How to Write a Business Plan: Ten Questions with Tim Berry

Guy Kawasaki has posted a Q&A on his blog with Tim Berry the President of Palo Alto Software, the makers of Business Plan Pro.  10 Questions about business planning.  My favorite response to the question of common mistakes was:

Answer: The worst by far is focusing on the plan instead of planning. This generates the idea that you create a plan as a document, and the related misunderstanding that the plan is for somebody else. You don’t postpone life while you’re developing a plan; you’re always developing the plan. In the meantime, “Get going.”

So many times I have seen managers and teams get lost and focus on the planning  process, the creation of the document(s) and not on the content and execution of the plan.   What about you?  What are your experiences in the business planning process?

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Seeing Yellow

You probably didn’t realize that many color laser printers embed tiny yellow dots on each printed page. These tiny yellow dots amount to a “serial number” for each printer. Why would a printer manufacturer embed such a tracking system without the purchasers knowledge?

Seeing Yellow is the brainchild of MIT’s Computing Culture research group, which “want to preserve the right to anonymous communication by fighting both printing dots and the government bullying used to sustain them.” The project was conceived after the team received word that an anonymous hacker had called his printer manufacturer to complain and was subsequently visited by the Secret Service, who were curious to know why someone with nothing to hide would want to disable the tracking dots.

Like us, many people dislike the idea of tracking information embedded in every color document they print. Several people have called up their printers’ manufacturers to complain and to ask how they might turn off the tracking information. At least one person (who wishes to remain anonymous) was subsequently paid a visit by the United States Secret Service who asked him a series of questions about why he wanted to turn off the dots.

There is no law that requires printer manufacturers to include these dots. Several color printers do not seem to include them at all! There is nothing suspicious or criminal about wanting to privately or anonymously produce color documents. In fact, the ability to speak anonymously is an essential part of our democracy! We have every right to demand color laser printers without this “feature.” We have every right to demand that our printer manufacturers to fix their devices. We shouldn’t need to choose between our privacy and color print outs.

Seeing Yellow includes instructions on how to contact your printer manufacturer for more information.

The lists of printers on this page come from the EFF’s list of printers that print tracking dots.

(Via Ars Technica.)

More on the EFF

The Evolutionary Brain Glitch That Makes Terrorism Fail

Bruce Schneier has written an excellent piece on terrorism and why it almost always fails to produce the outcome its purveyors hope.

But like all cognitive biases, correspondent inference theory fails sometimes. And one place it fails pretty spectacularly is in our response to terrorism. Because terrorism often results in the horrific deaths of innocents, we mistakenly infer that the horrific deaths of innocents is the primary motivation of the terrorist, and not the means to a different end.

I found this interesting analysis in a paper by Max Abrams in International Security. “Why Terrorism Does Not Work” (.PDF) analyzes the political motivations of 28 terrorist groups: the complete list of “foreign terrorist organizations” designated by the U.S. Department of State since 2001. He lists 42 policy objectives of those groups, and found that they only achieved them 7 percent of the time.

According to the data, terrorism is more likely to work if 1) the terrorists attack military targets more often than civilian ones, and 2) if they have minimalist goals like evicting a foreign power from their country or winning control of a piece of territory, rather than maximalist objectives like establishing a new political system in the country or annihilating another nation. But even so, terrorism is a pretty ineffective means of influencing policy.

There’s a lot to quibble about in Abrams’ methodology, but he seems to be erring on the side of crediting terrorist groups with success. (Hezbollah’s objectives of expelling both peacekeepers and Israel out of Lebanon counts as a success, but so does the “limited success” by the Tamil Tigers of establishing a Tamil state.) Still, he provides good data to support what was until recently common knowledge: Terrorism doesn’t work.

This is all interesting stuff, and I recommend that you read the paper for yourself. But to me, the most insightful part is when Abrams uses correspondent inference theory to explain why terrorist groups that primarily attack civilians do not achieve their policy goals, even if they are minimalist. Abrams writes:

The theory posited here is that terrorist groups that target civilians are unable to coerce policy change because terrorism has an extremely high correspondence. Countries believe that their civilian populations are attacked not because the terrorist group is protesting unfavorable external conditions such as territorial occupation or poverty. Rather, target countries infer the short-term consequences of terrorism — the deaths of innocent civilians, mass fear, loss of confidence in the government to offer protection, economic contraction, and the inevitable erosion of civil liberties — (are) the objects of the terrorist groups. In short, target countries view the negative consequences of terrorist attacks on their societies and political systems as evidence that the terrorists want them destroyed. Target countries are understandably skeptical that making concessions will placate terrorist groups believed to be motivated by these maximalist objectives.

In other words, terrorism doesn’t work, because it makes people less likely to acquiesce to the terrorists’ demands, no matter how limited they might be. The reaction to terrorism has an effect completely opposite to what the terrorists want; people simply don’t believe those limited demands are the actual demands.

Now Bruce gets specific about Al Qaeda, 9/11 and our response.

This theory explains, with a clarity I have never seen before, why so many people make the bizarre claim that al Qaeda terrorism — or Islamic terrorism in general — is “different”: that while other terrorist groups might have policy objectives, al Qaeda’s primary motivation is to kill us all. This is something we have heard from President Bush again and again — Abrams has a page of examples in the paper — and is a rhetorical staple in the debate. (You can see a lot of it in the comments to this previous essay.)

In fact, Bin Laden’s policy objectives have been surprisingly consistent. Abrams lists four; here are six from former CIA analyst Michael Scheuer’s book Imperial Hubris:

  1. End U.S. support of Israel
  2. Force American troops out of the Middle East, particularly Saudi Arabia
  3. End the U.S. occupation of Afghanistan and (subsequently) Iraq
  4. End U.S. support of other countries’ anti-Muslim policies
  5. End U.S. pressure on Arab oil companies to keep prices low
  6. End U.S. support for “illegitimate” (i.e. moderate) Arab governments, like Pakistan

Although Bin Laden has complained that Americans have completely misunderstood the reason behind the 9/11 attacks, correspondent inference theory postulates that he’s not going to convince people. Terrorism, and 9/11 in particular, has such a high correspondence that people use the effects of the attacks to infer the terrorists’ motives. In other words, since Bin Laden caused the death of a couple of thousand people in the 9/11 attacks, people assume that must have been his actual goal, and he’s just giving lip service to what he claims are his goals. Even Bin Laden’s actual objectives are ignored as people focus on the deaths, the destruction and the economic impact.

Perversely, Bush’s misinterpretation of terrorists’ motives actually helps prevent them from achieving their goals.

Oddly enough, reading this list it sounds as if Bin Laden is some kind of statesmen with honor–if we simply comply with his demands he will leave us alone.  He is, by any definition, a psychopath.  I hope we all understand that this is simply not the case.   I thought it was common knowledge that Bin Laden and his religious backers want to establish a new caliphate and the forced conversion to fundamentalist Islam of all people.

Now the summary…

None of this is meant to either excuse or justify terrorism. In fact, it does the exact opposite, by demonstrating why terrorism doesn’t work as a tool of persuasion and policy change. But we’re more effective at fighting terrorism if we understand that it is a means to an end and not an end in itself; it requires us to understand the true motivations of the terrorists and not just their particular tactics. And the more our own cognitive biases cloud that understanding, the more we mischaracterize the threat and make bad security trade-offs.

I wish all of our elected leaders understand more about the actual motivations of Islamic terrorists as they make decisions on how to combat them. Decisions which oftentimes trade our liberties on the hope of better security.

Excellent Web Instruction site

Thanks to my friend Kelly Smith for posting a link to this instructional website. As Kelly says, the web and especially the video enhanced web is the perfect medium for instructional content of all types.

I especially like this site because with my laptop, I can practice right outside in my wifi enabled yard.

Please check the other great instructional videos on the VideoJug YouTube channel. There is an amazing and eclectic mix of instructional videos.