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Branding It’s More Than Just Your USP

When you mention the word ‘branding’ most people automatically think of USP (unique selling proposition). The overall and incorrect perception of a brand is that it simply consists of the statement you use to define what you do. Slap your USP on every advertising piece that goes out the door and tah dah you’re branded! Not even close.

Your brand is created from every single thing you do within your business. Your brand is the all-encompassing collection of business principles, business strategy, sales, customer relations, appearance, attitude, products, services, advertising, copy writing, Web site design, brochures for your entire company.

In order to create a brand that has staying power, it must go several levels deep. Consider the Walt Disney Company for a moment. What comes to mind when you think of Walt Disney? Most likely Mickey is first, maybe animated movies, then family-oriented, wholesome, quality, etc. Is all of that just a USP? Definitely not!

When you phone the Walt Disney Company you are greeted by a professional, friendly, helpful person. When you visit one of the Walt Disney World locations, the staff is helpful, the facility is clean, the environment is family-oriented and the accommodations are first class.

What is the end result of all this work? Trust. Your customers learn that they’ll get what they expect every time. They trust what you offer. They have faith in it. They depend on it.

How would Disney be portrayed if all their advertising lead you to believe that they were a highly-focused, quality, family-oriented organization but when you visited their theme parks you found rude staff members, rides that didn’t work, food that was inedible and costumed characters that treated your children horribly?

The image of Disney would have fallen to the wayside long ago if they didn’t understand the concept of branding. The brand just wouldn’t have held up. This company knows that your brand must go deep inside your company and radiate through every level. It isn’t just about what you tell your target customers in your ads.

When you consider your brand, ponder these questions:

1. What do we want to be known for?

2. What do we want others to say about us?

3. What is the essence of our organization?

4. Is every department aware of our brand and the image we want to portray?

5. Does everything we do reinforce our brand? (Our staff, physical location, packaging, Web site, advertising, products and services.)

6. When you say the name of our business, what words do others respond with?

Once your brand has been determined – once you have every aspect of your company following in line with the brand you can focus on your promotional efforts. Without your brand being clearly defined, your marketing plan will most likely come up lacking. However, if you concentrate on perception and reception of your business by your target customers first, your advertising will be more effective and the results will be astounding.

Most buying decisions are emotional. Your ad copy should be, too!

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Financial Ratios

Financial ratios are a valuable and easy way to interpret the numbers found in statements. It can help to answer critical questions such as whether the business is carrying excess debt or inventory, whether customers are paying according to terms, whether the operating expenses are too high and whether the company assets are being used properly to generate income.

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How One Individual Can Change The World

He didn’t head up an army or corporation, wasn’t elected to any public office, was not the leader of a foundation, and wasn’t wealthy. In fact, he had none of the trappings most people usually associate with leadership – yet Buckminster Fuller’s leadership surely changed the world during the 20th century, and his impact continues into this century as well.

How did he accomplish this? What were the tools of leadership that he employed? Fuller himself often used the phrase “comprehensive anticipatory design science” to describe the far-reaching scope of his work and research efforts. In this article, we introduce a framework of leadership which we call “comprehensive anticipatory design leadership”. Through a careful study of Fuller’s writings, inventions, and methodologies what emerges is a powerful blueprint for problem-solving leadership in an age of rapid change – a leadership approach that has implications far beyond the field of technological innovation. In fact, we believe that Fuller’s problem-solving leadership skills are not only useful for changing the world – but can also be used when addressing the equally challenging task of changing your own local organization or business.

10 Principles for Comprehensive Anticipatory Design Leadership

So what can Fuller’s approach to life, change, technology, and design teach us about leadership? What do we mean by “comprehensive anticipatory design leadership”? Before exploring the specific principles that we uncovered, it is important to appreciate the rigorous, tenacious, and inspired patterns of thought that led to some of Fuller’s most impressive breakthroughs. As Fuller himself described, “I always say to myself:  What is the most important thing we can think about at this extraordinary moment?”

This was no mere platitude – but in many ways summarizes Fuller’s entire leadership philosophy. Fuller was always considering not just important things – but perpetually attempting to discern the most important things and placing them in the context of extraordinary times.

In fact, it would be no exaggeration to say that there were very few other passengers aboard this Spaceship Earth during the 20th century so keenly aware, and deeply appreciative of the extraordinary changes that were unfolding – as if he was waiting on the path of history in an almost childlike state of expectant grace. Forces set in motion eons ago were blossoming all around him, some giving birth to titanic changes and truly astounding inventions, some already in hand – and others just around the corner – yet Bucky Fuller was so absolutely thrilled to be there, helping nudge things along in big and little ways he alone could imagine. It was his values and vision of a perfectible society, along with his razor sharp awareness of current and impending social and technological trends, combined with a relentless dedication to focus – to really focus – on THE most important things – that served as the key foundation for his wide-ranging contributions and impact.

1. Think Comprehensively

“I always start with the Universe.”

Throughout his career, Fuller demonstrated an unwavering dedication to framing problems in their widest possible context.  When first encountering his writings, it is difficult to appreciate Fuller’s wide angle view on the world and the Universe. Armed with a vivid imagination, and an exhaustive researched inventory of the entire Universe – he could literally zoom out from a given problem in countless distant directions until he spied the remote fundamental cause that needed to be changed. Not just changed – revolutionized. If these upstream interconnections and causative factors could be addressed in a carefully comprehensive and decisive fashion, then Fuller had confidence that downstream matters would inevitably right themselves with a minimum of stress.

In terms of leadership, this means taking the time, and having the courage, to frame challenges clearly by digging into their root causes or the formative forces that brought them into being— and seeing the opportunities that are always present. Instead of trying to convince people to change their behavior, Fuller sought to change the environment that drove those behaviors. By providing a new or altered environment, Fuller’s leadership provided a new logic that lead to new behaviors and outcomes. At the core of this approach was a respect for the individual and their decisions.

2. Anticipate The Future

Buckminster Fuller was ahead of his times – so much so that many of his insights,

proposals and inventions were literally decades ahead of their era.

Whether it was his 1930’s Dymaxion car that would look at home at the

latest car shows; or his “World Design Science Decade” proposal which

has morphed into today’s UN Millennium Development Goals; or his

geodesic geometry that was discovered as a core design principle at the

molecular level (the aptly named buckminster fullerene carbon atom C60 or “BuckyBall” )— Fuller had a well honed ability to anticipate the future.

Fuller

was exquisitely in touch with trends, especially technological, world

resource, and human need trends – enabling him to not only forecast the

future, but allowing him to anticipate both upcoming problems and their

optimal solutions. Almost like a great waiter is able to service tables

and anticipate guests needs without your even asking, Fuller was able

to anticipate what the world would need at critical junctures, and then

offer up both the philosophical framework and practical tools for

solving those issues.

For

leaders, trend-spotting not only involves a feel for timing, but it

also requires the ability to tune into the relevant topics, tune out

the noise, and to act at the right time. Picking up on so called “weak

signals” long before anyone else is paying attention is a key habit

which leaders must develop if they are to accurately anticipate and

respond to future needs.

3. Respect Gestation Rates

Not

only did Fuller’s trend-spotting make him aware of what types of

progress were likely to occur, but he was also very in tune with the

timing of these changes. He often pointed out that everything has its

own gestation rate. A baby takes 9 months, a new computer chip 18

months, an elephant 22 months, and an automobile three to five years. .

Critical Path, one of his better known books, details

literally hundreds of years of human technological “gestation”. In the

second-half of the 20th century, these gestation rates began to pick up

in speed and frequency as one set of technological breakthroughs would

impact on another. Recently, inventor Ray Kurzweil – very much in the

Fuller tradition – has carefully documented in his book Singularity that even the change in the rate of change itself is accelerating. Fuller referred to this phenomenon, back in the 1960s, as accelerating acceleration.

The implications of accelerated gestation rates on leadership are

profound. Carefully identifying and then synchronizing with the

gestations rates of various changes you are facing helps insure that

your solution, invention, plan, or reorganization arrives at just the

right moment. If you arrive too early either in the actual marketplace

or the marketplace of ideas – your solution runs the risk of being

still born; it will not gain traction. If you are late to market – then

chances are that your solution will be forever playing catch-up to the

established solution.

4. Envision The Best Possible Future

Fuller also used another technique for coming to grips with the future.

This approach did not involve predicting or forecasting where different

technological or resource trends were heading, but envisioning what the

world should

be like. Over the course of his life, Fuller developed a comprehensive

moral vision that told him what the world should look like given our

technological capabilities – a world where everyone’s basic human needs

were met, the environment sustained or regenerated, and a world safe

and secure from the threats of war and social injustice were three of

the linchpins of his vision for how the world should be. Many people

found this “big picture” moral vision to be just as attractive and

inspiring as his technological artifacts.

The

take away for leaders is that not only are vision statements powerful

tools for bringing about change – but that often people respond more

enthusiastically to big and inspiring challenges than safe incremental

change.

5. Be A “Trimtab”


Something

hit me very hard once, thinking about what one little man could do.

Think of the Queen Mary – the whole ship goes by and then comes the

rudder. And there’s a tiny thing at the edge of the rudder called a

trim tab. It’s a miniature rudder. Just moving the little trim tab

builds a low pressure that pulls the rudder around. Takes almost no

effort at all. So I said that the little individual can be a trim tab.

Society thinks it’s going right by you, that it’s left you altogether.

But if you’re doing dynamic things mentally, the fact is that you can

just put your foot out like that and the whole big ship of state is

going to go. So I said, call me Trim Tab.

Fuller’s

effigy “Call Me Trimtab” is rather unique. As described above, a

trimtab is a nautical device that acts as a small rudder used to turn

the larger rudder of giant ships, offering tremendous leverage in terms

of steering and changing the direction of the ship. Fuller, drawing

upon his naval experience, saw the trimtab as a powerful metaphor for

effective individual leadership: small and strategically placed

interventions can cause large-scale and profound change. What makes

this metaphor interesting is that the ship Fuller was referring to

could be the entire planet, or any local system you are desiring to

steer or change direction.   To understand the full dimensions of the

metaphor  you need a clear understanding  of the current direction of

the “ship”, the flow of the currents it is moving through, the

knowledge of where it is heading, and a vision of where the ship ought

to be heading—as well as understanding  where and how to apply pressure

on the rudder to bring about change.  As we have seen, Fuller had a

strong vision for all these trimtab attributes. What is also

interesting about a trimtab is that it efficiently brings about change

with minimum effort – in other words – doing more with less – another

of Fullers’ key principles.

The

guiding questions for everyday leadership that emerge from a trimtab

approach are easy to list – but much more difficult to execute:

  1. What ship are you steering?
    Are you trying to change the entire world? Or maybe just your own department? What is the system you are seeking to steer or change direction?
  2. What direction is your ship currently heading?
    This often requires careful discernment and reflection. What is the

    “big picture” direction and destination?

  3. What outside currents, winds, tides, or events are impacting your ship?Sometimes these are obvious, and close at hand – but oftentimes theyare remote either geographically, in time, or functionally, and itrequires special instruments and measurements to gauge these outside

    factors.

  4. Where ought your ship be going?
    This is often the most critical question of leadership. What is the

    goal, the prize, which you need to keep in sight so that your regular

    adjustments to the tiller, in response to the changing currents of the

    environment, will keep you on target? What is the big picture goal, not

    next quarter’s profit margin, share price, or units delivered—but the

    overarching social good? How will your efforts help to increase overall

    global well-being?

  5. Where can you most efficiently exert pressure for “moving the rudder”?Answering this question accurately is only possible if you’ve taken thetime to answer the previous questions! In the system you are seeking tosteer, what is the rudder, what is the trimtab? In complex social

    systems, it is often instructive to ask, what is the rudder of the

    obvious rudder or the trimtab of the trimtab? These “trimtabs of the

    trimtab” need to be identified so that the least amount of effort is

    needed to change the system.

  6. How can you most efficiently exert pressure for “moving the rudder”?Once you understand where you are going, and where change needs tohappen in order to move in that new direction – the final step is toenvision and plan how to make the change happen. Fuller had great faith

    in the individual’s ability to build artifacts, tools, and creative

    responses that would “move the rudder”. Not only that, but he

    recognized that each person would make his or her own unique

    contributions, based on their skillsets, life-history and available

    resources. The point is not for everyone to go out and invent new types

    of geodesic domes – rather, each person should be equally inventive in

    their own way.

  1. How do you continue to navigate successfully through changing tides?One of the most remarkable things about Fuller’s life is that he wasable to reinvent himself and his particular area of focus on several

    occasions – while keeping his core values constant. Then drawing on the

    knowledge and experience from one phase, he was able to realize even

    higher levels of creativity and inventive breakthroughs than in the

    previous phase. This process of continual learning, creation,

    modification, and synthesis culminated in his global lectures during

    the 1960s when he spoke on hundreds of college campuses – captivating

    the younger generation with literally a lifetime of insight,

    observation, and wisdom. In steering by key guiding principles, Fuller

    was able to navigate a complex century, making a unique and lasting

    contribution.

Not

every leader is destined to be the same sort of “trimtab” that Fuller

was – but every leader can gain valuable insights from his highly

leveraged approach and sea-faring and navigation mindset.

6. Take Individual Initiative

By

honing and honoring individual perspective and initiative, Fuller was

able to take the lead on a variety of issues. Fuller was not seeking to

be a “leader” in any conventional political or economic sense – he saw

what needed to be done to make the world a better place and which no

one else was attending to, and, being true to himself –dared to go off

in directions that the typical crowd-following individual did not ever

dream of going. His approach was an anti-“Big Man” leader, or anti

central supreme authority style of leadership. He felt that everyone

should be and is a leader . . . of at least of their own life.

For leaders, Fuller’s approach demonstrates that you don’t need to have

the job or be the expert or have money to make a difference. Every

individual should feel empowered to make his or her own contribution –

whether or not they’ve received some sort of official blessing or

sanction. Interestingly, even the biggest of corporations now recognize

the need for self-motivated individuals to work on projects and ideas

in the unexplored market areas. This is not just an altruistic act on

their part – rather, these companies recognize that their future market

success depends on creating and capturing entirely new markets, and

that these markets are almost always driven into being by the

dedication and motivation of a just a few individuals.

7. Ask The Obvious And “Naïve” Questions

Sometimes

leadership involves nothing more than simply asking the obvious

questions. “Why do we do things in this way?” “Gee.. I don’t know –

that’s the way we’ve always done it.”

For

Fuller, his basic questions typically took on a big picture view: “With

our expanding technical resources – why can’t we commit to feeding and

clothing everyone on the planet?” “Why can’t we design homes that are

easy and inexpensive to build?” “What is wealth?” “Why shouldn’t wealth

continue to increase as our knowledge of technology grows

exponentially?” “Why don’t we simply look at how nature builds things,

and then build our own structures accordingly?” Part of the power of

these questions lies in the fact that they spring from individual

observation and inspiration, and are not dependent on a committee,

policy, procedure, official edict. or dogma that no company or group

has thought to address because they hadn’t thought to ask the obvious

questions.
For leaders, sometimes the

best way to initiate change is to simply ask the appropriate and

perhaps naïve-sounding questions. The answers can often bring about a

surprising jolt of action!

8. Do More With Less

“Real

wealth is indestructible and without practical limit.  It can be

neither created nor lost – and it leaves one system only to join

another – the Law of Conservation of Energy. Real wealth is not gold.

Real wealth is knowing what to do with energy.”

Many

people continue to mistake money for wealth, but capital itself has

become a vast manufactured commodity circling around the Earth in

search of true productive wealth. And what is productive wealth? Knowing how to do more with less.

Any technology or system of technology that can create more output with

less input will rapidly gain influence in today’s hyperlinked global

economy. Whether it is the Toyota hybrid car delivering more miles to

the gallon, or a new computer delivering more computing power per

dollar, or Google delivering broader and faster searches per click, or

Dell sourcing component parts from all across the world in order to

deliver the cheapest and most powerful computers, – wealth today flows

to the organizations and individuals who can use creativity and

initiative to get more done with less. Fuller was impatient with

artificial financial schemes. His view on wealth also made him

pragmatically optimistic regarding humankind’s ability to feed and

cloth  the passengers here on Spaceship Earth. Fuller’s equation for

physical success of humanity can be summarized fairly succinctly:

A. True wealth = Resources + Human know-how applied to meet needs

.

B. You can never learn less, you can only learn more, so therefore

wealth is increasing as we increase our understanding of the world,

ourselves and the Universe

Thus – while the supply of raw materials is a zero-sum game, and leads

to a scarcity mentality –the wild card in wealth creation that breaks

the zero-sum standoff is human ingenuity, allowing us to accomplish

more and more with less and less. Fuller was convinced that every

individual could make a contribution to this overall cycle of wealth

creation. For leaders, this means recognizing and encouraging everyone

in the organization to contribute on a consistent and inspired basis.

9. Seek To Reform The Environment, Not Man


The function of what I call design science is to solve problems by

introducing into the environment new artifacts, the availability of

which will induce their spontaneous employment by humans and thus,

coincidentally, cause humans to abandon their previous

problem-producing behaviors and devices. For example, when humans have

a vital need to cross the roaring rapids of a river, as a design

scientist I would design them a bridge, causing them, I am sure, to

abandon spontaneously and forever the risking of their lives by trying

to swim to the other shore. (See bottom of page 2.)

Flowing out of his trimtab philosophy, Fuller came to the conclusion

the most effective leverage can almost always be found not by trying to

change habit ridden men and women – but by reforming the physical

infrastructure in which they live and worked. Thus, many of his

projects focused on large complex systems such as housing, automobiles,

energy, etc. Fuller was convinced that if these large scale systems

could be optimized with a view towards maximizing actual human gain

rather than measured by financial statements, then there would be a

broad impact on human society as whole.

For

leaders interested in “making the world a better place” – the

implication is that reforming the physical environment can often have a

large impact on people’s behavior.

10. Solve Problems Through Action

Man knows so much and does so little.

Fuller

was never one to merely theorize about how things ought to be, and his

creative portfolio, spanning nearly six decades of continuous

leadership and invention is testimony to a hands-on, involved, and

action-centered life.  Beginning early in the 20th century, his

creative portfolio documents a truly stunning range of projects (from

shelters to flying cars, bathrooms, floating cities and social policy),

interests (from geometry, to cosmology, architecture, technology, and

humanity’s function in the Universe), writings (27 books, hundreds of

articles and thousands of letters corresponding with people all over

the world), as well as drawings, photographs, videotapes, and

observations,.  His Chronofile documents his effort “to see what one

ordinary person could accomplish.” Fuller received 28 US Patents and

circled the globe more than 50 times, lecturing to audiences all over

the world.  The scope of his curiosity, and range of technical and

artistic pursuits were united by a common thread of providing humanity

with tools and artifacts for the benefit of all. Another thing to note

is that not only did Fuller choose interesting projects to pursue, but

his metrics for success were often at odds with the prevailing wisdom

and values. The value he put on money reflected his big picture views

on much of society’s other sacred cows. He saw money as a means to

further his explorations in “making the world work for 100% of

humanity” but it had little intrinsic value.

For

leaders looking to solve problems, Fuller example of an action-filled

life should serve as tremendous inspiration. Not only did Fuller’s

actions and projects bring him great satisfaction over the years –

regardless of their immediate impact – but as his portfolio of efforts

grew, they served as inspiration for even greater breakthroughs.

Conclusion

If

humanity does not opt for integrity we are through completely. It is

absolutely touch and go. Each one of us could make the difference.

Here in the early 21st century, the Internet – by offering individuals

almost unlimited access to information – has made Fuller’s

Comprehensive Anticipatory Design Leadership approach even more

powerful than ever:

  • Think Comprehensively
  • Anticipate The Future
  • Respect Gestation Rates
  • Envision The Best Possible Future
  • Be A Trimtab
  • Take Individual Initiative
  • Ask The Obvious And Naïve Questions
  • Do More With Less
  • Seek To Reform The Environment, Not Man
  • Solve Problems Through Action

In following these 10 principles, there is no telling what a single ordinary leader will be able to accomplish!

Click here for a PDF version of the article.


About the Authors

Medard Gabel

is the founder of BigPictureSmallWorld.com in Philadelphia, PA , as

well as former president of the World Game Institute. He spent several

years working in conjunction with Buckminster Fuller.

medard@bigpicturesmallworld.com

Jim Walker

is an internet developer and entrepreneur in Philadelphia.  Early in

his career he was a workshop facilitator with the World Game Institute.

jim.walker@mindpalace.com

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