You are out

There comes a time in most relationships (sentimental or not) when the parts involved simply do not trust each other anymore.

No matter what they say, no matter how hard they try, no matter how much time and resources you spend making their case.

Actually, continuing to state the case in these situations is futile. Chances are the main arguments, values, plans are at least part of the reason why the distrust started developing. So, if that’s all each part has to contribute, the relationship is over.

The only thing to do in these cases is take a step back.

Open your mind, listen, apologize if needed (it usually is). Be critical of your original stance and see if there’s still space for a part of it.

Relationships, as most things, evolve. When you do not evolve with them, you are out.

Counterintuitive

We won’t open an e-mail we have not asked for.

We avoid banners on websites as if they were bearing plague.

Whenever possible, we avoid giving permission to be tracked for commercial and retargeting purposes.

We are fed up with listicles and click baits.

We are very sceptical of sources we are not familiar with.

We do not answer cold calls, and when we do we shut the conversation off as soon as possible.

We get mad when an ad appears for a product we have only visited the information page once. Three months ago.

We would never buy from a place that treat us badly, disrespectfully and dishonestly.

We could spend half of our very precious day to engage in an angry conversation with a customer support rep that cannot tell us why we are not getting what we have paid for.

And yet, as marketers we often assume others will be happy when exposed to all of that.

Why?

Do, measure and adjust

There are many different ways to address any case. Unfortunately, you probably have resources (attention, money, energy, motivation) to try one or two of them at the same time.

The point is then to avoid lengthy discussions about which way is the better (not to mention pointless scenario-building that change the rules of the case), and put some effort instead in identifying what successfully addressing the case looks like.

And then just do, measure and adjust.

Going about growth

If you are lucky enough to see your company growing, or if you are an early stage employee at a growing company, here are four things for you to consider.

Four things I have consistently seen working when taken into account, or snowballing into disasters when disregarded.

As you promote people into managerial positions, make it crystal clear that their new priority is managing people. This requires a very different set of skills, and most likely some external training is needed. Do not assume that just because somebody is good at their job, or is an expert in a certain area, they will also be good bosses. If they are too busy, make space for them. They should not.

When somebody makes something that is very good for the company, make sure to take some time to acknowledge that and craft a story out of it. This is valid at many levels, and it is one of the responsibilities of leaders and managers to elaborate on why what was done matters, here and now, as well as to spread it. This is the behaviour you want more of.

At this point, you probably have some type of culture deck or presentation or brief. Put it to test, and change it as the company grows. Finding examples and stories (see also above) that resonate with the type of culture you want to establish is fundamental. Your culture lives, whether you want it or not, and it’s up to you to approach it strategically.

Finally, remove “good job” (and its variants “great work”, “amazing content”, “superb teamwork”, …) from the accepted phraseology. If something is truly good, make a commitment to say why it is so, and how it does serve the purpose of the organization at this stage. If it’s not, establish an environment in which candid criticism is accepted and not taken as a personal judgement of someone’s abilities.

Downtime

The things you do during a period of downtime determine the success of what you will be doing when things get going.

Rest and recharge is an important piece of it, yet it’s only a piece nonetheless.

Downtime is an excellent moment to be delivering your best work, to free yourself from constraints of time and pressure, to explore new venues and new ways, to connect with that person you should really talk to, to give that speech that can change a bunch of minds.

Most things move in cycles, and work is not different. Take advantage of the space you are given to make sure you are ready when it’s most needed.