Your language is your World

Sometimes organisations, particularly organisations that have a heavily technical component, develop their own internal language. It is a great way to build identity and even culture, and it is important that new members of the organisation get instructed on said specific language.

Nonetheless, there are two risks.

The first one has to do with belonging. As the company grows, more and more people will feel as outsiders, as they did not contribute to the vocabulary and the phrase book that is being used day after day.

The second one has to do with opportunity. The more specific and internally focused the language is, the more difficult it becomes to communicate with the external world. And people out there might feel that what the organisation is offering is not for them (even when it might actually be), that the opportunity cost to learn this new language is simply too high.

To mitigate the risks, a possibility is to take an outsider approach.

What is the impact the organisation wants to have in the community?
What are the shared values it stands for?
What are the things it seeks to improve?
Why should people (and employees) care?

And then, have reality checks around these topics with people that do not belong, but that should care (somebody would call them stakeholders). Do they get it? Do they actually care? If not, why?

The more the time passes, the more difficult it gets to do just this, so better start early in your journey.

Do you have anything to say?

Few things you might want to consider if you have something important to communicate inside your organisation over a certain amount of time. It might be a project, a change, a new tool, an improved process, a different structure.

First of all, be ready to reiterate the message. Do not expect everybody to be on the same page after you have sent out an email or updated the internal communication tool. It will take time, so prepare to have something to say about it in different occasions.

And (secondly), prepare to do so on different types of media. People absorb information in different ways. Some prefer to read, some to watch a video, some to watch an infographic. With modern tools, it is very easy to be creative in many forms, make sure you are considering the various ways you can reach your audience with.

Thirdly, pace your communication with a schedule. It’s not ideal to receive 27 notifications from you in 1 single day. As you are working on something that will take time, you should factor time in. What do you have to say today? What this week? What this month? What next month? After all, you’ll have different formats and occasions to talk about what you care, do not overload everybody on the starting line.

Finally, ensure some kind of space for feedback. Communication is never one way, as you progress in your journey, people will have things to say, questions to ask, doubts to raise. Set up occasions for this to happen, and be ready to follow up on what is said. Wait there: “follow up” does not mean “change your plans according to (what is said)”, I hope we are clear on that.

And since a couple of interesting words have (fortunately) crept in the paragraphs above, before you even start make sure you have very clear who your audience is (the whole company? for real?), and what the message you want them to get is (probably, not just how things are going with this or that).

Good luck!

Marketing problems

I have worked with start-ups and SMEs for most of my career (about 14 years now), and up to this day, it is difficult for me to explain why there is a general lack of interest towards marketing in these contexts.

There is plenty of evidence out there that tells that startups often fail for reasons that good marketing would address. Be it focusing on building the product/service and not the customer, lack of market need and pricing issues, product market fit or plainly bad marketing.

Perhaps the most reasonable explanation for why this is happening is that people still equate marketing to advertising. If you fall into this trap, it’s easy to believe that marketing is something to take care of only once you get traction (i.e. you have cash).

In one of his most recent posts, Seth Godin suggests a list to understand what a marketing problem looks like.

. There are people who would benefit from your work who aren’t engaging with you.
. There’s a change you seek to make in the culture, but it’s not happening.
. You’re having difficulty persuading other people of your point of view.
. The service or product you make isn’t resonating with those you seek to serve.
. You’re fighting in a race to the bottom, and it’s wearing you out.

Seth Godin

I would add:

  • The story people tell about you is not the story you tell about yourself.

Be sure to give these issues a thought if you are starting something important, and be sure to have somebody close to you who can help you investigating a solution. Marketing has moved a long way past advertising, and continuing promoting that false equation will just drive your enterprise into one of the future articles about why startups fail.

Write it down

If I am consistent enough this year and I stick to my resolution, by January next year this blog will have around 400 posts. That’s a lot of content, yet I am fairly positive that if there is one single idea you should take from this page, it is the following.

When you have something on your mind, write it down.

It might sound extreme, and I don’t mean you should write down everything that comes to your mind. Neither I am talking about to-do lists or grocery store items you need to remember next time you go to the shop.

If something sticks in your mind long enough to make it relevant for you, put it on paper (or on screen). It is valid with ideas, no matter how early stage they are. It is valid with impressions, feelings, talks, chats we want to have, changes we want to make.

When we keep things in our mind, they always make sense, as our brain automatically fills in any gap there might be to make it reasonable for us. This happens very fast, without us even noticing it. And it is dangerous, because when we eventually speak our mind, those gaps are not that easily filled with words and sensible concepts. They become chasms, and we fall into them.

Writing things down forces us to take an additional step. It not only makes space in our mind. It will also help us crystallize our thoughts, make it more likely we will take action (or not), and improve our chances to be successful with that action (or inaction).

Start here. Next time you have an important meeting, a conversation in which you want to deliver your point, a chat with a colleague you want to ask to change their mind. Write it down. Read it. Is it clear enough? What is missing? What else could you add? Write it again. Read it again. Repeat. Until you are ready.

It is one of the reasons why I re-started blogging after that long. And it’s the most important message I can leave behind.

Write it down.