The "Spanish Theory" says that management's job is to extract the maximum resources (= developer effort)  from the smallest amount of money (= developer salary). In practice what this often means for the developer is unpaid overtime (also known as "crunch time"), something very familiar to game developers, and also common in traditional software development, as the project nears its deadline. But those unpaid hours are actually costing you, the developer, because you can't get them back. You've sacrificed time in your personal life with your family and instead have chosen to work on the company's project - something of large value has been sacrificed for something of lesser value. If this imbalance continues past a reasonable level and unpaid overtime becomes the norm, then many developers will become dissatisfied and leave the company, increasing the company's staff turnover (churn) rate.

You can call me "dense," you can call me "iconoclastic," but I see nothing constructive about an annual pay and performance review. It's a mainstream practice that has baffled me for years.

To my way of thinking, a one-side-accountable, boss-administered review is little more than a dysfunctional pretense. It's a negative to corporate performance, an obstacle to straight-talk relationships, and a prime cause of low morale at work. Even the mere knowledge that such an event will take place damages daily communications and teamwork.

“Now before you decide whether or not you’re going to take the job, let me tell you a few more things. Because when you take the job, I don’t do it anymore. It’s your job. It’s called a stewardship. Stewardship means ‘a job with a trust.’ I trust you to do the job, to get it done. Now who’s going to be your boss?”

“You, Dad?”

“No, not me. You’re the boss. You boss yourself. How do you like Mom and Dad nagging you all the time?”

“I don’t.”

“We don’t like doing it either. It sometimes causes a bad feeling doesn’t it? So you boss yourself…Now, guess who your helper is.”

“Who?”

“I am,” I said. “You boss me.”

“I do?”

“That’s right. But my time to help is limited. Sometimes I’m away. But when I’m here, you tell me how I can help. I’ll do anything you want me to do.”

Since your meeting has a clearly defined mission statement, everyone attending the meeting knows in advance what they need to talk about and share, and has it ready to go before they walk into the room. Right? That's how we can keep the meeting down to an hour. If you haven't done your homework, you shouldn't be in the meeting. If nobody has done their homework, the meeting should be cancelled.

Let's take a hike on the coast from San Francisco to Los Angeles to visit our friends in Newport Beach. I'll whip out my map and draw our route down the coast:


The line is about 400 miles long, we can walk 4 miles per hour for 10 hours per day, so we'll be there in 10 days. We call our friends and book dinner for next Sunday night, when we roll in triumphantly at 6pm. They can't wait!

We get up early the next day giddy with the excitement of fresh adventure. We strap on our backpacks, whip out our map, and plan day one. We take a look at the map. Uh oh:

Most companies have it all wrong. They don't have to motivate their employees. They have to stop demotivating them.

The great majority of employees are quite enthusiastic when they start a new job. But in about 85 percent of companies, our research finds, employees' morale sharply declines after their first six months—and continues to deteriorate for years afterward. That finding is based on surveys of about 1.2 million employees at 52 primarily Fortune 1000 companies from 2001 through 2004, conducted by Sirota Survey Intelligence (Purchase, New York).

The fault lies squarely at the feet of management—both the policies and procedures companies employ in managing their workforces and in the relationships that individual managers establish with their direct reports.

Our research shows how individual managers' behaviors and styles are contributing to the problem (see sidebar "How Management Demotivates")—and what they can do to turn this around.

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