Why is it that large institutions dehumanise us?

I was at an event on Monday, where I got some insights on the role of government and large institutions in defeating poverty.  I left with a strong sense that achieving this task is inhibited by the way large government and business institutions don’t work for people. This article sets out preliminary thoughts.  Answering the question will take longer than is possible here.

This was a Tory conference fringe event organised by Tim Montgomerie of The Good RightThe event hashtag was #defeatingpoverty.  This featured four government ministers discussing their ideas on how to reduce poverty, increase social mobility and expand opportunity.  This may seem ironic to some, since Michael Gove, Sajid Javid, Ian Duncan Smith and Ruth Davidson are frequently attacked by the left for doing things that achieve the opposite of these aims.  

But I discerned a theme underlying all their ideas.  It is clear they do believe in #defeatingpoverty.  But these four ministers have a distinctive take on how to do it.  They each believe that it is not the government’s job to provide us with everything we need and give us the money to get out of poverty, but their job is to provide us with the tools we need to help ourselves.  The most valuable things the government can do is to provide education, an economy with jobs, healthcare, housing, public transport, infrastructure and essential utilities.

Now, that could easily have been said by many Labour politicians as well. 

Conservatives and Labour have similar goals but believe in very different means

It is interesting that if you listen closely to both left and right-wing politicians and dig into their remarks, the surprising thing is they both seem to want similar outcomes.  What they disagree about is, what is the best and fairest way to get there.

But the media prefer disagreements to agreement.  Agreement does not make good politics and does not make good media.  So what happens in the media debates and interviews is that this common aim is obscured and missed and the discussion concentrates on the means to get there.  These debates tend to focus on how each side has different means to get to the aim rather than revealing the common ground and purpose. 

Labour_1592957cLabour argue that the conservatives do not understand what it is like to be poor and disadvantaged.  The Conservatives just look after their rich friends and the tax and business policies are evidence of how the conservatives are nasty, self-interested and unfair.  Austerity targets the poorest and the rich thrive.

Conservative_logo_2006.svgConservatives argue that Labour ideas are too expensive, we cannot afford them, that they remove the incentive to work, they do not celebrate excellence and suppress individual initiative and enterprise.  Labour policies are prone to create higher tax and spend, reduce our competitiveness and depress growth which creates more poverty.

Now I know that the arguments from each side are more nuanced and go into greater depth than I have done here.  But if you dig deeper into the speeches from each side you will find that there is a commonality of aim but a disagreement about means. 

Because they favour different means, when describing aims, they each use different language.  The Conservatives talk about opportunity, family, jobs, growth, choice, excellence.  Whilst Labour discuss fairness, social justice, jobs, public ownership and control, growth.  Each side emphasises these because they each believe they are the most important means to reduce poverty, increase social mobility and expand opportunity for all not just a privileged few.

The_Good_Right_Cover2So whilst it seemed odd to some people that the Tories should hold an event titled #defeatingpoverty, for me it is not bizarre at all.  The Good Right within the Tories is a subgroup that champions this purpose.  It is great to see this as an aim expressed clearly within the party

But if the both Labour and Conservatives agree about the aim, who has the right answer on the means to achieve the aim?  The Conservatives or the left-wing alternatives?

The left argue that the market punishes the weak and the only way to fix this is through collective action by government and government taxation.  This is the best way to help the weakest and to lift them out of poverty.  The right argues that the dead hand of government suppresses initiative, creativity and enterprise and business is better suited to many tasks.  But in my view both of these arguments misunderstand the nature of large-scale institutions and the way they do and don’t work.

Large institutions are letting us down 

After Thatcher, it was generally accepted that government-run organisations and businesses are not efficient or effective at many tasks and they should leave many things to the private sector.  Business does it better goes the argument.

But in the 21st century we have increasingly seen that it is not just government run organisations that can fail but many badly run, inhuman organisations of all types from business, government and not for profit sectors.  In fact in many areas, the government do things better.  (There are great hospitals, schools and transport services that show this).

We have recently seen a number of dramatic examples of institutions that do not serve the people they exist to serve.  If we want to help people lift themselves out of poverty or help them get anything else done, then we need to address the way our larger institutions are not working for people or to help people.  I would highlight three areas of concern 

1. When people go to work in large institutions of business, government or charity they can lose their humanity and their talent to be people

1-compressed-300x200Steve Hilton wrote about this in More Human and analysed it in many different fields   

Something strange happens to people when they cross the portal of their workplace each day.  They lose some of the skills they naturally have at home and with their friends.

I frequently observe that people in their personal lives understand how to flourish and understand how to interact with people, so they connect with others, are active in their lives, take notice of what happens, keep learning and find ways to give.  But as they go to work they feel they are not allowed to do this and they stay within their job descriptions, are constrained by rules and remain in their silos at work.  At its worst they develop a sense of entitlement. 

This is manifest in all levels at work from the customer service handler who cannot help the person on the phone, to the executives at Volkswagen who thought they could cheat the government and the public for 10 years, to the bankers who have lost sight of their purpose to serve customers,  the charities who bamboozled older donors into giving more money.  There are news stories every week and we all have experiences of dealing with institutions and being frustrated, horrified and indignant.

2.  Large institutions and government favour single national solutions.  But single national solutions to do not encourage the development of creative, innovative ideas.  They tend to suppress initiative. 

Even though everyone loves the idea of it, the NHS is now a monster that we cannot control and most worryingly many staff are very disheartened, frustrated and just want to leave even though they love looking after people. 

The history of state-funded education since 1975 has been pretty disastrous under both Labour and Conservative governments.  And again we see that many teachers feel like the NHS staff.  They are disheartened, frustrated and just want to leave even though they love young people and love their subject. 

Large businesses very rarely create great innovation from within.  However, they have come up with a solution.  What they do is wait for smaller businesses to come up with stuff and then acquire the smaller business and apply their investment and systems to scale it and grow it.  But in this solution the innovation and fresh thinking happens elsewhere away from the larger business.  There are a few examples that contradict this, but they usually involve one extraordinary individual (e.g. Steve Jobs, Richard Branson, Larry Page, Bill Gates) who operates like a small business owner but with big business money.

3.  The welfare state focuses on what people are not or don’t have rather than what they can do or might achieve.

Alex-SmithAlex Smith has written about how the welfare state has provided a safety net and done many great things, but there has been an unfortunate side effect.  It addresses what people have not got and what they cannot do.  It treats those it helps as dependents.  It has led many of those who depend on it to become disconnected, inactive, have narrowing horizons, and a sense of entitlement.  It is disempowering them and creating an environment that discourages initiative and self-help.  Whereas people flourish when they connect, are active, take notice, keep learning and find ways to give.

Click here to read more

So my title question was:  Why is it that institutions dehumanise us?

In this article, I have written about why I think this question is important. I have not answered it yet.  I will follow this up later.  I will also go on to discuss why this matters to business when they create products and services that aim to attract more customers.

What priorities were discussed at the event?

I was inspired to write about these issues due to the debate at the Good Right event on Monday.  It is not directly what was discussed, but it was implied in the ideas that we explored.  My takeaway from the event was that I feel that I side with the Good Right in believing it is more important to capture the human spirit and our capacity to innovate than to equalise the outcomes for everyone.  

Something that matters a lot to me is that all politicians should support the aim to defeat poverty, develop social mobility, build social justice and create opportunity

The team last night highlighted five areas that must be the priority for a government that wants to achieve these aims.  These are things that will help us to help ourselves.  These are the priorities for the government institutions

  • Build more houses
  • Provide better education
  • Have effective healthcare
  • Building national infrastructure
  • Have a growing economy

Tim MontgomerieThank you to Tim Montgomerie and the team at The Good Right and the Legatum Institute for provoking me to write about this and providing a lot of the stimulus material.  You can see more by clicking on the links

Better products vs better persuasion?

creating better pensions productsI have been spending some time with pensions professionals who are grappling with how to make pensions work better for the whole population. There is clearly a problem for many of us.  Many people will not have adequate provision for income in their old age.  This kind of customer problem presents an opportunity for the industry to do some better persuasion and better marketing.  But it also offers an opportunity to create better products.

I have noticed that the debate about better pensions highlights two different ways you can approach trying to solve a problem for your customers.

The first is to try and persuade people to behave differently

The focus here is how to get people to buy what you provide or sell.  This is what many business leaders are trying to do in different industries.  It is an important activity to get growth.  This seems to be the main focus in pensions.

Much of the pensions industry discussion is about getting people to take pensions more seriously. It is about getting people to save in a responsible manner.  This is manifest through the government’s auto enrolment scheme; by advocating the provision of independent advice via IFA’s; via the development of training and financial education for people.

The implication of this approach is that people are behaving irrationally.  We just need to change our ways.  We are not looking after ourselves and need educating and coercing into investing so we have a pension.  Then we need advice to take income from a pension fund in a responsible way rather than blowing it all away on holidays. Then we will have a better retirement.  This financial education and advice sounds very worthy and well intentioned.

Now I can see that much of this analysis and the need for different behaviours is true. Many people are headed for a poor retirement as a result of their inaction. But I would argue it is blinkered to concentrate only on trying to persuade people to behave differently.  Most of my experience says that trying to educate people to behave differently is very hard, it is an uphill slog with few rewards.

Alternatively, it can be much easier to create something that people actually want, that they see as solving a real problem for them.  That way they will be attracted to the solution rather than feeling badgered into it. So …

The second way is to create better products

Is the pensions problem just that people are behaving badly?  Or maybe the products on offer could be better?  Maybe the problem is not just that people are behaving stupidly, but that the products and services that are available just do not meet the real needs of ordinary people all that well and that the industry could also help people by developing better products?  It is clear from the National Association of Pension Funds’ Workplace Pensions Survey October 2013 that there is a perception amongst many ordinary people that pensions cannot provide for their future.  There is a lack of trust.

In my experience, when there is a lack of trust then educating or marketing alone will be very hard work and may not be effective.  We need better products.

What are better products?

Better productsWell “better” usually means things like

  • easy to understand – so you know what you are buying
  • easy to access – online often does this, or being in the right shops
  • deal direct with the customer, no intermediaries – intermediaries often add cost and slow things down, they need paying and do not have the same priorities as the customer (think of travel agents)
  • better value for money –
  • solves a real problem for a customer – (Tesco click and collect service)
  • does not exploit the laziness or ignorance of the customer (utilities often do exploit this)
  • takes care of the customer (First Direct)

Online solutions often deliver a lot of these elements which is why there is so much growth in online products and services.

An good example of an industry transformed by better products is to try and remember the short haul airline industry before Easyjet, Southwest Air and Ryan Air. The airline industry has been transformed by these game changers. Look at how much better it is for customers today. Easyjet and RyanAir were Game Changers.

An easy mistake to make is to think your industry is more complex and more difficult than the industries where game changers have created change and that better simpler products are not possible.

The pensions industry knows it has unique challenges and is more complex than the airline industry was. That may well be true. But the top executives of traditional national airline carriers British Airways, Lufthansa, American Airlines all thought their business was complex and did not really innovate until the low cost carriers arrived with better products.

Come to our event on 29th May

Game-Changers-2-wordsWe are running an event next week that looks at how the most successful leaders have created better products and services to deliver real real game changers in different industries. The event is called Game Changers and is on 29th May at 1400 at Campus London in Bonhill St Shoreditch (see details here)

One of our headline speakers is Mike Harris who is the original financial services game changer. Mike created First Direct and the Egg card internet banking business.  Mike will talk about what it takes to be a game changer.  Mike will share some insights on how to do this.

Another speaker is John Scriven from South Bank University, Marketing Science and the Ehrenberg Institute.  John has some surprising and ground breaking insights under the title How brands grow – what marketers don’t know?  John will share insights that are used by many of the worlds top companies on how to present better products to customers.

More information about the event is here www.gamechangers1.eventbrite.co.uk. Tickets are free.  It is just 3 hours during the afternoon.  there will be some debate around the case studies and examples.

If you have any thoughts or comments on this please add them to this article which is posted in the GameChangersUK linkedin group.  This is an online group that will continue the debate.

Four reasons people do not buy your product or service

I was reading through some posts in our mentoring support forum the other day.   I saw a comment from Mike Harris.  (Mike was the CEO who launched First Direct banking, he went on to transform Mercury Telecoms, then created the EGG bank and started up and sold Garlik, the personal internet security firm).

For reference, here is Mike talking about value propositions at our recent EGL event

Mike Harris CEO First direct at EGL event

Insight from Mike Harris

In the forum post he made an observation about why corporate deals and negotiations can fail at the last hurdle.  Mike highlighted that when corporate deals fail this is usually for a number of reasons.

  1. The value proposition isn’t strong enough for the corporate
  2. The value proposition hasn’t been communicated effectively to or within the corporate
  3. They don’t believe you can deliver
  4. They don’t believe the economics

I was struck immediately by the parallels between this thinking and what EGL does for our clients.  Mike’s thinking can be converted to help you in your approach to creating products and services that customers want to buy.

How to convert this thinking to action in your business?

Mike’s comment does not only apply to corporate deals, it explains why people buy from you or not. For those of you thinking about your products and services and your position and value in the market, you can take each of these points and turn them into an insight about why people DO NOT buy from you.  You can translate this into the four reasons people do not buy from you.

  1. The value proposition isn’t strong enough for them ( your product or service does not solve their problem)
  2. The value proposition hasn’t been communicated effectively to them (they don’t think your product or service will solve their problem)
  3. They don’t believe you can deliver (not sure you have the ability or resources to solve their problem)
  4. They believe thay can get something else good enough for a lower price (someone else can solve their problem)

Have a think about a prospect or consumer that did not buy your product or service and identify which of these thoughts might have been true for them?  This should lead you to an action that will help you win the customer next time around.

EGL Event – Creating products customers love to buy

You may recall from my previous post that over the past 12 months we have been focused on re-developing our service to help our clients achieve the best results for their business.

We think the outcome is something that brings the best of what we do and creates a programme that makes more sense for you and your business.  The themes are based on

  • Turning insights into products and services customers love to buy
  • Building a plan everyone is confident will work

We will be sharing some new insights on how to do this at this at a new event on 17th September.
It starts early at 08.30 goes on to 12.00 and is based at the ROSL in Central London.

Some of you might be familiar with of our approach at Differentiate so you can be assured this will be a highly interactive event.

It is not just Differentiate at the event.  We have also attracted great speakers for you to hear first-hand fascinating  insights on how they and their clients became Effective Growth Leaders in their field

We are really delighted to welcome Mike Harris one of the UK’s most successful CEO’s and entrepreneurial  leaders.

Watch Mike discuss his approach below

There will also be opportunities to network, explore best practice methods and see case studies on what works to inspire you and your business. Find out more here http://www.differentiate.co/egl-events.html

Tickets are £30 and include light refreshments. You can register your place here on the eventbrite page.

MADE festival – business leaders can learn from entrepreneurs

MADE festival entrepreneursLast week I spent two days at the MADE festival for entrepreneurs, which promised a lot and managed to exceed that promise.  And by a large margin.

You could tell that even the leading politicians who spoke, Vince Cable and Michael Fallon, were quite taken aback by the energy of the event.  And they go to a lot of events.   The Duke of York also gave a ringing endorsement and much encouragement as well.

So in my mission to understand what works and what is not effective, I have reflected on what happened and why so many people left the event fired up and so excited to have been there.  There were numerous tweest on the day after of people complaining of withdrawl symptoms!

This comment from Michael Hayman brings it home how good it was.

I walked out onto stage to open the festival, and I have never felt such an overwhelming sense of positive energy and palpable hope. It made me think that entrepreneurs are a tribe. It’s about mindset,

First the promise from MADE was big

What can you do in 48 hours? Come to MADE: The Entrepreneur Festival – a two-day masterclass in building a Great British business. From panel discussions and exhibitions to fringe events and quick-fire speaker slots, MADE is the country’s biggest and most inspiring festival of entrepreneurship.

“If you’re not at MADE, you’re never going to be MADE. You need to be there.” Dragons’ Den star Peter Jones CBE

Described as “the Davos for entrepreneurs”, the festival brings together 3,000 guests with 35 high-profile speakers in venues across the city of Sheffield.

Be inspired by Britain’s top entrepreneurs. Network with your peers. Discover how to turn your vision into a world beater. Share insider tips on cracking global markets. Learn how to super-charge growth.

This video conjures up the mood and the pace.  The music was used as a signature throughout the event and had a powerful effect.

Pretty bold stuff  Why did it work so well?

There a number of features of the format that helped Continue reading

Global Peace Day 21st September

Peace One DayToday is the Annual Day of Peace – Global Peace Day. It is recognised by every member state of the United Nations. I have been supporting this cause because I believe in the benefit of a securing a huge reduction in violence on one day.  This helps relief agencies move practical medical support and supplies to populations in war stricken areas

This post suggest ways you can support this

Continue reading

MADE festival – The “Davos” for Entrepreneurs

I am going to this entrepreneurs and business growth event tomorrow.   Described as The Davos for Entrepreneurs, it makes a bold promise.  But there is a great line up of speakers.

Business growth event MADE festival

I am hopeful it will attract alot of real people who doing real stuff rather than just advisors and pundits.  It is always great to meet more business people who are working on practical ways to grow their business and come up with new ideas.

Also it does not cost £700 or £1200 like some of the talking shop conferences.  It costs £50. Continue reading