Certain to WinBoyd’s OODA Loop as a business weapon: Certain to Win Boyd’s OODA Loop as a business weapon Or, any position other than first is a tie for last. Chet Richards J. Addams & Partners, Inc. March 2006


Starting Point: Wars don’t always turn out as expected: Starting Point: Wars don’t always turn out as expected


Business doesn’t either: Business doesn’t either


But it’s not inevitable: But it’s not inevitable


In other words, there are many times when the side we’d pick to win, based on:: In other words, there are many times when the side we’d pick to win, based on: size/financial resources technology market share loses.


Why?: Why?


The military’s answer is something called “maneuver warfare”: Gen Tommy Franks, Commander, USCENTCOM in Peter Boyer, “The New War Machine,” The New Yorker, June 30, 2003 The military’s answer is something called “maneuver warfare”


Slide8: The primary advantage we want to achieve in all forms of maneuver is time.


Using time as a weapon:The “H-Y War”1981 - 1983: Using time as a weapon: The “H-Y War” 1981 - 1983 Honda Motorcycles introduced or replaced 113 models, effectively turning over its entire product line twice. Yamaha, which also started with about 60 models, was only able to manage 37 changes in product line over the same 18 months. So, for one thing, Honda was able to incorporate (and test in the marketplace) a much wider variety of styling & technology.


H-Y War: The Results: H-Y War: The Results But more fundamental: Honda succeeded in making motorcycle design a matter of fashion, where newness and freshness are important attributes to customers. Next to a Honda, Yamaha’s bikes looked old, unimaginative, unattractive. Yamaha was left with 12 months of unsold (and unsellable) inventory. Stalk & Hout, Competing Against Time, 59 Comment: a classic example of “shaping the marketplace.”


Slide11: A time-compressed company does the same thing as a pilot in an OODA loop … It’s the competitor who acts on information faster who is in the best position to win. George Stalk, Jr. & Tom Hout, Competing Against Time, 180-181.


Slide12: Business is a dogfight. Your job as a leader: Outmaneuver the competition, respond decisively to fast-changing conditions, and defeat your rivals. That's why the OODA loop, the brainchild of "40 Second" Boyd, an unconventional fighter pilot, is one of today's most important ideas in battle or in business. Keith Hammonds, “The Strategy of the Fighter Pilot,” Fast Company, June 2002.


This is the OODA loop: This is the OODA loop Observe Act Orient Decide


This is not the OODA loop: This is not the OODA loop Observe Act Orient Decide


An OODA “loop” with power: An OODA “loop” with power


Observations on orientationfor business: Feed Forward Observations Orientation Observation is the only feed into Orientation Cultural Traditions Genetic Heritage New Information Previous Experiences Analyses/ Synthesis Feed Forward Decision Implicit Guidance & Control Implicit Guidance & Control Observations on orientation for business Action


Orientation locked tight: Orientation locked tight The company (A&P), under pressure from Kroger, experimented with a new concept, “The Golden Key.” “It sold no A&P branded products, it gave the store manager more freedom, it experimented with innovative new departments … Customers really liked it. “What did A&P executives do with ‘The Golden Key’? They didn’t like the answers it gave, so they closed it.” Jim Collins, Good to Great, 68.


Battle of Orientations: 1: Battle of Orientations: 1 James E. Press, president of Toyota Motor Sales, said any top American company must first have a lineup that meets its customers' needs. It also must produce vehicles in the United States that lead their category in quality, resale value, comfort and design, he said. A leading American player has to have a strong brand image, a dealer network that offers good service and most important, put buyers first, Mr. Press said. Asked if Toyota meets those criteria, he said, "Not yet. We can improve on everything."


Battle of Orientations: 2: Battle of Orientations: 2 Mark Fields, president of Ford's operations for the Americas, said: "Americans want to buy American cars.” Micheline Maynard, Toyota Shows Big Three How It's Done, New York Times, January 13, 2006


Improving orientation: Improving orientation Set aside specific times (e.g., at each staff meeting) to review feedback on possible mismatches (“Reflection must be institutionalized as a business process.” Michael Hammer, co-author of Reengineering the Corporation, and Steven A. Stanton, Fortune OnLine, Nov 24, 1997) Abolish the Executive Dining Room. Abolish “Management Clubs.” These are tubs for drinking your own bathwater


Improving orientation (II): Improving orientation (II) Post on internal web site (& invite discussion): Assessment of the current situation: customers, competitors, economy, government, our situation, etc. Post-mortems (proposals, projects, etc.) Specific competitor observations (esp. things they do better) Also include a competitive intelligence, “what competitors do better,” section in staff meetings.


What about “action”?: What about “action”? The idea is that the vast majority of the time, actions should flow smoothly from orientation via the “implicit guidance and control” link. Thus, excellence in technique is vitally important – study, train, rehearse, practice, critique constantly, from the factory floor to the executive suite. “I don’t make decisions,” the fireground commander announced to his startled listeners. “I don’t remember when I’ve ever made a decision.” – Gary Klein, Sources of Power


Slide23: Observation Observations Feedback From Action Feedback From Decision Implicit Guidance & Control (Orientation) (Orientation) Feed Forward Unfolding Environment: Customers Competitors Economy Government Employees Financials Other Indicators Etc. What you’re looking for are “mismatches” between a) what your orientation is telling you the world ought to be and b) what the world really is.


Slide24: In one of the first games he attended, [New Sacramento Kings Owner] Gavin [Maloof] missed an entire quarter waiting in a beer line. Knowing his father would have gone nuclear, Gavin arranged to have 20 minibars installed throughout the arena. Nobody waits for a beer now. Hugo Lindgren, The Flying Maloof Brothers, New York Times, February 15, 2004


Decision: Decision Feed Forward Feed Forward Decision (Hypothesis) (Orientation) (Action) Feed Back (Observation) Note: Decision is fed only from Orientation


What OODA “loop” speed really means: What OODA “loop” speed really means


Slide27: Key Points: When you’re doing OODA “loops” right, accuracy and speed improve together; they don’t trade off. A primary function of management is to build an organization that gets better and better at these things.


Slide28: According to Boyd, a fighter pilot didn’t win by faster reflexes; he won because his reflexes were connected to a brain that thought faster than the opponent. Bing West and MajGen Ray Smith, USMC, Ret. The March Up, p. 11


Question: How can your corporate “brain” think faster? Answer: Ultimately, a culture or climate that encourages people to use their initiatives to further the goals of the organization. Under such a culture, people will solve the technical & operational problems. Question


The Principles of the Blitzkrieg: The Principles of the Blitzkrieg Fingerspitzengefühl - Zen-like quality of intuitive understanding. Ability to sense when the time is ripe for action. Built through years of progressively more challenging experience. Einheit - Has the connotation of "mutual trust" and implies a common outlook towards business problems. Built through common experience. Fingerspitzengefühl at the organizational level.


Blitzkrieg, continued: Schwerpunkt - Any concept that gives focus and direction to our efforts. In ambiguous situations, answers the question, "What do I do next?” Requires leadership. Auftragstaktik – Convey to team members what needs to be accomplished, get their agreement to accomplish it, then hold them strictly accountable for doing it - but don't prescribe how. Requires very high levels of mutual trust. Blitzkrieg, continued


Fingerspitzengefühl: excellence at the level of tactics: Fingerspitzengefühl: excellence at the level of tactics Every day the sales team met at 7am for two hours of training that involved role playing, sales strategies, and videotaping of mock sales calls. Don Sumner, 38, an account executive, says Winkler has handed him a three-page performance analysis more than once, after overhearing one of Sumner's phone pitches. "Dealing with someone who can be such an S.O.B. has made me more thick-skinned," says Sumner. Since his arrival the number of clients at SecureWorks has grown from 100 to 800 … New orders at the now profitable company are growing at 200% to 300% a year ~ Fortune Small Business, “The Best Bosses,” October 2004.


Fingerspitzengefühl as strategy: Fingerspitzengefühl as strategy There is a surface version of genchi genbutsu (go and see for yourself) and a much deeper version that takes many years for employees to master. What the Toyota Way requires is that employees and managers must deeply understand the process of flow, standardized work, etc. Jeffrey K. Liker, The Toyota Way, p. 224 emphasis added


Slide34: “The Operating System is GE's learning culture in action. “It is a year-round series of intense learning sessions where Business CEOs, role models and initiative champions from GE as well as outside companies, meet and share intellectual capital.” http://www.ge.com/en/company/companyinfo/at_a_glance/operating_system.htm - 2/25/2003


Einheit hits the beach: It is not more command and control that we are after. Instead, we seek to decrease the amount of command and control that we need. We do this by replacing coercive command and control methods with spontaneous, self-disciplined cooperation based on low-level initiative, a commonly understood commander’s intent, mutual trust, and implicit understanding and communications. MCDP 6, Command and Control, p. 6 Einheit hits the beach


Flowdown: Schwerpunkt for manufacturing: Flowdown: Schwerpunkt for manufacturing The Toyota Production System, quite simply, is about shortening the time it takes to convert customer orders into vehicle deliveries. This tells everybody in Toyota manufacturing: “When in doubt, take the action that has the biggest impact on order-to-delivery time”.


Augtragstaktik—missions and contracts instead of tasks: Augtragstaktik—missions and contracts instead of tasks The concept of mission can be thought of as a contract, hence an agreement, between superior and subordinate. The subordinate agrees to make his or her actions serve superior's intent in terms of what is to be accomplished. The superior agrees to give the subordinate wide freedom to exercise his or her imagination and initiative in terms of how intent is to be realized. J. R. Boyd, Patterns of Conflict, 76


Augtragstaktik—what “commitment” means: Augtragstaktik—what “commitment” means As part of this concept, the subordinate is given the right to challenge or question the feasibility of the mission if: he feels his superior's ideas on what can be achieved are not in accord with the existing situation or he feels his superior has not given him adequate resources to carry it out. Likewise, the superior has every right to expect his subordinate to carry out the mission contract when agreement is reached on what can be achieved consistent with the existing situation and resources provided.


Auftragstaktik—focused initiative: Abbott recruited entrepreneurial leaders and gave them the freedom to determine the best path to achieving their objectives. On the other hand, individuals had to commit fully to the Abbott system and were held rigorously accountable for their objectives. They had freedom, but freedom within a framework. Jim Collins, Good to Great, 123. Auftragstaktik—focused initiative


It’s really pretty simple: It’s really pretty simple


The Payoff: Operating inside their OODA “loops”: The Payoff: Operating inside their OODA “loops” In War: Keep the initiative: Set up and exploit situations before they can respond (again and again) Catch the other side flat footed: Make them seem slow, unresponsive, clumsy; pump up Murphy’s Law (entropy) “Command” both sides In Business: Shape the marketplace. Turn customers into fanatics. It turns out that the real iPod killer is Apple itself. Last week, the company eliminated its top-selling model, the iPod mini, and topped itself with the iPod nano, an even smaller device that becomes the new target dangled in front of the competition – Seattle Times, 9/17/05


Brief History of the iPod: Brief History of the iPod 2002 2003 2004 2005 iPod 1 Gen 2 Gen 3 Gen 4 Gen 5 Gen Mini Nano Shuffle 2 Gen 1 Gen


Brief History of the iPod: Brief History of the iPod 40 30 20 10 50 Cum Sales – Millions of Units


OODA Loops in Action: OODA Loops in Action Military analysts say we are becoming skilled disciples of John Boyd. That is, we execute the Boyd Loop—observation, orientation, decision, action (OODA)—far better and far quicker than our enemies. Dick Couch The Finishing School, p. 258 (on US Navy SEALs)


Slide45: You don’t wait for the future. You create it. Hwang Chang Gyu, President, Samsung Semiconductor