Andre Durand

Discovering life, one mistake at a time.

Archive for the ‘Life’

Leadership Philosophy

November 16, 2010 By: Andre Category: About Me, Entrepreneurism, Life, Ping Identity, You Can Quote Me

I have been an entrepreneur for over 15 years. Like many, I have made many mistakes along the way. Fortunately, I’ve have had the great benefit of having mentors with incredibly varied experience to help provide perspective and learning through these years. From these trials, tribulations and lessons, I have developed and honed a set of guiding business principles, which now define who I am as a businessman. I am sharing these principles in this paper with the hope that it will help both those deciding to take the venturous business route and those I work with today whom would like to better understand my business philosophy.

Principle #1: Pursue Good and Fair Profits

A fair profit comes from the melding of resources, over time, in such a way that the resulting widget is worth more than the value of the sum of the parts. This is the point in which true “value creation” happens. It means you don’t charge customers just because you can at a particular moment or circumstance – say an emergency. This is price gouging. Beyond being illegal in most circumstances, it is also a sign of an opportunistic company thinking of immediate term only. Good and fair profits leave both transacting parties in a place of satisfaction. The pursuit of fair profits speaks to the overarching integrity of an organization across multiple dimensions. Understand that your value will change over time depending on competitive factors and you’re ability to keep pace. “Good”, long-term profits means you have to keep up with growing customer demands. If you have leverage over a customer and you use it unfairly, customers will take note and pay you back at their earliest opportunity (e.g. think Blockbusters late return fee policy in the age of Netflix and video on demand.) If you care to build a sustainable business, balance profit taking of today with profit earning of tomorrow. Here are some things to keep top of mind.

● Pursue the win/win with customers in every situation.
● Strive to beat your competitors, not your customers
● If you decide one day you must stratify your products, “reach up” with augmented features and functions, versus creating a “reduced” version by removing features from the product you have. This is not value creation, this is value destruction.

Principle #2: Lead with Vision, Values, Culture & Passion

People are the biggest input to most businesses. Hire for passion, attitude, values, IQ and train for aptitude. Treat people with respect, create a positive working framework and then get out of the way and let them do their job. And remember that there is no substitute for passion, values, culture and vision. These are not just words through about, but descriptors to a manner of operating. Good passion, values, culture and vision cannot be faked. They are earned and owned. It’s how you lead, it’s what you say, and it’s how you live. Get this right and everything will fall into place. Get this wrong and you will always be sub-optimized. Ignore them entirely and you will fail eventually if not immediately.

Principle #3: Put People First; Put “We Before “I”

So many companies treat people like machinery with a defined output. This is short sighted and wrong. If you care to manage to the minimum bar, treat people like revenue producing units (“RPU’s”). If you wish to do something spectacular, put them first and let them put your business and customers first. If they don’t know that you have their back, they will spend their time and energy mitigating their perceived personal risk, and this deprives your customers and your business of energy and focus. When the needs of teams and the needs of individuals come to odds, focus on the team. Great accomplishments require a group effort.

Principle #4: An Unchecked Ego Makes Poor Decisions

There’s a saying that an “Ego is a terrible thing to waste.” A healthy ego is a requirement for entrepreneurs and their early teams as cowering to rejection and self-doubt are the suicidal tendencies of a young company. Often times unfortunately, it’s the ego that tends towards narcissism and emergence of the destructive ego – an ego that is unhealthy and wasted. An ego that empowers with perseverance, not arrogance can only come through process of “self-actualization.”

When it comes to behavior motivated by ego, the ends do not justify the means. Perhaps if you’re one-dimensional and only care about short-term profits, you can manipulate people, customers or future debt to obtain unfounded near-term profits. But if you look at winning holistically and consistently, and take into account winning across every dimension, you cannot make good decisions based upon ego.

Watch for the ego-driven individuals feeding their own need to stoke the savior complex by lighting the very fires they must organizationally extinguish. It makes them a hero and it feeds their ego. You won’t see them actively lighting a fire, most do it unconsciously by not pro-actively managing the business. They key to successful management is to head off a fire while it’s yet a trace of smoke. Ignore it and you have a fire, and an opportunity for an ego to become the hero.

The other place where ego’s get into trouble is in expectation management. An ego driven individual is motivated to receive praise in the moment. This leads them to create unrealistic goals and expectations to receive praise in the moment. This behavior inevitably leads to situations where a company under-performs to expectation. Everyone loses when this happens.

Principle #5: No Short-Term Decisions

Many companies and management teams are plagued with short-term thinking and a focus on short-term gains. Many incentive plans only exacerbate the issue, focusing on quarterly or annual performance without due consideration for future ramifications. In stark contrast to the shorter-term American business philosophies are those of

The consequence of short-term decision making is that, over time, it will limit your future options, largely because they tend to compress tomorrow’s profits into today’s time frame, while pushing today’s costs into the future. The result of this over time is that you will eventually have to pay, and when this happens, you will lose people and market momentum. Perhaps this is sad commentary on the state of much of today’s leadership, but many appear driven more by short-term personal gain than by building world-class businesses and long-term market value creation.

Principle #6: Beware of the “Hail Mary Passes”

We all love the idea of the 11th hour win or the so-called “Hail Mary Pass.” It creates the dramatic Hollywood ending. If it happens, be thankful, enjoy the drama for one minute, and then figure out what when so terribly wrong with the business that the ending of a financial period was met with the unexpected. When you rely upon a silver bullet or a Hail Mary, you place your future in the hands of luck. This is a poor strategy that will likely end badly – statistically. Remember the following when you plan to win by Hail Mary:

● If it’s worth doing, it’s worth doing right. See “Think, Plan, Aim, Act”
● If you believe that balance is the key to sustainability, and strive for the win/win, you abhor living a roller coaster ride of ups and downs (optimism followed by reality)
● You will understand and appreciate the beauty in having near term focus on long-term gain.

Principle #7: No Future Debt

Don’t push the true cost of today’s actions into the future or worse yet, onto others. The first is a bad strategy, which will harm you later, and the second is simply wrong.

Principle #8: Maintain Balance

Finding and maintaining balance is hard. Our society teaches us to be myopic and short sighted. Yet achieving balance creates a foundation for sustainability. It’s powerful when given time to work, but it is an investment in your future. If you don’t plan to last, perhaps you don’t need balance. You can sprint and subsequently crash. Planning for short-term outcomes can be profitable, but it’s risky, because it limits your future options and creates a future debt that eventually you will have to pay. Some don’t worry about the future debt they create because they don’t intend to pay for it themselves. Instead, their strategy is to make it someone else’s problem. This strategy lacks integrity.

In nearly every decision, a view towards balance should be considered.

● How does this short-term decision impact us long-term?
● How does our focus on tactical execution not set us up for the future (strategic)?
● What takes precedence when work and family life are fighting for my time, attention and energy?
● If I sprint now, how long will it take to recover such that I can sprint again? Is now the right time to sprint or is now a time to conserve energy and resources?

Principle # 9: Innovate!

Innovation is how we grow the pie or create matter from energy (something tangible from an idea). It’s the foundation of abundant thinking and a win/win philosophy. Innovation comes from within. Don’t expect your customers to lead you to innovation- they may not know what they need or want until you show it to them. You need to think out of the box to innovate – and this is the core of entrepreneurialism. Focusing on the problem at hand won’t get you there. You need to think non-linearly about problems. Often times, scarcity is the sandbox of innovation — which is in of itself ironic. It’s ironic because scarcity is the spring well of abundance.

Principle #10: Run Lean. Always

Just because you can throw money at a problem doesn’t mean you should. In fact, it likely is the worst thing you could do, and it’s lazy. It deprives you of the creative solution (e.g. an innovation opportunity) and it saps the company of precious resources that could be used more effectively elsewhere. Running lean doesn’t mean run your resources to zero. It also doesn’t mean run your existing resources at 90%+. Save for a rainy day and unexpected events that are beyond your control. Running lean day-to-day saves resources for when they’re really needed.

Principle #11: Be Pro-Active

I measure myself on the number of fires I need to put out. If I’m putting out fires, I’m failing. A form of future debt is denial and neglect. Neglect an issue long enough and it becomes a fire. Neglect it even longer and it becomes a firestorm. Think of fires as a symptom, not a cause. The cause was that someone was playing with matches in the forest on a hot dry day. I have a saying, “Run the business or the business will run you.” I prefer to focus on causes before they become fires. It’s a matter of being proactive rather than reactive. I’m not lazy, but being preemptive is actually a lot easier and less time consuming than dealing with symptoms. When things become a fire, they spread to other departments and take an emotional toll on the company. This saps productivity, energy and enthusiasm. Of course, being preemptive won’t feed your ego, but if you spend all your time fixing things, you’re simply doing it wrong.

Principle #12: Bad News First

Good news is energizing, but it shouldn’t come at the expense of the truth.

Principle #13: Stay off the Roller Coaster

Compressing future profits into today’s consumption creates bubbles. Invariably bubbles burst and this in turn leads to emotional highs and lows. Like being on a roller coaster, but only fun for the first few seconds. I love roller coasters, but I hate being on one with my business. I’ll take slower, steadier growth any time. It’s easier to manage, it’s easier to create expectations around and it won’t give me whiplash.

Strive for Better
In business as in life, I truly believe there is no *final* destination. It’s a series of challenges and summits followed by a series of challenges and summits. It ends when you want it to end, or when your poor decision-making forces it to end. “Best” is at best — temporary. There is always better. Life is a journey in which, as long as you’re alive, you can strive to do better.

Principle #14: Simpler is Better

The world can be complicated enough. Don’t make things more complicated. It’s a true gift to distill complex problems into their simple essences to better understand them. Until you truly understand the essence of the problem to be solved, it will be hard to fix the issue.

Principle #15: No Failure, only Learning

When you fail, you haven’t “failed” unless you haven’t learned. Pick yourself up and try again. Anything and everything can be achieved with will, passion and hard work.

Principle #16: Actively Manage Expectations

Whether you’ve won or lost is largely a matter of your expectations. Setting the right expectations, achieving them and then exceeding them early can create an uplifting vortex of momentum that carries you and an organization into over-achievement. Creating the wrong expectations can demoralize you and a team from the start. If you allow your ego to penetrate your decision-making, you’ll set poor expectations. It’s smart to leave some margin in your back pocket. You live the glory of your annual forecasts but once a year with a board. You live the results of your forecasts the following 12 months. Under promising and over-delivering is a lot more fun. Trust me.

Principle #17: Causality is Real (Cause & Effect)

You are not a victim. You are in control of more than you likely assign to yourself. If you take the time to retrace your actions, you’ve had some part, likely significant, in every circumstance that surrounds you today. Taking ownership of that fact is a powerful tool. It means you’re in control and can effect change. Don’t sell yourself short by blaming others for your circumstances. Own your situation. Be accountable.

Principle #18: Think, Plan, Aim, Act

Fools rush in and false starts are more expensive than you likely realize. If it’s worth pursuing, it’s worth the time to investigate, plan and do it right.

Principle #19: Lead. Don’t Manage

People don’t want to be managed. They want to be led. If you’re not familiar with the concepts behind servitude leadership, read up. If you look out for people, your people will look out for your business. People don’t work for you. You work for them. You’re job is to make them successful. Full stop.

Principle #20: Turn Art into Science

If you don’t understand it, you can’t repeat it. If you can’t repeat it, you can’t scale it. If you can’t scale what’s working, you’ll never be successful. There is an art and a science to everything. The art is beautiful. It’s like magic, you can’t explain it, but you love the outcome. When you’re lucky enough to have a person who has the art of making something work, consider yourself lucky, but don’t rely upon it. You’re job is to turn the magic into science, to demystify why something works and turn it into a simple, repeatable processes which can be achieved by mere mortals.

Principle #21: Intelligent Reaction

You may be smart but you won’t predict everything. Adapting to a changing environment quickly is a weapon not just of survival, but also of offense. To any surprise in life the human mind has to distinctly different modes that tend to fight each other. One is that of emotion and the other of the mind. It is the leader’s responsibility to tap the motivation of emotion while harnessing it with the composure of the intelligent reaction. After all, business is ultimately supremely rational.


November 08, 2010 By: Andre Category: Life

I’m reading a report by John Hagel III called the Shift Index wherein he attempts to capture the non-obvious sub-currents shaping and challenging American business.

In the report, John describes one of the underlying challenges he see’s facing US Business and our leadership is a growing lack of passion in our workforce.

Worker Passion remains low and in some industries has declined. Less than a quarter of the workforce is passionate about their current work. We discuss reasons why this should be troubling to executives, particularly in the face of growing economic pressure that far tran- scends our recent economic downturn when passionate workers hold the key to sustained performance improvement.

I have to wonder if this decline isn’t somehow linked to our loss or lack of purpose. If there’s one thing I agree with as it relates to Generation Y, it’s that they’ve been raised not to settle. Accordingly, they actively seek jobs that excite them and that they believe will do more than simply provide stability and put food on the table.

John Hagel is truly one of this centuries great business thinkers. I highly recommend reading the 2010 Shift Index.

Enough Consumption Already

November 07, 2010 By: Andre Category: Life, Musings

[begin rant] I wish we’d stop talking about stimulating the economy by spurring consumer spending. How exactly does consumption equate to GDP? It’s like prescribing an all-you-can eat buffet to cure obesity. We’ve consumed our share of the next 3 generations to come.

Investment in our future and innovation, not consumption in the present is the real cure. Yes, that takes investment, time, foresight and sometimes, God forbid, sacrifice in the present. I’m all for living in the moment, but not at the expense of the future. At the very least, I’d love to see some balance. How about we invest in our children and their education for starters? Our statistics here on the world-stage are definitely more than a little embarrassing.

With so much societal programming on immediate gratification, how can we move beyond quick pain relief as a policy of stewardship? Or is it that we now have no more options but to print money to buy our own debt to stave the inevitable.

Can I interest anyone in just one more wafer? Anyone? [/end rant]


Watching Grass Grow

October 29, 2010 By: Andre Category: Life


As a founder of several companies, I’ve become acutely aware of my ‘idea horizon,’ meaning, the time between when I have an idea and when it becomes a market reality. With Ping, the original vision to build the VISA of identity was likely 12-14 years early. Ouch. Several venture funded companies could sequentially starve waiting for this event horizon to unfold. Fortunately, we were scrappy, the space was large, and we discovered how to feed and grow ourselves into a business while continuing towards our larger original vision.

In October of 2001 I was sitting on a boat in the Caribbean blogging for the first time and I recall one of my first posts was a realization that once networked, the original utility of any device diminishes. Accordingly, it would stand to reason then that if a device had no utility ‘off the network’, one should be able to control it remotely from anywhere should it become lost or stolen. Someone steals my car, it doesn’t run unless connected to the network, I simply locate it and shut it off. OnStar does this today. Someone steels my iPhone, I simply locate it, display a message, wipe it or shut it off remotely.

Low and behold, today I saw this idea in action in iTunes. There’s now a feature to locate your iPad/iPhone/iTouch wherever it may be when it connects to the Internet, turn it off, wipe its data, make it sound off or lock it remotely.

My Idea Horizon = Eight Years

As an entrepreneur, an 8 year idea horizon simply sucks.

From Startup to Real Company

February 09, 2010 By: Andre Category: Entrepreneurism, Life, Musings, Ping Identity

As start-ups mature, many fail to transition in how they deal with decisions. When you’re strapped for cash, you don’t always have the luxury of thinking through the full-cost of your actions. You are essentially forced to compromise, opting for the short term gain, and pushing the full cost of your decision into the future in some manner. I emailed this to Bernie Daina (a friend and corporate psychologist) knowing he’d have something to say about it. I wasn’t wrong.

I’m sure many companies are started that way, it’s in the people’s heads originally and then becomes a fundamental component of the company’s culture as a result of repeated decisions reflecting this mentality. But not many companies last for long this way. In today’s market, investors’ pressure for exits is so profound that even companies that are aimed at short-term gain are exiting earlier than anticipated. Or merging for reasons that — when it comes to mission and business focus — are nonsensical.

Much of the formula for a startup’s long-term viability has to do with a clear yet adaptable vision, faith in that vision, and the readiness, discipline, and competence required to do the heavy lifting in order to fulfil the vision. Many hiring decisions must be made to get from one point to the next point. But if the predominance or decisions are made this way, whether hiring or purchasing decisions, logistics companies — for example — would buy used vehicles cheaply off some rent-a-heap lot on East Colfax Avenue. Your company would purchase its servers on Ebay.

Framing the problem in terms of social comparisons can also be a trap. Making social comparisons is useful in competitive dynamics. The runner sees a faster colleague win a race, and is inspired to beat him, or at least place second. He or she will seldom, if ever, compare his own performance to that of people at the bottom of the heap, unmotivated runners, and so on, unless the subject is also near or at the bottom. Comparing ourselves, or our endeavors, to those that rate our contempt just drags us down. Even if the comparison is made with “good” performers, whose methods, ethics, or standards we disrespect.

It is also useful to bear in mind that decades of research have established that making social comparisons can help performance in well-mastered, routine tasks. In complex and unfamiliar tasks, and especially ones we are learning, having a real or imaginary audience or base of comparison only hampers performance. True in humans, primates, and cats; true cockroaches running various types of mazes that also vary in how dark they are.

The bromides and cliches suggesting delayed gratification are so numerous, it’s not worth mentioning them. World religions are founded on this principle. Popular cliches also proliferate to the opposite, e.g., A bird in hand is better…” In today’s times, the way we are reacting as a nation, a Jihadist can blow up a pizza parlor in St. Louis and throw our economy, and that of nations we trade with, into an abysmal depression. This would not be the consequence if an insane citizen performed the same act. So who’s to say if short-term versus long-term is the wiser course? Best be prepared for both.

But if you are a man with vision, vision pertains to longer term thinking and actions. Short-term is more about risk aversion. A modicum of risk aversion is healthy, and even healthy to have on hand in stable, upbeat times. When caution drives the decision making and momentum singularly, you don’t have an entrepreneurial endeavor. You have a lemonade stand set up for the day a safe distance from the road on a quiet cul-de-sac; by some children who wish to garner a little cash for tonight’s charity event or visit to the toy store. Or to “show” their ingenuity and enterprise in order to please parents — who invested in plastic cups. A little too saccharine for your tastes, I imagine!


Bernard L. Daina, Ph.D.
Management and Organizational Psychology
730 Seventeenth Street, Suite 690
Denver, Colorado 80202
Tel 303-596-6640

Erase Your Debt

February 02, 2010 By: Andre Category: Life

It’s a slow day in a little East Texas town. The sun is beating down, and the streets are deserted. Times are tough, everybody is in debt, and everybody lives on credit…..

On this particular day a rich tourist from back east is driving through town. He stops at the motel and lays a $100 bill on the desk saying he wants to inspect the rooms upstairs in order to pick one to spend the night..

As soon as the man walks upstairs, the owner grabs the bill and runs next door to pay his debt to the butcher.

The butcher takes the $100 and runs down the street to retire his debt to the pig farmer.

The pig farmer takes the $100 and heads off to pay his bill at the supplier of feed and fuel.

The guy at the Farmer’s Co-op takes the $100 and runs to pay his debt to the local prostitute, who has also been facing hard times and has had to offer her “services” on credit.

The hooker rushes to the hotel and pays off her room bill with the hotel owner.

The hotel proprietor then places the $100 back on the counter so the rich traveler will not suspect anything.

At that moment the traveler comes down the stairs, picks up the $100 bill, states that the rooms are not satisfactory, pockets the money, and leaves town.

No one produced anything. No one earned anything.

However, the whole town is now out of debt and now looks to the future with a lot more optimism..

And that, ladies and gentlemen, is how the United States Government is conducting business today.


January 14, 2010 By: Andre Category: Life

Assuming I live to 80, 14199 is the number of days I have left on Earth. Doesn’t look like much when you look at it that way, and that’s ASSUMING I live to 80, which is a pretty big assumption. Thanks Chris for sharing this way of thinking.


December 11, 2009 By: Andre Category: Life

Another great quote from my EO forum yesterday while on the topic of mentors and finding people to help you build your business.

* 99% of everything has been done before by someone. You just need to find them and ask them to help you.
* The other 1% is innovation. No-one can help you with that. You either have it or you don’t.

Creating Wealth

December 11, 2009 By: Andre Category: Life

Scott Davis, one of my EO brothers had a great quote last night.

1. Concentrate your position to create wealth.
2. Diversify your position to protect wealth.

I don’t know that I’ve quite appreciated the beauty and simplicity of these statements.


December 10, 2009 By: Andre Category: Life


Dave Berkus was one of my first mentors, and was an investor and board member of my first company, Durand Communications (circa 1993-1998). Dave is a true entrepreneur, who’s been coaching and mentoring entrepreneurs for the bulk of his professional career. His practical advice and pattern recognition on what it takes to succeed in business is exceptional. Now he’s consolidating his knowledge and is offering it from a new blog, in addition to a recently published new book.

I read his blog regularly and if your a budding entrepreneur, I recommend you do the same.