What a career!

It's the dog days of summer, but there will be no lolling about here.

van Schouwen Associates has a career opportunity available... for the right person. We want a strategic communications professional to join our writing and PR team. WELL, you may say, that should be an easy position to fill.

Nope. In fact, looking for the right person to fill this job opening gives the existing vSA team a new appreciation for what we do every day. And it gives me a new appreciation for the team we have. The job opportunity requires a person who can:

-Face undaunted the task of QUICKLY learning to communicate intelligently about client specialties that may range from geothermal engineering to patented building supplies, aerospace quality management to investment planning for the wealthy.

-Write like Ernest Hemingway about said topics.

-Edit like... oh, I don't know, A.M. Rosenthal?... about said topics.

-For media relations initiatives, pitch to diverse, extremely busy editors, employing a keen understanding of what each editor, each venue and each readership needs right now.

-Switch between topics, disciplines and client needs at a moment's notice. And again. And...

-Genuinely enjoy working with clients who are smart, busy, facing pressures and deadlines of their own, and who trust vSA to create and implement strategic marketing programs that perform... programs that perform extremely well, no matter what the climate.

-Come up with great program ideas and innovations for clients.

-Work social media in B2B, financial services and other wilderness expanses.

-Work with the rest of us.*

Are you the one? Do you know the one? Be in touch...

*We're fun. Naturally.

Painfully obvious PR from the man in charge.

"And I don't sit around just talking to experts because this is a college seminar; we talk to these folks because they potentially have the best answers, so I know whose ass to kick," proclaimed our president this morning in an interview with Matt Lauer on the Today show.

Some people may object to this remark because it is coarse. I object because it is disingenuous and clearly the brainchild of a media relations team. "President Obama! The American People think you're an effete intellectual. They think you lack emotion. They want to see you get mad!" And, "The American People do not want to hear about experts or scholars. They want you to get out there and KICK ASS!"

President Obama, polls or no polls, please speak with your authentic voice. Work with BP, work with everyone who can help clean up this terrible mess, build some regulations, kick some ass if necessary, but don't talk to us as if street fightin' is your way of life. Get real.

Communication that resonates - how it happens.

Imagine for a moment that the communication in question isn't marketing. Imagine you're at a social event, talking with a stranger you'd like to know. What will keep this stranger talking with you? Will allow him to become intensely interested in what you have to say?

Talk about a topic in which the other person is very interested. ("Oh! You collect spiders?")

Not only BE truthful and sincere - project it. Interestingly, even when you ARE being genuine, people don't always believe it, probably because they have been exposed to so much that is false.

Hear and respond to the other person. Answer his or her questions directly, rather than swerving back to what you wanted to say anyway. Eventually, you can get to your message, but don't force the matter prematurely.

Inspire curiosity. Be interesting enough that the person wants to learn more, and to continue talking with you, and to resume the conversation another time as well.

Now - let's get back to the discipline of marketing. The principles are the same, but the barriers are higher. When you have something for sale (or, shall we say, "skin in the game") you face the challenge of appearing biased. Gosh, wonder why! So it's all the more important to project that you are telling the truth. The type of communication we've described above is a slower, more authentic way to build relationships than old-school hit-me-over-the-head-with-it marketing. But IT WORKS. Banks and financial service companies need solid relationships with customers and clients. So do companies whose products require a major commitment of time or money, or a switch to a new technology platform. So does your company, I'll bet.

Think about the many types of communication you employ - from speaking engagements to webinars, editorial coverage to white papers, social media to sales meetings. Each of these can be studied and, as necessary, retooled to more clearly and effectively speak in an authentic voice.

In a time when trust is rare and business is still recovering from a nasty year or two, is it worth your time to make sure your communications resonate? At vSA, we're voting yes-absolutely-yes, and the nature of our clients' communications increasingly reflects our focus on building trust as we build their brands and sales.

The no-good sales call.

So much about business has changed. So few extended business lunches. So much cost cutting. So little hiring. Even the U.S. car companies now see doom for the corporate jet and maybe even those big bonuses for losing their shirts. But enough about them.

It goes without saying that our company has not yet qualified for a bailout, so we must slog on with making a profit.

We used to make phone calls to key people at companies we thought we could help - and then we talked with people on the phone. Strangers! It took courage. It used to work.

This calling thing appears to be pretty much over.

Let me ask you: how often do you take probable-solicitation calls from strangers when you're at work? If the answer isn't NEVER or ALMOST NEVER, you'll probably want to add a caller ID feature to your phone.

So cold and nearly cold sales phone calls are teetering toward obsolescence. FINE, who wants them anyway? Ah, but what replaces the classic cold call for companies in which selling is sometimes a one-by-one process? Bringing people to your door to ask to work with you or buy your stuff? Emailing? Psychic messaging? (Okay, scrap that last one...)

Think of professionals who never advertise but who are always busy. They've built a reputation for excellence - and it wasn't an accident. It likely took ongoing outreach, networking, PR, climbing the Google ranks, nurturing of word-of-mouth, viral marketing, and more.

It can be really hard to change the way you sell things. But take some time to think about this New Age of outreach.You know the saying that insanity is doing the same thing over and over and expecting a different result. How ARE those sales phone calls going for you anyway??

Start building a business reputation that opens doors so much better than the ol' "My name is Milton Kong and I'm calling to ask you...."

"American Public Rejects Global Warming." (Serious PR required)

"No, Mabel, I still don't believe there's a tornado out there."

Naturally, when I mutter "PEOPLE!!" and shake my head in disbelief, I don't mean you. You're really savvy.

But who ARE these people - the one in three Americans who do not believe there is solid evidence of global warming and the full half of us who don't believe pollution is causing the earth to warm? (All this from a 2008 Pew Research Council survey). And perhaps worse yet, what about the fact that only 41% of Republicans believe the earth is warming now - but 56% of Republicans know that most scientists think it is? (Gallup.)

Clearly, the scientists must be wrong.

Clearly, there must be reasons so many Americans don't believe it, don't care and (apparently) don't care to listen to scientists.

I got my son's Columbia University alumni magazine, (current issue not yet online, sorry) and to save the earth I kept it rather than mailing it to him. In the latest issue, the article The Deep Sleep sheds some light (heat?) on this subject. Columbia, kindly enough, has established a Center for Research on Environmental Decisions (CRED). Some of CRED researchers' and analysts' findings, briefly paraphrased below, indicate that we need to create much better public relations outreach on why Americans should act now to slow global warming... and why we don't.

• We think it will be a problem for poorer countries, not so much the U.S.

•We have 52 senators from coal mining states blocking better federal policies - but coal, no matter how we position it, ISN'T clean.

•Some Americans' values preclude dealing with global warming: I know it's hard to fathom, but white, male, religious, conservative radio talk show listeners (yup) often don't believe in global warming.

•Global warming is just... too vague. We haven't seen the most catastrophic effects yet, so we focus on more immediate problems.

CRED researchers contend that people's responses to global warming information can change based on small differences in the way the information is presented. For example:

•Doomsday scenarios, while terrifying, tend to turn people off and away. Better to focus on solutions.

•When proposing a solution, describe its benefits before its costs (Marketing 101, of course).

•Explain specifically how our planet has been damaged and what needs fixing. Forget all the nature talk - we place higher value on what we've lost than what we still have.

•Look at people's values and address them. For example, the Christian right? Remind them of their duty to help their neighbor - including that poor soul living at sea level in the developing world.

•Tell people specifically how they can help. Which color Prius is best??

An Inconvenient Truth was a good start. But global warming is still very inconvenient, and we should make sure urgency outranks ennui in the American public.

Cynical, anyone? The communicator's dilemma.

Sure, I'm way too emotionally involved this election season. But I consider the time and the hand-wringing an investment in my professional tool set, because this year's presidential campaigns are studies in marketing, and very cynical marketing at that.

Which gets me thinking... how on earth can a communicator be believable when she has something "for sale"?

Personally, I look at everything the candidates and their cohorts do through a glass darkly. Picking Sarah Palin as the Republican Vice Presidential nominee? Don't get me started about how cynical THAT was - and I so hope the women of America don't vote for her just because she has XX chromosomes. Obama's growing sympathy for the gun-totin', God fearin' working class? (Didn't he say something about them clinging bitterly to something? Guess hangin' around a few town halls in Pennsylvania wised him up...) Even the small stuff: Cindy McCain holding Sarah Palin's new baby on TV? Awww... but I notice she REALLY doesn't want that kid to barf on her dress. The cynic in me sees only a photo opp, not brilliantly handled.

Trying to learn from the mistakes of political campaigns... okay, so what about marketing products and services? The same problems can arise - it's tough getting a cynical audience to believe anything professional PR people and other communicators say - even when it's absolutely true.

Letting the truth be the point. That will help. The truth looks true. It sounds true. Maybe it's funny, eye-catching or new. The truth doesn't shift message just to be expedient. It doesn't underestimate the intelligence of its audience. It doesn't pull a bait-and-switch.

When you can't say something good and true about the product or service you're selling? No kidding - as a marketer, you should just say no. Save yourself for something worth talking about.

Integrity, over the long term, equals believability. I think it shines through - and that's where my own cynicism ends.

Sarah Palin... do I remember her from a bad dream?

Yikes! Last night, listening to Sarah Palin's national debut, then the pundits' unabashed adulation, I felt ... so alone. Was I the only person in America who was horrified by her mean-spirited, small-minded speech?

Prime example: Palin mocks Obama for advocating that suspected terrorists, when arrested, be read their rights. And the audience agreed! Big time! Loud boos and vehement nodding of their Uncle Sam top hats made it clear that Ben Franklin's statement, "They who can give up essential liberty to obtain a little temporary safety, deserve neither liberty nor safety" is passe. Ouch.

I'm a marketer and a PR professional, so I should be able to understand how the masses think. Why then, as I heard Palin promoting her "hockey Mom" credentials and direly warning the crowd that this is a "world of threats and dangers" best managed by a man who has been tortured, rather than one who hasn't - why was I so worried that I alone, really alone, think Palin is a horror show?

In the light of today, I've encountered more enlightened individuals, none of them toting rifles or wearing the American flag as a costume, who weren't enthralled by the new candidate. And for that, I am truly grateful.