How to think about communications + content + commerce and why thought leadership is important

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Today the customer is in control.

Full stop.

Just this week, Snapchat, United Airlines, and Toys R Us were discounted, disrupted or defeated because customers took control.

No longer is the seller in control of the sales process, and hard sales are losing effectiveness daily. 

Gone is the day when the seller could show up, make a presentation, offer some price reducing inducements, close the deal, and move on.

Next time you are in a retail store see how people are using their smartphones. Some are taking notes to generate ideas, some are snapping photos to develop a wish, and some are even purchasing the same product from an online competitor.

For those selling services or subject matter expertise, before buyers even buy your offering, they go to your website, view your Instagram account, check out your LinkedIn page, read your blog posts, and of course do research to see what others in the same space charge.

So what is a seller to do? 

A seller must think thought leadership.

With so many goods and services available from providers around the planet, this abundance of choice can be a thought leader's differentiator.

Buyers want to be led. 

They want to be informed, guided, and managed in a respected manner that makes them feel like they are part of a special cause bigger than themselves.

Enlightened organizations that embrace thought leadership from the start can develop lasting relationships with customers. Such a relationship which is shaped by forwarding thinking leadership will move a buyer to new thinking, a unique viewpoint, and a new paradigm.

Thought leadership is a choice and is not off is some inaccessible Ivory Tower. 

We all have the power to be thought leaders.

Thought leadership demands merely that we are committed to working with customers and clients in a respectable manner by creating value in every step of the buyer's journey and thinking long-term.

But many of organizations continue to struggle with how to do that and connect in a meaningful manner.

As a first step, organizations must abandon aggressive sales behaviors that buyers are resisting and employing behaviors shaped by thought leadership management.

Working with boardrooms and C-Suite executives from multinational corporations, trade associations, and disruptive startups, I have seen first-hand leaders who do create compelling communications, focused content, and winning commerce are thriving and making a difference.

To harness the power of thought leadership to foster sales in this new environment, employ strategic thinking and thought leader tactics.

Use a strategy that thinks education, experience, entertainment, and easy.

Use tactics that reinforce, reward, recognize, refresh, and supported by research.

Let me know how you are getting on or have examples of organizations and individuals using thought leadership to generate revenue and make a difference.

Marc A. Ross is the founder of Brigadoon and specializes in developing winning communications, content, connections, and commerce for entrepreneurs and thought leaders.

Thought Leadership, Sierra Leone, Oceans, Juventus, Skateboarding || The Weekly | Brigadoon

The Weekly Brigadoon.png

Thought Leadership, Sierra Leone, Oceans, Juventus, Skateboarding

The Weekly | Brigadoon
March 17, 2018
Curation and commentary from Marc A. Ross

Reporting from Alexandria, Virginia

The Weekly  = Enterprise + Culture + Sport + Policy

Subscribe here: http://thebrigadoon.com/subscribe/


ROSS RANT


How to think about communications + content + commerce and why thought leadership is important: Today the customer is in control.

Full stop.

Just this week, Snapchat, United Airlines, and Toys R Us were discounted, disrupted or defeated because customers took control.

No longer is the seller in control of the sales process, and hard sales are losing effectiveness daily. 

Gone is the day when the seller could show up, make a presentation, offer some price reducing inducements, close the deal, and move on.

Next time you are in a retail store see how people are using their smartphones. Some are taking notes to generate ideas, some are snapping photos to develop a wish, and some are even purchasing the same product from an online competitor.

For those selling services or subject matter expertise, before buyers even buy your offering, they go to your website, view your Instagram account, check out your LinkedIn page, read your blog posts, and of course do research to see what others in the same space charge.

So what is a seller to do? 

A seller must think thought leadership.

With so many goods and services available from providers around the planet, this abundance of choice can be a thought leader's differentiator.

Buyers want to be led. 

They want to be informed, guided, and managed in a respected manner that makes them feel like they are part of a special cause bigger than themselves.

Enlightened organizations that embrace thought leadership from the start can develop lasting relationships with customers. Such a relationship which is shaped by forwarding thinking leadership will move a buyer to new thinking, a unique viewpoint, and a new paradigm.

Thought leadership is a choice and is not off is some inaccessible Ivory Tower. 

We all have the power to be thought leaders.

Thought leadership demands merely that we are committed to working with customers and clients in a respectable manner by creating value in every step of the buyer's journey and thinking long-term.

But many of organizations continue to struggle with how to do that and connect in a meaningful manner.

As a first step, organizations must abandon aggressive sales behaviors that buyers are resisting and employing behaviors shaped by thought leadership management.

Working with boardrooms and C-Suite executives from multinational corporations, trade associations, and disruptive startups, I have seen first-hand leaders who do create compelling communications, focused content, and winning commerce are thriving and making a difference.

To harness the power of thought leadership to foster sales in this new environment, employ strategic thinking and thought leader tactics.

Use a strategy that thinks education, experience, entertainment, and easy.

Use tactics that reinforce, reward, recognize, refresh, and supported by research.

Let me know how you are getting on or have examples of organizations and individuals using thought leadership to generate revenue and make a difference.

FIVE ARTICLES TO READ

Meet the tech evangelist who now fears for our mental health: Guardian reports, Belinda Parmar was a passionate advocate of the digital revolution – but has started keeping her family’s smartphones and laptops locked away to protect her loved ones. Is she right to be so worried? https://goo.gl/3dCbtW

Sierra Leone just ran the first blockchain-based election: TechCrunch reports, the citizens of Sierra Leone went to the polls on March 7 but this time something was different: the country recorded votes at 70% of the polling to the blockchain using a technology that is the first of its kind in actual practice. https://goo.gl/Hmw3KC

To find meaning in your work, change how you think about ithttps://goo.gl/5Zsrud

The Verge: What an ‘infinite’ AI-generated podcast can tell us about the future of entertainment https://goo.gl/ZRpAiq

Blue-sea thinking: Technology is transforming the relationship between people and the oceans. Humans are starting to use the sea more as farmers than as hunters. https://goo.gl/pL2amT

GUEST POST

You know you got something to say: Looking for a place to share ideas, comment on business, tell a funny story, or provide expertise?

This is the place.

Send The Weekly 500 - 750 words on any topic that would benefit the Brigadoon community.

Please note, I do my best copy editing after I hit send. So, whatever you send me, I suggest you do a bang-up job on the spelling, grammar, and editing before you send it over.

DOCUMENTARY

First Team: Juventus: An American and Italian six-part docu-series about the top-flight Italian soccer club Juventus FC. It is the first on-demand series about a professional soccer club on Netflix. With narration from D.B. Sweeney (the supreme actor who played the former ice hockey player Doug Dorsey in the 90s classic The Cutting Edge), the first three episodes came out last month. The series follows the club throughout the 2017–18 season, by spending time with the players behind the scenes both on and off the field; the other three episodes are set to be released this summer.

You can see the official trailer for the new Netflix documentary: https://goo.gl/t8kq9n

PODCAST

The Digiday Podcast - Business of Fashion’s Imran Amed: I am a big consumer of Business of Fashion. Sure I like to buy clothes and find vintage goods that I can weave into my closet - feel free to ask me about the stunning OP windbreaker I picked up last summer and my high-low strategy for dressing. Also, I worked as a stock boy in high school at The Limited and Roots. But the business of fashion is fantastic and a vital industry to explore to be a better entrepreneur and thought leader.

As Miranda Priestly right points out: 'This... stuff'? Oh. Okay. I see. You think this has nothing to do with you. You go to your closet, and you select... I don't know... that lumpy blue sweater, for instance, because you're trying to tell the world that you take yourself too seriously to care about what you put on your back. But what you don't know is that that sweater is not just blue, it's not turquoise. It's not lapis. It's actually cerulean. And you're also blithely unaware of the fact that in 2002, Oscar de la Renta did a collection of cerulean gowns."

Fashion as an industry is one that punches well above its weight. Fashion touches business, culture, marketing, finance, branding, employment, nostalgia, entertainment, happiness, geoeconomics, and domestic politics like few industries. It is an industry that decides what is fashionable, fresh, and right for the planet. From Chinese Communist Party members wearing a smart suit and tie to kids in Lagos sporting Stephen Curry endorsed Under Armour gear. Also, it is an industry we engage with multiple times a day as we change to clothes and outfits that fit the task, mood, and assignment at hand.

The Business of Fashion (BOF) daily email is a must read for me as it captures the business and analytical aspects of selling fashion, clothes, and gear to people globally. Designed to be a business tool for CEOs and even entry-level assistants, BOF provides insights on marketing, branding, and finance like few news outlets anywhere.

Earlier this week I listed to a Digiday session with Imran Amed.

Amed started his journey at McKinsey and began BOF as a blog he wrote for himself. Today, it has grown into a leading news and analysis website for the fashion industry employing nearly 100 people with offices in London, New York, and Shanghai. BOF has grown several revenue streams: events, online courses, a careers website, and most recently, subscriptions.

Even if you don't consider yourself a clothes horse, this session is smart and timely. Amed discusses subscription strategy, events, and content that fills a need for a tribe of thinkers and doers.

Want more on Amed? Check out this recent WSJ article: How to fix the fashion industry: Imran Amed, the ex-McKinsey impresario behind the ‘Business of Fashion,’ discusses who is winning in retail right now. https://goo.gl/GsWuKp

SONG

The War On Drugs - Holding On https://goo.gl/kAX9oP

SPORT

SI: USA, Mexico, Canada joint 2026 World Cup bid reveals final city list http://on.si.com/2Gy5b4Z

Without US soccer to root for, Fox and Telemundo double down on Mexico: Bloomberg reports, the Americans’ collapse elevates the Mexican national team for both networks and intensifies the competition for the 21 million bilingual viewers in the US. https://goo.gl/uxYHbq

Riding the waves to better health: Navy studies the therapeutic value of surfing. http://wapo.st/2DeK6cH

Skateboarding, not surfing, should be California's official state sport https://goo.gl/d56NeZ

Thanks for reading and supporting this passion project. Feel free to send me an email with news, gossip, commentary, and restaurant tips - marc@thebrigadoon.com 

-Marc

Marc A. Ross
@marcaross
@the_brigadoon

Established in 2013, Brigadoon is the global community where creative, curious, and compelling entrepreneurs and thought leaders gather bringing together diverse talents to exchange insights and drive creativity.

Subscribe here: http://thebrigadoon.com/subscribe/

Broadcom + Qualcomm deal highlights a new age of tech protectionism and national security fears

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On Monday, Trump ordered Singapore-based chipmaker Broadcom to drop its $117 billion bid for US rival Qualcomm, citing security concerns over the deal.

When he killed Broadcom’s pursuit of Qualcomm, President Trump put his administration in uncharted territory. The White House has made no secret of its concerns about Beijing and seems to have been motivated by the prospect of Qualcomm losing its lead in 5G.

The move highlights growing sensitivity in the US that acquisitions by foreign companies could jeopardize the country’s leadership in critical technologies—in this case, next-generation 5G wireless networks. The Committee on Foreign Investment in the United States (CFIUS), which vets foreign takeovers of US companies that are considered strategic, probably recommended that the deal be blocked.

Some now worry that this could be another front in a potential global trade war. 

Here’s Jason Furman, a senior economic adviser in the Obama White House, talking to the New York Times: “If every country in the world conducted policy like that, it would make cross-border investment difficult to the detriment of American and foreign companies,” Furman said. “Foreign direct investment is an important part of the strength of the US economy.”

In the short-term, America's voters will be protectionist, anti-trade, and no major presidential candidate in 2020 will be pro-WTO. 

Mark this post. 

You can't put all this anti-globalization back in the bottle.

Marc A. Ross is the founder of Brigadoon and specializes in developing winning communications, content, connections, and commerce for entrepreneurs and thought leaders.

KSA + MBS, Social Media, Road Fever

The Weekly Brigadoon.png

KSA + MBS, Social Media, Road Fever

The Weekly | Brigadoon
March 10, 2018
Curation and commentary from Marc A. Ross

Reporting from Alexandria, Virginia

The Weekly  = Enterprise + Culture + Sport + Policy

Subscribe here: http://thebrigadoon.com/subscribe/


ROSS RANT


KSA + MBS: One of the significant benefits of living and working in the nation's capital is the staggering amount of talent that is active and speaking in the city on any given day.

Just this week I had the opportunity to attend a high-level presentation on happenings in the Middle East and how a social-political crisis in the region can last decades, impact millions, explode unexpectedly, and ultimately end up on Western shores.

In the West, we can hope and ignore the Middle East situation, but the social-political challenges of Syria, Iran, and Yemen won't go away anytime soon, if ever.

One issue I haven't been paying enough attention to is the Kingdom of Saudi Arabia (KSA) and the pending leadership of Crown Prince Mohammed bin Salman.  

Though Muhammad bin Salman is not yet officially the head of state, he popped into London Town this week and prim and proper Britain rolled out the red carpet for the crown prince. Known as MBS, he had lunch with Queen Elizabeth and meet PM Theresa May at her country estate. He's coming across the pond soon and is scheduled to meet with Trump on March 19 here in DC. 

Why this matters?

MBS is hoping to persuade Western diplomats, thought leaders, influencers, and CEOs that his "shock" reforms like letting women drive and a crackdown on corruption have made his country a better place to invest. Also, he has the massive carrot of the planned Saudi Aramco IPO to shape the West's view.

Though just 5 percent of Saudi Aramco will be made available to international investors, many are speculating this will likely be the world's largest IPO ever. This sale could bring Saudi Arabia $100 billion if Saudi officials' valuation of the company of $2 trillion remains. 

Besides the IPO, MBS wants to solidify support for his tough anti-Iranian stance, secure greater empathy for his boycott of Qatar, and advocate that KSA's aggressive military action in Yemen is necessary to provide long-term stability in the region and to ensure "The Kingdom" is secure and steadfast.

The speaker suggested this combination of anti-corruption reforms, moves to empower women, and energetic use of force is something we have never seen before. 

With MBS moving quickly to reform KSA internally and employing aggressive military tactics not seen from Saudi Arabia in decades, the leadership of "The Kingdom" is in a race to change the Middle East in unknown and unseen ways.

While the bankers of London and New York are seen as the frontrunners to host the partial upcoming flotation of the Saudi Aramco IPO, we all need to be more engaged with the MBS show - his leadership is making moves like never before.

Social media - what is it good for? This week Pew Research is out with their annual report on Social Media Use in the United States.

And to no one's surprise, a majority of Americans use Facebook and YouTube, and young adults are unusually heavy users of Snapchat and Instagram. The survey of US adults finds that the social media landscape in early 2018 is defined by a mix of long-standing trends and newly emerging narratives. 

As has been the case since the Pew began surveying about the use of different social media in 2012, Facebook remains the primary platform for most Americans. But the social media story extends well beyond Facebook. The video-sharing site YouTube is now used by nearly three-quarters of US adults and 94% of 18- to 24-year-olds.

But there are pronounced differences in the use of various social media platforms within the young adult population as well. Americans ages 18 to 24 are substantially more likely to use platforms such as Snapchat, Instagram, and Twitter even when compared with those in their mid- to late-20s. 

So is social media a good thing?

Yes.

But what does this social media thing mean for marketers, communicators, and advocates?

A few ideas.

Americans might say in polite company they don't love social media, but their activity says otherwise as they use these tools and use them a lot. Second, social media users take advantage of multiple platforms and embrace their unique tweaks. Finally, it may be early days of social media, but there is a lot of content and distraction out there - and frankly, most of it is junk food for the brain.

For marketers, communicators, and advocates to take advantage of these tools they must think: reinforce, reward, recognize, refresh, and research.

Also, your content must be outstanding because the consumer has multiple channels for distraction, others want your audience, and if the user doesn't feel special, someone else will give them a home.

So keep on using social media marketing but make sure your content and engagement reinforces, rewards, recognizes, refreshes, and is well researched.

If you want more, you can access the full report here: https://goo.gl/rWdo9g

FIVE ARTICLES TO READ

‘Blockchain’ is meaningless: You keep using that word. I do not think it means what you think it means https://goo.gl/WXvWqH

Luxury travel is becoming even more specialized: Skift reports, here's a concept you are likely to hear more about soon: silo travel. It's all about going to a place for a very specific reason, and luxury travelers are all over it. https://goo.gl/TNmquL

‘Splinternet’ to herald a trade war for the ages: A bigger fight than steel tariffs will likely be over IP, and who gets what in coming years. https://goo.gl/RPVxBr

Is your phone killing you? Mobile phones should be turned off before bed, the chief medical officer has advised as she warned that the cocktail of pollution caused by modern life was a risk to health. https://goo.gl/g9JQPn

These are the 100 richest places in the US https://goo.gl/i3FZXr

GUEST POST

Make it happen: Looking for a place to share ideas, comment on business, or provide expertise?

This is the place.

Send The Weekly 500 - 750 words on any topic that would benefit the Brigadoon community.

Please note, I do my best copy editing after I hit send. So, whatever you send me, I suggest you do a bang-up job on the spelling, grammar, and editing before you send it over.

BOOK

Road trip adventure: Tim Cahill's Road Fever is the adventure of a lifetime - well at least for me. I love nothing more than a good ol' classic road trip with miles of road, adventure, coffee, cigars, and stacks of jazz CDs.

And just think if you drove from the bottom of this hemisphere to the top - what an adventure!

Along with professional long-distance driver Garry Sowerby, Cahill drove a diesel-modified Sierra truck donated by General Motors 15,000 miles from the southernmost tip of Tierra del Fuego to the northernmost terminus of the Dalton Highway in Prudhoe Bay, Alaska, in a record-breaking 23 1/2 days - a record still in place today.

Sustaining themselves on cases of vacuum-sealed milkshakes, instant coffee, and beef jerky, Cahill and Sowerby cope with mood swings, engine trouble, Andean cliffs, obstinate bureaucracies, slick highways, armed and uncomprehending soldiers. 

It is a quite an adventure and quite a book.

PODCAST

Deviate with Rolf Potts - Episode 19 with Tim Cahill: I listened to this podcast earlier this week, and it got me thinking about how much I enjoyed reading Road Fever. 

Just like the book, this conversation is worth a listen.

During this pod, you'll learn all you could about Tim Cahill - the journalist, author, and pioneering travel writer. 

In 1972, Tim was hired by Rolling Stone to cover rock and roll until ’76, when Rolling Stone decided to assemble an outdoor magazine called Outside and made him the founding editor.

Tim discuss the importance of hooking the reader from the first line of a story, the evolution of travel writing, his brush with death in the Grand Canyon, and how his connection with walking and travel has changed as he has aged.

“I think fear comes out of ignorance.” -- Tim Cahill

SPORT

Soccer in Atlanta: Speaking of MBS, Mercedes-Benz Stadium will host Atlanta United's first home game of the 2018 MLS season.

The Five Stripes will play DC United on Sunday with a 3:00 pm ETkick off.

You can catch the match on ESPN.

MLS 2018 predictions: Atlanta for title ... and Ronaldo teams up with Beckham? The Guardian reports, thead of the new season, our panel of experts deliver their verdicts on the MVP, MLS Cup champions and whether promotion/relegation will ever come to pass. https://goo.gl/dfgTCm

Thanks for reading and supporting this passion project. Feel free to send me an email with news, gossip, commentary, and restaurant tips - marc@thebrigadoon.com 

-Marc

Marc A. Ross
@marcaross
@the_brigadoon

Marc A. Ross is the founder of Brigadoon and specializes in global communications and thought leader management at the intersection of politics, policy, and profits. Working with boardrooms and C-Suite executives from multinational corporations, trade associations, and disruptive startups, Marc helps leaders create compelling communications, focused content, and winning commerce.

Established in 2013, Brigadoon is the global community where creative, curious, and compelling entrepreneurs and thought leaders gather bringing together diverse talents to exchange insights and drive creativity.

Subscribe here: http://thebrigadoon.com/subscribe/