Put Your Ear to the Ground: Engaging More Directly
Get your ear to the ground.
This approach has been called different things but commonly is summarized as getting close as possible to the interface of the product and producer or consumer. Famous practitioners include Bill Hewlett and David Packard of HP who popularized “management by walking around.” The same approach can be used in your personal and professional life to help you gain fresh perspective on old problems, sniff out issues before they become wildfires, and continue to innovate and create while on a schedule.
Case Study: Lululemon — From the Folding Table to the Chalkboard
It is possible for many people to not know about Lululemon. Yet for those who practice yoga, the brand has risen rapidly in popularity and demand. Lululemon has become a rising star in a multibillion dollar market with comfortable, attractive yoga and athletic apparel. Chief Executive Christine Day attributes her success partially to eschewing conventional market research. Rather than relying on focus groups, website tracking, or customer purchase profiles, the company has designed their stores to eavesdrop on their customers. Folding tables are placed not out of sight, but immediately adjacent to fitting rooms. Sleeves too long? Crotch too tight? Chances are employees will be privy to that information. To allow customers to provide more direct feedback, a large chalkboard is propped up against a wall for shoppers to comment on existing products as well as wish for new ones.
Take advantage of opportunities to talk face-to-face with people
When people don’t feel threatened, rushed, or dismissed they are more likely to voice their concerns or frustrations. Rather than maintaining a course towards an iceberg, addressing conflict can prevent them from getting bigger. Likewise, allowing people to voice their honest thoughts can help generate consensus and group buy-in of a proposal even if initial reactions are less than supportive. For example, instead of email-soliciting money from your coworkers to pay for the office water cooler, approaching people known to “mooch” may generate enough guilt or raise awareness to modify their behavior. They may even bring up unrelated but important issues to them which you can support to enlist their cooperation. (“Yes, I’d be happy to remind the other people in the office to not leave old coffee grinds and stale coffee in the drip machine. Having bottled water and taking care of the break room makes work that much more bearable.”)
Actually experience the good or service you provide
Every job in the world provides either a product or service to others. It’s too easy to get entrenched in your perspective. Take time this week to actually use your product or experience the service you provide. Personally speaking, as a physician it is incredibly eye-opening and humbling to experience the hospital as a patient. Another example is the Lululemon sales representative who loves a particular brand of pants for the slimming and firming effect they provide without creating embarrassing wrinkles and lines.
Put yourself in different shoes to solve complex problems
Likewise, when you can’t wrap your head around a problem try to approach it from the perspective of someone else. What would the janitor suggest to reduce operating expenses? Does the consumer really value the promotional mailings you provide? What has your boss focused on for other business cycles or projects? Even better is to directly approach the different people involved to solicit their input.
Case Study: Levi’s Jeans — A Hot Idea from Hot Pants
Walter Haas — one-time CEO of Levi’s Jeans — stumbled upon a problem he didn’t know about while sitting next to a campfire in the 1940’s. At the time copper rivets were placed at stress points like the crotch area to provide extra strength. Unfortunately, they also conducted heat efficiently and caused quite a few unpleasant campfire mishaps. After being burned, Haas promptly removed the copper rivets. Inspired, he went on to also cover exposed rear pocket rivets to minimize scratch damage to saddles and school chairs in response to complaints by cowboys and schoolteachers.
Adopt a new role with your family, friends
Appreciation is like water to a desert plant. In the interpersonal realm, it’s been established that men and women commonly cheat because of emotional disconnection which can spring from being unappreciated. Have you taken the time recently to realize what your friends and family do for you? Take the initiative to wash dishes, walk the dog, take out the trash, drive the carpool, or organize that birthday party. It may be difficult to do the tasks we naturally avoid, but realize that you are gaining new understanding of your relationships. Gratitude makes life infinitely richer.
Go where the water is fresh
In marketing, it’s important to keep your finger on the pulse of popular trends and ideas. Just like how you need to stay in front of the wave while surfing, you want to develop your ability to sense energy and direction from other people, events, and activities. One way you can do this is by maintaining your hobbies. Do things that excite you and you’ll find that even on a tight schedule, you can work with more energy, enthusiasm, and creativity. Refrain from “dichotomizing” your life into disparate spheres. Try to bring as much of who you are into what you are doing at the moment.
As you take a closer step to your work, relationships, and the things which make you tick, I hope that you’re able to accomplish more, improve existing relationships, solve difficult problems, and sustain creativity.
(Photo credit: Young Man Hearing Sounds via Shutterstock)
Love this article? Share it with your friends on Facebook