Monday, March 15, 2010

Earning Client Buy-In on Ethnography

This isn’t the first time that I’ve discussed the difficulty of selling ethnography within the private sector. For business standards, ethnography has a lot working against it – it’s time intensive, it’s cost intensive, it doesn’t yield hard numbers that executives lean on, and it receives a lot of scrutiny for small sample sizes.

Some clients will never get over these so-called “drawbacks”, but if there’s even a twinge of interest, there’s a way to increase your success rate while maintaining the integrity of ethnography: Involve your client in the research-planning phase.

This starts with an initial meeting with the client to determine exactly what they want to learn. If what they are wanting lends to ethnographic research, then write down quotes from the conversation that illustrate the need.

The next step is to plan a working session with your client, where you will map out the research plan together. I’m not going to get into the logistics of how this is done (ask me independently if you are interested) – but ultimately what you are seeking to do is make the client feel like they own the ethnography. They help plan it, they come to understand the value of it, and they are much more likely to take it back to their leadership and push harder for approval than they would with a proposal they weren’t involved in developing.

Wednesday, March 3, 2010

Is Undercover Boss Guerilla Ethnography?

There’s a new show on CBS called Undercover Boss where C-suite executives from companies like 7-Eleven, Waste Management, and White Castle go undercover within their own companies. Over the course of a week they try a series of jobs on the front line of their organizations and learn invaluable lessons about their companies.

While their methods and practices certainly don’t comply with the ethical guidelines of the AAA (American Anthropology Association), what they are revealing is that ethnography can be a valuable tool for turning the lens on our own organizations.

It is participant-observation that gives them an honest and uncensored view of their company from the perspectives of the work force. In each episode, the executives learn things they never would have thought to consider, how their policies are impacting the front line, and the realities of their employees’ professional and personal lives.

What we can all take away from this is that the view from the corner office is extremely myopic. Executives don’t have to go undercover to see what’s happening within their companies. Instead, they should be spending time on a consistent basis understanding the day-to-day happenings at all levels. Over time, they will find that their perspectives widen and when they make decisions in the boardroom, they will increasingly positively impact efficiency, effectiveness, and moral.