rowid,title,contents,year,author,author_slug,published,url,topic 2,Levelling Up,"Hello, 24 ways. I’m Ashley and I sell property insurance. I’m interrupting your Christmas countdown with an article about rental property software and a guy, Pete, who selflessly encouraged me to build my first web app. It doesn’t sound at all festive, or — considering I’ve used both “insurance” and “rental property” — interesting, but do stick with me. There’s eggnog at the end. I run a property insurance business, Brokers Direct. It’s a small operation, but well established. We’ve been selling landlord insurance on the web for over thirteen years, for twelve of which we have provided our clients with third-party software for managing their rental property portfolios. Free. Of. Charge. It sounds like a sweet deal for our customers, but it isn’t. At least, not any more. The third-party software is victim to years of neglect by its vendor. Its questionable interface, garish visuals and, ahem, clip art icons have suffered from a lack of updates. While it was never a contender for software of the year, I’ve steadily grown too embarrassed to associate my business with it. The third-party rental property software we distributed I wanted to offer my customers a simple, clean and lightweight alternative. In an industry that’s dominated by dated and bloated software, it seemed only logical that I should build my own rental property tool. The long learning-to-code slog Learning a programming language is daunting, the source of my frustration stemming from a non-programming background. Generally, tutorials assume a degree of familiarity with programming, whether it be tools, conventions or basic skills. I had none and, at the time, there was nothing on the web really geared towards a novice. I reached the point where I genuinely thought I was just not cut out for coding. Surrendering to my feelings of self-doubt and frustration, I sourced a local Rails developer, Pete, to build it for me. Pete brought a pack of index cards to our meeting. Index cards that would represent each feature the rental property software would launch with. “OK,” he began. “We’ll need a user model, tenant model, authentication, tenant and property relationships…” A dozen index cards with a dozen features lined the coffee table in a grid-like format. Logical, comprehensible, achievable. Seeing the app laid out in a digestible manner made it seem surmountable. Maybe I could do this. “I’ve been trying to learn Rails…”, I piped up. I don’t know why I said it. I was fully prepared to hire Pete to do the hard work for me. But Pete, unprompted, gathered the index cards and neatly stacked them together, coasting them across the table towards me. “You should build this”. Pete, a full-time freelance developer at the time, was turning down a paying job in favour of encouraging me to learn to code. Looking back, I didn’t realise how significant this moment was. That evening, I took Pete’s index cards home to make a start on my app, slowly evolving each of the cards into a working feature. Building the app solo, I turned to Stack Overflow to solve the inevitable coding hurdles I encountered, as well as calling on a supportive Rails community. Whether they provided direct solutions to my programming woes, or simply planted a seed on how to solve a problem, I kept coding. Many months later, and after several more doubtful moments, Lodger was born. Property overview of my app, Lodger. If I can do it, so can you I misspent a lot of time building Twitter and blogging applications (apparently, all Rails tutorials centre around Twitter and blogging). If I could rewind and impart some advice to myself, this is what I’d say. There’s no magic formula “I haven’t quite grasped Rails routing. I should tackle another tutorial.” Making excuses — or procrastination — is something we are all guilty of. I was waiting for a programming book that would magically deposit a grasp of the entire Ruby syntax in my head. I kept buying books thinking each one would be the one where it all clicked. I now have a bookshelf full of Ruby material, all of which I’ve barely read, and none of which got me any closer to launching my web app. Put simply, there’s no magic formula. Break it down Whatever it is you want to build, break it down into digestible chunks. Taking Pete’s method as an example, having an index card represent an individual feature helped me tremendously. Tackle one at a time. Even if each feature takes you a month to build, and you have eight features to launch with, after eight months you’ll have your MVP. Remember, if you do nothing each day, it adds up to nothing. Have a tangible product to build I have a wonderful habit of writing down personal notes, usually to express my feelings at the time or to log an idea, only to uncover them months or years down the line, long after I forgot I had written them. I made a timely discovery while writing this article, discovering this gem while flicking through a battered Moleskine: “I don’t seem to be making good progress with learning Rails, but development still excites me. I should maybe stop doing tutorials and work towards building a specific app.” Having a real product to work on, like I did with Lodger, means you have something tangible to apply the techniques you are learning. I found this prevented me from flitting aimlessly between tutorials and books, which is an easy area to accidentally remain in. Team up If possible, team up with a designer and create something together. Designers are great at presenting features in a way you’d never have considered. You will learn a lot from making their designs come to life. Your homework for the holiday Despite having a web app under my belt, I am not a programmer. I tinker with code, piecing enough bits of it together to make something functional. And that’s OK! I’m not excusing sloppiness, but if we aimed for perfection every time, we’d never execute any of our ideas. As the holidays approach and you’ve exhausted yet another viewing of The Muppet Christmas Carol (or is that just my guilty pleasure at Christmas?), you may have time on your hands. Time to explore an idea you’ve been sitting on, but — plagued with procrastination and doubt — have yet to bring to life. This holiday, I am here to say to you what Pete said to me. You should build this. You don’t need to be the next Mark Zuckerberg or Larry Page. You just have to learn enough to get it done. PS: I lied about the eggnogg, but try capturing somebody’s attention when you tell them you sell property insurance!",2013,Ashley Baxter,ashleybaxter,2013-12-06T00:00:00+00:00,https://24ways.org/2013/levelling-up/,business 14,The Command Position Principle,"Living where I do, in a small village in rural North Wales, getting anywhere means driving along narrow country roads. Most of these are just about passable when two cars meet. If you’re driving too close to the centre of the road, when two drivers meet you stop, glare at each other and no one goes anywhere. Drive too close to your nearside and in summer you’ll probably scratch your paintwork on the hedgerows, or in winter you’ll sink your wheels into mud. Driving these lanes requires a balance between caring for your own vehicle and consideration for someone else’s, but all too often, I’ve seen drivers pushed towards the hedgerows and mud when someone who’s inconsiderate drives too wide because they don’t want to risk scratching their own paintwork or getting their wheels dirty. If you learn to ride a motorcycle, you’ll be taught about the command position: Approximate central position, or any position from which the rider can exert control over invitation space either side. The command position helps motorcyclists stay safe, because when they ride in the centre of their lane it prevents other people, usually car drivers, from driving alongside, either forcing them into the curb or potentially dangerously close to oncoming traffic. Taking the command position isn’t about motorcyclists being aggressive, it’s about them being confident. It’s them knowing their rightful place on the road and communicating that through how they ride. I’ve recently been trying to take that command position when driving my car on our lanes. When I see someone coming in the opposite direction, instead of instinctively moving closer to my nearside — and in so doing subconsciously invite them into my space on the road — I hold both my nerve and a central position in my lane. Since I done this I’ve noticed that other drivers more often than not stay in their lane or pull closer to their nearside so we occupy equal space on the road. Although we both still need to watch our wing mirrors, neither of us gets our paint scratched or our wheels muddy. We can apply this principle to business too, in particular to negotiations and the way we sell. Here’s how we might do that. Commanding negotiations When a customer’s been sold to well — more on that in just a moment — and they’ve made the decision to buy, the thing that usually stands in the way of us doing business is a negotiation over price. Some people treat negotiations as the equivalent of driving wide. They act offensively, because their aim is to force the other person into getting less, usually in return for giving more. In encounters like this, it’s easy for us to act defensively. We might lack confidence in the price we ask for, or the value of the product or service we offer. We might compromise too early because of that. When that happens, there’s a pretty good chance that we’ll drive away with less than we deserve unless we use the command position principle to help us. Before we start any negotiation it’s important to know that both sides ultimately want to reach an agreement. This isn’t always obvious. If one side isn’t already committed, at least in principle, then it’s not a negotiation at that point, it’s something else. For example, a prospective customer may be looking to learn our lowest price so that they can compare it to our competitors. When that’s the case, we’ve probably failed to qualify that prospect properly as, after all, who wants to be chosen simply because they’re the cheapest? In this situation, negotiating is a waste of time since we don’t yet know that it will result in us making a deal. We should enter into a negotiation only when we know where we stand. So ask confidently: “Are you looking to [make a decision]?” When that’s been confirmed, it’s down to everyone to compromise until a deal’s been reached. That’s because good negotiations aren’t about one side beating the other, they’re about achieving a good deal for both. Using the command position principle helps us to maintain control over our negotiating space and affords us the opportunity to give ground only if we need to and only when we’re ready. It can also ensure that the person we’re negotiating with gives up some of their space. Commanding sales It’s not always necessary to negotiate when we’re doing a business deal, but we should always be prepared to sell. One of the most important parts of our sales process should be controlling when and how we tell someone our price. Unless it’s impossible to avoid, don’t work out a price for someone on the spot. When we do that we lose control over the time and place for presenting our price alongside the value factors that will contribute to the prospective customer accepting that price. For the same reason, never give a ballpark or, worse, a guesstimate figure. If the question of price comes up before we’re fully prepared, we should say politely that we need more time to work out a meaningful cost. When we are ready, we shouldn’t email a price for our prospective customer to read unaccompanied. Instead, create an opportunity to talk a prospect through our figures, demonstrate how we arrived at them and, most importantly, explain the value of what we’re selling to their business. Agree a time and place to do this and, if possible, do it all face-to-face. We shouldn’t hesitate when we give someone a price. When we sound even the slightest bit unsure or apologetic, we give the impression that we’ll be flexible in our position before negotiations have even begun. Think about the command position principle, know the price and present it confidently. That way we send a clear signal that we know our business and how we deal with people. The command position principle isn’t about being cocky, it’s about showing other people respect, asking for it in return and showing it to ourselves. Earlier, I mentioned selling well, because we sometimes hear people say that they dislike being sold to. In my experience, it’s not that people dislike the sales process, it’s that we dislike it done badly. Taking part in a good sales process, either by selling or being sold to, can be a pleasurable experience. Try to be confident — after all, we understand how our skills will benefit a customer better than anyone else. Our confidence will inspire confidence in others. Self-confidence isn’t the same as arrogance, just as the command position isn’t the same as riding without consideration for others. The command position principle preserves others’ space as well as our own. By the same token, we should be considerate of others’ time and not waste it and our own by attempting to force them into buying something that’s inappropriate. To prevent this from happening, evaluate them well to ensure that they’re the right customer for us. If they’re not, let them go on their way. They’ll thank us for it and may well become customers the next time we meet. The business of closing a deal can be made an enjoyable experience for everyone if we take control by guiding someone through the sales process by asking the right questions to uncover their concerns, then allaying them by being knowledgeable and confident. This is riding in the command position. Just like demonstrating we know our rightful position on the road, knowing our rightful place in a business relationship and communicating that through how we deal with people will help everyone achieve an equitable balance. When that happens in business, as well as on the road, no one gets their paintwork scratched or their wheels muddy.",2013,Andy Clarke,andyclarke,2013-12-23T00:00:00+00:00,https://24ways.org/2013/the-command-position-principle/,business