Lesson: Listen to the “locals.” Listen to the “locals.”Lesson:Lesson: Hear to the “locals.” Hear to the “locals.”

Lesson: Lesson: Respect the “locals.”Respect the “locals.”Lesson:Lesson: Empathize with the “locals.” Empathize with the “locals.”

Lesson:Lesson: Have a truly Have a truly crappy office, and crappy office, and

otherother unun-trappings!-trappings!

Lesson: Lesson: Try to blend in, adopting local customs, showingTry to blend in, adopting local customs, showing deference were necessary—almost everywhere;deference were necessary—almost everywhere; and never interrupt the “big man” in front of hisand never interrupt the “big man” in front of his folk, even, or especially, if you think he is 180folk, even, or especially, if you think he is 180 degrees off.degrees off.Lesson:Lesson: Seek out the local leaders’ second cousins, etc,Seek out the local leaders’ second cousins, etc, to gain indirect assess overto gain indirect assess over their uncle twicetheir uncle twice removed! (Etc & etc.)removed! (Etc & etc.)Lesson:Lesson: Have a truly crappy office, and other Have a truly crappy office, and other un-trappings!un-trappings!Lesson: Lesson: Remember, you do not in fact have the answersRemember, you do not in fact have the answers despite your PhD with,despite your PhD with, naturally, honors, from thenaturally, honors, from the University of Chicago—where you were mentoredUniversity of Chicago—where you were mentored by not one, but two, Nobel Laureates in economics.by not one, but two, Nobel Laureates in economics.Lesson: Lesson: Regardless of the enormity of the problem,Regardless of the enormity of the problem, proceed by trial (manageableproceed by trial (manageable in size) and error,in size) and error, error, error. (Failure motto: “Do it right the firsterror, error. (Failure motto: “Do it right the first time!”time!” Success motto: “Do it right the 37th time!” Success motto: “Do it right the 37th time!” And hustle through thoseAnd hustle through those 37 tries—see the37 tries—see the next slide.)next slide.)

““We made mistakes, of course. Most of them were omissions we We made mistakes, of course. Most of them were omissions we didn’t think of when we initially wrote the software. didn’t think of when we initially wrote the software. We fixed We fixed them by doing it over and over, again and again.them by doing it over and over, again and again. We do the We do the

same today. While our competitors are still sucking their same today. While our competitors are still sucking their thumbs trying to make the design perfect, we’re already on thumbs trying to make the design perfect, we’re already on

prototype versionprototype version ##55.. By the time our rivals are ready By the time our rivals are ready

with wires and screws, we are on version with wires and screws, we are on version ##1010.. It It

gets back to planning versus actinggets back to planning versus acting: : We We act from day oneact from day one; ; others plan how toothers plan how to planplan——for monthsfor months.”.” —Bloomberg by Bloomberg—Bloomberg by Bloomberg

Lesson: Lesson: The process of political-communityThe process of political-community engagement must also be approached asengagement must also be approached as a trial and error learning process.a trial and error learning process.Lesson: Lesson: Always alter the experiment to accommodateAlways alter the experiment to accommodate local needs—the act of apparent local modificationlocal needs—the act of apparent local modification per se is critical, as every community leader, inper se is critical, as every community leader, in order for them to accept “ownership” andorder for them to accept “ownership” and demonstrate to their constituents that they are indemonstrate to their constituents that they are in charge, must feel as if they have directly andcharge, must feel as if they have directly and measurably influenced the experiment. measurably influenced the experiment. [See the next four slides.][See the next four slides.]

Lesson: Lesson: Growth (the experimental and expansion-Growth (the experimental and expansion- emulation process) must be emulation process) must be organicorganic, and proceed, and proceed at a measured pace—nudged, not hurried.at a measured pace—nudged, not hurried.Lesson: Lesson: Speed kills! (To a point.) By and large, theSpeed kills! (To a point.) By and large, the messiness and “inefficiency” of the local politicalmessiness and “inefficiency” of the local political process must be honored.process must be honored.

““Buy in”- Buy in”- “Ownership”-“Ownership”-

Authorial bragging Authorial bragging rights-“Born again” rights-“Born again”

Champion = Champion = OneOne LineLine ofof CodeCode!!

““It works this way, Tom. You’re talking to a guy who’s important It works this way, Tom. You’re talking to a guy who’s important to implementation down where the rubber meets the road. He’s to implementation down where the rubber meets the road. He’s skeptical—he either really is, or it’s the act he chooses to play. skeptical—he either really is, or it’s the act he chooses to play.

You go over the thing with him and he has a thousand objections. You go over the thing with him and he has a thousand objections. You nod your head a lot, and take copious notes. Then you go You nod your head a lot, and take copious notes. Then you go

back to your guys, and you find a few places where you can very back to your guys, and you find a few places where you can very specifically accommodate him. You make the changes, even if specifically accommodate him. You make the changes, even if

they are pretty ugly. Then you go back to him,they are pretty ugly. Then you go back to him, and show him exactly what you’ve done. You have a and show him exactly what you’ve done. You have a

‘born again’ supporter. You took him seriously—and through the ‘born again’ supporter. You took him seriously—and through the changes, he’s now your co-inventor, your savior. Now he’s doing changes, he’s now your co-inventor, your savior. Now he’s doing

the selling for you. Hey, the whole damn thing wouldn’t have the selling for you. Hey, the whole damn thing wouldn’t have worked were it not for his interjections—that’s the way he frames worked were it not for his interjections—that’s the way he frames

it to his folks. I tell you, it never fails.”it to his folks. I tell you, it never fails.”

Source: Australian IS-IT chief, mid-sized company in financial servicesSource: Australian IS-IT chief, mid-sized company in financial services

NothNoth--inging is “scalable”!*is “scalable”!*

Nothing is “scalable”!*Nothing is “scalable”!*

**EverEveryy replication must replication must exude the exude the pperceercepptiontion of of

uniuniqquenessueness—even if it means —even if it means a half-step a half-step backwardsbackwards. . (“It (“It

wouldn’t have worked if we hadn’t wouldn’t have worked if we hadn’t done it done it ourour way.”) way.”)

““Scalable” is “one of those [hot] words,” as in, Scalable” is “one of those [hot] words,” as in, “Will it scale?” Replication “Will it scale?” Replication isis of paramount of paramount

importance. But a/the prime failure of many-most importance. But a/the prime failure of many-most aid programs has been to achieve a small aid programs has been to achieve a small

success with a demo—and then immediately success with a demo—and then immediately shove the resulting “approach,” as though it shove the resulting “approach,” as though it were Biblical, lock-stock-and-barrel down the were Biblical, lock-stock-and-barrel down the

throats of 200 unsuspecting communities—with throats of 200 unsuspecting communities—with orders to “get it done by yesterday.” Smart orders to “get it done by yesterday.” Smart

people do demo after demo after demo, and then people do demo after demo after demo, and then beginbegin to “scale” in earnest. But they clearly to “scale” in earnest. But they clearly

understand that “scalability” is understand that “scalability” is never never more than, more than, say, a 75% affair—both real say, a 75% affair—both real and and perceived perceived

tailoring is required at every stop, to adjust to tailoring is required at every stop, to adjust to local conditions local conditions andand to engage the local power to engage the local power

structure by allowing-encouraging them to structure by allowing-encouraging them to “make it their own” !“make it their own” !

Lesson: Lesson: Speed kills!Speed kills!Lesson: Lesson: Short-circuiting political Short-circuiting political process kills!process kills!Lesson: Lesson: Premature rollout kills!Premature rollout kills!Lesson: Lesson: Too much publicity-visibilityToo much publicity-visibility kills!kills!Lesson: Lesson: Too much money kills!Too much money kills!Lesson: Lesson: Too much technology kills!Too much technology kills!

There are obviously limits to all these thingsThere are obviously limits to all these things—one, for instance, can’t wait forever for the —one, for instance, can’t wait forever for the political process to “play itself out.” On the political process to “play itself out.” On the

other hand, the other hand, the principal sinprincipal sin of the of the “planners” who make Easterly’s [and my] “planners” who make Easterly’s [and my]

skin crawl is shortchanging local politics and skin crawl is shortchanging local politics and politicians, throwing money at the problem, politicians, throwing money at the problem, counting on clever technologies to carry the counting on clever technologies to carry the day, publicizing successes that aren’t, etc. day, publicizing successes that aren’t, etc.

Lesson: Lesson: Outsiders, to be effective, must have genuineOutsiders, to be effective, must have genuine appreciation of and affection for the locals with whomappreciation of and affection for the locals with whom and for whom they are working!and for whom they are working! Lesson: Lesson: Condescension kills most—said “locals” knowCondescension kills most—said “locals” know unimaginably more about life than well-intentionedunimaginably more about life than well-intentioned “ “do gooders,” young or even, alas, not so young.do gooders,” young or even, alas, not so young.Lesson: Lesson: Progress … MUST … be consistent with “localProgress … MUST … be consistent with “local politics on the ground” in order to raise the oddspolitics on the ground” in order to raise the odds of sustainability.of sustainability.Lesson: Lesson: You will never-ever “fix” “everything at once” You will never-ever “fix” “everything at once” or by the time you “finish”—in our Constitutional or by the time you “finish”—in our Constitutional Convention in 1787, George Washington only gotConvention in 1787, George Washington only got about 60% of what he wanted!about 60% of what he wanted!

Lesson: Lesson: Never forget the atmospherics, such as numerousNever forget the atmospherics, such as numerous celebrations for tiny milestones reached, showering praisecelebrations for tiny milestones reached, showering praise on the local leader and your local cohorts, while youon the local leader and your local cohorts, while you assiduously stand at the back of the crowd—etc.assiduously stand at the back of the crowd—etc.Lesson: Lesson: The experiment has failed until the systems and politicalThe experiment has failed until the systems and political rewards, often small, are in place, with Beta tests completed, rewards, often small, are in place, with Beta tests completed, to up the odds of repetition.to up the odds of repetition.Lesson: Lesson: Most of your on-the-ground staff must consist of Most of your on-the-ground staff must consist of respected locals—the de facto or de jure Chairman or CEOrespected locals—the de facto or de jure Chairman or CEO must be a local; you must be virtually invisible.must be a local; you must be virtually invisible.Lesson: Lesson: Spend enormous “pointless” social time with the local Spend enormous “pointless” social time with the local political leaders—in Gulf War I, Norm Schwarzkopf spent hispolitical leaders—in Gulf War I, Norm Schwarzkopf spent his evenings, nearly all of them, drinking tea until 2AM or 3AMevenings, nearly all of them, drinking tea until 2AM or 3AM with the Saudi crown prince; he called it his greatest with the Saudi crown prince; he called it his greatest contribution!contribution!

Lesson: Lesson: Keep your “start up” plan simple and short and Keep your “start up” plan simple and short and filled with question marks in order to allow othersfilled with question marks in order to allow others to have the last wordto have the last word.. (I once did the final draft of a(I once did the final draft of a proposal, making it as flawless as could be. I gave it to my boss,proposal, making it as flawless as could be. I gave it to my boss, pre Microsoft Word, and he proceeded to cut it up and tape the piecespre Microsoft Word, and he proceeded to cut it up and tape the pieces back together, and conspicuously cross out several paragraphs of myback together, and conspicuously cross out several paragraphs of my obviously and labored over brilliant prose that he had agreed to. “Tom,”obviously and labored over brilliant prose that he had agreed to. “Tom,” he said as I recall, “we want the rest of the committee [of important, or athe said as I recall, “we want the rest of the committee [of important, or at least least self-importantself-important folks] to feel as though they are participating and folks] to feel as though they are participating and that you and I are a naïve—not confront them with a beautiful plan thatthat you and I are a naïve—not confront them with a beautiful plan that shouts ‘Don’t you dare alter a word.’”)shouts ‘Don’t you dare alter a word.’”)

Lesson:Lesson: For projects involving children or health or education or For projects involving children or health or education or community development or sustainable small-businesscommunity development or sustainable small-business growth (most projects), women are by far the most reliablegrowth (most projects), women are by far the most reliable and most central and most indirectly powerful localand most central and most indirectly powerful local players in even the most chauvinist settings—theirplayers in even the most chauvinist settings—their characteristic process of “implementation by indirection”characteristic process of “implementation by indirection” means “life or death” to sustainable project success;means “life or death” to sustainable project success; moreover, the expanding concentric circles of women’smoreover, the expanding concentric circles of women’s traditional networking processes is by far the best way totraditional networking processes is by far the best way to “ “scale up”/expand a program. (Men should not even tryscale up”/expand a program. (Men should not even try to understand what is taking place. Among other things,to understand what is taking place. Among other things, this networking indirection-largely invisible process willthis networking indirection-largely invisible process will seemingly “take forever” by most men’s “action now,seemingly “take forever” by most men’s “action now, skip steps” S.O.P.—and then, from out of the blue, skip steps” S.O.P.—and then, from out of the blue, following an eternity of rambling discussions-on-top-of-following an eternity of rambling discussions-on-top-of- rambling-discussions, you will wake up one fine morningrambling-discussions, you will wake up one fine morning and discover that the thing is done that everything hasand discover that the thing is done that everything has fallen in place “overnight” and that ownership is nearlyfallen in place “overnight” and that ownership is nearly universal. Concomitant imperative; most of your (as anuniversal. Concomitant imperative; most of your (as an outsider) staff should be women, alas, most likely notoutsider) staff should be women, alas, most likely not visibly “in charge.”visibly “in charge.”

For projects involving children or For projects involving children or health or education or community health or education or community development or sustainable small-development or sustainable small-businessbusiness growth (most projects), growth (most projects),

womenwomen are by far the most are by far the most

reliablereliable and most central and most and most central and most indirectly powerful localindirectly powerful local players players

even in the most chauvinist settings. even in the most chauvinist settings.

Reminders:Reminders:

Show up!Show up!(Stick around!)(Stick around!)

Listen!Listen!(Listen! Listen! Listen!)(Listen! Listen! Listen!)

Study local conditions!Study local conditions!

Stay in the background!Stay in the background!(Always defer to local leaders—even bad ones.(Always defer to local leaders—even bad ones.

Do your “workarounds” in private.) Do your “workarounds” in private.)

Adapt to local conditions!! Adapt to local conditions!! (No cookie-cutters, please!!)(No cookie-cutters, please!!)

Experiment!Experiment!(Manageable in size.)(Manageable in size.)

(Trial and error, error, error—so, hustle.)(Trial and error, error, error—so, hustle.)(Celebrate the tiniest successes—no such thing as “too much.”)(Celebrate the tiniest successes—no such thing as “too much.”)

Get the “boring” supporting systems-infrastructure in place! Get the “boring” supporting systems-infrastructure in place!

Always: Local politics rules!Always: Local politics rules!(Like it or not.)(Like it or not.)

Nudge. Nudge. (Do not force things because of your schedule.)(Do not force things because of your schedule.)

Women are our “customers,” premierWomen are our “customers,” premier “partners in sustainable implementation.” “partners in sustainable implementation.”

Commentary on David O. Stewart’sCommentary on David O. Stewart’s

The Summer ofThe Summer of 1787: The Men1787: The Men Who InventedWho Invented

the Constitutionthe Constitution

Tom Peters/0409.08Tom Peters/0409.08

What does the U.S. Constitutional What does the U.S. Constitutional Convention of 1787 have to teach you and Convention of 1787 have to teach you and

me, in the Age of the Internet, about me, in the Age of the Internet, about implementing our wee pet project? A lot, I’ll implementing our wee pet project? A lot, I’ll

argue. Whether the topic is mundane or argue. Whether the topic is mundane or grand, and whether the date is 1787 or 2008, grand, and whether the date is 1787 or 2008,

the “essential human basics of the “essential human basics of implementation” are exactly the same—and implementation” are exactly the same—and overlooking them is the universal cause of overlooking them is the universal cause of failure. So lets look at the “little” “human failure. So lets look at the “little” “human lessons” that underpinned the creation of lessons” that underpinned the creation of

this monumental document … this monumental document …

Drafting the U.S. Constitution in Philadelphia in the muggy summer of 1787, was, literally, America’s defining moment. Drafting the U.S. Constitution in Philadelphia in the muggy summer of 1787, was, literally, America’s defining moment. The war against the British had officially ended with the Treaty of Paris. But pirates still plied the seas, sanctioned by The war against the British had officially ended with the Treaty of Paris. But pirates still plied the seas, sanctioned by

the British, harassing American commerce. The loose nature of our founding Articles of Confederation made any the British, harassing American commerce. The loose nature of our founding Articles of Confederation made any coherent response impossible. Chaos and clashing self-interest had advanced to the point that several states were coherent response impossible. Chaos and clashing self-interest had advanced to the point that several states were

independently pursuing alliances and treaties with a variety of European Great Powers. Pragmatic leaders from various independently pursuing alliances and treaties with a variety of European Great Powers. Pragmatic leaders from various states, meeting informally, decided that the time had come to “do something, damn near anything,” about the growing states, meeting informally, decided that the time had come to “do something, damn near anything,” about the growing

anarchy, that also included the rise of violent local militias. Hence, the Convention staggered to order, with some anarchy, that also included the rise of violent local militias. Hence, the Convention staggered to order, with some enthusiasm, a lot of frustration, with various parties taking it seriously—or not; and, as always in human affairs, enthusiasm, a lot of frustration, with various parties taking it seriously—or not; and, as always in human affairs,

animated primarily by narrow, irreconcilable geographic-commercial-personal interests. animated primarily by narrow, irreconcilable geographic-commercial-personal interests.

That is, as useful and enduring and “inspiring” and “earth-shaking” as the “product” (U.S. Constitution) turned out to That is, as useful and enduring and “inspiring” and “earth-shaking” as the “product” (U.S. Constitution) turned out to be, in hindsight, the process of its birth, and the players involved, not all Washingtons and Franklins by a long shot, was be, in hindsight, the process of its birth, and the players involved, not all Washingtons and Franklins by a long shot, was as messy and slapdash as is the case in the commonplace history of human affairs. All of this is described with novelistic as messy and slapdash as is the case in the commonplace history of human affairs. All of this is described with novelistic intensity in intensity in The Summer of 1787: The Men Who Invented the ConstitutionThe Summer of 1787: The Men Who Invented the Constitution, by David O. Stewart. What so captivated me , by David O. Stewart. What so captivated me

about this “fast-paced narrative,” given my professional interests, was that so grand a result (in retrospect—no about this “fast-paced narrative,” given my professional interests, was that so grand a result (in retrospect—no attendee, beset by Philadelphia’s black flies and, in many cases, worrying about personal finances deteriorating “back attendee, beset by Philadelphia’s black flies and, in many cases, worrying about personal finances deteriorating “back home,” would have imagined the Holy Aura that was later attributed to the gathering) had emerged from such garden home,” would have imagined the Holy Aura that was later attributed to the gathering) had emerged from such garden

variety human wheeling and dealing, with chance paramount, the role of Black Flies not to be under-estimated, and the variety human wheeling and dealing, with chance paramount, the role of Black Flies not to be under-estimated, and the low and loathsome playing almost as big a role as the best and brightest in the nation’s history.low and loathsome playing almost as big a role as the best and brightest in the nation’s history.

Truth is, this book has changed my professional life. That is, it has reminded me of the “true basics” of human Truth is, this book has changed my professional life. That is, it has reminded me of the “true basics” of human achievement—grand and mundane alike. We may talk ceaselessly about “globalization” and “blue oceans” and achievement—grand and mundane alike. We may talk ceaselessly about “globalization” and “blue oceans” and

“disruptive innovation” and “brand you,” but we err—I err!—when these high falutin’ terms distract us from assessing “disruptive innovation” and “brand you,” but we err—I err!—when these high falutin’ terms distract us from assessing and sharpening the tools that are the true bedrock of the true byproduct of organizational and individual life—i.e., … and sharpening the tools that are the true bedrock of the true byproduct of organizational and individual life—i.e., … getting things done, or “GTD” as one of my pragmatic Stanford professors called it. For it is invariably the failures on getting things done, or “GTD” as one of my pragmatic Stanford professors called it. For it is invariably the failures on the “GTD Dimension,” not the failures of “vision” or “strategy,” that lead to the quagmire in Iraq or the screwed-up the “GTD Dimension,” not the failures of “vision” or “strategy,” that lead to the quagmire in Iraq or the screwed-up

implementation of a business-process project. In the end, “it”—management, life—is all about human foibles, all about implementation of a business-process project. In the end, “it”—management, life—is all about human foibles, all about GTD, all about you and me “muddling through” to inch the personal or organizational world along another millimeter or GTD, all about you and me “muddling through” to inch the personal or organizational world along another millimeter or

two.two.

So, in this instance, the drafting of the Constitution, America’s most important hour-summer, we see, through an So, in this instance, the drafting of the Constitution, America’s most important hour-summer, we see, through an electron microscope (electron microscope (The Summer of 1787The Summer of 1787), an act of GTD driven by the factors-”stuff” that really matter in the ever-), an act of GTD driven by the factors-”stuff” that really matter in the ever-

elusive “real world”—which should be the fodder for “management gurus” attempting to be of some help to those going elusive “real world”—which should be the fodder for “management gurus” attempting to be of some help to those going about their day to day affairs, so much more often mundane than grand. about their day to day affairs, so much more often mundane than grand.

A sampling of my notes on the book, and my translation into “lessons learned,” follow:A sampling of my notes on the book, and my translation into “lessons learned,” follow:

******Horse trading and deals struck in the Horse trading and deals struck in the shadowy corners of pubsshadowy corners of pubs was (mostly) the was (mostly) the order of the day.order of the day.

***The pursuit of practical, “unfair” regional economic ***The pursuit of practical, “unfair” regional economic advantage, not abstract “theories of government,” was the advantage, not abstract “theories of government,” was the determining factor in most deliberations; for instance, deals determining factor in most deliberations; for instance, deals struck between small states, seeking clout and economic struck between small states, seeking clout and economic success, and South Carolina kept slavery alive. (See also, for success, and South Carolina kept slavery alive. (See also, for example, example, An Economic Interpretation of the Constitution of An Economic Interpretation of the Constitution of the United Statesthe United States, by Charles Beard.) , by Charles Beard.)

***There were gaping holes in the document, such as the ***There were gaping holes in the document, such as the continuation of slavery (it took the Civil War, 74 years later, to continuation of slavery (it took the Civil War, 74 years later, to sort things out) and the glossing over of issues of citizens’ sort things out) and the glossing over of issues of citizens’ rights. (To be sure, subsequently dealt with by the first 10 rights. (To be sure, subsequently dealt with by the first 10 amendments.)amendments.)

*** *** “Muddling through,”“Muddling through,” or “satisficing,” was very much the or “satisficing,” was very much the constant state of affairs. (“Muddling through”—a term coined by constant state of affairs. (“Muddling through”—a term coined by Yale political scientist Charles Lindblom. “Satisficing,” doing a Yale political scientist Charles Lindblom. “Satisficing,” doing a satisfactory job, based on real world complications which cause satisfactory job, based on real world complications which cause sub-optimal results, was a word coined by Herbert Simon, for sub-optimal results, was a word coined by Herbert Simon, for which he won a Nobel Prize in economics.)which he won a Nobel Prize in economics.)

***Luck was here, as everywhere, essential. At one point, as ***Luck was here, as everywhere, essential. At one point, as deliberations on the most important and contentious topic of deliberations on the most important and contentious topic of proportional representation completely bogged down, July 4 proportional representation completely bogged down, July 4 popped up on the calendar through sheer luck. Many of the popped up on the calendar through sheer luck. Many of the delegates were Revolutionary War veterans, and the Technicolor delegates were Revolutionary War veterans, and the Technicolor memory of the intensity and duration and passions of the struggle memory of the intensity and duration and passions of the struggle was an extraordinary motivator; pettiness was pushed slightly and was an extraordinary motivator; pettiness was pushed slightly and briefly aside and the logjam was broken up in fairly short order.briefly aside and the logjam was broken up in fairly short order.

***Philly’s famous summer ***Philly’s famous summer black fliesblack flies played a role, leading to played a role, leading to dispirited attitudes, sessions cut short anddispirited attitudes, sessions cut short andthe like.the like.

*** *** “Showing up” was the #1 “rule of “Showing up” was the #1 “rule of success.”success.” Only 11 of 13 states bothered to attend the Only 11 of 13 states bothered to attend the Convention—Rhode Island never sent delegates, New Convention—Rhode Island never sent delegates, New Hampshire’s arrived two months late, and New York’s folks Hampshire’s arrived two months late, and New York’s folks never showed up in numbers enough to amount to a never showed up in numbers enough to amount to a quorum. Overall, only 30 of 60 official delegates were quorum. Overall, only 30 of 60 official delegates were normally in attendance—hence one soul, of whatever normally in attendance—hence one soul, of whatever description, saint or scoundrel, could and did make a description, saint or scoundrel, could and did make a helluva difference time and time again.helluva difference time and time again.

***Despite the hardships, George Washington was almost ***Despite the hardships, George Washington was almost singular for “showing up,” not missing a day, though as singular for “showing up,” not missing a day, though as presiding officer he seldom spoke. His magisterial presence presiding officer he seldom spoke. His magisterial presence per se was a far more important contribution than his ideasper se was a far more important contribution than his ideas—and his astounding demonstration, by his consistent —and his astounding demonstration, by his consistent presence, of the importance of turning out presence, of the importance of turning out somethingsomething saved saved the day on several critical occasions.the day on several critical occasions.

***Money in the bank, or the absence thereof. Many of the ***Money in the bank, or the absence thereof. Many of the delegates were in less than robust financial shape; hence delegates were in less than robust financial shape; hence they were continually distracted by having to hurry home they were continually distracted by having to hurry home (no small thing in 1787), and influenced by their perceived (no small thing in 1787), and influenced by their perceived need to “get this damn thing over with.” Many an need to “get this damn thing over with.” Many an important clause was retained or excised because members important clause was retained or excised because members were motivated to cut deliberations short, and “get on with were motivated to cut deliberations short, and “get on with it, before my creditors foreclose.” it, before my creditors foreclose.”

***Raw numbers of delegates greatly influenced the ***Raw numbers of delegates greatly influenced the outcome. Wee Delaware had five delegates, only four outcome. Wee Delaware had five delegates, only four states had more; hence (wee) Delaware provided an states had more; hence (wee) Delaware provided an “unfair share” of warm bodies on the committees that “unfair share” of warm bodies on the committees that controlled the outcome in most instances.controlled the outcome in most instances.

*** *** “Hanging in”“Hanging in” in per se, as usual, counted big time: in per se, as usual, counted big time: “Lesser known figures stepped forward and carried the banner “Lesser known figures stepped forward and carried the banner for the small states. What they lacked in reputation or talent, for the small states. What they lacked in reputation or talent, they made up with tenacity.” (“Success seems to be largely a they made up with tenacity.” (“Success seems to be largely a matter of hanging on after others have let go.” —William matter of hanging on after others have let go.” —William Feather, author)Feather, author)

***Working up early “first drafts,” brought to the conclave, had ***Working up early “first drafts,” brought to the conclave, had great impact; that is, others were automatically in a responsive great impact; that is, others were automatically in a responsive mode, and initiative wentmode, and initiative wentto the drafters.to the drafters.

***Annoying personality traits were of the utmost importance. ***Annoying personality traits were of the utmost importance. For example, Maryland’s Luther Martin was left off all the For example, Maryland’s Luther Martin was left off all the important committees because he had a reputation for important committees because he had a reputation for “bombast” and being “windy”—and who wants a windy guy in a “bombast” and being “windy”—and who wants a windy guy in a tiny committee room, with the windows closed for security tiny committee room, with the windows closed for security reasons, in Philadelphia, in August with the damn black flies reasons, in Philadelphia, in August with the damn black flies causing their painful bites with lingering aftereffects. (We have causing their painful bites with lingering aftereffects. (We have “black fly season” in Vermont—trust me, they are awful beasts.)“black fly season” in Vermont—trust me, they are awful beasts.)***Presentation skills, good and bad and mediocre,***Presentation skills, good and bad and mediocre,also had startling impact. also had startling impact.

““Lesser known figures Lesser known figures stepped forward and stepped forward and

carried the banner for carried the banner for the small states. What the small states. What

they lacked in they lacked in reputation or talent, reputation or talent, they made up with they made up with

tenacity.”tenacity.”

I neither contend that Convention’s animating ideas-ideals per I neither contend that Convention’s animating ideas-ideals per se were of scant importance, nor that the presence of se were of scant importance, nor that the presence of

Washington, Madison, Franklin et al. was of no import. Washington, Madison, Franklin et al. was of no import. But I do But I do vociferously contend that mundane variables, such as those vociferously contend that mundane variables, such as those

enumerated above, shaped the great document far more than enumerated above, shaped the great document far more than most realize—they were in fact determining more often than most realize—they were in fact determining more often than

not.not. Face it, “people will be people,” ego and frailties and self- Face it, “people will be people,” ego and frailties and self-interest always lurking or on stage, no matter how grand the interest always lurking or on stage, no matter how grand the

occasion subsequently proves to have been. In fact, old-occasion subsequently proves to have been. In fact, old-fashioned fashioned hangovershangovers were probably of more than passing were probably of more than passing

importance to our glorious document. Stewart reports that at importance to our glorious document. Stewart reports that at one evening gathering of most of the delegates, about 50 in one evening gathering of most of the delegates, about 50 in this rare instance, alcoholic consumption consisted of “seven this rare instance, alcoholic consumption consisted of “seven

large bowls of rum punch, over 100 bottles of wine, and almost large bowls of rum punch, over 100 bottles of wine, and almost fifty fifty

bottles of beer.” (My translation, to save you from doing the bottles of beer.” (My translation, to save you from doing the math, is four or five hard-liquor drinks, two bottles of wine and math, is four or five hard-liquor drinks, two bottles of wine and

one beer per man, doubtless followed by a discussion of the one beer per man, doubtless followed by a discussion of the interstate commerce clause—no wonder our modern day interstate commerce clause—no wonder our modern day

Justices of the Supreme Court have so much trouble Justices of the Supreme Court have so much trouble interpreting “original intent.”)interpreting “original intent.”)

Lessons from the Lessons from the summer of 1787 …summer of 1787 …

****** Show up!!!!!!!!!!!! Show up!!!!!!!!!!!!****** Keep showing up!! Keep showing up!!****** Control the process through indirect Control the process through indirect actions, like doing first drafts, writingactions, like doing first drafts, writing Minutes.Minutes.****** Remember the social graces—your Remember the social graces—your emotional “presentation of self” is moreemotional “presentation of self” is more important than even “all important”!!!important than even “all important”!!!*** *** Hang in! Tenacity-relentlessness rules!Hang in! Tenacity-relentlessness rules! (Wear the bastards down. No kidding, (Wear the bastards down. No kidding, this is a matchless “success tool.”)this is a matchless “success tool.”)*** *** There’s no such thing as a “dull meeting.”There’s no such thing as a “dull meeting.” (No kidding!) Every get together is an(No kidding!) Every get together is an opportunity to press your agenda, directlyopportunity to press your agenda, directly or indirectly, to perform a small favor withor indirectly, to perform a small favor with the expectation of “return on investment”the expectation of “return on investment” at some point in the future.at some point in the future.

*** *** Bite your tongue and listen, listen, listen—even toBite your tongue and listen, listen, listen—even to bores. Nothing wins support like effective listening;bores. Nothing wins support like effective listening; it’s the greatest gift you can give anyone!! (This is it’s the greatest gift you can give anyone!! (This is triply important when you are desperate to correcttriply important when you are desperate to correct something someone has to say, even an “enemy” ofsomething someone has to say, even an “enemy” of your cause—attentive listening is a peerless “winyour cause—attentive listening is a peerless “win ’ ’em over” “strategic” “tool.”)em over” “strategic” “tool.”)****** “Sub-committees rule! It’s the little chances to “Sub-committees rule! It’s the little chances to become Master of Something and perform-influencebecome Master of Something and perform-influence in a small group setting that lead to thein a small group setting that lead to the accumulation of power and the ability to control theaccumulation of power and the ability to control the flow in an area important to you.flow in an area important to you.*** *** Continually “illustrate” your ability to perform wellContinually “illustrate” your ability to perform well at almost any task and build a towering reputationat almost any task and build a towering reputation for reliability.for reliability.

****** Cool off! No passion, no success! Too much abrasiveness Cool off! No passion, no success! Too much abrasiveness in pursuit of a cause that inflames you kills opportunity toin pursuit of a cause that inflames you kills opportunity to succeed like nothing else. (Folks love to put an abrasivesucceed like nothing else. (Folks love to put an abrasive person in his place, even if they agree with him.)person in his place, even if they agree with him.)****** Take a punch and keep on trucking. Losses are common— Take a punch and keep on trucking. Losses are common— live with ’em, take ’em with good grace, and thenlive with ’em, take ’em with good grace, and then persevere through out-persevering the other guy/s.persevere through out-persevering the other guy/s.(*** Speaking of “punch,” out-drinking the other guy sure(*** Speaking of “punch,” out-drinking the other guy sure worked in the summer of 1787. Reach your ownworked in the summer of 1787. Reach your own conclusions here …)conclusions here …)****** Grow up, accept life. Life, effectiveness is indeed about Grow up, accept life. Life, effectiveness is indeed about horse trading as often as not—and at times consortinghorse trading as often as not—and at times consorting with one’s enemies. (“The enemy of my enemy is mywith one’s enemies. (“The enemy of my enemy is my friend.” Keep your passion, stay above the waterline onfriend.” Keep your passion, stay above the waterline on issues of deep principal—but accept, and embrace, theissues of deep principal—but accept, and embrace, the messy-as-hell “real world”!messy-as-hell “real world”!

****** Remember the black flies! “Little” Remember the black flies! “Little” distractions can change the whole game.distractions can change the whole game.****** Be ready with “Plan B.” Repeat: Nothing Be ready with “Plan B.” Repeat: Nothing in the real world follows the script.in the real world follows the script.****** Nobody, even George Washington, gets Nobody, even George Washington, gets more than about 60% of what they want!more than about 60% of what they want!****** Keep your word. A reputation for integrity Keep your word. A reputation for integrity is priceless.is priceless.****** Don’t bite off more than you can chew, Don’t bite off more than you can chew, even when “can’t miss” opportunities toeven when “can’t miss” opportunities to further your cause arise—overloading and further your cause arise—overloading and thence compromising effectiveness is athence compromising effectiveness is a big black eye.big black eye.****** Do something! “Small wins,” accumulated Do something! “Small wins,” accumulated regularly, build momentum! regularly, build momentum! ****** Work assiduously on your public Work assiduously on your public presentation skills! presentation skills!

Lesson of Lessons:Lesson of Lessons: Regardless of the topic—Regardless of the topic—mundane or grand—mundane or grand—

it is attending to the same it is attending to the same “mundane” “human” “timeless” “mundane” “human” “timeless”

“basics” that shape the outcome and “basics” that shape the outcome and determine the degree of determine the degree of

implementation. The Masterimplementation. The Master of GTD* is the true Master of of GTD* is the true Master of

the Universe. the Universe.*GTD/Getting Things Done*GTD/Getting Things Done