Podcasts about independent consultants

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Guest Bio:  Dave Snowden divides his time between two roles: founder & Chief Scientific Officer of Cognitive Edge and the founder and Director of the Centre for Applied Complexity at the University of Wales.  Known for creating the sense-making framework, Cynefin, Dave's work is international in nature and covers government and industry looking at complex issues relating to strategy, organisational decision making and decision making.  He has pioneered a science-based approach to organisations drawing on anthropology, neuroscience and complex adaptive systems theory.  He is a popular and passionate keynote speaker on a range of subjects, and is well known for his pragmatic cynicism and iconoclastic style. He holds positions as extra-ordinary Professor at the Universities of Pretoria and Stellenbosch and visiting Professor at Bangor University in Wales respectively.  He has held similar positions at Hong Kong Polytechnic University, Canberra University, the University of Warwick and The University of Surrey.  He held the position of senior fellow at the Institute of Defence and Strategic Studies at Nanyang University and the Civil Service College in Singapore during a sabbatical period in Nanyang. His paper with Boone on Leadership was the cover article for the Harvard Business Review in November 2007 and also won the Academy of Management aware for the best practitioner paper in the same year.  He has previously won a special award from the Academy for originality in his work on knowledge management. He is a editorial board member of several academic and practitioner journals in the field of knowledge management and is an Editor in Chief of E:CO.  In 2006 he was Director of the EPSRC (UK) research programme on emergence and in 2007 was appointed to an NSF (US) review panel on complexity science research. He previously worked for IBM where he was a Director of the Institution for Knowledge Management and founded the Cynefin Centre for Organisational Complexity; during that period he was selected by IBM as one of six on-demand thinkers for a world-wide advertising campaign. Prior to that he worked in a range of strategic and management roles in the service sector. His company Cognitive Edge exists to integrate academic thinking with practice in organisations throughout the world and operates on a network model working with Academics, Government, Commercial Organisations, NGOs and Independent Consultants.  He is also the main designer of the SenseMaker® software suite, originally developed in the field of counter terrorism and now being actively deployed in both Government and Industry to handle issues of impact measurement, customer/employee insight, narrative based knowledge management, strategic foresight and risk management. The Centre for Applied Complexity was established to look at whole of citizen engagement in government and is running active programmes in Wales and elsewhere in areas such as social inclusion, self-organising communities and nudge economics together with a broad range of programmes in health.  The Centre will establish Wales as a centre of excellence for the integration of academic and practitioner work in creating a science-based approach to understanding society.   Social Media and Website LinkedIn: https://uk.linkedin.com/in/dave-snowden-2a93b Twitter: @snowded Website: Cognitive Edge https://www.cognitive-edge.com/   Books/ Resources: Book: Cynefin - Weaving Sense-Making into the Fabric of Our World by Dave Snowden and Friends https://www.amazon.co.uk/Cynefin-Weaving-Sense-Making-Fabric-World/dp/1735379905 Book: Hope Without Optimism by Terry Eagleton https://www.amazon.co.uk/Hope-Without-Optimism-Terry-Eagleton/dp/0300248679/ Book: Theology of Hope by Jurgen Moltmann https://www.amazon.co.uk/Theology-Hope-Classics-Jurgen-Moltmann/dp/0334028787 Poem: ‘Mending Wall' by Robert Frost https://www.poetryfoundation.org/poems/44266/mending-wall Video: Dave Snowden on ‘Rewilding Agile' https://www.youtube.com/watch?v=QrgaPDqet4c Article reference to ‘Rewilding Agile' by Dave Snowden https://cynefin.io/index.php/User:Snowded Field Guide to Managing Complexity (and Chaos) In Times of Crisis https://cynefin.io/index.php/Field_guide_to_managing_complexity_(and_chaos)_in_times_of_crisis Field Guide to Managing Complexity (and Chaos) In Times of Crisis (2) https://ec.europa.eu/jrc/en/publication/managing-complexity-and-chaos-times-crisis-field-guide-decision-makers-inspired-cynefin-framework Cynefin Wiki https://cynefin.io/wiki/Main_Page   Interview Transcript Ula Ojiaku:  Dave, thank you for making the time for this conversation. I read in your, your latest book - the book, Cynefin: Weaving Sense Making into the Fabric of Our World, which was released, I believe, in celebration of the twenty first year of the framework. And you mentioned that in your childhood, you had multidisciplinary upbringing which involved lots of reading. Could you tell us a bit more about that? Dave Snowden:  I think it wasn't uncommon in those days. I mean, if you did… I mean, I did science A levels and mathematical A levels. But the assumption was you would read every novel that the academic English class were reading. In fact, it was just unimaginable (that) you wouldn't know the basics of history. So, if you couldn't survive that in the sixth form common room, and the basics of science were known by most of the arts people as well. So that that was common, right. And we had to debate every week anyway. So, every week, you went up to the front of the class and you were given a card, and you'd have the subject and which side you are on, and you had to speak for seven minutes without preparation. And we did that every week from the age of 11 to 18. And that was a wonderful discipline because it meant you read everything. But also, my mother was… both my parents were the first from working class communities to go to university. And they got there by scholarship or sheer hard work against the opposition of their families. My mother went to university in Germany just after the war, which was extremely brave of her -  you know, as a South Wales working class girl. So, you weren't allowed not to be educated, it was considered the unforgivable sin. Ula Ojiaku:   Wow. Did it mean that she had to learn German, because (she was) studying in Germany…? Dave Snowden:  She well, she got A levels in languages. So, she went to university to study German and she actually ended up as a German teacher, German and French. So, she had that sort of background. Yeah. Ula Ojiaku:  And was that what influenced you? Because you also mentioned in the book that you won a £60 prize? Dave Snowden:  Oh, no, that was just fun. So, my mum was very politically active. We're a South Wales labor. Well, I know if I can read but we were labor. And so, she was a local Councilor. She was always politically active. There's a picture of me on Bertrand Russell's knee and her as a baby on a CND march. So it was that sort of background. And she was campaigning for comprehensive education, and had a ferocious fight with Aiden Williams, I think, who was the Director of Education, it was really nasty. I mean, I got threatened on my 11 Plus, he got really nasty. And then so when (I was) in the sixth form, I won the prize in his memory, which caused endless amusement in the whole county. All right. I think I probably won it for that. But that was for contributions beyond academic. So, I was leading lots of stuff in the community and stuff like that. But I had £60. And the assumption was, you go and buy one massive book. And I didn't, I got Dad to drive me to Liverpool - went into the big bookshop there and just came out with I mean, books for two and six pence. So, you can imagine how many books I could get for £60. And I just took everything I could find on philosophy and history and introductory science and stuff like that and just consumed it. Ula Ojiaku:  Wow, it seemed like you already knew what you wanted even before winning the prize money, you seem to have had a wish list... Dave Snowden:  I mean, actually interesting, and the big things in the EU field guide on (managing) complexity which was just issued. You need to build…, You need to stop saying, ‘this is the problem, we will find the solution' to saying, ‘how do I build capability, that can solve problems we haven't yet anticipated?' And I think that's part of the problem in education. Because my children didn't have that benefit. They had a modular education. Yeah, we did a set of exams at 16 and a set of exams that 18 and between those periods, we could explore it (i.e. options) and we had to hold everything in our minds for those two periods, right? For my children, it was do a module, pass a test, get a mark, move on, forget it move on. So, it's very compartmentalized, yeah? And it's also quite instrumentalist. We, I think we were given an education as much in how to learn and have had to find things out. And the debating tradition was that; you didn't know what you're going to get hit with. So, you read everything, and you thought about it, and you learn to think on your feet. And I think that that sort of a broad switch, it started to happen in the 80s, along with a lot of other bad things in management. And this is when systems thinking started to dominate. And we moved to an engineering metaphor. And you can see it in cybernetics and everything else, it's an attempt to define everything as a machine. And of course, machines are designed for a purpose, whereas ecosystems evolve for resilience. And I think that's kind of like where I, my generation were and it's certainly what we're trying to bring back in now in sort of in terms of practice. Ula Ojiaku:  I have an engineering background and a computer science background. These days, I'm developing a newfound love for philosophy, psychology, law and, you know, intersect, how do all these concepts intersect? Because as human beings we're complex, we're not machines where you put the program in and you expect it to come out the same, you know, it's not going to be the same for every human being. What do you think about that? Dave Snowden:  Yeah. And I think, you know, we know more on this as well. So, we know the role of art in human evolution is being closely linked to innovation. So, art comes before language. So, abstraction allows you to make novel connections. So, if you focus entirely on STEM education, you're damaging the human capacity to innovate. And we're, you know, as creatures, we're curious. You know. And I mean, we got this whole concept of our aporia, which is key to connecting that, which is creating a state of deliberate confusion, or a state of paradox. And the essence of a paradox is you can't resolve it. So, you're forced to think differently. So, the famous case on this is the liar's paradox, alright? I mean, “I always lie”. That just means I lied. So, if that means I was telling the truth. So, you've got to think differently about the problem. I mean, you've seen those paradoxes do the same thing. So that, that deliberate act of creating confusion so people can see novelty is key. Yeah. Umm and if you don't find… finding ways to do that, so when we looked at it, we looked at linguistic aporia, aesthetic aporia and physical aporia. So, I got some of the… one of the defining moments of insight on Cynefin was looking at Caravaggio`s paintings in Naples. When I realized I've been looking for the idea of the liminality. And that was, and then it all came together, right? So those are the trigger points requiring a more composite way of learning. I think it's also multiculturalism, to be honest. I mean, I, when I left university, I worked on the World Council of Churches come, you know program to combat racism. Ula Ojiaku:  Yes, I'd like to know more about that. That's one of my questions… Dave Snowden:  My mother was a good atheist, but she made me read the Bible on the basis, I wouldn't understand European literature otherwise, and the penetration guys, I became a Catholic so… Now, I mean, that that was fascinating, because I mean, I worked on Aboriginal land rights in Northern Australia, for example. And that was when I saw an activist who was literally murdered in front of me by a security guard. And we went to the police. And they said, it's only an Abo. And I still remember having fights in Geneva, because South Africa was a tribal conflict with a racial overlay. I mean, Africa, and its Matabele Zulu, arrived in South Africa together and wiped out the native population. And if you don't understand that, you don't understand the Matabele betrayal. You don't understand what happened. It doesn't justify apartheid. And one of the reasons there was a partial reconciliation, is it actually was a tribal conflict. And the ritual actually managed that. Whereas in Australia, in comparison was actually genocide. Yeah, it wasn't prejudice, it was genocide. I mean, until 1970s, there, were still taking half -breed children forcibly away from their parents, inter-marrying them in homes, to breed them back to white. And those are, I think, yeah, a big market. I argued this in the UK, I said, one of the things we should actually have is bring back national service. I couldn't get the Labor Party to adopt it. I said, ‘A: Because it would undermine the Conservatives, because they're the ones who talk about that sort of stuff. But we should allow it to be overseas.' So, if you put two years into working in communities, which are poorer than yours, round about that 18 to 21-year-old bracket, then we'll pay for your education. If you don't, you'll pay fees. Because you proved you want to give to society. And that would have been… I think, it would have meant we'd have had a generation of graduates who understood the world because that was part of the objective. I mean, I did that I worked on worked in South Africa, on the banks of Zimbabwe on the audits of the refugee camps around that fight. And in Sao Paulo, in the slums, some of the work of priests. You can't come back from that and not be changed. And I think it's that key formative period, we need to give people. Ula Ojiaku:  True and like you said, at that age, you know, when you're young and impressionable, it helps with what broadening your worldview to know that the world is bigger than your father's … compound (backyard)… Dave Snowden:  That's the worst problem in Agile, because what, you've got a whole class of, mainly white males and misogynism in Agile is really bad. It's one of the worst areas for misogyny still left, right, in terms of where it works. Ula Ojiaku:  I'm happy you are the one saying it not me… Dave Snowden:  Well, no, I mean, it is it's quite appalling. And so, what you've actually got is, is largely a bunch of white male game players who spent their entire time on computers. Yeah, when you take and run seriously after puberty, and that's kind of like a dominant culture. And that's actually quite dangerous, because it lacks, it lacks cultural diversity, it lacks ethnic diversity, it lacks educational diversity. And I wrote an article for ITIL, recently, which has been published, which said, no engineers should be allowed out, without training in ethics. Because the implications of what software engineers do now are huge. And the problem we've got, and this is a really significant, it's a big data problem as well. And you see it with a behavioral economic economist and the nudge theory guys - all of whom grab these large-scale data manipulations is that they're amoral, they're not immoral, they're amoral. And that's actually always more scary. It's this sort of deep level instrumentalism about the numbers; the numbers tell me what I need to say. Ula Ojiaku:  And also, I mean, just building on what you've said, there are instances, for example, in artificial intelligence is really based on a sample set from a select group, and it doesn't necessarily recognize things that are called ‘outliers'. You know, other races… Dave Snowden:  I mean, I've worked in that in all my life now back 20, 25 years ago. John Poindexter and I were on a stage in a conference in Washington. This was sort of early days of our work on counter terrorism. And somebody asked about black box AI and I said, nobody's talking about the training data sets. And I've worked in AI from the early days, all right, and the training data sets matter and nobody bothered. They just assumed… and you get people publishing books which say correlation is causation, which is deeply worrying, right? And I think Google is starting to acknowledge that, but it's actually very late. And the biases which… we were looking at a software tool the other day, it said it can, it can predict 85% of future events around culture. Well, it can only do that by constraining how executive see culture, so it becomes a self-fulfilling prophecy. And then the recruitment algorithms will only recruit people who match that cultural expectation and outliers will be eliminated. There's an HBO film coming up shortly on Myers Briggs. Now, Myers Briggs is known to be a pseudo-science. It has no basis whatsoever in any clinical work, and even Jung denied it, even though it's meant to be based on his work. But it's beautiful for HR departments because it allows them to put people into little categories. And critically it abrogates, judgment, and that's what happened with systems thinking in the 80s 90s is everything became spreadsheets and algorithms. So, HR departments would produce… instead of managers making decisions based on judgment, HR departments would force them into profile curves, to allocate resources. Actually, if you had a high performing team who were punished, because the assumption was teams would not have more than… Ula Ojiaku:  Bell curve... Dave Snowden:  …10 percent high performance in it. All right. Ula Ojiaku:  Yeah. Dave Snowden:  And this sort of nonsense has been running in the 80s, 90s and it coincided with… three things came together. One was the popularization of systems thinking. And unfortunately, it got popularized around things like process reengineering and learning organization. So that was a hard end. And Sanghi's pious can the sort of the, the soft end of it, right? But both of them were highly directional. It was kind of like leaders decide everything follows. Yeah. And that coincided with the huge growth of computing - the ability to handle large volumes of information. And all of those sorts of things came together in this sort of perfect storm, and we lost a lot of humanity in the process. Ula Ojiaku:  Do you think there's hope for us to regain the humanity in the process? Because it seems like the tide is turning from, I mean, there is still an emphasis, in my view, on systems thinking, however, there is the growing realization that we have, you know, knowledge workers and people… Dave Snowden:  Coming to the end of its park cycle, I see that all right. I can see it with the amount of cybernetics fanboys, and they are all boys who jump on me every time I say something about complexity, right? So, I think they're feeling threatened. And the field guide is significant, because it's a government, you know, government can like publication around effectively taken an ecosystems approach, not a cybernetic approach. And there's a book published by a good friend of mine called Terry Eagleton, who's… I don't think he's written a bad book. And he's written about 30, or 40. I mean, the guy just produces his stuff. It's called “Hope without Optimism”. And I think, hope is… I mean, Moltman just also published an update of his Theology of Hope, which is worth reading, even if you're not religious. But hope is one of those key concepts, right, you should… to lose hope is a sin. But hope is not the same thing as optimism. In fact, pessimistic people who hope actually are probably the ones who make a difference, because they're not naive, right? And this is my objection to the likes of Sharma Ga Sengi, and the like, is they just gather people together to talk about how things should be. And of course, everything should be what, you know, white MIT, educated males think the world should be like. I mean, it's very culturally imperialist in that sort of sense. And then nobody changes because anybody can come together in the workshop and agree how things should be. It's when you make a difference in the field that it counts, you've got to create a micro difference. This is hyper localization, you got to create lots and lots of micro differences, which will stimulate the systems, the system will change. I think, three things that come together, one is COVID. The other is global warming. And the other is, and I prefer to call it the epistemic justice movement, though, that kind of like fits in with Black Lives Matter. But epistemic justice doesn't just affect people who are female or black. I mean, if you come to the UK and see the language about the Welsh and the Irish, or the jokes made about the Welsh in BBC, right? The way we use language can designate people in different ways and I think that's a big movement, though. And it's certainly something we develop software for. So, I think those three come together, and I think the old models aren't going to be sustainable. I mean, the cost is going to be terrible. I mean, the cost to COVID is already bad. And we're not getting this thing as long COVID, it's permanent COVID. And people need to start getting used to that. And I think that's, that's going to change things. So, for example, in the village I live in Wiltshire. Somebody's now opened an artisan bakery in their garage and it's brilliant. And everybody's popping around there twice a week and just buying the bread and having a chat on the way; socially-distanced with masks, of course. And talking of people, that sort of thing is happening a lot. COVID has forced people into local areas and forced people to realise the vulnerability of supply chains. So, you can see changes happening there. The whole Trump phenomenon, right, and the Boris murmuring in the UK is ongoing. It's just as bad as the Trump phenomenon. It's the institutionalization of corruption as a high level. Right? Those sorts of things trigger change, right? Not without cost, change never comes without cost, but it just needs enough… It needs local action, not international action. I think that's the key principle. To get a lot of people to accept things like the Paris Accord on climate change, and you've got to be prepared to make sacrifices. And it's too distant a time at the moment, it has to become a local issue for the international initiatives to actually work and we're seeing that now. I mean… Ula Ojiaku:  It sounds like, sorry to interrupt - it sounds like what you're saying is, for the local action, for change to happen, it has to start with us as individuals… Dave Snowden:  The disposition… No, not with individuals. That's actually very North American, the North European way of thinking right. The fundamental kind of basic identity structure of humans is actually clans, not individuals. Ula Ojiaku:  Clans... Dave Snowden:  Yeah. Extended families, clans; it's an ambiguous word. We actually evolved for those. And you need it at that level, because that's a high level of social interaction and social dependency. And it's like, for example, right? I'm dyslexic. Right? Yeah. If I don't see if, if the spelling checker doesn't pick up a spelling mistake, I won't see it. And I read a whole page at a time. I do not read it sentence by sentence. All right. And I can't understand why people haven't seen the connections I make, because they're obvious, right? Equally, there's a high degree of partial autism in the Agile community, because that goes with mathematical ability and thing, and that this so-called education deficiencies, and the attempt to define an ideal individual is a mistake, because we evolved to have these differences. Ula Ojiaku:  Yes. Dave Snowden:  Yeah. And the differences understood that the right level of interaction can change things. So, I think the unit is clan, right for extended family, or extended, extended interdependence. Ula Ojiaku:  Extended interdependence… Dave Snowden:  We're seeing that in the village. I mean, yeah, this is classic British atomistic knit, and none of our relatives live anywhere near us. But the independence in the village is increasing with COVID. And therefore, people are finding relationships and things they can do together. Now, once that builds to a critical mass, and it does actually happen exponentially, then bigger initiatives are possible. And this is some of the stuff we were hoping to do in the US shortly on post-election reconciliation. And the work we've been doing in Malmo, in refugees and elsewhere in the world, right, is you change the nature of localized interaction with national visibility, so that you can measure the dispositional state of the system. And then you can nudge the system when it's ready to change, because then the energy cost of change is low. But that requires real time feedback loops in distributed human sensor networks, which is a key issue in the field guide. And the key thing that comes back to your original question on AI, is, the internet at the moment is an unbuffered feedback loop. Yeah, where you don't know the source of the data, and you can't control the source of the data. And any network like that, and this is just apriori science factor, right will always become perverted. Ula Ojiaku:  And what do you mean by term apriori? Dave Snowden:  Oh, before the facts, you don't need to, we don't need to wait for evidence. It's like in an agile, you can look at something like SAFe® which case claims to scale agile and just look at it you say it's apriori wrong (to) a scale a complex system. So, it's wrong. All right. End of argument right. Now let's talk about the details, right. So yeah, so that's, you know, that's coming back. The hyper localization thing is absolutely key on that, right? And the same is true to be honest in software development. A lot of our work now is to understand the unarticulated needs of users. And then shift technology in to actually meet those unarticulated needs. And that requires a complex approach to architecture, in which people and technology are objects with defined interactions around scaffolding structures, so that applications can emerge in resilience, right? And that's actually how local communities evolve as well. So, we've now got the theoretical constructs and a lot of the practical methods to actually… And I've got a series of blog posts - which I've got to get back to writing - called Rewilding Agile. And rewilding isn't returning to the original state, it's restoring balance. So, if you increase the number of human actors as your primary sources, and I mean human actors, not as people sitting on (in front of) computer screens who can be faked or mimicked, yeah? … and entirely working on text, which is about 10%, of what we know, dangerous, it might become 80% of what we know and then you need to panic. Right? So, you know, by changing those interactions, increasing the human agency in the system, that's how you come to, that's how you deal with fake news. It's not by writing better algorithms, because then it becomes a war with the guys faking the news, and you're always gonna lose. Ula Ojiaku:  So, what do you consider yourself, a person of faith? Dave Snowden:  Yeah. Ula Ojiaku:  Why? Dave Snowden:  Oh, faith is like hope and charity. I mean, they're the great virtues… I didn't tell you I got into a lot in trouble in the 70s. Dave Snowden:  I wrote an essay that said Catholicism, Marxism and Hinduism were ontologically identical and should be combined and we're different from Protestantism and capitalism, which are also ontologically identical (and) it can be combined. Ula Ojiaku:  Is this available in the public domain? Dave Snowden:  I doubt it. I think it actually got me onto a heresy trial at one point, but that but I would still say that. Ula Ojiaku:  That's amazing. Can we then move to the framework that Cynefin framework, how did it evolve into what we know it as today? Dave Snowden:  I'll do a high-level summary, but I wrote it up at length in the book and I didn't know I was writing for the book. The book was a surprise that they put together for me. I thought that was just writing an extended blog post. It started when I was working in IBM is it originates from the work of Max Borrasso was my mentor for years who tragically died early. But he was looking at abstraction, codification and diffusion. We did a fair amount of work together, I took two of those aspects and started to look at informal and formal communities in IBM, and its innovation. And some of the early articles on Cynefin, certainly the early ones with the five domains come from that period. And at that time, we had access labels. Yeah. And then then complexity theory came into it. So, it shifted into being a complexity framework. And it stayed … The five domains were fairly constant for a fairly long period of time, they changed their names a bit. The central domain I knew was important, but didn't have as much prominence as it does now. And then I introduced liminality, partly driven by agile people, actually, because they could they couldn't get the concept there were dynamics and domains. So, they used to say things like, ‘look, Scrum is a dynamic. It's a way of shifting complex to complicated' and people say ‘no, the scrum guide said it's about complex.' And you think, ‘oh, God, Stacey has a lot to answer for' but… Ula Ojiaku: Who`s Stacey? Dave Snowden:  Ralph Stacey. So, he was the guy originally picked up by Ken when he wrote the Scrum Guide… Ula Ojiaku:  Right. Okay. Dave Snowden:  Stacey believes everything's complex, which is just wrong, right? So, either way, Cynefin evolved with the liminal aspects. And then the last resolution last year, which is… kind of completes Cynefin to be honest, there's some refinements… was when we realized that the central domain was confused, or operatic. And that was the point where you started. So, you didn't start by putting things into the domain, you started in the operatic. And then you moved aspects of things into the different domains. So that was really important. And it got picked up in Agile, ironically, by the XP community. So, I mean, I was in IT most of my life, I was one of the founders of the DSDM Consortium, and then moved sideways from that, and was working in counterterrorism and other areas, always you're working with technology, but not in the Agile movement. Cynefin is actually about the same age as Agile, it started at the same time. And the XP community in London invited me in, and I still think Agile would have been better if it had been built on XP, not Scrum. But it wouldn't have scaled with XP, I mean, without Scrum it would never have scaled it. And then it got picked up. And I think one of the reasons it got picked up over Stacey is, it said order is possible. It didn't say everything is complex. And virtually every Agile method I know of value actually focuses on making complex, complicated. Ula Ojiaku:  Yes. Dave Snowden:  And that's its power. What they're… what is insufficient of, and this is where we've been working is what I call pre-Scrum techniques. Techniques, which define what should go into that process. Right, because all of the Agile methods still tend to be a very strong manufacturing metaphor - manufacturing ideas. So, they assume somebody will tell them what they have to produce. And that actually is a bad way of thinking about IT. Technology needs to co-evolve. And users can't articulate what they want, because they don't know what technology can do. Ula Ojiaku:  True. But are you saying… because in Agile fundamentally, it's really about making sure there's alignment as well that people are working on the right thing per time, but you're not telling them how to do it? Dave Snowden:  Well, yes and no - all right. I mean, it depends what you're doing. I mean, some Agile processes, yes. But if you go through the sort of safe brain remain processes, very little variety within it, right? And self-organization happens within the context of a user executive and retrospectives. Right, so that's its power. And, but if you look at it, it took a really good technique called time-boxing, and it reduced it to a two-week sprint. Now, that's one aspect of time boxing. I mean, I've got a whole series of blog posts next week on this, because time boxing is a hugely valuable technique. It says there's minimal deliverable project, and maximum deliverable product and a minimal level of resource and a maximum level of resource. And the team commits to deliver on the date. Ula Ojiaku:  To accurate quality… to a quality standard. Dave Snowden:  Yeah, so basically, you know that the worst case, you'll get the minimum product at the maximum cost, but you know, you'll get it on that date. So, you can deal with it, alright. And that's another technique we've neglected. We're doing things which force high levels of mutation and requirements over 24 hours, before they get put into a Scrum process. Because if you just take what users want, you know, there's been insufficient co-evolution with the technology capability. And so, by the time you deliver it, the users will probably realize they should have asked for something different anyway. Ula Ojiaku:  So, does this tie in with the pre-Scrum techniques you mentioned earlier? If so, can you articulate that? Dave Snowden:  So, is to say different methods in different places. And that's again, my opposition to things like SAFe, to a lesser extent LeSS, and so on, right, is they try and put everything into one bloody big flow diagram. Yeah. And that's messy. All right? Well, it's a recipe, not a chef. What the chef does is they put different ingredients together in different combinations. So, there's modularity of knowledge, but it's not forced into a linear process. So, our work… and we just got an open space and open source and our methods deliberately, right, in terms of the way it works, is I can take Scrum, and I can reduce it to its lowest coherent components, like a sprint or retrospective. I can combine those components with components for another method. So, I can create Scrum as an assembly of components, I can take those components compared with other components. And that way, you get novelty. So, we're then developing components which sit before traditional stuff. Like for example, triple eight, right? This was an old DSDM method. So, you ran a JAD sessions and Scrum has forgotten about JAD. JAD is a really…  joint application design… is a really good set of techniques - they're all outstanding. You throw users together with coders for two days, and you force out some prototypes. Yeah, that latching on its own would, would transform agile, bringing that back in spades, right? We did is we do an eight-hour JAD session say, in London, and we pass it on to a team in Mumbai. But we don't tell them what the users ask for. They just get the prototype. And they can do whatever they want with it for eight hours. And then they hand it over to a team in San Francisco, who can do whatever they want with it in eight hours. And it comes back. And every time I've run this, the user said, ‘God, I wouldn't have thought of that, can I please, have it?' So, what you're doing is a limited life cycle -  you get the thing roughly defined, then you allow it to mutate without control, and then you look at the results and decide what you want to do. And that's an example of pre-scrum technique, that is a lot more economical than systems and analysts and user executives and storyboards. And all those sorts of things. Yeah. Ula Ojiaku:  Well, I see what you mean, because it seems like the, you know, the JAD - the joint application design technique allows for emergent design, and you shift the decision making closer to the people who are at the forefront. And to an extent my understanding of, you know, Scrum … I mean, some agile frameworks - that's also what they promote… Dave Snowden:  Oh, they don't really don't. alright. They picked up Design Thinking which is quite interesting at the moment. If you if you look at Agile and Design Thinking. They're both at the end of their life cycles. Ula Ojiaku:  Why do you say that? Dave Snowden:  Because they're being commodified. The way you know, something is coming to the end of its life cycle is when it becomes highly commodified. So, if you look at it, look at what they are doing the moment, the Double Diamond is now a series of courses with certificates. And I mean, Agile started with bloody certificates, which is why it's always been slightly diverse in the way it works. I mean, this idea that you go on a three-day course and get a certificate, you read some slides every year and pay some money and get another certificate is fundamentally corrupt. But most of the Agile business is built on it, right? I mean, I've got three sets of methods after my name. But they all came from yearlong or longer courses certified by university not from tearing apart a course. Yeah, or satisfying a peer group within a very narrow cultural or technical definition of competence. So, I think yeah, and you can see that with Design Thinking. So, it's expert ideation, expert ethnography. And it still falls into that way of doing things. Yeah. And you can see it, people that are obsessed with running workshops that they facilitate. And that's the problem. I mean, the work we're doing on citizen engagement is actually… has no bloody facilitators in it. As all the evidence is that the people who turn up are culturally biased about their representative based opinions. And the same is true if you want to look at unarticulated needs, you can't afford to have the systems analysts finding them because they see them from their perspective. And this is one of one science, right? You did not see what you do not expect to see. We know that, alright? So, you're not going to see outliers. And so, the minute you have an expert doing something, it's really good - where you know, the bounds of the expertise, cover all the possibilities, and it's really dangerous. Well, that's not the case. Ula Ojiaku:  So, could you tell me a bit more about the unfacilitated sessions you mentioned earlier? Dave Snowden:  They're definitely not sessions, so we didn't like what were triggers at moments. Ula Ojiaku:  Okay. Dave Snowden:  So, defining roles. So, for example, one of the things I would do and have done in IT, is put together, young, naive, recently graduated programmer with older experienced tester or software architect. So, somebody without any… Ula Ojiaku:  Prejudice or pre-conceived idea... Dave Snowden:  … preferably with a sort of grandparent age group between them as well. I call it, the grandparents syndrome - grandparents say things to their grandchildren they won't tell their children and vice versa. If you maximize the age gap, there's actually freer information flow because there's no threat in the process. And then we put together with users trained to talk to IT people. So, in a month's time, I'll publish that as a training course. So, training users to talk to IT people is more economical than trying to train IT people to understand users. Ula Ojiaku:  To wrap up then, based on what you said, you know, about Cynefin, and you know, the wonderful ideas behind Cynefin. How can leaders in organizations in any organization apply these and in how they make sense of the world and, you know, take decisions? Dave Snowden:  Well, if there's actually a sensible way forward now, so we've just published the field guide on managing complexity.  Ula Ojiaku:  Okay. Dave Snowden:  And that is actually, it's a sort of ‘Chef's guide'. It has four stages: assess, adapt, exert, transcend, and within that it has things you could do. So, it's not a list of qualities, it's a list of practical things you should go and do tomorrow, and those things we're building at the moment with a lot of partners, because we won't try and control this; this needs to be open. Here's an assessment process that people will go through to decide where they are. So that's going to be available next week on our website. Ula Ojiaku:  Oh, fantastic! Dave Snowden:  For the initial registration.  Other than that, and there's a whole body of stuff on how to use Cynefin. And as I said, we just open source on the methods. So, the Wiki is open source. These… from my point of view, we're now at the stage where the market is going to expand very quickly. And to be honest, I, you know, I've always said traditionally use cash waiver as an example of this. The reason that Agile scaled around Scrum is he didn't make it an elite activity, which XP was. I love the XP guys, but they can't communicate with ordinary mortals. Yeah. It takes you about 10 minutes to tune into the main point, and even you know the field, right. And he (Jeff Sutherland) made the Scrum Guide open source. And that way it's great, right. And I think that that's something which people just don't get strategic with. They, in early stages, you should keep things behind firewalls. When the market is ready to expand, you take the firewalls away fast. Because I mean, getting behind firewalls initially to maintain coherence so they don't get diluted too quickly, or what I call “hawks being made into pigeons”. Yeah. But the minute the market is starting to expand, that probably means you've defined it so you release the firewall so the ideas spread very quickly, and you accept the degree of diversity on it. So that's the reason we put the Wiki. Ula Ojiaku:  Right. So, are there any books that you would recommend, for anyone who wants to learn more about what you've talked about so far. Dave Snowden:  You would normally produce the theory book, then the field book, but we did it the other way around. So, Mary and I are working on three to five books, which will back up the Field Guide. Ula Ojiaku:  Is it Mary Boone? Dave Snowden:  Mary Boone. She knows how to write to the American managers, which I don't, right… without losing integrity. So that's coming, right. If you go onto the website, I've listed all the books I read. I don't think… there are some very, very good books around complexity, but they're deeply specialized, they're academic. Gerard's book is just absolutely brilliant but it's difficult to understand if you don't have a philosophy degree. And there are some awfully tripe books around complexity - nearly all of the popular books I've seen, I wouldn't recommend. Yeah. Small Groups of Complex Adaptive Systems is probably quite a good one that was published about 20 years ago. Yeah, but that we got a book list on the website. So, I would look at that. Ula Ojiaku:  Okay. Thank you so much for that. Do you have any ask of the audience and how can they get to you? Dave Snowden:  We've open-sourced the Wiki, you know, to create a critical mass, I was really pleased we have 200 people volunteered to help populate it. So, we get the all the methods in the field guide them. And they're actively working at that at the moment, right, and on a call with them later. And to be honest, I've done 18-hour days, the last two weeks, but 8 hours of each of those days has been talking to the methods with a group of people Academy 5, that's actually given me a lot of energy, because it's huge. So, get involved, I think it's the best way… you best understand complexity by getting the principles and then practicing it. And the key thing I'll leave us with is the metaphor. I mentioned it a few times - a recipe book user has a recipe, and they follow it. And if they don't have the right ingredients, and if they don't have the right equipment, they can't operate. Or they say it's not ‘true Agile'. A chef understands the theory of cooking and has got served in apprenticeship. So, their fingers know how to do things. And that's… we need… a downside.. more chefs, which is the combination of theory and practice. And the word empirical is hugely corrupted in the Agile movement. You know, basically saying, ‘this worked for me' or ‘it worked for me the last three times' is the most dangerous way of moving forward. Ula Ojiaku:  Because things change and what worked yesterday might not work Dave Snowden:  And you won't be aware of what worked or didn't work and so on. Ula Ojiaku:  And there's some bias in that. Wouldn't you say? Dave Snowden:  We've got an attentional blindness if you've got Ula Ojiaku:  Great. And Dave, where can people find you? Are you on social media? Dave Snowden:  Cognitive. Yeah, social media is @snowded. Yeah. LinkedIn, Facebook and Twitter. Two websites – the Cognitive Edge website, which is where I blog, and there's a new Cynefin Center website now, which is a not-for-profit arm. Ula Ojiaku:  Okay. All these would be in the show notes. Thank you so much for your time, Dave. It's been a pleasure speaking with you. Dave Snowden:  Okay. Thanks a lot.

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Are you ready to break free from corporate and build a business on your own terms?  In this episode of Life After Corporate, Deb sits down with Erin Halper, Founder and CEO of The Upside, to explore how real community—not just networking—can transform lives and careers. Erin reveals how her own shift from corporate to consulting laid the groundwork for a global community that champions flexibility, purpose, and high-value business building.  Whether you're a coach, consultant, or aspiring entrepreneur, you'll walk away with useful insights on community-building, authenticity, and escaping the scarcity mindset for good.    [00:05- 09:33]  From Corporate Ladder to Consulting Freedom Erin's personal “life after corporate” story and leap into consulting. A health crisis during pregnancy makes flexibility non-negotiable. Erin spots a trend: women are quitting, unaware that consulting is an option. The first version of The Upside—consultant matchmaking—and why she hated it.      [09:34 -18:18]  Creating a True Community for Consultants   The “aha” moment: Erin realizes consultants need better positioning—not just clients. Erin's lesson: “I am the brand”—why she stopped hiding behind the business. Community vs. Network: why support, not transactions, is the core of The Upside. Establishing values, structure, and strict no-selling boundaries.      [18:19 - 26:00]   Mindset Shifts & Milestones   How the community hit “flywheel” momentum through word-of-mouth. Erin's unique referral model—why a 1:1 with her is the best reward. From heartbreak to maturity: Erin learns to let go when members leave. How The Upside made her a more confident, people-first leader.   [27:14 - 36:31] Community, Not Competition Deb and Erin dismantle the “competition myth” in coaching and consulting. Erin's high-integrity filter: only serving true business owners. How generosity and transparency create unstoppable momentum. Erin's final advice: block out the noise and build from your values.    Connect with Erin Halper Website:  betheupside.com  LinkedIn: https://www.linkedin.com/in/erinhalper/    Ready to turn insights into action? Don't just listen—join the movement! The Life After Corporate Community (https://lifeaftercorporate.com/community) is where ambitious women like you connect, collaborate, and get the strategies, tools, and high-level support to grow a thriving, profitable business. Join us now and start making the powerful connections that will elevate your success! https://lifeaftercorporate.com/community   Other episodes you may enjoy; find them all at: https://lifeaftercorporate.com/podcast/  or Life After Corphttps://pod.link/1500631278orate 205. Common Trademark Mistakes That Could Cost Your Business Thousands 197.  How Meghann Conter is Rewriting the Rules of Success for Women Entrepreneurs with THE DAMES 194.  How Entrepreneurs Can Avoid Becoming Seven-Figure Poor 19. Pivoting During a Pandemic and Leading With Your North Star, with Cate Luzio - Founder of Luminary   Tweetable Quotes: "It's about creating a structure where people can help one another to help themselves, and that is really hard to do."...Erin Halper on the challenges of building a community  “But it's why there's experts out there that charge for their time and charge for their expertise.”...Erin Halper on the Value of Community   **TRANSCRIPT AVAILABLE UPON REQUEST**   SUBSCRIBE & LEAVE A FIVE-STAR REVIEW and share this podcast to other growing entrepreneurs!  Get weekly tips on how to create more money and meaning doing work you love and be one of the many growing entrepreneurs in our community. Connect with me on LinkedIn; https://www.linkedin.com/groups/12656341/  or on Instagram or our website at www.lifeaftercorporatepodcast.com .

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Send us a textEver felt like you're constantly juggling client work while anxiously hunting for your next project? The feast-or-famine cycle is the bane of solo consulting—but it doesn't have to be your reality.The Sales Sprint is the beating heart of the Tiny Marketing Club, a focused two-week program built exclusively for independent consultants who need marketing systems that work with their schedule, not against it. Unlike traditional marketing advice that assumes you have a team or endless hours to implement complex strategies, this sprint acknowledges your reality: you are simultaneously the service provider, the admin, the CEO, and the sales department.Week one dives straight into practical lead generation for real humans without teams. Forget endless content creation or algorithm-chasing. Instead, we focus on reconnecting with past clients who already know your value, strategically engaging in niche communities where your ideal clients gather, and implementing one visibility play that attracts attention without demanding constant maintenance. This approach builds momentum without inducing burnout—exactly what solo consultants need.The second week transforms those conversations into a lightweight sales system that continues working while you're serving clients or taking that well-deserved break. You'll develop reusable follow-up templates, set up friction-free booking processes, and map your prospect's journey from curious to client. It's deliberately low-tech and low-effort because you don't need 18 automations—you need something sustainable that fits your one-person operation.What makes this approach truly special is the community of like-minded solo consultants joining alongside you. These aren't people chasing billion-dollar valuations; they're professionals building sustainable businesses that provide meaningful work, financial stability, and the freedom to live life on their own terms. If you're tired of hustling without systems to support your growth, the Sales Sprint offers the perfect balance of structure and flexibility. Ready to transform how you approach client acquisition? Your sustainable, scalable sales system awaits.Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showJoin the Tiny Marketing Club >>> Join the ClubCome tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>>YouTube

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Send us a textFeeling overwhelmed by marketing advice that seems impossible to implement alongside your client work? You're not alone. As independent consultants, we're expected to be experts in our field while somehow finding time to create daily content, maintain multiple platforms, and follow generic marketing advice that wasn't designed for our unique challenges.The truth is startlingly simple: most marketing strategies weren't built for independent consultants like us. They assume you have a dedicated marketing team, endless hours for content creation, and the ability to follow one-size-fits-all formulas. But your consulting business is unique—your strengths, your client experience, your bandwidth—and your marketing strategy should reflect that reality.That's why I've developed the Strategic Spark session within the Tiny Marketing Club. This one-to-one strategy session maps out a simple, repeatable marketing and sales system customized specifically for your consulting business. We look at your natural strengths, your ideal clients, and your limited time to create a sustainable approach that generates leads even while you're focused on delivering client work. The best part? These systems work on autopilot—I was shocked when my CFO report showed impressive revenue that came in so effortlessly I barely noticed it happening.After five years as an independent consultant, I've experienced firsthand the feast-or-famine cycle that happens when client work takes precedence over marketing. The Strategic Spark session breaks this cycle by giving you a clear, actionable plan that fits seamlessly into your business. Stop wasting time on marketing tactics that don't work for your unique situation. Join the Tiny Marketing Club today at saranoablack.com/club and let's build a marketing system that works for you, not against you.Join my events community for FREE monthly events.I offer free events each month to help you master your business's growth through marketing, sales, systems, and offer strategy. Join the community here!Support the showCome tour my digital home :) >>>WebsiteWanna be friends? >>> LinkedInLet's chat every Tuesday! >>> NewsletterCatch the video podcast on YouTube >>> YouTube

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Liz Steblay is the author of the of “Succeeding as a Solopreneur: Six Keys to Taking the Leap, Winning Clients and Building.” She's the CEO of the ProKo, a national talent agency for independent consultants which she built into a multi-million-dollar business. She created PICA the Professional Independent Consultants of America (PICA) into a nationwide educational organization and community for solopreneurs. Through PICA, she leads webinars, live workshops, bootcamps, and weekly office hours to help people launch and grow the solo career of their dreams. For more information, visit www.sixkeys.info.

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Managing your consulting pipeline effectively can be the difference between feast-or-famine and predictable revenue. In this episode, Melisa interviews Gosia Fitzgerald, co-founder and CFO of OnePageCRM, who shares insider knowledge on how successful consultants track and convert leads without getting overwhelmed by complex systems.You'll learn why many independent consultants struggle with pipeline management, common mistakes to avoid, and practical solutions that work specifically for independent consultants. If you've been tracking leads in spreadsheets or wondering if you need a CRM, this episode provides clarity and actionable steps forward.In This Episode:Why traditional CRMs often fail independent consultantsThe three key elements of effective pipeline managementHow to know when you're ready for a CRM systemReal examples of successful follow-up strategiesPractical tips for implementing a simple lead tracking systemListen now to unlock the potential of effective pipeline management in your consulting business.Companion Resource: 

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Can you successfully balance fractional work while building a sustainable business of one?In this episode, Melisa Liberman sits down with Ran Harpaz, CEO of Lettuce, to explore the unique dynamics of running a solo consulting business while taking on fractional roles. With a background in tech and startups, Ran shares invaluable insights from his experience working both as an independent consultant and as a leader building tools to support solopreneurs.Ran discusses how fractional consultants can build long-term business success, why flexibility is a competitive advantage, and how to shift from a freelancer mindset to that of a business owner. He also dives into how Lettuce helps consultants simplify their operations, making work-life balance easier to achieve.In This Episode:How Ran's consulting experience shaped his approach to hiring fractionals.Why fractional roles can be the key to long-term success in consulting.The importance of embracing flexibility as a solopreneur.How to transition your mindset from freelancer to business owner.Scaling your business without adding a full-time team.How Lettuce simplifies operations and helps solopreneurs manage their businesses more effectively.If you're navigating the world of fractional consulting and want to build a business that thrives in the long term, this episode is packed with actionable strategies.Marketplaces for Fractional Talent:https://www.a.team/https://catalant.com/https://www.upwork.com/ From this episode:Lettuce.coLettuce Tax CalculatorLettuce Free Business AssessmentPower to the Solopreneur videoFollow Lettuce on LinkedInConnect with Ran on LinkedInResources:Consulting Offer Assessment - https://consultingoffer.expert"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/bookFull show notes and more information: https://shownotes.melisaliberman.com/episode-186/Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities.Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

The Ambit Energy Sunday Night Business Builder Call is a great resource for Independent Consultants to hear from Ambit's corporate team and fellow field leaders about business building, company announcements and more. Make sure to tune in each week!

Show Notes: Christian Hyatt, Founder of Risk3Sixty, discusses the top three or four things that chief information security officers at sub-enterprise firms are most worried about right now.  He explains that these concerns include the business environment, threat actors, cybersecurity regulation, nation-state actors like Russia and China, and phishing campaigns. He also highlights the unique bridge between cybersecurity and information technology coming to a head with the recent CrowdStrike incident. Advice to Clients on Cybersecurity  Christian suggests that independent consultants should ask clients questions or warning signs to raise their concerns and consider consulting a cybersecurity expert. He suggests that clients are looking for someone who is a good listener and not operating off fear, uncertainty, and doubt. By listening to clients' needs and concerns, consultants can offer advice on implementing best practices on their existing toolset and spreading security awareness. Christian emphasizes that many big enterprise tools, such as Office 365 and Google Suite, have built-in security, covering many bases. Independent consultants should listen for how well implemented their tools are, listen for business problems they have, and offer security assurance. Offering advice on implementing best practices and spreading security awareness can help firms understand how security is impacting their business and make informed decisions about investing in security measures. Cybersecurity Due Diligence In the context of due diligence, Christian states that it is important to consider the company's internal infrastructure, including its cloud-based and on-premises systems. This can help identify potential red flags and ensure the company's sustainability and scalability. For example, if a product company is being acquired, it is crucial to ask about its application security, product security, and scalability. Additionally, understanding the company's mastery of its own product and its ability to scale without the team is essential. Another key factor to consider is the company's internal infrastructure, whether it is cloud-based or on-premises. Integrating with the acquiring firm can impact the cost of the process. Cybersecurity for Independent Consultants and Boutique Firms  Independent consultants and boutique firms with a few employees should also take cybersecurity precautions. Some good tools for small businesses include G Suite or Office 365, which have built-in tools for file share sharing, email security, and internal messaging. These tools help protect against cybersecurity attacks that originate from email. Installing antivirus tools like CrowdStrike and Sentinel can help prevent attacks at the endpoint level. Blocking and tackling security processes, such as using file sharing platforms like OneDrive or Dropbox. It's also important to identify areas where money changes hands and take protective measures. Creating an offline backup of key files once a month can help protect against ransomware attacks. Office 365 or G Suite can also be used to store files in the cloud, with tools like spanning for Office 365 creating backup copies of cloud storage. Exploring the full suite of options available to small business owners can help them get coverage for their biggest risks. Employee Training on Cybersecurity The conversation turns to the importance of raising employees' awareness of phishing dangers. He recommends using tools that periodically send white hat phishing messages to test employees' skills. Christian suggests that small businesses should focus on creating a culture of awareness and vigilance, letting candidates know about potential scams and asking questions if they feel uncomfortable. There are several tools available for security awareness training, including Curricula. Additionally, he suggests using YouTube videos as part of training, as they can be more effective than expected. By implementing these tools, businesses can create a culture of vigilance and prevent employees from clicking on suspicious links. The Origins and Growth of Risk 3 Sixty Christian started his firm as an independent consultant eight years ago, with a trajectory of impressive growth. He initially had one client, a $30,000 one-off engagement, but from there eventually grew the business to 60 clients. Christian shares a few of the tactics behind the growth, including his shift towards cybersecurity.  He focused on a few cybersecurity services that had great demand and packaged them as multi-year deals, and recurring revenue. He also learned that organizations have huge compliance requirements. They built a SaaS platform to help them manage the information. They invested in the SaaS platform and started selling it as a subscription. Today, their services are tech-enabled services, where companies often outsource their entire programs to them due to the need for human labor. Christian made strategic decisions early on, scaling the business around recurring revenue streams, over-delivering, and building a good culture. He centered around those activities that felt risky at the time, saying no to big contracts that didn't fit within his revenue stream. He also explains how a book by Gino Wickman, Traction, and The Entrepreneur Operating System, helped him shift the responsibility for business development off of his shoulders to other members of the firm.  Recruiting Talent for Risk3Sixty Christian hired a West Point graduate to become an ops manager. He believed that hiring great people was a risky move but ultimately helped build a sales function and complement the founder's role. The company also hired a strategic partner with Georgia Tech to hire top students. Despite the early hires, the success of the company can be attributed to the smart people who pushed the founder to think more like a leader and helped him see the future. The company's success can be attributed to the excellent people who helped him make decisions that he wouldn't have made on his own.  The Structure of a Successful Company Christian's company has 60 employees, and a top-down structure consisting of an Executive Leadership Team (ELT) consisting of six members: the CEO, President, Head of People, the Chief Operating Officer, the Chief Revenue Officer, and the CTO. The CEO focuses on mission and metrics, breaking down the vision into KPIs and measurables, and making sure everyone understands it. He also works on brand equity through social media, podcasts, and speaking events. He also talks about how he approached pay bands and benefits to attract talent and maintain retention. The CEO manages the ELT, ensuring they are motivated and have the same vision. An initiative Review Board was created to address pent up projects or initiatives that were not previously budgeted. This allowed people to request new projects or initiatives outside of budget season, providing a pressure relief valve for strategic initiatives. A Successful Marketing Philosophy Christian's marketing philosophy focuses on teaching good concepts and adding value to people, rather than being an influencer. He uses content such as videos and white papers to add value and engage people, leading to more leads and engagement. He initially used LinkedIn outbound to find open job opportunities and reach out to hiring managers, but found that more people would ignore him than respond. Christian shares his teaching methods on LinkedIn, YouTube, and a newsletter. For cybersecurity-focused content, he hosts a weekly cybersecurity executive brief on YouTube. He also has a marketing team that helps with content creation, and practice leaders who produce content regularly, called media properties, on LinkedIn. Each member of the team has a dedicated content pillar, and it's up to them to create content that resonates with the audience. A marketing team supports them with video editing and accountability. Christian initially did it all himself, using a video editor tool and recording videos and writing white papers.  Timestamps: 03:14: Cybersecurity precautions for independent consultants and small firms 08:10: Cybersecurity awareness training for small businesses 13:51: Growing a consulting firm through strategic decision-making and recurring revenue streams 18:19: Scaling a consulting business by hiring a leadership team 22:24: Leadership decisions and team structure 26:55: Using LinkedIn for business growth and content creation Links: Connect with Christian on LinkedIn: https://www.linkedin.com/in/christianhyatt/ Check out his book: https://risk3sixty.com/stos   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Struggling to Quantify the Value of Your Expertise as an Independent Consultant?Do you want to move into value-based pricing but don't know where to start?In this episode, Melisa Liberman digs into a case study that reveals the common challenges independent consultants face when trying to quantify their expertise's value. If you're stuck in the cycle of time-based pricing, fear you're underpricing, or worry your clients won't agree on the value, this episode is a must-listen.Melisa tackles these challenges head-on and opens up a behind-the-scenes look at how one corporate client navigated their own complexities in choosing the right consultant, shedding light on the false beliefs and solutions that can apply directly to your consulting business.IN THIS EPISODE:Common challenges independent consultants face when implementing value-based pricingMelisa will walk you through a case study where she describes the exact process an independent consultant used to transition from hourly-based pricing to value-based pricingHow shifting the client's focus from minimizing costs to optimizing benefits made all the difference in their decision-making processIf you've been grappling with how to set your prices based on the value of your expertise, rather than time spent, this episode will provide you with practical strategies and questions to help you and your clients see the full impact of your work. Don't miss this chance to transform your consulting pricing approach and elevate your consulting business.RESOURCES"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - https://www.melisaliberman.com/bookIndependent Consultant's Pricing Assessment - https://assessments.melisaliberman.com/pricingFull show notes and more information: https://shownotes.melisaliberman.com/episode-175/Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.