21 things my dog taught me about being a better man.

We had to put our golden retriever to sleep this weekend, our friend of fifteen years, our family’s faithful guardian and companion, and one of the kindest, most loyal and giving souls I have ever met. True to her breed, Sasha was a courageous, tender and selfless until the end.

I was trying to figure out how to give her a worthy send-off here on The BrandBuilder blog, and settled on some of the things she taught me over the years. Or rather, the things I didn’t realize she had taught me until this past week, much of which I spent caring for her, as she could no longer take care of herself. She and I had some long chats, in our own way, and the old girl was much wiser than I gave her credit for.

Are there business lessons in this list? Yes. There are. But all are deeply human lessons at the core. If being human can make a business better, if it can fuel its soul (or even simply give it one), then yes, let these be business lessons. But don’t ever forget that what makes a business truly great isn’t technology or design or a fancy logo. Those are expressions of something deeper. Something more visceral and powerful and true. What makes a business great, what makes it special, worthy of a connection, worthy of trust and loyalty, admiration and respect, even love, always starts with a beating heart, not a beeping cash register. (One is the cause, and the other one of many effects. Don’t lose sight of that distinction. Horse before cart: Soul drives love. Love drives business.)

It’s so easy to lose sight of what’s important in our lives. And this isn’t me being overly sentimental because I just lost my dog. I mean, yes, sure, okay… But there’s also something to this: That sentimentality, that emotion, these things that make us connect with other souls is at the heart of EVERYTHING this blog has been about these last few years: Business, design, marketing, social media, communications, corporate responsibility, best practices… No company can ever be great unless it can tap into the very essence of what makes us want to connect with each other, and no executive or business manager or cashier can ever truly be great at their jobs unless they also tap into the very thing that makes genuine human connections possible. If ever there was a secret to successfully building a brand, a lovebrand, the kind that people will fight for and whose mark they will tattoo on their bodies, it is this. The rest is merely execution.

If you only walk away with one bit of wisdom from this post, let it be this: You cannot build a better business unless you first become a better human being. Everything that strips you of your humanity, of your empathy, of your ability to connect with others is bad for business. It’s bad practice. It is doomed to fail in the end.

As my good friend John Warner noted yesterday, “If more people were as loyal and loving as dogs the world would be a better place.” (source) And he’s right. How do you become a better human being then? Well, that’s up to you, but if you had asked Sasha, she might have given you a few pointers of her own. Granted, she was never a Fortune 500 C.M.O. She didn’t design the iPad. She didn’t invent the internet or write a book. She never presented at a conference. All she did was hang out with me and Chico. We went on car rides. She watched me work. She lived the simple life of a dog, uncluttered by Twitter followers and Hubspot rankings and the drive to publish and present case studies. She was a dog, and so her perspective is a little different from what you may be used to. At any rate, here are twenty-one she and I discussed at length last week. I hope they will be as valuable to you as they now are to me.

Twenty-one things my dog taught me about being a better man:

1. Be true to your own nature. There’s no point in faking it. A golden retriever isn’t a chihuahua or a pug or a greyhound, and for good reason. Being comfortable in your own skin is 90% of the trick to rocking out your life. Not everyone is meant to be Rintintin or a seeing eye dog or an Iditarod racer. It’s okay. Find yourself and embrace your nature. That’s always a great place to start.

2. Be true to the ones you love. Your friends, your family, your tribe, your pack. A life lived for others is a life well-lived. Selfish pursuits aside, ambition often grows hollow when turned inwardly instead of outwardly. It’s one thing to want to be pack leader, but there is just as much value and honor in serving than in leading. When in doubt, see item number one.

3. Never say no to a chance to go on a car ride. When the days grow short, I guarantee you’ll wish you’d have gone on more car rides.

4. Leashes are the enemy. Avoid them at all cost.

5. People are strange. So much potential, yet here they are, doing everything they can to complicate rather than simplify their lives. It’s puzzling.

6. Belly scratches.

7. The end isn’t pretty, but if you can face it with dignity and grace, none of your body’s weaknesses will matter. Your heart, your courage, your spirit is what people will see and remember. This isn’t only applicable in your last days and weeks. It’s applicable every day of your life. Adversity happens. It’s how you deal with it that matters.

8. Forgiveness is easier for dogs than for humans, but humans have opposable thumbs and the ability to speak, so it all balances out in the end.

9. Your bark is your own. No one has one quite like yours. Own it. Love it. Project it.

10. Trust your instincts. They rarely steer you wrong. The feeling in your gut though, that’s probably just something you ate.

11. Just because you’re meant to live on land doesn’t mean you can’t feel at home in water. Play outside the safety zone. Swim in the deep end. Dive in. We’re all designed to do more than the obvious.

12. Play more. The game is irrelevant. Just play. Tip: Exploring is play. Having adventures is play. Finding out what’s behind the next hill is play.

13. Your body growing old doesn’t mean you can’t be a puppy at heart. Actually, the first should have no impact on the latter. If you find that it does, take a step back, regroup, and restart. Always be a puppy at heart.

14. Humans aren’t all bad. But they aren’t all good either. Choose yours wisely.

15. Always keep that 20% wolf in you. If you ever give it up, you’re done. A dog without a little wildness in the blood isn’t a dog. It’s a furry robot. The beauty of a great dog doesn’t lie in its obedience but in its loyalty. Loyalty is a choice. Dogs choose to be dogs and not wolves. That’s what makes them so special.

16. Running full bore across a field in the rain.

17. There are no mysteries. Take cats, for example: Half rat, half badger. Crap in a box. Eat rodents. Where’s the mystery in that? If you look hard enough, you can figure most things out for yourself. The world isn’t as complicated as it sometimes seems.

18. Sometimes, you have to back up your growl with a bite. Go with it. Some people like to test your bark-to-bite ratio. With those “inquisitive” types, a little education goes a long way. As much as it sucks to have to go there, it is sometimes necessary. (It’s what the fangs are for.) Your territory, your space, your safety… They’re worth defending. Make a show of it once, and chances are you’ll never have to teach anyone a lesson again.

19. Being alone is no way to go through life. We’re pack animals. Humans, dogs, same thing. We need others to make all of this worthwhile. As an aside, if we live through others, why not also live for others, even if only a little bit? It isn’t that much of a stretch.

20. When you chase the ball, CHASE the fucking ball. Two reasons: a) It’s a chase. You don’t half-ass a chase. You go all out. It’s what you do. It’s the point. b) You don’t want some other mutt to get to the ball before you and slobber it all up, do you?

21. In the end, you will revisit your adventures, your battles, your chases, your voyages and all the excitement of your life with bemused pride, but it’s the quiet moments with loved ones that your mind will settle on. The comfort of those days when all you did was spend lazy hours with them, your head on their lap, their on yours, taking in the afternoon sun and the hundreds of fleeting stories carried like whispers on the breeze, those are the memories that will stay with you to the end and beyond.

Never give up on your thirst for life, on the beauty subtle moments, and on chasing that ball as hard and fast as your legs and heart will carry you.

Godspeed, Sasha.

Sasha (1995 - 2010) R.I.P.

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Because this is really all about life, not Marketing.

Neither my posts, my wisdom nor my ideas emerge from a vacuum. Everything I have learned until now and everything I will ever learn in my life will come from doing, learning, experimenting, and listening to people who tried to do the same thing in different ways before I came along.

I often hear people lament over the fact that there are no truly original ideas left. They’re completely missing the point. The importance some people attribute to the originality of an idea is completely overblown. It’s an ego trip. They’re just disappointed because they couldn’t be known as the guy who came up with it.

Truth: What makes an idea good isn’t how original it is. It’s how good it is.

Who cares if you were inspired by a dozen things other people did? Who cares if you borrowed from artists and designers and engineers who solved a problem or created something great twenty years before you became the precious little center of your mother’s world? Great ideas, real innovation, the next big thing, no one is going to come up with them sitting at their desk, brainstorming with a roomful of  suck-ups.

Great ideas, real innovation, the next big thing, they’re all out there, waiting to be pieced together like a puzzle. And the puzzle pieces, they are scattered all over the place. How are you going to find them?

You want to find out how to get better at customer service? Take off the suit, get in your car, and go talk to your customers. Better yet, become a customer all over again. Heck, do both.

You want to find out how to design better products? Start looking at every product out there a little more closely. Things that have nothing to do with your industry. Dog toys. iPhone applications. Action figures. Tennis rackets. Bicycles. Sunglasses. Mechanical pencils. Media players. Faucets. Swiss Army knives. Even cat food is designed to look, taste and feel cool. Learn what works.

You want to find out how to become a wiser business leader? Go out and talk to people who have suffered under some really bad ones. You’ll learn very quickly how to avoid becoming the next mediocre suit with a big title.

You want to generate great ideas on a regular basis and execute on them the way Apple and Nike do? Surround yourself with creative thinkers who will challenge groupthink, uninspired corporate obstacles and collectively work together to figure out how to rock the As all the way to the Zs.

Inspiration and wisdom are everywhere. Whatever unbeaten path you may find yourself on, it’s still a path. People have been there before. Maybe the path looked very different then, but it’s still the same path. Find these people and learn from them. Since you probably didn’t have time to clear your schedule today, let me bring a little bit of that wisdom to you… but after that, you’re kind of on your own.

Very few of the little bits of wisdom below were meant to be used as business advice, which is precisely why I selected them. They’re all really about life, about decisions, about integrity, about the choices we make. But it doesn’t take a genius to see how some can be applied to customer service, to hiring, to innovation, to career management, to choosing whom to work with, and to coming out of this recession a market leader.

Rule #1: Just because someone has had more downs than ups doesn’t mean they don’t have a lot to teach you. Success, just like good ideas, doesn’t emerge from a vacuum. Success is nothing if it isn’t the final intelligent outcome of a thousand purposeful failures.

But hey, don’t take my word for it:

“Nothing is just one thing.” – Carrie Fisher

“I never knew what I wanted, except it was something I hadn’t seen before.” – Robert Altman

“Change is not threatening.” – Steve Wynn

“I love discourse. I’m dying to have my mind changed. I want to know, you understand? I like listening to everybody. This to me is the elixir of life.” – Jack Nicholson

“Take a bit of the future and make it your present.” – Andy Grove

“Courage is doing something you need to do that might get you hurt.” – Bobby Bowden

“If you’re not nervous, you’re either a liar or a fool. But you’re not a professional.” – Jerry Lewis

“Hire people who will treat the switchboard operator as friendly as they’ll treat the managing director.” – Sir Richard Branson

“My definition of evil is unfriendliness.” – Muhammad Ali

“Tell the truth. sing with passion. Work with laughter. Love with heart. ‘Cause that’s all that matters in the end.” – Kris Kristofferson

“Never accept ultimatums, conventional wisdom, or absolutes.” – Christopher Reeve

“If you don’t go, you’ll never know.” – Robert DeNiro

“If you want results, press the red button. The others are useless.” – Homer Simpson

“Hypocrisy is a detriment to progress. There’s always a hidden agenda.” – Larry Flint

“Money doesn’t make people happy. People make people happy.” – Steve Wynn

“If the dark is dark enough, light flares.” – Esky (New York City mascot)

“A nickname means you belong.” – Buck O’Neil

“Risk means guessing at the outcome, but never second-guessing.” – Mel Brooks

“I don’t regret anything.” – Bryan Anderson

“If a guy doesn’t have a little gamble in him, he isn’t worth a crap.” – Evel Knievel

“Wisdom is knowing when to shut the f*ck up.” – Adam West

“The measure of achievement is not winning awards. It’s doing something that you appreciate, something you believe is worthwhile.” – Julia Child

“If I complain about a traffic jam, I have no one but myself to blame.” – Steve Wynn

When you’re 70 and retired, trust me on this, you don’t want to look back and wish you had done it differently. Do it differently now, while you actually can.

This post was written to “Rhino II” by the Stereo MC’s, on DJ Kicks (From my Massive Attack channel on Pandora)

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Killing America’s brands, one lousy C.E.O. at a time.

How “Black Widow” C.E.O.s and Caretaker Managers are choking the life out of the world’s most profitable brands:

Fellow brand guy Rob Frankel and I don’t always agree on everything, but more often than not, he an I find ourselves on the same side of the fence, shaking our heads at corporate execs who somehow manage to choke the life out of an otherwise solid brand. They are the corporate world’s equivalent of the proverbial black widows – women who marry for money, kill their husband, and then move on to their next prey.

This isn’t to say that black-widow CEOs purposely kill the brands they are hired to manage, but it would be a stretch to pretend that they have any brand’s best interest in mind: By the time these guys leave – usually after just a few years – the size of their golden parachute seems to be in direct proportion to the damage they have caused.

The worst part about this is that in spite of their horrendous track record, they keep getting hired to run more companies and brands into the ground with the efficiency of an enraged elephant trying to muscle its way out of a porcelain store.

Rob Frankel has some pretty interesting things to say about this phenomenon, and looks at it through the cultural prism of the Three Generations of Wealth principle, in which the first generation creates the fortune, the second generation spends it and the third generation loses it. Pretty clever if you ask me.

Per Rob:

Many American brands are victims of third generation “caretaker” managers, who themselves never had to build the very brands they’ve been charged to manage. Living off the fat of the land, they’re complacent managers who fear innovation and risk, the type that figure their brand will always be there, because it was always there for their fathers and grandfathers.

The trouble is it doesn’t work that way. The grandfathers who built the brands knew the power of a brand. They knew how to constantly build and reinforce their value. Caretaker managers, however, spend more time on the golf course than they do building brand value. In fact, most CXOs don’t truly understand what a brand is, let alone how to build its value. And so while the caretaker managers might hold hands, close their eyes and wish real hard, their brands continue to wither from neglect, with market shares shrinking into a mere slivers of what they once were.

But it isn’t enough to just point a finger at ineffective CEOs without looking at exactly HOW they are destroying the brands they should be elevating. There is a method to the madness, and here it is (in its simplest form). Again from Rob:

Year One: Get hired by suckers whose company is hemorrhaging cash and market share to the point that their desperation clouds their good business sense. The Caretaker uses this first year to make promises and “assess the situation.”

Year Two: Caretaker begins sniffing out departments where he can “cut costs”, drastically slashes budgets and tosses out the very employees who built the company. By cutting costs, he hopes to “restore profitability.”

(And on paper, it works.)

Year Three: The costs are cut, but the Caretaker has done nothing to increase revenues. While profits have increased, overall revenue is down and company infrastructure is devastated to the point where any hope of a real financial recovery is gone. But the Caretaker Manager doesn’t care: His deal is done. And by the time the folks who hired him find out how much damage he’s caused, it’s too late. His recruiter has already landed him at another company where he can do the same damage all over again.

The key element of this process is obviously Year Three: a) The black widow CEO has done nothing to increase revenue, and b) the company infrastructure has been severely weakened.Not a good combination.

By then, customer support (one of a company’s most important brand-reinforcing touch-points) has been outsourced, most departments are stretched well beyond their operational limits, and most of the company’s true management talent has left. Meanwhile, because little or no work has been done to enhance or even maintain the brand’s relevance, customers have started to shift en masse to competitors more concerned with creating value than cutting corners… err… costs.

Rob goes on to cite Chrysler’s choice to hire controversial serial CEO Robert Nardelli to take the helm as an example of this process:

According to the Los Angeles Times:

In Nardelli, Chrysler is getting a former senior General Electric Co. executive, who was both credited with overhauling purchasing and technology systems at Home Depot and widely criticized for pay and severance packages seen as excessive.

“This is an interesting choice, and I’m somewhat perplexed by it,” said Erich Merkle, an auto industry analyst with IRN Inc. “There are still things that Chrysler needs long term and I’m not sure Nardelli can provide them.”

Right. Things like vision, direction, purpose or clarity, perhaps? Heck, anything that even closely resembles a strategy beyond growth through acquisitions and further rounds of cost-cutting?

Now we’re on to something.

It should be said that Nardelli’s current annual salary at Chrysler is exactly $1, so kudos to him for at least playing along with Washington theatrics surrounding the spectacular bailout his company is currently benefiting from (especially considering his past history with grossly excessive executive compensation.) That being said, given his history, how can board of directors look at a guy like Nardelli and think “wow, this guy can really turn around Chrysler and get us to the top again?” His track record and tactics are pretty clear.

Is there a forest vs. trees problem going in in the corporate world, or are the boards that appoint these black-widow CEOs that clueless? (The question is not rhetorical. I really want to know.

How to spot a caretaker manager posing as a leader: Look for short-term P&L mirages instead of actual growth:

Something to think about: Efficiency is nice when you’re a CFO or a COO. A CEO’s job is considerably more complex than just hacking off unprofitable divisions and cutting costs to the point of operational anemia, however. (See Year Two, above.) Would Nardelli make a great COO? With the right CEO looking over his shoulder, probably. But CEO? Not on your life. Yet here we are, watching Nardelli accelerate Chrysler’s nose-dive by favoring short term profitability through aggressive cost-cutting over actually rebuilding a limping company and the brand that once made it successful. Sure, efficiency and profitability may look great on paper, but the end result, when not tied to long term strategies is almost always disastrous.

And if you don’t believe that a CEO can resurrect a company by understanding and embracing the value of its brand, just look at Steve Jobs and Apple. Consider for a second what happened to Apple when he left, and how his return a) brought Apple back from the brink, and b) turned it into the powerhouse that it is today. Did Steve Jobs rebuild Apple by cost-cutting and focusing on short term profitability, or did he set out to rebuild Apple’s relevance and culture of innovation again? (No need to think about the answer. It’s a rhetorical question.)

Now compare a black widow CEO like Nardelli and a visionary CEO like Jobs. What kind of CEO builds powerhouse brands and what kind sinks them? (Last I checked, Apple wasn’t applying for bailout money.)

Why is this a relevant topic this week? I’m sure you can draw your own conclusions, but the main catalyst for this post was Rick Wagoner’s precipitous removal from the helm of General Motors over the weekend… and subsequent appointment of GM’s current COO (and former CFO) Fritz Henderson. Now… I don’t know Mr. Henderson personally and haven’t followed is 25 year career with GM, so my questions about this choice as a replacement are completely uneducated and skewed towards today’s argument, but hear me out for a second.

Given what we have discussed today and what we know of corporate America’s habit of rewarding CXOs for short-sighted performance rather than long term growth, ask yourselves for a moment if the best possible choice to lead an ailing company (like GM) is really its former CFO/COO.

Do cost cutting and operational efficiency REALLY impact revenue, or do they mostly help the company’s P&L look good while sales continue their downward trend?

Can a 25-year insider/veteran of GM who has contributed during his entire career to the downfall of a brand really bring new vision and infuse new life into a dying company?

As I was researching this topic for today’s post, I happened to zero-in on a comment Edmunds.com’s Chief exec. Jeremey Anwyl today in an AP story on GM’s move, which he called out as little more than “political theater.”

I couldn’t agree more.

The point here being: Sure, Wagoner being pushed out was a good move considering Chrysler’s horrendous performance and complete lack of direction, but Henderson’s appointment basically negates any kind of forward momentum or positive outcome for GM. He is just another GM exec with absolutely nothing new to bring to the table.

It doesn’t matter how deeply GM and Chrysler cut costs. If neither company focuses on rebuilding their brand(s), they will not be able to rebuild their revenue stream. Period.

More of the same breeds more of the same breeds more of the same, and so on:

Case in point: The AP story makes some good observations about Wagoner’s success in cutting costs and improving operational efficiency at GM, but looking at the big picture, what did the cost-cutting really accomplish?

$82 Billion (yes, with a “B”) in losses in the last four years. That’s what.

Let me say that again: $82,000,000,000 in losses in just four years. (Source)

Does this sound like GM was moving in the right direction with the cost cutting and “restructuring?” In that time period, did GM’s brand as a whole capture our attention the way BMW, VW or Lexus did?

If you find my argument a little weak, ask David Cole (chairman of the Center for Automotive Research in Ann Arbor, Michigan) what he thinks:

“I don’t think you would see any shift or significant change at all with Rick’s leaving. I think the course that they’re on, they’re on.”

You don’t say. Yet Senator Charles Schumer’s (D-NY) comments on the change indicate how deeply rooted our general cluelessness about the value of true leadership and objective change really are:

“Given the history, a change in management could hardly hurt and might do some good.”

No, Senator. Change for the sake of change is just noise. Replacing a caretaker manager with another caretaker manager from the same management culture is not an improvement. It is nothing more than political gesticulation and pointless churn. What we do need, however, is fresh talent at GM. What we need are executives who want to rebuild the GM brand and will attack that task with the passion of a true believer.  We need people who understand GM’s importance to the automotive industry and their millions of fans – both in the US and around the world – and will map out a future for it rooted in clarity of purpose. That kind of leadership looks a lot more like Steve Jobs, Richard Branson, Yves St. laurent and John Mackey than Robert Nardelli, Rick Wagoner, Fritz Henderson or Edward Liddy.

Stop mistaking managers for leaders. Please, for the love of god, learn the difference between the two.

The proverbial fork in the road: How companies choose to either succeed or fail:

Ironically, GM currently owns some of the world’s most more recognizable automotive brands, with Cadillac, Saab, Hummer, Chevrolet and Saturn making the list… So it shouldn’t be all that hard for GM to make a comeback… But unless it learns to embrace the power of the brands it depends on to remain profitable, it doesn’t stand a chance.

(As a taxpayer,) what I would like to hear from Mr. Henderson is a statement affirming a new direction in GM’s strategy. Specifically, one that leverages what Cadillac, Saturn and Hummer have managed to accomplish all on their own: Create unique cultural niches for themselves and build loyal brand followings. Cadillac especially, having reinvented itself over the last decade, could help ailing brands like Buick, Chevrolet and GMC find renewed purpose in a market saturated with banality, derivative designs and watered-down identities. In short, what I would like to hear Mr. Henderson say is that the lesson Cadillac learned in the course of its own successful reinvention will be applied across all GM brands effective immediately. That GM, while continuing its commitment to reducing costs where it makes sense will shift its focus back to making cars that people actually want to drive. That GM as a whole has a plan to completely revamp its design and Q.A. departments (please hire some Germans already) in the next six months. That it will immediately end production of all models with notably low market share. And most importantly, that it will actively seek to bring fresh executives to the table. Not US automaker flunkies from the same stale pool that got GM and Chrysler to the brink (like himself), but professionals from other industries with a talent for actually developing culture-affecting products and building brands from the ground up. And that – to that end – he plans to voluntarily step down from his role as C.E.O. sometime in the next year to give them room to work their magic. I want deadlines, direction, purpose and unwavering commitment. What I don’t want is more hollow posturing and vague rehashes of already failed strategies.

Sadly, hollow posturing is probably all we can hope for at this stage in the game. Even the White House seems content to let heads roll at GM and Chrysler without demanding real change. As a result, what we are likely to hear from both auto giants over the next few months will be the same old song that got us here to begin with: More cost-cutting. More attempts to return to short-term “profitability” by hacking their companies into strategic and operational impotence. More bean-counter promotions to leadership positions. More lame duck partnerships. More requests for bailout money. In short, more of the same. Why? Because expecting true leadership from caretaker managers trying to hold on to their jobs in a tanking economy is about as realistic as expecting my chihuahuas to start quoting Buddha, Mohammad and Ghandi in their native Spanish. (Though sadly, the latter is actually more realistic.)

The most likely outcome of this ongoing corporate FAIL will be an endless circus of caretaker managers taking turns playing C.E.O. musical chairs while their once mighty companies burn to cinders around them.

Let’s face facts: Any idiot with a calculator and a spreadsheet can cut costs to make his P&L look good at the end of the month. You don’t need 25 years of executive experience at the Fortune 500 level to master that little trick. So what exactly qualifies executives like Nardelli, Wagoner and Henderson to run (heck, to rescue) companies like Chrysler and GM?

The question I would like to ask these guys is simple: When you run out of costs to cut, then what? (Besides jumping ship or asking for bailout money?)

Anyone? Bueller? Bueller?

Repeat after me: No major brand ever rose to a position of market dominance by focusing on cutting costs.

Apple. BMW. Starbucks (in its heyday). Microsoft. Cartier. Disney. Newman’s Own. Michelin. Breitling. Cervelo. Oakley. Hermes. Pixar. Assos. The list goes on.

Is it really so hard to grasp these simple concepts? That P&L manipulation through chronic cost-cutting is no kind of strategy at all? That preserving the health of your revenue stream trumps all other business functions? That everything you do in a company should be done with one objective in mind: To create customers? That a C.E.O. can’t just focus on the dashboard or the rear-view mirror while he drives his company forward?

This really isn’t rocket science. Is it?

Is it?

Help me understand how we got here. Two ways you can do that:

1. Be sure to add to the already fantastic series of comments published below.

2. Continue the discussion anytime by engaging me an fellow commenters on Twitter. Use the hashtag #brandbuilder_CEO in your Twitter comment. (You can then follow the threads by clicking here.)

Thanks for bearing with a particularly long post today. You guys are good sports. 😉

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Bruce Lee on the Art of Marketing

Fantastic piece on Bruce Lee and the art of marketing over at CultureMaking (via the Creative Generalist). Read the entire thing here.

Here are a few lessons we can all take to heart – and start applying immediately:

Bruce says: “Be formless… shapeless, like water”

Translation: don’t impose structure on a problem too early or stick rigidly to a process for process sake. Explore freely and allow your mind to wander; work adaptively and flexibly.

Here’s another:

Bruce says: “Here is natural instinct and here is control. You are to combine the two in harmony, now if you have one to the extreme, you will be very unscientific. If you have another to the extreme, you will all of a sudden be a mechanical man, no longer a human being. It is a successful combination of both. Therefore, it is not naturalness or unnaturalness. The ideal is unnatural naturalness or natural unnaturalness.”

Translation: In the end, a marriage of qualitative and quantitative insight is most sensible (where possible). But my personal preference is ‘culture-led’ i.e. cast your net wide and understand the problem/category/brand within its socio-cultural context first (via cultural analysis), rather than restricting your vision at the outset with consumer needs and statistical ‘facts’. Like Bruce also once said: “True observation begins when one is devoid of set patterns.”

Brilliant. Here’s more:

Bruce says: “I do not believe in styles any more”

Translation: Don’t get caught up with one one-fits-all models that claim to be the holy grail of branding. Mixing and matching different ideas, innovations, communication codes and media platforms often works best and allows you to execute your brand idea in a much more compelling and interesting way.

I love that one. All too often (still) do I run into the 100% old school (command & control / messaging / media-buying monologue) or 100% new school (WOM and SocialMedia are the new gods) mindset with Marketing firms and ad agencies. Very few actually know how to blend the two in an operationally effective way yet. This needs to change.

Long before the concept of T-shaped Marketing professionals ever surfaced, Bruce had these things to say about the advantage of being a creative generalist:

“The best fighter is not a Boxer, Karate or Judo man. The best fighter is someone who can adapt to any style. He kicks too good for a Boxer, throws too good for a Karate man, and punches too good for a Judo man.”

And also …

“Some people are tall; some are short. Some are stout; some are slim. There are various different kinds of people. If all of them learn the same martial art form, then who does it fit?”

Well put once again. Here is an interesting observation from the author (no, not from Bruce) that… at the risk of alienating many fine Marketing professionals, I have found to be surprisingly true:

As a parallel, this captures how the marketing industry prioritizes endless doing over learning, thinking and personal development. There are people who have worked in the industry for many years, clocked up a wealth of experience, and mastered all of the ‘core skills’ required, but because they have taken little time to read, explore, and broaden their horizons, they have remained trapped inside the paradigms of old, oblivious to the creative possibilities that lie before them.

I have similar conversations about this very topic on a regular basis: The marketing world should be a lot more forward-thinking than the rest of the business world. Why? Because Marketing departments, firms and agencies are a) populated with wildly creative and insightful people, and b) tend to attract the most creative and forward thinking art and business school graduates. It should be a no-brainer, right?

Wrong. I consistently find that Marketing professionals with 5+ years of agency experience tend to be  just as conservative in their approach to problem-solving and process than their “regular” business counterparts. By now, everyone in the Marketing world should have read Purple Cows and Tribes and The Tipping Point. Everyone should be at least familiar with the concept of broken windows and its relevance to the success and failure of brands. Everyone should be looking well past the messaging layer of all branding endeavors.

But that just isn’t the case. Most senior folks I run into are still holding on to Marketing assumptions and methods that were better suited for the 1980’s and 1990’s than to the era of emails, blogs, text messaging, and social networking sites. Most do not take the time to read the more influential books and blogs on branding and marketing. Most don’t even take part in the game-changing conversations that are reshaping their industry. The Marketing world as a whole still exists in a strange operational timewarp, and frankly, I have no explanation for it.

Fortunately, Bruce does:

“[W]hen clans are formed, the people of a clan will hold their kind of martial art as the only truth and do not dare to reform or improve it. Thus they are confined in their own tiny little world. Their students become machines which imitate martial art forms.”

Yeah, great creative is fun and effective, media buying is a great money maker, and despite what you may have read about recently, traditional marketing isn’t even close to being dead… But the people you are trying to reach are increasingly tuning you out. If all you have to offer is messaging, the very small majority of people you do actually manage to reach won’t believe you anyway. Among those who do believe you, without a remarkable brand experience to back up your marketing monologue, whatever you worked to hard to say will go in one ear and go out the other. (Yes, “sticky” should be part of your operational vernacular now. If it isn’t, you’ve fallen, way, way, waaaaaaay behind.)

With this in mind, how much more advertising do you and your clients really want to buy? At what point are you prepared to sit down and consider the enormity of the ROI that traditional marketing and branding methods alone truly have to offer anymore? At what point do you come to the realization that something needs to change in order for your clients (and you) to stop spinning your wheels so damn much… and actually get some serious, consistent, repeatable traction?

One of my smartest friends – the best kinesiologist on the face of the planet – Frank Roth put it all in perspective for me a few years ago. We were talking about websites and structure, and he suddenly had this spark in his eye, as if he had just remembered something true and raw and powerful that had been lurking underneath layers of superfluous verbage for a very long time… and it was this:

It’s just like dancing, sports, art and just about everything that stirs the soul and provokes reaction: First, you create the structure. You create a perfect, solid, symmetrical and harmonious architecture. (pause.) And then, you break it. You smash it. You shatter it. You completely destroy it. That’s when it becomes powerful. That’s how you release its energy.

As Marketing professionals, as brand strategists, as whatever it is that we happen to do for a living, work lacking in energy and momentum is just boring, dead, and stagnant. (No matter how clean, accurate and pretty it may be.)

I am sure that Bruce would agree that there is no power, no strength, no effectiveness in stagnation.

Step away from groupthink, if only for an hour a day. Free yourself from your corporate culture, no matter how cool or fun it may be. Read a book. Adopt a new point of view… or none at all. Shatter the structure of something beautiful, just to see what comes out of it. Attack a branding or marketing problem from this angle: What if I had a budget of zero dollars? How would I accomplish this? How would I turn this product or this brand into a media darling without advertising and brochures and websites?

Like Bruce, be mentally and operationally flexible. Keep an open mind. Don’t be limited by old thinking or traditional mindsets. Learn new skills. Adopt new tools. Improvise. Experiment. Rewrite the rules. Break new ground. Don’t settle for the little box you have carved for yourself in your market – and by doing so, don’t ask your clients to settle for their little box either.

You can all do much better than that. Um… we all can.

Have a great weekend, everyone. 🙂

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How Routine Kills Brands

“The arrogance of success is to think that what you did yesterday will be sufficient for tomorrow.”

– William Pollard.

That’s worth framing and hanging in every meeting room from Portland to Tahiti (via Paris).

Also, via Tom Asacker:

“Over time, unchanging relationships can turn into shackles that limit an organization’s flexibility and lock it into active inertia. Established relationships with customers can prevent firms from responding effectively to changes in technology, regulations, or consumer preferences.”

– Donald Sull (Revival of the Fittest: Why Good Companies Go Bad an How Great Managers Remake Them.)

Do you see where I’m going with this?

So… your new mission every day is to keep things fresh. That’s it. Whether you’re in the business of designing ads, repairing engines, selling shoes or answering calls from angry customers, don’t ever, ever, ever let routine set in. Try different things. Learn something new from every customer. From every sale. From every design challenge. From every product launch. From every commercial you hear on the radio. From every movie you catch on cable. From the games your kids play. From magazines you’ve never picked up.

Keep things fresh.

And go read Tom Asacker’s post on that very topic. It’s very good.

Have a great Monday, everyone.

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On being the best.

From Tim Coote‘s always brilliant and enjoyable blog:

“When people ask me how do you make it in show business or whatever, what I always tell them — And nobody ever takes note of it ‘cuz it’s not the answer they wanted to hear. What they want to hear is here’s how you get an agent, here’s how you write a script, here’s how you do this — But I always say, “Be so good they can’t ignore you.” If somebody’s thinking, “How can I be really good?”, people are going to come to you. It’s much easier doing it that way than going to cocktail parties.”

–Steve Martin.

All of the strategies and marketing angles will be trumped by this one piece of advice everytime – “Be so good they can’t ignore you”. If you’re catching balls in the end zone week after week or motivating people to do their best and it works week after week you will be noticed. People want to notice you because it’s why the world spins. It’s why people are able to get out of bed and go to work. Aspiring to greatness is the honey in the lion.

Damn, Tim. Well put.

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Channel vs. Network: The scale division

Words of wisdom from Adriana Lukas’ Media Influencer, via the Only Dead Fish blog:

“In the ‘channel world’ scale is in aggregation. In the networked world, scale is in distribution. That is why people from the former build platforms, people from the latter build applications that help distribution”

Yep.

Have a great weekend, everyone. 🙂

Photo by melpixie.

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Freedom

Overheard today on Buzznet:

“You’re not really free when all you can do is stay in one place and look.”

I know a lot of people who choose to live like this.

Life’s way too short to waste so much of it waiting for something to happen. Go start something.

Wisdom and image by clo

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A Management Lesson from Craigslist’s Jim Buckmaster

Below is some pretty delicious advice from Jim Buckmaster (CEO of Craiglist), courtesy of Lucy Kellaway, via AdPulp, from an Orange Yeti link. (whew.)

Listen to what users want. Try to make the site faster and better.

Hire good people. “We work hard trying to get the right kind of folks.” It pays off: they hardly ever leave.

No meetings, ever. “I find them stupefying and useless.”

No management programmes and no MBAs. “I’ve always thought that sort of thing was baloney.”

Forget the figures. “We are consistently in the black, so if we do better or worse in any given quarter it is absolutely irrelevant.”

Occasionally, give people “a very gentle nudge”. This can be done over lunch or on the instant messaging boards.

He doesn’t reply to any of his 100 daily messages, most of which beg Craigslist to do a deal. “I’m not real chatty on e-mail.”

Put speed over perfection: “Get something out there. Do it, even if it isn’t perfect.”

“Don’t screw it up by doing things that make people feel worse about their work.”

The speed over perfection thing is a bit iffy in my little world, but I can respect the spirit behind the momentum Jim is after with this philosophy: Sometimes, speed is a whole lot more important than perfection. (You can always upgrade your product later if needed.)

Have a great Wednesday, everyone. 😉

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