When you are head down working on projects, developing new business and just keeping it all together, it’s easy to miss business milestones – like your first year in business.
The initial idea for Disruptor’s Handbook came from a lunchtime meeting with my former colleagues at PwC. We were talking about the concept of “disruption” and how it could be managed. Used for innovation. Simon Gibbard suggested that we write a handbook – a disruptor’s handbook. Tim Lovitt and I had topic ideas and thought we could pull together a blog. Or an ebook. Or something.
Of course, it never happened. We were busy with projects and with life.
When my PwC contract ended, I launched Disruptor’s Handbook with the view that there was something to the concept. There were plenty of lessons from the world of startups that could be applied to corporates, and vice versa. I had also worked with communities and business networks and knew there was value in collaboration. The plan was to bring these things together – to help corporates, smaller businesses with the appetite for change, and innovative NFPs:
- Reduce the risk of innovation
- Innovate quickly by adopting proven frameworks
- Be supported by experienced executives, mentors and teams.
The Three Principles
So I began with three principles that applied not only to collaborators but also to clients:
- Intention: When working with clients and with collaborators, I needed to understand their intention. Did they truly, deeply have an intention to work together? Or was it a “lipstick on a pig” project designed to give the appearance of innovation?
- Commitment: Was there a commitment to make a difference with innovation? Would clients and collaborators commit to a problem, wrestle with politics, budgets and organisational apathy?
- Gavin is not always right: I can be passionate and easily convinced of the power of my own ideas, but I challenged myself to be open to alternatives of all kinds.
Five Lessons from Disruption
Like any fledgling business, there’s a lot required to build, learn and grow. You need work. Case studies. Cash flow. But these are the same for any business. What follows, however, are the more hidden lessons that I have taken out of the last 12 months:
- Your greatest strength is speed – but only if you use it. There is plenty of competition out there. But being a small business means that you can change the way you DO business quickly. But you have to commit to doing so. If you take a week to change your website, you’re too late. If you need to delay a project you may lose it. The challenge is to actually use your nimbleness to respond to project, client or market changes faster than everyone else.
- You aren’t what you sell. After creating a dozen or more disruptor’s handbooks on various topics from “using the lean canvas” to “how to run a hackathon”, I realised that I needed to bring things together. Potential clients could see the value but not the offer. I needed to quickly change the way that I explained Disruptor’s Handbook to make it more tangible. Remember to sell the sizzle as well as the steak.
- What you have isn’t necessarily what clients want. This is a hard one. Sometimes people “want” disruption but they’re not “ready” for it (yet). Like most innovation, it’s a journey. You’ve got to both educate your clients and lead them on a journey. You’ve got to support them in selling the concepts into their own teams and management. It may be that your offerings are too early for the market. In which case, it’s time for Lesson 4.
- Ditch your beautiful ideas. Ideas in your disruptive business are worth nothing. What counts is traction. If a proposal is successful, analyse it for what worked. Keep refining it. But if you proposals are not succeeding, you need to move on quickly (see Lesson 1). No one will love your idea more than you, and that’s what makes it hard to let go. Be honest with yourself, ask for feedback and figure out where to go next. After all, you need to eat.
- Ride the horse all the way to “yes”. In our minds we are often saying yes but our words, presentations, proposals and actions indicate “no”. Keep practising saying “yes” out loud so that your clients and collaborators can hear it. Be open (as per Principle 3 above) as a project can often veer into unexpected and exciting territory. It may start out simply but can become truly disruptive and exciting. Ride that horse all the way to yes.
- A note of thanks. I know this is Lesson 6 … but it’s also important to be thankful. In the first year I have been fortunate to work with and learn from many people. We’ve done some great work together – from the innovative Qantas Hackathon to StudyNSW digital strategy. We’ve run workshops, spoken at conferences, mentored startups and incubated a few new businesses that are yet to launch (more to come). Every project took commitment and intention from the business and the business sponsors. And I was not always right. But I am truly thankful for the opportunity and experience.
With one year down, I’m excited to be looking further ahead. Plans are being considered. Collaborators cultivated. If you have a project you like to discuss, I’d love to hear from you. If you’d like to be a collaborator, hit me up.
