It's been emotional!

Don't worry about the tennis; it's the tears that count!

When Andy Murray broke down in tears during his runner up speech at Wimbledon in 2012, it was a turning point in his career. Not only in his tennis career – he then went on to win an Olympic Gold Medal and the U.S. Open – but in his ‘public’ career. It was the moment that he was accepted and started to be cherished by the British media and the British Public. Andy Murray has always been a fantastic tennis player, but it wasn't until he showed his human and slightly more fallible side that people started to believe in him. Emotion is very powerful.

Recently I've been thinking quite a bit about emotion and the role it plays in inspiring change. My instinct when it comes to selling in sustainable business practices has always been to move away from emotion and stick to rational arguments; after all, the struggle has always been to get leaders to see sustainability as core to the business so how would bringing emotion into it help? Of course communications to engage employees and consumers could depict human stories in a conversational and approachable way, but not the communications to Senior Leaders or Management. My view on this is starting to change.

In his book, Start With Why, Simon Sinek makes the compelling argument that “people don’t buy what you do, they buy why you do it” – you might remember this from my blog on 21st April. Simon argues that inspiring people with why you do what you do, appeals to the Limbic part of the brain, which is separate to the area of the brain which processes rational, analytical thought and language. The Limbic brain is “responsible for all our feelings, such as trust and loyalty…It is also responsible for all human behavior and all our decision making” (Ch.4). Based on this, the easiest way to persuade or convince your audience to make a decision or take action, is to appeal first to the heart and then to the mind. As Simon points out in his book “I can’t help but wonder if the order of the expression ‘hearts and minds’ is a coincidence…Why does no one set out to win ‘minds and hearts’?” (Ch.4)

So, we need to bring more emotion to the table. The increasing focus on a company’s purpose – the why – enables us to do this whilst remaining within the comfort zone of most business leaders. Over the past few months, I have been working with a U.S.company to help it articulate its core purpose. Last week, the purpose was unveiled to the wider leadership of the organization and, considering that the audience was predominantly made up of middle class men, it was a surprisingly emotional event; there were tears! On reflection, it isn't that surprising – a purpose makes the connection to the broader ‘why’ of the business; it demonstrates the human/social impact of the business beyond generating profits and, inevitably, provokes people to question their own values and motivations. However, it was incredible to see the energy, enthusiasm and inspiration as every member of the company’s leadership team understood the positive, human impact of what they do every day.

Ultimately, in order to influence change within the corporate world, we need to tailor the message to suit whatever type of organization or people we are dealing with. However, emotion and business, particularly as we move towards business as a force for social, environmental and economic good, are not as far apart as they first seem.

People don’t buy what you do; they buy why you do it

Back in the days when I was fundraising for a nonprofit, my communications always focused in on the 'why' – what is the need or problem and why is it important that we address it now. Of course, the funders that I was talking or writing to were interested in what we were doing to address the problem, but, ultimately, the reason that they decided to make a donation was based on the difference that they thought it would make, the positive impact that they would have on the cause in question. Learning to present the 'why' in a compelling way was fundamental.

The importance of the 'why' reaches far beyond the realms of the fundraising world. Simon Sinek, author of Start With Why, gave a great TED talk back in September 2009 that explains the importance of the 'why'. It’s a great talk and I would thoroughly recommend watching it but, in short, the key point is that what inspired leaders and inspired organizations have in common is that they focus on why they do what they do, rather than simply what they do. He uses the example of Apple which sells its products by sharing the core belief that is driving the business – as Simon Sinek puts it, they say to us, “Everything we do, we believe in challenging the status quo. We believe in thinking differently. The way we challenge the status quo is by making our products beautifully designed, simple to use and user friendly. We just happen to make computers. Want to buy one?" It seems so obvious but it’s amazing how few companies actually do this.

However, where understanding the ‘why’ can be really powerful is in terms of understanding the broader purpose of a company – the reason it exists and what it brings to society/the world. Apple is actually an interesting example because it hasn’t done this. Whilst Apple clearly understands the ‘why’ in terms of product strategy and marketing, it has been slow to recognize, articulate or act on the social or environmental opportunities of the business. You could say that it's only identified half its purpose. In today’s world, consumers want more than that – they want to understand the ‘why’ of a company from a product/business perspective as well as a social perspective. By understanding and articulating their ‘why’ or ‘purpose’, companies are in a much stronger position to drive authentic, sustainability activity, derived from the core of the business.

Lights, camera... where's the action?

Each year, the Boston College Center for Corporate Citizenship holds a film festival, which gives companies an “opportunity to demonstrate how they have utilized video as a communication tool”. There’s a public vote online – it ends tomorrow in case you want to have your say – to decide a shortlist and then the overall winner is selected by a panel of judges at the International Corporate Citizenship Conference in April. 

There are a total of 76 entries so it’s quite a feat to watch them all; however, in my quest to find out about corporate responsibility in the States, I thought it would be an interesting exercise to explore what companies are doing and how they’re talking about it.

Video is such an engaging mechanism for telling a story and companies increasingly use it to communicate their environmental and social messages to employees and consumers. In recent years, we've seen some compelling examples of how effective video can be, from the Dove Campaign for Real Beauty videos, which went viral(see below), to Virgin Media’s video-driven approach to sustainability reporting. There is some really innovative and creative thinking out there.

I have to admit that not many of the film festival entries grabbed my attention. I accepted quite early on that the majority of the videos were going to be about philanthropic activities and that I shouldn't try and evaluate them with my strategic sustainability hat on. Some of the videos made reference to the broader social and environmental objectives of the business but, where they did, it felt like a bit of an after-thought. Broadly speaking, I'd divide the entries into two categories: 

• Emotional stories: personal stories from veterans, cancer survivors, single mums, people with disabilities about how they – or the charity that helped them - have been supported by the company and the impact on their lives. 
• Volunteer montages: clips of volunteers in corporate T-shirts painting schools, packaging up food bank deliveries or completing a 5 km run. 

Videos in both of these categories used similar ‘emotional’ music, and the commentary was provided by staff members, who said very similar things using slightly different words.

Now before you accuse me of being British and cynical, I should say that I was impressed by how much philanthropy seems to go on. The videos really convey the enthusiasm and excitement among employees in the US for ‘giving back’ and there are some really nice examples of how companies are supporting the communities where they operate. Perhaps my expectations are just too high – I believe that business can be a powerful force for good and therefore it’s frustrating to see companies wasting the opportunity to show what can really be done.

Content aside, at the very least, I was looking for a strong message, some creativity in the techniques used, and, most of all, a clear aim; by that I mean that I wanted to understand why the video was made and who it was made for. Only a very small number of entries ticked all these boxes.

In the future, it would be great to see the introduction of categories for the film festival. All the entries are currently lumped together as ‘corporate citizenship’ videos, but perhaps the inclusion of categories would help companies think more broadly about what corporate citizenship means and perhaps to submit something other than the usual volunteering or philanthropy video. The added benefit - it would help balance the expectations of viewers who are (ahem) harder to please.

Is there Social Intrapreneur in all of us?

"Social innovation is the unwritten bullet-point in everyone’s job description" is the opening line from Marzena Zukowska, media manager and strategist with Ashoka Changemakers, in her Forbes article 3 Necessary Ingredients for Corporate Changemaking. The article is about Social Intrapreneurs; employees, who are working to change the culture of their workplace from the inside. There are some remarkable examples of how this is being done. Check out this video of the Food for Good initiative, thought  up and bought to life by PepsiCo employees in Dallas, Texas:

Click here to read about other inspiring examples from around the world.

At the end of last year, Ashoka and Accenture, launched The League of Intrapreneurs, a competition to raise awareness about what they're calling a 'lost tribe' of social innovators from all over the globe; the millions of employees, who have come up with projects to help their employers fulfill their commercial and social objectives. Winners will be featured in the globally distributed 'Intrapreneur Toolkit', they will be publicized on the Fast Company's Co-Exist blog and they will receive consultancy support from Accenture Development Partnerships.

This celebration of Social Intrapreneurs is a an important step - it's recognition of that the fact that it's not only entrepreneurs that have great ideas; that employees in companies, whatever their day job, have the potential passion, creativity and skills to bring groundbreaking new social projects to life. In my opinion, if this competition can encourage companies to provide the means and mechanisms to enable employees to communicate and develop their ideas and, most importantly, inspire employees to fight for what they're passionate about, it will have been a success.

We can all find our inner hero!

Having said that, we're not all Social Intrapreneurs, and, let's be honest, it would be a nightmare for companies if we were! Nevertheless, the phrase 'social innovation is the unwritten bullet point in everyone's job description' is still true. Everyone in a company can help make the business they work for a 'better business' - from finding ways for their team or department to use less paper, to changing to a supplier more in line with the values of the business, to working alongside a 'Social Intrapreneur' to make their idea a reality. What is important is that their company has a clearly defined purpose and strategy that inspires employees to work towards a clear, shared goal and empowers them to make a difference as part of their job, without waiting to be told to do it.

So whilst we unlock the potential of Social Intrapreneurs, let's not forget the potential of everyone in a business to change it for the better.

Beer for Good: Sam Adams Brewing the American Dream

At the risk of making beer a bit too much of a recurring theme, I wanted to write about an interesting initiative that has been developed by the Boston Beer Company, the makers of Sam Adams beer. In the current tough economic climate, what is needed more than ever, is support for entrepreneurs trying to turn their ideas into successful business ventures. The Boston Beer Company is doing just that. Jim Koch, who founded the Boston Beer Company by brewing beer in his kitchen, never forgot the obstacles he faced when he was trying to launch his company and that inspired him to set up an initiative, Brewing the American Dream, to help the next generation of passionate entrepreneurs. Sam Adams works in partnership with Accion, a non-profit microfinance organization, to provide loans to small business owners from the food, beverage and hospitality industry. As well as finance, participating entrepreneurs are also provided with coaching, mentoring and resources, all of which are invaluable support mechanisms. I was particularly taken by their pioneering ‘speed coaching’ events, designed by Sam Adams employees to give entrepreneurs the opportunity to meet Boston Beer employees, ask them questions and get valuable business advice.

What I like about this program is that it both draws on and enhances the ‘personality’ of the brand. Whilst the Sam Adams brand is now much more widely known, it came from small beginnings and it was its founder’s entrepreneurial zeal, commitment and perseverance that made it all happen. I also like the fact that it has inspired and involved Boston Beer Company employees, giving them something to support and feel proud of – aside from taking pride in the beer of course! Jim Koch is a charismatic ambassador for the initiative – here’s a video of him at the Clinton Global Initiative Cause Marketing Forum where he takes to the stage with a mug of beer.

Purpose - A Unifying Force

Purpose is what everyone's talking about on both sides of the pond - and, what's great is that it's not just sustainability or corporate responsibility professionals doing the talking, it's people from all across the business world. Just today, Jock Mendoza-Wilson, Director of International and Investor Relations at System Capital Management, posted a blog called Business with a Purpose from Davos.

So what exactly is meant by the term purpose? The way I would describe it is that a company's purpose says what an organisation does beyond generating profits; it expresses the value that the company brings to the world, what the company stands for, and, essentially, why the company should continue doing what it does. A good example is Coca Cola's purpose: "to refresh the world, to inspire moments of optimism and happiness, to create value and to make a difference". This statement demonstrates Coca Cola's commitment to doing more than selling a product to make a profit - in fact, the purpose immediately establishes 'creating value' and 'making a difference' as central to the business and therefore central to generating profits.

Establishing a purpose is beneficial for motivating and inspiring employees because it makes them feel good about what they do; it encourages suppliers to build sustainable business practices into the way they do business; it builds trust and loyalty among consumers because they can see the positive impact on their lives and the world around them; and, ultimately, it helps the business chart and stick to a course that is sustainable and generates both stakeholder and shareholder value. There's some interesting discussion of this in Salterbaxter's Directions Report 2012: Profits from Purpose.

Most of all, I believe that the real power of a purpose lies in its ability to unite people at all levels of an organisation and therefore help drive change. Whilst sustainability or corporate responsibility goals have - more often than not - divided individuals or departments within a company, a purpose helps unite them behind a common cause. Everyone understands what the purpose means and how it relates to the day-to-day business operations. What's more, it can add more depth to what a company does - opening up opportunities for employees to innovate and think about how they can adapt what they do to align with the purpose - from senior management to graduate trainees.

Over the years, one of the biggest challenges has been getting sustainable or responsible business to the top of the agenda, mostly because, unless there was a key sponsor among the top decision-makers, it's often been seen as something separate from the core activities of the business. I believe that the development of corporate purposes will help to change this  - the right purpose will help drive understanding, inspire action and innovation and, ultimately, accelerate positive change.