Laws of Subtraction #3: Limiting Information Engages the Imagination

The third law of subtraction, featuring the Mona Lisa and the original iPhone marketing strategy…onstage at CA World, Las Vegas.

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Law of Subtraction #2: The Simplest Rules Create the Most Effective Experience

Onstage at CA World, Las Vegas, on the docket is Tina Seelig, Malcolm Gladwell, and James Cameron.

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Law of Subtraction #1: What Isn’t There Can Trump What Is

Introducing The Laws of Subtraction, speaking at CA World following Tina Seelig and preceding Malcolm Gladwell. Picking up on reference to Jim Collins quote: “A great piece of art is composed of not just what is in the final piece, but equally what is not.”

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Presenting With Credibility

Along with being CEO of Clarion Enterprises, Bruna Martinuzzi is a popular author and blogger, so when she let me know that she had just published a new book, I was eager to read and review it.

I was doubly excited to discover the topic and title, Presenting With Credibility: Practical Tools and Techniques for Effective Presentations. As a frequent speaker, I’m constantly watching other speakers to pick up tips. Bruna has now made that task infinitely easier and more organized for me.

One of the most important life lessons I’ve ever learned comes from my father, who told me to “always consider the source.” This is the essence of Bruna’s message regarding credibility, which she defines this way:

“Credibility is defined as the quality of being believable or trustworthy. It is not a characteristic that we can claim for ourselves. Rather, it is a quality that others attribute to us: our audience decides whether or not we are credible. Therefore, whenever we speak of credibility as a speaker, we are referring to perceived credibility—something every presenter must be concerned about.”

Bruna then distills the body of existing thought on the topic of credibility—dating from the wisdom of Aristotle to the 2011 Edelman Trust Barometer—to construct a simple model composed of four key elements.

Expertise and competence. This is the key element of credibility. “Expertise includes your ability to handle a variety of speaking situations,” Bruna writes. “Your audience will judge you on your knowledge of the core material—that part of the presentation that addresses their needs, the reason they came to listen to you. They are not there to evaluate how smart you are or how much knowledge you have accumulated on the topic.”

My favorite technique on the element of expertise and competence was “The Palace Method,” which is a helpful memory aid that involves three steps: First, assemble a sequential list of concepts that you want to cover in your presentation. Second, visualize your house, office, or any other place that you know well. Third, place each of your concepts in a different room (or in a different part of one room).

“The key is to visualize each concept in an unusual framework,” advises Bruna.

Authenticity. Here Bruna shines. “Authenticity is about being the best version of the real you: it’s your genuineness, trustworthiness, and goodwill. It’s how truly likable you are to the audience. You cannot have credibility without authenticity. While your expertise is dependent on your cognitive intelligence, your authenticity is based on an emotional interaction: how do people feel about you? Tuning up your emotional intelligence is essential for mastery in this area.”

Bruna provides a list of 14 brutal questions which, if you can answer “yes” to all, ensures that your audience will see you as trustworthy. Here are three of the toughest:

Are you making honest and true statements, or are you sugarcoating your words?

Are you avoiding the use of business speak to “spin” negative situations as positive?

Are you giving due credit to other people’s ideas?

Personal presence. “This is something that people notice about you when you enter a room or start to speak. It includes several components that together signal self-confidence as a speaker. It is your composure and your aplomb—your capacity to adapt your communication style to meet the needs of your audience and your ability to stay cool under fire. The presence of mind and strength to confidently deal with whatever comes your way during a presentation are the mark of a credible presenter.”

Bruna outlines the six features of someone who exhibits presence: proper posture, sustained eye contact, effective pausing, appropriate dress, adaptability, and composure. That’s a great mental checklist.

Think of your last presentation: Did you demonstrate all six?

Dynamism. “This is the energy that you bring to your presentation—your vitality. It is energy not only in your comportment but also in your language—your facility with the pearls of communication—metaphors, analogies, and storytelling. Above all, it is your passion and your emotional engagement with the audience and with your material.”

There’s an entire chapter called “Icing on the Cake,” which provides tips, techniques, and resources for metaphors and analogies. The chapter is simply invaluable.

But my favorite chapter is entitled “When Things Go Wrong, Don’t Go With Them.” From tips on recovering a corrupted PowerPoint file to handling a poor audience turnout, the chapter is chock full of exactly the kind of things speakers and presenters typically don’t even think about, but at some point will wish they had.

Bruna’s 4-point credibility model is easy to understand and remember. But as she writes: “…it will take your entire career to practice it. When you understand and incorporate all of the components of the model into your presentations, you rise like a pyramid—and like a pyramid, you are on solid footing.”

Presenting With Credibility should be a part of any presenter’s arsenal.

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The Power of Reflection

Five years ago today, at noon on May 7, 2007, I sat in the canteen at the Los Angeles Policy Academy in Elysian Park, just north of downtown Los Angeles, awaiting the arrival of Captain Robert S. Hauck, then-second in command of the West Los Angeles Bureau. Some sort of ceremony had just concluded, and I was definitely the sore thumb sticking out: no dress blues, no badge, and definitely no sidearm. I had worked closely with Rob on a number of projects, and he had something to tell me. Little did I know the magnitude.

As he sat down at the counter, I could tell the casual lunch we had planned simply to catch up on what we’d both been up to in the six months or so since he had been promoted to Captain II and in a new leadership role, was off the agenda. He wasted no time: “You saw the news last week, right?” I had been traveling out of town in the Midwest, but the local event had reached the level of national media coverage, complete with detailed video footage, so I knew what he meant.

On May 1, the previous Tuesday, what had begun as a peaceful demonstration at L.A. City Hall and later moved to the nearby Macarthur Park—one of the three areas targeted by then-Chief of Police William Bratton for focused community policing—had ended in a clash between demonstrators and the police, resulting in a use of force, something that is generally not good, especially in the supersensitive, class-divided city of L.A.

By LAPD standards it’s the kind of action that is designed to be used only as a last resort under imminent threat of life and limb. The protest had been about immigration reform, a repeat performance of the large rally held the year before. Permits had been issued, so the march was legal, and Bratton had deployed an extra 400 traffic officers, which was about twice the number dispatched across the city on a normal day. The Transportation Authority had blocked off streets, detoured bus routes, and bolstered subway service.

What the video and still images showed was a phalanx of officers in riot gear sweeping through the park, manhandling protesters and even some reporters. What started it off was a small group of demonstrators had blocked a street, which violated the terms of their permit, and provoked the police into taking immediate action. Things escalated to melee status, and soon the protestors, faces hidden behind bandanas, began taunting officers and throwing bottles, batteries, full soda cans, and rocks. Officers formed a skirmish line, using batons and firing foam rubber bullets meant to hurt but not injure.

Still, from the video, it had appeared to be excessive, with anyone in the way—whether they were protesting or not—getting a whack of some kind. The only serious injuries were suffered by the officers, but by the afternoon of the following day, both Bill Bratton and Mayor Antonio Villaraigosa had promised an “After Action Report” to be prepared and issued by the end of the month.

“I got tapped to do the AAR,” Rob told me. “Direct to Chief McDonnell.” As he tells me this, his cell phone rings, and it’s indeed his new boss. I had met First Assistant Chief Jim McDonnell, Bratton’s right hand man and Chief of Staff, at the same time I had met Bratton himself. McDonnell had been with Bratton in New York, and Boston before that.

“I’ve now got three weeks,” Rob said. “I’ll be busy. And already it’s not looking so good.” He tells me in confidence that based on what he’s already learned over the intervening few days, things did not go down right.

An After Action Report is a formal written report of an After Action Review (AAR), and the outcome of the “assess” phase of the community policing problem-solving discipline known as Scan-Analyze-Respond-Assess (SARA). It is an iterative cycle, and, like all problem-solving methodologies, based on the scientific method and built on how humans learn through the cycle of questioning, hypothesizing, experimenting, and adjusting.

What makes SARA work is the emphasis on observation and reflection. When these are the focus, action becomes more surgical, and more can be done with, and for, less. It is keen observation and reflection that can temper excess acting and adding. Where observation is an outward look at the facts before you take action, an AAR is a reflection, an inward look at the facts—what happened after it has happened.

AARs were developed by the United States Army, and are such a part of the Army methodology that the term has actually become a verb. As one soldier told me years ago, “We always AAR whatever we do.” An AAR is meant to be a learning device. MIT’s Peter Senge says that. “The Army’s After Action Review is arguably one of the most successful organizational learning methods yet devised.”

In the Army, an AAR is a standard operating procedure. The way an AAR works in normally is that it is a regular meeting held after every key milestone in the course of any ongoing deployment of resources. The word regular is important, because AARs are not meant to be special studies, or post-mortems conducted only at the conclusion of an action, or conducted only when something goes wrong. It’s the regularity of review of both good and bad outcomes that builds the learning discipline.

An AAR asks and answers just three very simple questions: First, what was supposed to happen? Second, what actually happened? Third, what accounts for the differences, (if there were any)? The answers enable change and provide the framework for the learning needed for future improvement.

But in the deep hierarchical structure and command system of military and paramilitary organizations, learning doesn’t occur without open and transparent communication in a setting where it’s safe to tell the truth. So to make sure that the truth does get told in the meeting, there are some rules.

For example, attendance by all involved is mandatory. If someone can’t make it, or doesn’t show up, the AAR doesn’t happen. Also, there is no outside facilitation, because you don’t need that kind of expertise to answer three simple questions. There is no blaming process involved, only a focus on goals, actions, and results. Finally, specific AAR facts are confidential and to be used only for assessment, learning, and improvement. In other words, a personnel action arising from the AAR is not allowed.

Although the LAPD did not follow the Army AAR protocol exactly, I was nonetheless struck by the close similarity of an AAR and the Toyota practice of hansei, a Japanese word meaning reflection and introspection.

In Japanese culture, hansei is the rigorous review conducted after action has been taken. Like an AAR, true hansei is essentially a reality check, irrespective of performance or outcome. In other words, a shortfall in meeting expectations is treated exactly the same as exceeding expectations.

As a general rule, you should always meet your objectives. If you do, you must understand why, and if you don’t you must understand why not. If you are conducting regular hansei, like a regular AAR, you have the opportunity to adjust your interim goals and gameplan, based on progress. Hansei is about thinking, not acting, and is intended to foster deeper learning and insight.

Hansei has roots in eastern philosophy, and it is considered an important skill to be mastered. Japanese school children are taught from an early age how to perform hansei, and it is a significant tool used to improve one’s self. When you think about it, the practical application of hansei is an AAR.

So what did Capt. Rob Hauck discover?

Essentially that the chain of command broke down, and that the ensuing attempt to impose order followed suit. The rigid nature of the police standards actually led to confusion over the course of action. The commander issuing orders was not on the ground, where the action was being initiated. The deputy chief and the highest rank responsible for the deployed officers was on the ground, but not issuing orders. That led to confusion over who was actually in charge.

When the order to disperse came, not only was it in English for what was predominantly a Spanish-speaking crowd, but there was confusion over whether it was intended for the entire park or just where the violence was occurring. It was, in the end, a case of too much information coming in from a source without frontline observation on the one hand, not enough information to close a gap logically on the other.

The result was a distorted, overboard Respond phase in SARA. The AAR enabled crowd handling improvements, many of them life-saving, to be made.

As for Rob Hauck, he went on to become second in command of LAPD’s Metropolitan Division, the unit deployed in the Macarthur Park incident, commanding the elite S.W.A.T. team, for over a year. He is now retired from the LAPD after over 20 years on the job,  and as of this writing, the chief of police in a small town in east Texas.

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