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The Honolulu Advertiser
Posted on: Monday, September 11, 2006

Simplify message, nurture it

By Andrea Kay

No offense to branding experts, but all this talk about brand power, brand strategy, brand value and brand personality when it comes to your career might just be a bit much for most folks.

I get the whole branding thing. I have asked clients who want to stand out from the crowd and market themselves strategically in or outside their company to come up with a list of attributes, beliefs, perspectives and experiences that makes them different from others. But they usually don't do it. Or can't. Or it's a colossal struggle they keep putting off until one day the subject is dropped.

So, I propose something simpler for most people who will never sit down and define things like their "market space" or their "distinguishing characteristics that offer enduring and predictable perceptions."

Think Andre Agassi. What comes to mind? The day after he retired from a 20-year professional tennis career, The New York Times described his career as a "journey he began as a bratty 16-year old who was often more style than substance and ended a 36-year old senior who taught a generation of younger players how to compete with heart and soul."

Who knows if he ever sat down and thought through his branding? But he has had an effect on how we think of him. Which brings me to the much simpler two-step formula for dipping your toe into branding.

First, answer this question: How do you want to be seen? This is what you're defining when you determine your "positioning." That's a term coined by communications consultant Jack Trout in 1969 to describe not what you do with the product, but what you do with the mind.

People's minds can't cope with mountains of information and confusion, he says in his book, "The New Positioning." So you need to simplify your message.

During the 1996 presidential election, Ohio's then-Gov. George Voinovich was being considered as running mate of presidential hopeful Bob Dole. A newspaper headline referred to Voinovich as "Ohio's Mr. Fix-it." That's positioning.

The second question is: What will you do to ensure that positioning? This includes how you will conduct yourself, what beliefs you will espouse and what actions you'll take to demonstrate your beliefs and abilities and how you want to be seen. What will you do to manage it? This includes what you don't say as much as what you do say.

Think about this before you post something on the Internet, in a chat room or on a blog that can come back to haunt you and destroy that positioning you've worked so hard to create.

Agassi may not have been completely focused on this managing part. "He once spat at a chair umpire at the United States Open," says The New York Times. He "made offensive jokes during news conferences and the occasional uncharitable comment about a lineswoman or an opponent."

Others before and after him have regrets about actions that have positioned them and their careers in a negative light. Jane Fonda told "60 Minutes" correspondent Lesley Stahl that she regrets visiting an anti-aircraft gun site in North Vietnam in 1972, which earned her the tag, "Hanoi Jane."

It's hard to say whether Vice President Dick Cheney regrets the profane remark he made to Sen. Patrick Leahy on the floor of the U.S. Senate in 2004. But it certainly had branding power.