We First, by Simon Mainwaring: a review

 

There's a lot to like about Simon Mainwaring's We First. This former advertising executive pulls no punches. He tells his former clients that the way they do business has got to go.

Capitalism, Mainwaring points out, is flawed as a system. It leads to class rule, booms, bubbles, and busts. It promotes selfishness and greed. It sacrifices workers and their families and despoils the environment in a short-sighted grab for immediate profit. Capitalism is not sustainable, neither economically, environmentally, or ethically.

I agree with all of this, and I believe that if every reform Mainwaring proposed were put into practice, we would all be better off. Yet I finish the book profoundly dissatisfied.

This book proposes that:

1. By changing their mentality, corporate capitalists will be able to make "purpose" as important as profit.
2. If they won't change on their own, social media-savvy consumers will be able to compel them.
3. The changes they make will create the world we want to live in (and avoid the hell we're headed toward).

But none of these is true.

1. The profit motive is not a matter of mentality. It is the engine of capitalism. Yes, it may just be possible for global corporations to swear off some of the pollution and exploitation that has given them such extraordinary profits in the last thirty years--and it would be a good thing if they did. Always, though, they will feel the pressure to grow or die. Inexorably, they will be forced to push products at the expense of people and the planet. Only a countervailing pressure will force them to put "we first."

2. Consumers on social media can embarrass corporations. We can cost them money by ruining their reputation and reducing their sales. And we should. But this is not enough to compel real change. Mainwaring himself cites the danger of "greenwashing": businesses adopting feel-good policies that don't ultimately change their environmental impact (or simply donating to good causes to buy themselves a better reputation). Corporate PR has kept many the company profitable despite its terrible labor practices. Consumers can add to, but not replace, government regulation, social activism, and labor unions. (Mainwaring never mentions unions. It is a telling silence.)

3. Even if corporations make huge changes in the direction that Mainwaring calls for--and it would be a good thing if they did--they would still be in charge. That means they'd make those changes on the schedule and in the way they find best--not what's best for the rest of us. It's not just corporate greed that's unsustainable. It's corporate power as well.

I give credit to the author for recognizing that capitalism is the problem. I fault him for his naivete in thinking capitalism can be the solution.

Robin Hood Marketing, by Katya Andresen: a review.

You care passionately about something.  You want other people to get involved.  You want their time, money, ideas, commitment.  How do you reach them?  Do you send out mail?  Work on your website?  Go deep on Facebook, Twitter, Pinterest, Instagram?  Sometimes it seems as if there's a new way to reach out to people every day.  How do you figure out what will really work for you?

Stop. Take a deep breath. Now, read Katya Andresen's Robin Hood Marketing: Stealing Corporate Savvy to Sell Just Causes.

Andresen, chief operating officer and chief strategy officer of Network for Good, has been a journalist, a marketer, and a nonprofit executive.  She doesn't let the latest fad distract her.  She gets right to the point.  And the point is that good causes will not sell themselves--we have to use the most effective approaches to market them.

Read the book for the "Robin Hood rules" she has robbed from the rich for-profit world and adapted for use by nonprofits.  Chief among those rules are "focus on getting people to do something specific" and "appeal to your audience's values, not your own."
Raising awareness is not enough: what action do you want people to take?  And making converts to the cause is too much, at least all in one step.  Get people to do something good for their own reasons (because of how the good action makes them feel about themselves, for instance).  They'll be more likely to listen to your reasons later.  But even if they don't, she asks, do you want to change minds or do you want to change the world?

Read the book for a guide on how to plan your communications.  Step by step, Andresen shows you how to get to know your audience, your competition for support, and your potential partners, and how to shape your message to make a case that will connect with people and lead them to act.

Read the book for excellent tips drawn from case studies and interviews.  Read it in order to ask yourself the right questions. For example:

• What can we ask people to do that will be "fun, easy, popular, and rewarding"? (for supporters)
• "Who wins when we win?" (for partners)
• How can we supply information that is expert, fast, first, accurate, and tells a good story? (for journalists--they are a target audience too!)

I cannot give you a good enough sense of how rich this book is in a review.  It is so chock-full of detailed suggestions and examples that the best summary of the book is reading the book itself.  And it is very well organized, with bullet points up front, highlights marked throughout, and interviews at the end of each chapter.  I read the first edition of the book, originally published in 2006, and it still feels timely and up to date.  That's what comes of focusing on the relationship between the organization and the audience and not on the constantly changing media.

My one reservation about this book is the same one that's been coming up in my mind as I read a lot of books about communications, marketing, or psychology lately--even books I really like, such as the Heath brothers' Switch and Made to Stick, and Beth Kanter and Allison Fine's The Networked Nonprofit.  These books offer great ideas on how to change an individual's behavior, or even a lot of individuals' behavior.  But that is not the same thing as social change.

Social change generally means going up against entrenched structures of power.  Reading these books, you would never imagine that capitalism, racism, sexism, and tightly defined norms around gender affected anybody's lives.  You would think that getting people to smoke less, use condoms, eat healthier diets, and donate to good organizations would revolutionize the way we live.

Perhaps it's just that social change is outside the scope of these books.  But the authors market the books as if social change would come from better communications strategies alone.  That's selling their books too hard.  They are worthwhile to read on their own merits.  People working for just causes need and should take advantage of the savvy that Katya Andresen supplies.