Posts tagged events are meant to be commanded not feared
never interrupt the enemy
Jan 31st
“Never interrupt the enemy when he is making a mistake.” - Napoleon Bonaparte
This is a follow up to yesterday’s “when you start to suck, stop.”
Why?
Well. Because that one was focused on your suckedness and this is focused on someone else’s suckedness.
Simplistically. If your enemy is starting to suck … don’t interrupt.
Once again, similar to knowing when to stop being difficult, it is difficult to stop from … well … stopping someone, even an enemy, when they are sucking.
Most people see it as an opportunity to shine and cannot wait to show that they don’t suck.
So … this is about patience … oh … and, actually, lack of ego.
Let me go to the ego thing first.
We all like to look & sound smart (or skilled at something). “Opportunity to shine” is how I put it earlier. As soon as someone starts sucking we inherently see the opportunity to show we don’t suck. And we want to rush in as quickly as possible to make the ‘I don’t suck’ statement (or make the point that would confirm to everyone around us that we don’t).
It’s difficult but …. wait. Yep. Wait. Rest your ego for a second (or a minute or whatever).
Your ego will have its opportunity.
Why wait (i.e., “won’t I miss my opportunity”)?
Well. Oftentimes timing is key because if you don’t rush, and pick the time correctly you get an added plus (beyond the non-suckedness) … people will also judge your character.
Oh. And earn some respect.
Trust me. Everyone else in the room knows the other person is sucking. They also know you are not pointing it out (or making the other person look foolish).
Look. Invariably your actions and words are compared to ‘your enemy.’ And it becomes a reflection of who you are as a person from a character perspective. And people recognize that. And they store it away for the future (because everyone knows they will suck at some point and they would prefer to be working/being with someone who is not going to leap at the opportunity to point it out).
So. That is the ego part.
Next. Patience?
Often we are in a rush to “do something” where patience is called for. Setting character to the side … I would like to remind people that mistakes are often like quicksand (corollary to sucking). Not always but sometimes.
Regardless. Patience simply means let your enemy make as many and as much of a mistake as he/she is willing to make. Don’t interrupt the possible depth & breadth of the mistake.
Patience permits you to assess the best opportunity … do you just sit back and let your enemy drown in the quicksand (always a viable option) or at some point when the depth & breadth has been maximized (short of going under) you reach out and pull everyone out of the suckedness zone.
You win either way.
And you don’t have the win opportunity if you aren’t patient.
Napoleon was absolutely a master at permitting his enemy to suck for as long as it took to maximize his opportunity.
Never interrupt your enemy when he/she is making a mistake.
Much much harder to do then you think.
Much much easier to do the more practice you have.
knowing when to stop
Jan 30th
“when you start to suck, stop” – Kristen Hersh
So.
This is so explanatory it needs no explanation.
However.
What I would suggest to everyone is that, in general, people don’t stop when they start to suck.
And they don’t for one of two reasons:
- They are oblivious to their sucking.
- They recognize their suckedness and begin to do whatever it takes to rise above sucking (only to find out that sucking is like quicksand)
Let’s go to # 1 first. Oblivious to sucking.
Unfortunately life doesn’t have stop signs (or any signs for that matter) with regard to sucking. Nor is there a manual you can read. You can pretty much only hope for one of 2 things … either over time you start to recognize your own signs of suckedness or you happen to have a really good friend/co-worker who has a special sign they give you to tell you that you suck (or are starting to suck).
Knowing when you start to suck is difficult. Really difficult.
I think it is easier to recognize when you aren’t sucking. So what I typically tell people is that when you know you are going good … and on a roll … as quickly as you can find a “period” point. I mean a stopping point (usually characterized by the fact you need to stop talking to actually breathe) … and … well … you stop.
Now.
That may be as difficult as stopping when you suck (maybe harder because it is natural to want the goodness (non-suckedness) to go for as long as possible. But. Stop on a high note. Trust me. If someone really likes it they will ask for more. If they don’t … well … you did great. You didn’t suck.
The corollary factoid?
Well. If you enter into the suck zone and you stop … well … I can guarantee they won’t ask for more.
It all sounds confusing doesn’t it?
It is.
Especially now as we move to #2.
This is where you actually realize you suck … and then begin paddling as hard as you can to get out of the suck zone.
Oops.
Sucking is like quicksand. The harder you work to stop sucking the further you get sucked down into suckedness.
But, once again, it is natural to try and want to end on a high note so you work to get there. This is human nature to try and get yourself out of trouble once you recognize you are in trouble (insert suck for trouble at any point)
And you shouldn’t.
Stop.
A little suckedness will be recognized as just that … a little. And most people will overlook the little for whatever made up ‘the most.’ But. A lot of suckedness? It’s … well … a lot. And difficult to overlook or ignore.
Anyway.
Kristen is a musician … but she said something relevant to anyone at any time.
It’s her quote but I would change a couple of things to create some advice.
“When you think (even an inkling) you are starting to suck, stop.”
The corollary?
“When you think it is going good, stop.”
But.
I guess truly the best thought in the end is just where I started … “when you start to suck, stop.”
confessions of an ad man
Jan 29th
Well.
Maybe its because I get to talk with a lot of teen/20somethings or maybe its because all my friends are cynical bastards … but I seem to defend the advertising business a lot.
And maybe because of that I thought I should take a moment and share some truths.
Because the business (for the majority) is not made up of liars, hucksters, clowns, alcoholics and smarmy assholes.
And mostly we try and tell the truth to businesses and consumers. I say mostly because I admit that there are some moments inside an agency where one of the minority (from the above aforementioned majority) find a voice (most typically with regard to new business) and says things that send a shiver up my ethical spine.
Regardless.
Some truth (I imagine this is just an abbreviated list of truths of which we could add many many more if I were to think about it more).
Advertising is not always about just selling stuff.
Advertising isn’t just a catalyst for buying (or convincing someone to buy) … it is a catalyst for how people see things, think about things and, sometimes, actually do things. I heard Spike Lee once say .. “I feel a responsibility for everything I create <because millions will see it>.” Advertising may be the most powerful thing out there to affect people. We know we are in a business but we also know we impact people significantly more than the sales numbers ever reflect. We in the business never forget this (albeit it may look like we have on occasion). Ok. Let’s just say that the people in advertising who really ‘get it’ never forget this.
That said …
Yes. Creativity is about results & awards (or recognition).
We understand what we do makes an impact … and should be measured by some type of results. On the other hand … because it is creativity we like some creative validation that you didn’t just have to throw mud against the wall to make something stick. The truth is that advertising people thrive on both. And we have to because sometimes bad advertising can generate results. And people get fooled by just looking at sales results (and not examining the results in terms of what people actually think … because that impacts future behavior). Good advertising can generate better results (and better long term impressions). And awards help better delineate between the crappy advertising that shows results and good advertising that shows results.
We like results & recognition. And we like people talking about it … speaking of which …
Social media is actually not that social.
We care about social media. Probably more than most business owners actually do. Many businesses create an illusion of ‘social’ but in reality maintain a relatively non-social business model (as defined in traditional social terms). So. The truth? The term social media has taken on galactic size proportions standing for everything … and nothing. Here is the truth. Most social media vehicles are simply information disseminators. They aren’t social. They permit people and businesses to narcissistically spew forth ad nausea about themselves. What makes the web different is that there is an OPPORTUNITY to respond. If you take part in responding … well … it still isn’t social … it has simply become a dialogue (sort of). It only becomes social when there is some interaction like talking with someone at a party. Trust me on this one … in most cases it remains at stage one (the spewing part). For the most part the current social world is a monologue.
Oh. Just like TV.
Now. This doesn’t diminish the importance of social media and the future … it’s just that the good agencies keep perspective and actually recommend what is going to be the best for a clients’ business.
Ok. Back to TV.
Television is not dead.
One TV ad on American Idol can reach more teens then a PitBull tweet. And make a bigger impression (because you have those funny moving picture thingies).
Anyway. As long as tv executives keep their heads out of their asses often enough to actually produce programs people will watch … there will be TV ads. And as long as there is TV advertising there will be a maddening mix of insightfully educating entertaining executions and pedantic pedestrian drivel waste of :30 seconds.
Why is that? ….
We don’t know what works (for sure).
Sure. There are some basic principles that can insure your advertising will be in the “good” portion of the gene pool but, in the end, setting research aside … people are fickle and clients (in general) find it difficult to make the hard choices (because they prefer to ‘please’ rather than ‘prod’ the mind) needed so that the advertising actually has enough sharp edges on it to stand out. I will say this … give a good advertising agency (not a hack agency) one year to do whatever they believed was the best thing to do and I would bet over 80%+ of everything they did would be good (people like it) and effective (creates results).
Anyway. We are probably like songwriters. We write songs and we know some are better than others when we write them. We also kind of recognize when we write a hit – on the off chance when we write something like that – but you can never be sure until it is actually out there for all to hear & see.
And we do care what people think …
We do care about clients (most of them).
There is nothing better than knowing you have created something people like and generates results in partnership with a client you respect.
Nothing.
The only advertising people who have no/little respect for their clients or nothing good/nice to say about their clients (most typical comment is “they just aren’t that smart”) aren’t good advertising people. And you don’t want to work with them anyway.
And we do care about the people who buy the stuff too, but …
The consumer is not the king/queen.
Sorry to burst everyone’s bubble but if they were (kings & queens) they could demand anything they wanted and businesses would go out of business chasing their fleeting whims.
Here is the truth. A sale is a partnership between the seller & the buyer. At its best it is a marriagelike relationship. In either case … things are balanced … with one not significantly more important than the other. And why is this important? Well. With balance there is trust. And that is the basis for any long term brand or business proposition. Treat them like a king/queen? Yikes. At some point they will believe they are one and … well … treat the company like a serf (that is bad by the way).
Speaking of how people are treated …
Creative people always have a thread of insecurity (or fear).
If people want to wonder why creative people (or agency people in general) do wacky things … well … try this on for size. Remember what it felt like the first time you were in love and decided to say it out loud? You were scared shitless it wouldn’t be reciprocated. Or, worse, someone would just laugh. Well. That’s life in advertising on a daily basis. Creative ideas and ads and thoughts are emotionally, typically insightful, parts of our soul we elected to have the kahones to share with the public. In the end no client is the enemy, the consumer isn’t the enemy … fear is the enemy. Understand that and you understand the people in the business.
Ok.
I am sure I missed some other truths, but those are probably the biggies.
Good advertising people don’t lie. Either by omission or in actual ‘untruths.’ And they actually have the clients’ business interest in mind with almost everything they do … because when a client is successful, even if an agency may not get credit, they almost never get fired.
That’s the truth, the whole truth and nothing but the truth (at least for today).
tolkein part 1: living & adventures
Jan 16th
So.
IMAGINATION_by_archanN
I have been a JRR Tolkien and Lord of the Rings/Hobbit fan since grade school when one ambitious teacher read us The Hobbit during reading time (in whatever grade someone has reading time).
I was fascinated by the battles and the drama and the cast of characters. My imagination went wild with the possibilities and I would guess The Hobbit was one of the first “adult” books I picked up and read on my own when I was old enough.
Looking back … I guess I have always found joy in the metaphorical aspect of all the Tolkien books (and loved drawing the correlations).
But it was The Hobbitt that originally tweaked that understanding and began my love of words and framing of words.
It was this book that opened the door in my mind where I understood books were not just words but thoughts.
And I could probably blame Tolkien for my sense of imagination and some of the ways I view things.
Anyway.
What I really value is that he made me realize good authors/writers didn’t just write things down in some willy nilly fashion.
That authors wote with a thought. And that it was a mistake to take the words at face value but rather it was worth taking some time to understand the meaning behind the words … the messages and the lessons to be learned.
In the beginning, my impressionable youth, it probably took me a number of years to begin breaking down the metaphors into distinct conceptual quotes and truly understanding the genius of Tolkein.
ok.
Enough on all that.
As with any well written fantasy book the Lord of the Rings is strewn with a number of great quotes and soundbite thoughts.
Really thoughtful thoughts.
Not “elvin” thoughts or thoughts using some wacky made up language or simly unrealistic fantasy-like thoughts … but life thoughts.
Here are some of my favorites:
“Many that live deserve death. And some that die deserve life. Can you give it to them? Then do not be too eager to deal out death in judgment. For even the very wise cannot see all ends.” – Gandalf
This thought is huge.
And not all people may buy it. Mostly because it is always difficult to believe that good people shouldn’t have the opportunity to fulfill their potential “good” destiny. And it becomes even more difficult when you observe obviously ‘not good’ living a long life dispensing ‘not good things’ as freely as loose cards from a dozen decks of cards.
But. It is too simplistic to suggest the bad deserve to die and the good deserve to live. Because, frankly, life isn’t all good nor is it all bad.
Anyway.
I guess the bigger thought here is that we judge people ‘as is’ (or as they are)and estimate ‘what will be (or what could be) and .. well … judge.
You can’t.
Sorry.
But you can’t.
Even the best of hearts can be cracked by life.
Even the worst of souls can find redemption.
Regardless.
Gandalf reminds us we shouldn’t be too eager to use death in judgment for bad .. or good. Why? Because, whether we like it or not … “not good” people serve a role in life.
One big role is that it is in the conflict between good people and bad people therein lies the growth of “what should be.”
Think about it.
In those who live, that deserve death, we see vivid demonstrations to remind us of “what shouldn’t be.” And in those who die, who seemingly deserved life because of goodness, it is a harsh reminder that those of us remaining have a responsibility to uphold that “which should be.”
Ok. The quote.
I do know I read this quote several times before I fully grasped it.
And, in fact, I may still be searching for the real truth within.
Regardless. No matter how wise I may become … I cannot see all ends.
And I certainly cannot judge who deserves death and who doesn’t (no matter how much I would like to).
And I think it is either silly, or selfish, to dwell on ‘what could have been’ even with who may be seemingly the best of the best.
In the end?
Try not to judge people. And judge your own life by what you are doing … because you cannot see the end. The end arrives … well … when it wants to arrive not when we choose.
Next.
“It is not your own Shire. Others dwelt here before hobbits were, and others will dwell here again when hobbits are no more. The wide world is not all about you: you can fence yourselves in, but you cannot for ever fence it out.” – Gildor Inglorion
The big thought: “The world is not all about you.”
Wow.
If the Shire were America, and Gildor shared this thought, could you see the ole blogosphere lighting up like a roman candle?
Ignorance is a fence.
And isolationism is living within that fence.
That is fencing yourself from the unknown.
I won’t suggest it’s out of fear or any number of actually good reasons … but isolating yourself (personally or as a country) is never good.
Anyway.
I think the bigger thought here is that we need to always remind ourselves that we today represent a past .. and that we are probably a blip in history (or what will be).
I guess the reason why this quote resonates with me today is that Americans are REALLY focused on what is seemingly “our problems”.
And I guess they should be (I do know I care …. but …) but this quote is a reminder that all in which we live in should have some perspective. What happens in our community is important .. but it is simply one cog in the bigger global wheel.
Bottom line?
Yeah. What you & your community is facing is important. And needs to be dealt with.
But burying your head in your own community means losing sight of the forest. And the issues that reside in the forest. And, frankly, the things the forest can bring to bear against your own little tree in the woods.
The cycle of time brings an end to everything … only to bring a beginning to another. You may as well step beyond your own shire at some point. And that’s not about being adventurous … that is simply about living life.
Ah.
But what about adventures …
“Don’t adventures ever have an end? I suppose not. Someone else always has to carry on the story.” – Bilbo
Adventures are fun to write about.
Especially when you talk about beginning or end.
Because … well .. in my eyes .. true adventures never do end. I could have included another thought … “in each end there is a beginning, and each beginning there is an end.”
A truth.
Life is an adventure. Or a series of adventures. (that is if you elect to look at it this way)
Peoples’ lives end but life doesn’t. Someone is always there to carry on.
Think about it.
Someone is always an extension of the past. No one is totally new.
Your own adventure is simply something you have found a passion for that exists and you are carrying it on … for someone else to pick up again one day and carry it on.
We are all just a chapter in a bigger story.
Never lose sight of that fact.
So ends this chapter of thought.
tolkien Part 2: glittering & wandering
Jan 16th
Ok.
What I said to open Tolkien part 1 still stands (I just didn’t want to repeat it). Here are 2 more stanzas from Lord of the Rings I like:
“all that is gold does not glitter,
Not all those who wander are lost;
The old that is strong does not wither,
Deep roots are not reached by the frost.”
- ancient verses of Elvish prophecy
This is one of my favorite quotes of all time.
And it is probably my most used.
While many use the first couplet I like the entire stanza.
Part A. “not all those who wander are lost.”
Maybe because it seems a reflection of me …. maybe its because I think it is a reflection of a lot f people … I use this time and time again when teaching some high school classes and talk with students about their future and making plans and knowing what the hell they are going to do with their lives.
I have written about this thought ad nausea but the truth is that not everyone knows their “destination.”
Particularly in youth.
It takes time to figure out not only what you are good at but what makes you happy (which may not be the same thing) as well as what feeds your life vitality (the shit that makes waking up every morning fun).
People wander. Ok. Not all do … but those who do tend to be some pretty interesting people (not necessarily the most successful … but interesting).
I often use this clip from the old tv show Felicity to make this point:
- (this is called “ben’s big mom speech … and yes … I am actually using a clip from Felicity to make a point here … http://www.youtube.com/watch?v=F_OYgh1_MZA and the actual scene is 1:39 to 3:48 … it says it perfectly)
Ben: “I’d like to think that people take a good look at me before they make up their minds… He’s this guy, he doesn’t know what he wants to be yet, and he doesn’t have a major yet, he’s got his dad as this dark character … has a drinking problem.
I’m not really selling myself here, am I? … Look I understand why you guys needed to see Felicity with someone like Noel… I mean, he’s obviously gonna make it. And probably long before, I mean, I figure out what I ‘m gonna be in my life. But I always remember this one thing my teacher said, which was, all these people she knew they had no idea what they were gonna do with their lives when they were twenty. So, chances are, I’m gonna turn out to be a pretty interesting guy.
It’s a great clip.
And says what many of us at that age felt … even though we were still wandering. What do I mean? Well. The wanderer usually feels like there is something wrong with themselves (and adults are typically fairly quick to suggest just that). I imagine the danger is in defending yourself you stop seeking a destination and revel in the seeming rebellion of wandering.
Regardless.
Wandering doesn’t mean you are lost.
You may simply be discovering.
And all that discovery is needed to make whatever gold you have in you shine.
Time just needs to buff away the dullness a little.
Next.
Part B … “deep roots are not reached by frost.”
Well.
As I have grown older I have grown a larger appreciation for this part.
The first couplet is brilliantly crafted but inevitably I believe the genius of Tolkien was putting the two couplets together.
For the deep roots are found in your soul. This is that life vitality stuff I talk about a lot.
Deep roots is the shit you care about.
Your passion.
Your soul.
The kind of stuff that no matter how much someone may challenge or try to make sound silly … well .. they are your deep roots.
Here is the tricky part.
I think deep roots takes time.
And I don’t mean cultural roots or family roots … I mean personal roots.
Unfortunately (as I tell young people) you don’t get deep <healthy> roots until you are older.
A young person may have an old soul …. but only life experience creates deep roots.
But.
Its worth the wait.
Because even in the coldest and darkest of time … deep roots can never be touched by frost. Which means they will grow again.
Ok. Moving on.
The last Tolkien saying in part 2 … it seemed appropriate to end with this one.
I am a self-anointed nomad.
I am most happy when home is simply where I hang my hat for the moment. And sometimes that is a difficult thing to explain to people because it seems like the majority like the comfort of home … and the stability that comes with it. I find homes confining. I find settling constricting. I find comfort in roaming. I find the unknown freeing.
So.
With that said … roaming and leaving places always reminds me of this Tolkien stanza:
“The Road goes ever on and on
Down from the door where it began.
Now far ahead the Road has gone,
And I must follow, if I can,
Pursuing it with eager feet,
Until it joins some larger way
Where many paths and errands meet.
And whither then? I cannot say.
Still round the corner there may wait,
A new road or a secret gate.”
- Elvish verse
To me (and I know I am in the minority on this) Life is all about “still around the corner there may wait a new road or a secret gate.”
I thrive in the fact that we don’t really know how each day will unfold.
The fact that every day something will happen.
And every day somethings we expect and somethings we don’t will happen.
And, to me, that’s what makes Life interesting.
What you cannot see around the corner.
That new road.
Or that secret gate.
The unknown.
To me each step in life is driven on by curiosity and the joy of discovery. And then not settling with that discovery but rather pocketing it as a new experience and immediately stepping back out on the road seeking the next gate, door or errand …. ‘pursuing it with eager feet’ as it may be.
Look.
I don’t lie to myself and believe everyone feels this way.
But I do talk about it as often as I can.
Because everyone should at least try it once in a while.
Ok. That’s it.
These are just some of my favorite quotable moments but all his books are chockfull of thoughtful literary moments.
Read Tolkien.
Read any literature.
Whatever.
What I know for sure is if you read, and you think about what you read, you can gain perspective on things in a way you maybe have never thought of them ever before.
a company of adventurers
Oct 10th
Leadership is a tricky thing.
It is walking a fine line of truth (grounded in what is real as well as ‘not lying’) and aspirational (giving people a glimpse of what they can be).
And, as with anything, this is about some functional practical things and emotional soul searching things.
Oh. And connecting them. It is the connection aspect that great leaders do well.
But, ultimately, those leaders who figure it out end up leading high energy, high performance organizations.
And I tend to believe when you see an organization that ‘thinks small’ (or acts small) it is because their leaders do.
Regardless.
Just as I wrote recently about the fact we are in the ‘selling hope’ business I tend to believe great organizational cultures are also grounded on hope. Hope for being better. Being a better person. Being better at what you may do daily (even the smallest task). Being part of something that betters the world.
Great organizations, at their core, feed their people’s hope.
And great leaders figure out a way of showing them that hope.
In practical terms and aspirational terms.
All that said that leads to me to some words that made me think about this.
Sam Meek. Sam was the CEO of of the advertising agency J. Walter Thompson in the 50’s/60’s. And the words below were delivered in a 1965 speech.
Within the following words there are little scraps of hope littered throughout for people to pick and choose from. Scraps of the practical. Scraps of aspirational. Scraps of lessons that can be implemented daily in actions. All littered on a ground of a solid attitude focused on the horizon.
These are words that make you feel good about being part of the organization and yet words to challenge every one to be better and work harder (“we are a permanently dissatisfied company”).
I am not above stealing great words and reapplying them. I use these words all the time and, frankly, I seek to work within organizations that like these words:
When I talk of this company, I am not thinking just of a legal or business entity. I am using the word in the older sense, as in a company of scholars, as a company of adventurers, or a company of voyagers. I think our companionship partakes of all these things.
There had to be something special about this enterprise to attract the talented and venturesome people who have come together to exercise their considerable talents and to derive from it the things that make for full and satisfying life.
Our relationships are subtle and highly sensitive relationships ….
Our job must be to share authority without losing it …
The whole staff must have a proprietary feeling about the company’s work.
We are a permanently dissatisfied company and so far as I can see, we shall not run out of things to be dissatisfied about. I think our work, in most instances, is the best of its kind in the world – and yet not good enough. Not as good as it is going to be. There has not been and there should never be a year when it is not better than the year before.
Our audience is getting more demanding all the time – it is not a question of talking down to them. The problem, the opportunity, is to talk far enough up to them.
Lastly.
I use the quote below all the time.
I am not sure I have ever seen nor heard words from a leader that captured the essence of both functional practical and aspirational better than these.
“We must be dynamic for purposes bigger than ourselves.“
I admit.
I do hate when an organization “thinks small.” That doesn’t mean they shouldn’t think practical but they should think about impact. What kind of impact, or imprint, do they truly want to make. And I don’t necessarily mean making people’s lives better. I mean ‘doing good or great shit.’ Making an impact through what they do and who they are as an organization. Impacting whatever world they affect. It doesn’t have to be global (like a JWT) but it can be local or even within their own circle of friends & business relationships.
Creating a great organization, a company of adventures, needs leaders who say, who mean, who live, these types of words.
And all words that are said within a truth that it isn’t rhetoric but rather it is the soul of the organization.
Be dynamic.
Whew.
That alone is a great thought.
So go be.
expectations as an economy
May 17th
This one is about those pesky demanding consumers. And their pesky attitudes & expectations.
Oh. Expectations. Expectations are truly tricky things. They elevate quickly (even moreso in the web-based transparency driven world) and they decrease grudgingly. Once a consumer has experienced a truly 100% perfect experience the bar has been set. And in today’s world? You (a consumer) doesn’t even have to personally experience it … you can simply virtually experience it … and your expectations have been reset.
Let’s face it.
In the past a company (or a brand) could get away with not performing at its peak. Or maybe taking a day off performance wise. All because consumers didn’t experience full transparency of the best, the cheapest, the first, the most original or the most relevant.
Well.
That’s all over.
And things are bound to get even more radical.
trendwatching calls this phenomena The Expectation Economy. And it is not just a generational thing. While it is a given for the younger generations who are unburdened by an era of mass production, mass advertising and above all mass ignorance … older generations are quickly stepping into this world wondering what the hell all these youngsters know that they don’t.
Oh. And every day the older generations are getting more online savvy (even if it is simply to make sure they aren’t getting screwed) and are creating the same expectations as the younger generations.
The Expectation Economy is a consumer trend chock full of experienced well informed consumers from the US to China who has a high list of expectations that they apply to each and every product or service or experience on offer. Their expectations are based on years of self training in hyperconsumption and the flood of online information readily available. All of which helps them track down and expect not just basics even for the basics (in other words … there is no such ting as “basic” any more). Not just the lower level standard of quality but the “best of the best” for what they are willing to pay.
They have redefined quality.
Quality is now based on what they are willing to pay.
“Yes. I have one dollar. But now I know what to expect for one dollar. Oh. And it ain’t just one dollar worth of value. Its something more because I know, even though it’s just one dollar, someone out there is willing to give me more than one dollar of value because they want my one dollar.”
So.
What this really means is that in this expectation economy your product or service is no longer just judged against other products and services in your category but by experiences created by other products and services in other categories you cannot even imagine are your competition. Ok. They aren’t your competition in a true definition of the word (it is not like they are stealing sales) . But. They are stealing expectations. They are resetting the expectations in your category.
Geez. How fair is that? You aren’t even competing against them.
Well. In the new Expectation Economy face it. You aren’t just competing against those you think you are competing against but also competing against expectations being set by other companies in other categories.
The biggest difference from five to ten years ago? Word of mouth now travels the world in a flash, making product launches instantly global, turning every new brand, big or small, into a potential ‘player’ in the marketplace. Small businesses and brands can become big businesses and big brand overnight.
Basically, this is the Creative Destruction theory (Schumpeter) gone ballistic. Remember. Creative Destruction is all about how the small constantly overwhelm the big to improve the overall marketplace.
And it is happening because never before has intelligence on the best, the cheapest, the first, the most original and the most relevant been so openly available to consumers. And never before have consumers enjoyed doing research and comparisons (lets call it ‘personal competitive analysis’) as much as they do now. In fact consumers are conducting the competitive analysis more diligently than most corporations do (including possibly the most anal comparative corporation of all time P&G).
Blame (or thank) sites, blogs and magazines such as:
- Core77, Inhabitat, Design*Sponge (design, furniture and objects)
- Gizmodo, Engadget, Ubergizmo (cutting-edge gadgets and electronics)
- Treehugger (eco-chic products)
- Curbed (real estate)
- Cool Hunting, The Coolhunter, Josh Spear, NOTCOT (cool, beautiful, have-to-have ‘stuff’)
- Gridskipper, superfuture, Jaunted, Wallpaper, TripAdvisor, Monocle (hotels, restaurants, architecture)
- Flavorpill (coolest city events)
- FlyerTalk, SeatGuru, Skytrax (best airlines and seats)
- Luxist, Born Rich (most desirable luxury goods and services)
- Autoblog, Jalopnik, Hybrid Cars Blog (automotive scoops)
- JC Report, The Sartorialist (fashion and style)
- Kotaku, Joystiq (video games)
- Styledash (beauty)
- Slashfood, Chocolate & Zucchini (food and beverage)
- EUKicks (sneakers)
- Vinography (wine)
- FirstShowing, /Film (movies)
- Digital Photography Review (photography)
This avalanche of consumer competitive intelligence has even spawned consumer information as a job – where consumers inform each other on the best of the best without feeling the need to actually purchase anything or even get paid for what they are doing.
What started with amateur “cottage industry” travel, chef & shopping experts is now applied to virtually every industry or any object that consumers’ desire. In fact consumers can now vicariously consume everything and anything through the eyes of curators/experts and other consumers, and the written/spoken/taped reports they freely share (note again … without getting paid to do any of this).
And all this sharing of knowledge leads to creating expectations. Expectations with regard to everything. And that leads to …
Irritation and Indifference
Think about the consumer as someone with ongoing annoyance interspersed with occasional boredom and indifference.
Whew. Now that sounds tough for any marketer out there.
Why will consumers’ moods be like this?
Once high(er) expectations have been set, they are bound to go largely unmet, since the majority of brands still choose not to keep up with the best of the best (because that “isn’t our positioning or what we are about” or they simply just cannot match the best of the best).
Well informed consumers will thus find themselves in a perpetual state of indifference and/or irritation.
Indifference will hit those brands that consumers know are underperforming, and that they can avoid due to sufficient availability of the best of the best. If you’re working for one of those underperforming brands, the scary thing is not just selling less (or nothing). It’s that indifferent consumers will stop being forgiving, they will stop being cooperative and giving you feedback on how to be more like other, better performing competitors. They’ll just leave and never return, without telling you why.
Perpetual irritation is just as bad: this will occur when consumers are forced to buy from an underperforming brand, due to limited or no availability of what they already know is the best of the best.
In this light, pay special attention to fake loyalty and postponed purchases:
- Fake loyalty: consumers will continue to purchase from underperforming brands if the ‘real thing’ isn’t available. To the underperforming brand, all may seem quiet on the western front, until the best of the best suddenly does become available. Good examples of fake loyalty can be found in the airline industry: millions of frequent flyers around the world know that Virgin Atlantic, Singapore Airlines and Emirates offer a superior experience, but since these airlines don’t fly on all routes, consumers have no choice but to fly with subpar airlines now or then, or all of the time. Count on them to vote with their wallets every time new routes are added by these ‘best of the best’ carriers, even if they’ve never flown with them before.
- Postponing purchases: some ‘best of the best’ brands like Apple actually manage to indirectly convince consumers to postpone certain purchases. Many consumers would rather wait for the iPhone or MacBook Air to become available, than to buy a new phone or laptop. Again, due to the dissemination of information, even local product launches are instantly global. Digital services have already succumbed to phased distribution; the physical world is next.
The Next Generation
Let’s face it: in the past a brand could get away with not performing at its peak, since consumers didn’t enjoy full transparency of the best, the cheapest, the first, the most original, the most relevant. That’s really over. And things are bound to get even more radical: the EXPECTATION ECONOMY is a given for younger generations, who are unburdened by an era of mass production, mass advertising and above all, mass ignorance.
So: not knowing who’s doing exceptional things and setting your customers’ expectations is not an option. Which brings us to the following:
Looking cross-industry is Imperative
Sure, we know that what you really, really want is to look at which trends will dictate your industry. If you’re in automotive, you want to know about the future of transport; if you’re in food and beverage, you’re no doubt interested in everything healthy and green and organic. And of course you have a near-obsession with what your main competitors are up to. But in an EXPECTATION ECONOMY, business professionals should obsessively think and look cross-industry, as opposed to suffering from industry tunnel vision.
Here are three reasons why looking cross-industry isn’t just great for inspiration, but a prerequisite for understanding how to succeed in an EXPECTATION ECONOMY:
1. Your Competition could be Anyone
First of all, focusing solely on your own industry will obscure the fact that in economies of abundance, consumers are increasingly spending their ‘play money’ on goods and services that net them the experience, the indulgence, the excitement, the satisfaction they’re looking for at a specific moment. Which could be new sneakers (even though they already own five pairs), or a new cell phone (even though their current one is perfectly fine) or a long weekend away (even though, if they’re European, it’s probably their fourth getaway this year). So if you’re, let’s say, Nike, you’re definitely competing with Reebok and Adidas and Onitsuka Tiger once a consumer has made up his or her mind that it’s sneakers he or she desperately wants. But before minds are made up, when shopping for a certain kind of excitement, it may as well be Nokia or Starwood Hotels. Or Zara. Increasingly, you’ll be competing with anyone and everyone, which means you need to keep an eye on anyone and everyone.
2. Expectations are Often set Outside your Industry
Secondly, limiting yourself to your own industry will make you miss important changes in consumer expectations, and will thus put you at risk of disappointing or even annoying consumers. Every industry has its own ‘innovation competence’, and the innovations they’re bringing to market not only excite their own customers, they also shape their expectations for other industries. Whether it’s Singapore Airlines’ sense of status, Starbucks’ understanding of indulgence and rituals, H&M’s obsession with making up-to-the-minute fashion affordable, or Apple’s prowess in design and usability. And while flawless execution is never easy, the thinking and attitude behind it isn’t impossible to mirror. Consumers know this, too. Hence their aforementioned indifference and irritation when it comes to the non-H&Ms, the non-Singapore Airlines, the non-Apples.
3. Just copying Competitors is a Race to the Bottom
Last but not least, if you’re obsessed with what your direct competition is doing, you will always end up copying new concepts in your industry. Which means that, unless you’re comfortable with being a ‘smart follower’ and being really really good at it you won’t be successful.
Now, all of this is of course not to say that you shouldn’t actively track what’s happening in your own industry. But also constantly ask yourself: who are our other competitors? What experiences could our product or service be traded in for? And what can we learn from other industries setting consumer expectations across the board?
Oh.
Smart follower. 
That’s management speak for waiting to see whether innovative initiatives by more creative and daring competitors are worth copying: if they are, you’re too late, and if they’re not, well, by then they’re probably working on something newer that does work.
Being a smart follower is not a science. In reality it is all about mixing experience, intuition, and knowing your sources.
In my world i grab a notebook and camera and start taking notes and pictures roaming the streets. And secondarily scanning the list of best of the best sites/publications. Note that I prioritize “the streets” first.
Always remember. “The streets howl with the truth.”
Find competitors and non-competitors, big and small, who are setting consumer expectations much higher than you’ve ever been able to (because whether you like it or not you are being compared to them).
Maybe they’re more fun.
They have better design. Their stuff tastes, looks, feels better. Their customer service actually responds to emails. They’re cheaper.
Then build what you think are the standards for which you will be measured against. Those are the expectations you need to manage whatever it is you do against. That is where you need to start thinking. Maybe in developing new products or services or just experiences.
But in this new Expectation Economy you have to at minimum incorporate people’s expectations into what you are doing. And, of course, seek to outdo them somewhere.
Ah. The Expectation Economy. It certainly isn’t dull.
source: thanks to trendwatching for contributing to this post.
character and leadership
Sep 21st
“Leaders are visionaries with a poorly developed sense of fear and no concept of the odds against them.” Robert Jarvik
“A well adjusted person is one who makes the same mistake twice without getting nervous.” – Jane Heard
Let’s talk about leaders and leadership and character.
Great leadership is inspired by great ideas and great beliefs and a great vision and the ability to make mistakes with nerves of steel.
Bottom line? Strength of character.
They may not be the smartest.
They may have charisma and they may not.
They may not be the best at any responsibility they have had up until that point (functionally).
But they know how to lead.
And people follow.
Yeah.
A leader needs a sense of a leadership philosophy with certain beliefs to clearly guide action and behavior.
So. I read this following logic flow awhile back about leadership.
Trust is the foundation of leadership. Character creates trust and trust makes leadership possible.
It’s hard to argue with that logic.
I personally believe it is through their character they involve a balanced combination of work, pride (or spirit), soul and home life all of which enables this ‘trust’ in the leader.
Trust that the leader will do right for the organization (business) and the people (personally).
It’s a tricky balance.
I do believe leaders with character make empowerment an internal attitude and mindset cultivating that attitude and lead while still empowering.
They also have an ability to tap into the soul of the organization (and a significant number of employees) as they engage the minds.
Both of those last to things seem to create a connection with the organization without losing status as a leader.
In the end they lead people and manage things (not manage people and lead tactics/actions).
Oh.
And they get the hell out of the way of their people and let good shit get done.
“The best leader is the one who has sense enough to pick good men to do what he wants done, and self-restraint enough to keep from meddling with them while they do it.” Theodore Roosevelt
At its extreme?
I love this following quote:
“There go my people. I must find out where they are going so I can lead them.” Alexandre Ledru-Rollin
Imagine the type of fortitude and character necessary to have an organization be dynamic and actually follow. Whew.
Ok.
Let’s think about who can be a leader.
Well.
I guess anyone can be a leader.
And, in fact, in a broad sense everyone is a leader.
If you have influence you have leadership responsibilities.
Yeah. Whether you like it or not if you influence the way people think or work then you have a level of leadership (sorry about that).
And it is because of this influence factor I kinda think everyone should be concerned (or at least pay attention to) about what kind of influence you have on others.
But.
Let me stick with business leaders here (although some of what I am going to say is extremely relevant to all of us in our everyday lives).
Character Leaders typically seek to have a positive influence on the people around them. Influence through trust, honesty and respect.
I found this image which describes the ‘sphere of influence’ a character driven leader impacts (or influences).
It is interesting but even with leadership with trust an honest a character driven leader may not always be always popular (or well liked) mainly because they don’t fear telling people that they are wrong (because they are influencing the organization through a set belief/attitude structure).
This type of leader pushes out into this sphere of influence their philosophy and beliefs as guidance for ideas.
A character driven leader tends to be respected (but not always liked).
A character driven leader works towards what is “right” (not what will make people happy) and the benefit of the organization & people rather than acting in order to be recognized.
A character driven leader empowers responsibilities that enhance the people and the organization (and often will be almost invisible in the success … unless they also combine charisma with character).
Bottom line.
The best leaders don’t just lead.
They have character.
That may sound obvious but you can be a great leader and not have a strong character.
Or maybe better said you have another characteristic that is more important to the situation at hand. And that is okay.
Organizations typically need different types of leadership at different times (so it would be silly to suggest there is only one type of “great” leader).
But, if you have an opportunity to work with a character driven leader, jump at the chance.
Chances like that don’t come often. And it is worth every minute to be part of that type of an organization.
never fear the event
Sep 2nd
“Never Fear the Event.”
Admiral Lord Horatio Nelson
So.
I am using a quote from a guy who probably was one of the best at seeking out ‘events’ rather than fear or avoid them.
Therefore it becomes difficult to use this occasion to discuss worrying about things that will never happen and fear of what could be.
Instead this is all about the ‘impending event’ and fearing it.
In Nelson’s case it was huge cannons shooting big iron balls at him with the intent of taking his head off (and whoda thunk it would actually be a mini ball that would get him in the end).
But. You know what?
He took that bullet that killed him standing in full admiral dress uniform on the main deck in full view of his men and all his enemy to see. Leading. Did he feel “fear?” Sure.
I am sure somewhere inside him he had to feel something. But the event took precedent.
Fear, dread and worry are odd things. But very real odd things.
And because I am writing about ‘the event’ they affect the event. Or maybe better said they affect your performance at the event.
They become important to talk about for in the moment of the event should lie peace and a certain contentment if we accept the moment as it is (and you actually want to do your best at the event).
But fear saps peace. And worse it saps energy.
“Worry never robs tomorrow of its sorrow, it only saps today of its joy.” Leo F. Buscaglia
I will change this quote for my needs and say “it only saps today of its energy.”
The constant litany of everything that should have been done, everything that needs to be done, everything you wish you had time to have done … and done it better … sap energy that could be invested in the event.
And many of the things I just listed are driven of fear of the event.
Now. I am not suggesting not being prepared or thinking through what needs to be done or anything like that.
But events are meant to be commanded not feared.
And the difference between approaching an event looking at both of these is significantly different.
I am sure we all have encountered that familiar tightening in your gut as you not only near the event but sometimes just even thinking about the damn thing.
Deep breaths don’t do shit.
Convincing yourself that everything will be okay doesn’t do shit.
And building the perfect plan CERTAINLY doesn’t do shit. (because inevitably it will all go to shit and you will fester and worry about that)
Let me tell you the conclusion of what will occur AFTER the event with worries:
“None of it happened (what I feared or worried about).”
“Some of what I feared happened.” (but it the world didn’t stop spinning)
Oh.
“Look at all the time I wasted.” (fearing the event)
The anxiety and fear associated with the event is a big fat frickin’ waste of time.
Imagining how everything was going to turn out badly was a waste of energy. (and the people who suggest that doing such things made everyone better prepared are wrong … unequivocally wrong)
Some guy who had a crappy education and ended up on CNN or something like that said: “I’d been so focused on my doubts, on replaying that tape of me at my worst, that I’d forgotten who was truly helping me become the best I could be.”
Dude.
You got it (the issue). And you got it (what you wanted).
Ok.
The point.
Yeah. I purposefully selected probably one of the best naval commanders of all time to make this point.
You can fear the event or you can command the event.
Boldness, or commanding the moment, does have a certain power to it. I won’t call it magic but rather energy.
And that makes fearing what is actually something that is inevitable (the event) is just plain silly. And just a plain waste of energy.
I don’t care if it’s a presentation, a speaking event, your driver’s test, an interview or even a frickin’ date.
They are inevitable events.
Seek to command. Do not enter into the event in fear. Stand on the deck amongst the bullets in full uniform and take what will come.
But.
Command. Do not fear the event.
Command the event.
respect the burden
Sep 2nd
“respect the burden” – Napoleon Bonaparte
Ah.
So, yes, I wrote this in combination with Nelson’s ‘don’t fear the event.’
Two charismatic leaders who didn’t fear the event and respected the burden that came along with being a leader (and managing the event to the extent they could).
Before I get to the ‘burden’ it is interesting to note both of these excellent leaders of men were excellent delegaters. Excellent delegaters.
Nelson? Huge advocate of independent command. He was always clear on his expectations (‘when in doubt put yourself as close to the enemy as possible’) but delegated responsibility to individual commanders on how to do so.
Napoleon? Huge advocate of independent command. He was a ‘reactor’ to the situation. Gave his general’s direction and independence to act depending on the situation (he just chose excellent commanders).
Regardless.
They respected the burden.
They understand the burden. And they understood the aspects of the burden.
Being a leader carries with it huge responsibility. Not only are you constantly under a microscope but while under the microscope you are carrying the burdens of leadership.
But I find it interesting that the great leaders rarely invest a lot of energy discussing ‘burden’ but rather responsibility to others.
“A leader is a dealer in hope.” Napoleon
Part of the burden is giving hope in the face of fear.
Encouraging action when there is a temptation to freeze.
Part of it is ‘showing the way’ or at least showing ‘what could be.’
And be believable.
And.
Part of the burden is decisions. Or ‘guiding independent actions.’
“Nothing is more difficult, and therefore more precious, than to be able to decide.”- Napoleon
There is a burden to make decisions … and to permit others to make decisions.
Part of the burden is understanding the importance of communication in leadership.
Included in that is the understanding of a responsibility for peoples actions even though you have delegated the actions.
“An order that can be misunderstood will be understood.” Napoleon.
Part of the burden is understanding the depth and breadth of the leadership responsibility. Understanding it does not rest solely in one decision or a great decision but rather the great and the many and the ongoing. It is a burden to be a leader because the weight remains regardless. Maybe the best example I have seen of this was on West Wing where the president character’s most common phrase spoken was “what’s next.”
Part of the burden is always knowing that what’s next is just as important as what just was.
Resting is rarely an option for leaders.
“Greatness be nothing unless it be lasting.” Napoleon
And lastly.
Part of the burden is understanding the role they play with some humility.
“A throne is only a bench covered with velvet.” – Napoleon
The heights of leadership is rare air coupled with a burden of many aspects.
The greatest accept the burden.
And even better?
They not only understand all aspects of the burden but accept the burdens with grace and character and intelligence and some characteristic of charisma.
So.
Don’t fear the event.
Respect the burden.
Great management lessons.
For life and business.
