April 23, 2011 25 Comments
I have a confession. I love every aspect of the work I do, but there is one thing that gives me the most immediate gratification and sense of accomplishment – sitting down with entrepreneurs and doing a brand therapy session. Distilling down a small business brand to the Core Four – its differentiating offering, its one-sentence summary, its compelling brand story, and its key marketplace analogy – is one of my favorite exercises. There’s a certain magic that occurs when you can help re-define a company in a few hours.
Recently I was in the midst of this process with a talented and successful digital agency in the Northeast. As I queried them about their core strengths, they kept coming back with nice-sounding (and true) phrases, none of which really distinguished them. So I scribbled J.A.D.A. on a piece of paper and pushed it across the table.
They sounded like Just Another Digital Agency. A commodity.
Now, in fact, they weren’t, and I knew it, but they hadn’t boiled their message down to a unique, differentiating identity. It was there, but it took some more pointed questions to finally bring it to the surface. They had revenue, they pleased their varied customers, but they were on a treadmill. Commodity brand positioning does that to you.
Why do companies need a brand therapist? It’s simple, really – we’re all too close to our own work. We get so immersed in our companies and offerings, that we can no longer see clearly who we really are. I serve as a brand therapist for others – but, I realize that I also need an outside voice for my own company. Because I’m too caught up in my own work to be objective!
I see this brand identity murkiness all the time – and the lack of definition even leads to taking on the wrong kind of work. It seems to be unavoidable – ironically, even marketing/branding companies regularly suffer from the syndrome – but it’s certainly curable.
You may be coming across as J.A.S.P. (Just Another Service Provider), or J.A.T.C. (Just Another Training Company) – or, fill in the blank for your offering. Sometimes an outside perspective – a therapist who can ask the right questions and guide you to a clearer vision – is just what you need when you’re at that point of doing a lot of work, but suffering from a lack of focus and direction.
Lots of big-time companies will suck you dry of time and dollars for a branding exercise, but my brand therapy sessions typically take about a day of focused time. We get to the Core Four, and if you need help in execution and campaigns beyond that, I have some wonderful resources in my network (yes, including digital agencies, marketing consultants, and loads of other talented providers!) Give me a call at 973-947-7429 and let’s set aside a day for some brand therapy. If, like me, you have eyesight that needs correction, you can look forward to that feeling you get when you put on a brand new pair of prescription glasses!