Frankly, a lot of the business world, in the last 18 months, has looked like a custard pie fight, a lot of mess but nowhere near as much fun. Those people that think we are out of the woods yet, really are only seeing the trees! I’m concerned about the people that have lost their jobs and/or homes, but what scares me more is that we may not have learnt a damn sensible thing, especially in the finance industry. But hey ho what did we expect?

The little, tiny light at the end of the tunnel (or is that the train coming the other way?) is that the customer will demand a new way of doing things, at least some will. Most of us will go back to ‘customer as normal’ and ‘business as normal’ and ignore the inevitability. Disguised as our mythical view of an inability to change things.

Others, though, will create merry hell! They will demand integrity and transparency and that will change how brands are judged and how they are led by their managers/owners. Whilst business attempts to gain true customer loyalty, something it has bought in the past, they will have to, first, be loyal to their customers. A complete, fundamental shift in thinking. I think of how BT, Nat West and the utilities are going to do this? I also think of small business too!

Just a quickie post today but hopefully a thought provoking one! Wouldn’t it be interesting if we looked at our business, department, division, even ourselves and asked these questions:

1. What if we encouraged our market to be driven by need rather than huge profits?

2. What if we stopped ’selling’ our products and started ’selling’ our people?

3. What if we removed all of the contradictions we have have in our business? Well some of them anyway.

4. What if our business plan was about evolving our company rather than it doing the same old, same old?

It would be intriguing content for a team meeting and brainstorm session. The answers would be even more enthralling!

Business in the past was valued on it’s financial performance, it still is. Increasingly, it will also be based on influence, followers and fans. If we own something we try to protect it. In fact, we can become over protective. For years we have been conditioned to think that we own stuff at work; our team, our customers, our products. Tesco thinks it owns it’s suppliers!

This over exuberance can be detrimental, if not a tad delusional. We can spend lots of money defending something that we actually don’t own. The future, we know, will be based on the value of our relationships with our fellow humans. You can only part own a relationship. You will only part own a product as we collaborate more, you have never owned your people, especially in a war for talent. And customers just ain’t buying that ‘priviledge’ thing anymore.

You don’t own the buildings you work in, you probably don’t own that car you drive and your company probably only lease that computer and mobile you use. We need to shift our mentality from one of ownership to partnership. That way we can work positively on the things that really are meaningful and rationally focus our efforts.

It’s an interesting question. If social media is to, actually it has, taken over and because of the demands of the new marketing approach that’s emerging, why do we need a marketing department at all? In his blog post http://thebrandbuilder.wordpress.com/2009/10/29/becoming-p2p-principal-characteristics-of-the-new-social-business/ Olivier Blanchard sets out that a P2P business (people to people) doesn’t even need a Social Media Director citing that social media is completely embedded in the organisation. He has a point!

Social media removes the need for one department to be responsible for marketing. Indeed, perhaps if a company does have a marketing department, they are completely subverting what social media can do. Marketing, in the future, will be about valuable conversations, enlightening collaborations and strong connections, all wrapped snuggly in a ‘word of mouth’ blanket!

In fact here’s a suggestion, if we are moving from B2C/B2B to P2P, perhaps we need to merge human resource and marketing departments. They have a lot in common in the suggested P2P environment. Retention of staff/customers, loyal customers/staff, great conversations, cultural shifts in expectations and bevhaviour, the way we treat people, the relationships we have, brand equity and so on and so on.

It makes sense, there is so much synergy between the two disciplines now that it would be a shame to miss an opportunity to add value to the P2P relationships we have both internally and externally. By the way, Olivier’s post is well worth the read!

When was the last time you let your people play? Not throwing a ball around the car park or the games we all get on our computers and mobiles nowadays, but serious play.

Play is the essence of innovation and idea creation. It requires freedom from constraints and freedom from conditions.. Watch the kid in the school yard with his/her tractor. Complete absorption in the activity, unadulterated imagination and clear determination is at work.

Play is critical, it’s serious stuff and it encourages us to look at things differently. With your team look at something mundane in your customer process or consider that boring waste management project. Play with it, modify it, destroy it, build it up again. Completely go wild, break it open and come up with 10 new ideas and see where that takes you!

As Joesph Chilton Pearce said “Play is the only way the highest intelligence of mankind can unfold.” Not a bad quote really.

If this is true, we need to start focusing on the people aspects of our business, rather than the sometimes unhealthy, overbearing focus on our products. There are no crap products in the world nowadays just similar ones. Our true competitive advantage is in how we tap the brains of the people around us. Here’s two ideas:

1. Get together some customers and influencers and discuss the future. This new way of doing things. How the mortality rate for lots of business models is rising. What trends will come true what won’t. Have a debate about the implications, the impact, the positives, the negatives.

2. If you’re the boss, get your team together on a monthly basis and initiate an interactive and engaging chat about various topics. Not the usual stuff like “how many new customers can we generate,” or “how do we reduce wastage.” But, stuff like “How can we be more authentic?” “How can we influence customers rather than control them.” “How can we work collaboratively with competitiors.”

The point; use a little imagination. If you are going to take time out of peoples day, make it interesting, make it provocative, take people out of their comfort zones. They will find it challenging, possibly terrifying, perhaps liberating. At least you will have acted as catalyst for thinking and, in today’s knowledge economy, thats really what its about.

In the past we have segmented the market based on product rather than the solution, then measured market share by that product. This also involved the benchmark of that products features against its competitors. Companies then started adding on by offering more features rather than adding value. In this situation you are solving the wrong problem.

Segmenting by customers doesn’t tend to work either. In an increasing sophisticated environment, slicing up by gender, age and location or by business size has become as useful as the world having one telephone. Customers increasingly don’t conform to the average customer in the segments you have had in the past.

New ways of marketing and the onslaught of social media throws a new perspective into the mix. We have become too good at creating products that don’t help customers do a job. Companies need to go back to the drawing board and look at what their customers are experiencing and what problems they need solving.

If you want to to build a brand that means something to customers, you need to create products and services that mean something to customers. Markets are no longer driven by typical customer segments but by small groups of people with niche common interests and connections. Traditional demographics such as gender, age and geographic location have taken a step back and we need to be segmenting on the ‘experience’ customers want.

There are four types of business behaviour at the moment in response to the social media revolution:

1. Talk to the hand – the ignorant and the arrogant.

2. Tolerant – but little acceptance so far. It’s a fly in their soup. Fearful of losing control is at the forefront of this behaviour.

3. Dipped toes – have tried it, quite liked it, the water’s warm, but don’t know what to do next to embrace it fully.

4. Riding the wave – hey they are way ahead of the game….

If you can admit to being in either 1 or 2, go look at this video. Clay identifies huge implications to the cross over to the business application of social media.

http://www.ted.com/talks/lang/eng/clay_shirky_how_cellphones_twitter_facebook_can_make_history.html

If you’re not convinced after this, I give up, you are not listening!

It’s easy to get stuck in a cycle of movement and we can all be forgiven for thinking that our business is changing, doing new stuff and improving results, when in fact, it’s not. You’re just going round in circles, embedded in what I call ‘revolving door’ syndrome.

Take a look at the new Bailey’s advert http://www.youtube.com/watch?v=YjW4iFuO-WU They have added a ‘coffee’ alternative to their product range under the pretense that it’s product development but it just feels like a desperate attempt to compete with new entrants to the market. Its false, this isn’t change, it’s just messing about.

Many companies are guilty of ‘re arranging the deck chairs on the Titantic.’ Look carefully at you business, as each month and year passes, are you just revolving or are you truly evolving?

I presented a seminar this week in Cornwall for www.mervynsmallwood.co.uk on customer loyalty and social media. It struck me that, like yesterday’s post, some new things are going to be challenging for business but we don’t need to panic about social media. Not just yet anyway. There is time to sit down, relax and just watch/observe.

My top five tips of what you need to be doing if you are looking at your marketing strategy in the next few months. Social media will be at the forefront of that so:

1. Read this book www.ducttapemarketing.com/socialmediaforbusiness.pdf

2. Research and play with social media, it’s meant to be fun.

3. Get yourself booked onto www.alikeminds.org in February 2010.

4. Find a social media ‘guru’ and pick their brains.

5. Read this blog and others www.thebrandbuilder.blogspot.com/

Don’t panic, social media is here to stay. You don’t need to jump on the bandwagon just yet. It’s more important to make sure you know what you’re doing and want to achieve. Spend 3 months getting your head round it. Play with www.twitter.com Start to engage with people. Follow people you like, follow people you hate. Understand the language, how it’s changing the way we do business, then launch yourself into it.

Social media is not a spectator sport so be prepared for that. You are not going to lose out by waiting a few months. In fact, you are going to be in a better position to manage the process and ensure your business makes the right decisions rather than hundreds of decisions.