A Christmas story..

On Thursday evening there was a delightful carol service at the splendidly refurbished St Peters church in Notting Hill Gate. The traditional carol singing, fronted by the excellent Skolia choir, was as expected, a treat. Less expected was the quality of the sermon.

Many years ago, as a supposed advertising expert, I was asked by a senior official in the Church of England to advise on how marketing communication might boost attendance. The project was dropped before it began because the Cof E,  unlike some, is not an evangelising church. It welcomes people in but does not actively seek  them.

However, even in the first analysis, it was clear that one of the reasons for declining congregations was a function of communication. At the end of the 19th century,  the service, with the sermon as its heart, was for most the communication highpoint of the week. There was, apart from theatre for the few, no competition.

Along came cinema and radio and, finally, television. The communication skills inherent to these left those of the average preacher behind. Too often the sermon was seen as something to be endured rather than enjoyed.

Not so for this sermon, in this church.  The vicar knew how to tell a story!

st-peters1

Like most sermons, and I guess this is true for most religions, it was based on a re-telling of stories from scripture.  The bible, after all has been filmed as “the greatest story ever told.” 

But what made this sermon so engaging and so effective was the way the vicar told highly personal stories, stories that made an instant emotional connection to, it seemed to me, everyone from the devout to the occasional worshipper.

The vicar was  also not afraid to have his own telling words compared with those of John Betjaman. The service included the beautiful words, beautifully spoken, of the poem Christmas……..”The sweet and silly Christmas things,   Bath salts and inexpensive scent,  And hideous tie so kindly meant……..”

Thank you St Peters. Happy Christmas.

Pitch it like Beckham.

Today and tomorrow, at London’s Queen Elizabeth Conference Centre, 15 cities are pitching to become part of England’s World Cup bid. Each will have a one hour slot to include 15 minutes presenting and 45 for Q&A- which could play the greater role in the decision making.

Hefty, expensive and detailed technical proposals have already been submitted, the result of weeks and months of preparation. However, if London’s successful Olympic bid is anything to go on, and it is, the decision will come down to the panel’s emotional reaction to the live presentations.

Given this, it will be interesting to see how many have  learnt lessons from pitch master David Beckham, the man who is singlehandedly rescuing the 2018 bid itself.  His exploits were well expressed by Kevin Garside in the Daily Telegraph last week.

david_beckham_1318_1362376c2

“Technical merit counts for little…….A bid must connect with the heart before it can influence the head.”

 Beckham lent not just his fame, but his likeability and charm. Without him, England’s bid based on tradition, facilities and romance met with ‘blank stares’ from Fifa. With him came the emotive power of storytelling.

“Then along came Beckham with a human interest story to which all could relate.”  It concerned his grandfather Joe (who had died a few days before) and how he had inspired his grandson’s love of the game. Fifa were genuinely moved.

In any  business pitch, and for all its excesses football is a business, the ingredients of charm and likeability allied to great storytelling are a potent mixture. Light the touch paper!

Presentation presence.

Last week, on one of many programmes anticipating World Football 2010, one of the wisest of pundits John Motson said that the current England manager, Capello, was the first one to share a characteristic last evidenced by Sir Alf Ramsay, presence.

An interesting choice of word. One dictionary definition, “a quality that makes people notice and admire you even when you are not speaking.”

The Duke of Wellington is reported to have said of Napoleon “…his presence on the field made the difference of 40,000 men.”

napoleon

It’s a rare quality but here are some who had or have it.

In South Africa last week even though not at the ceremony Nelson Mandela made his presence felt. As did David Beckham  once a presence on the pitch, now more so off it.

Among world leaders JFK  had it, Nixon didn’t. Obama had it during the race for the White House but seems to be losing it. Putin still has it.

Our politicians, ever since Margaret Thatcher and of course before that Churchill,  do not have it, with the possible exception of Boris.

On the cinema screen Humphrey Bogart and Lauren Bacall had it as does Russell Crowe today. On the small screen Jeremy Paxman yes, Jeremy Vine not.

A few in sport. Footballer Drogba, cricketers from the past ‘beefy’ Botham and ‘King’ Viv Richards, in athletics Usain Bolt, in tennis  Boris Becker and Serena Williams but not her sister and in rugby Martin Johnson on the field but not now off it.

Charles Saatchi, of course, has mastered the art of invisible presence..

Since most pitches will not be graced with any of these , the challenge  for any team is to at least make their presence felt!  Pitch a performance and rehearse the hell out of it.

Pitch perfect.

Last  Sunday evening in a church in Notting Hill there was a beautiful performance of Monteverdi’s very difficult Vespers. Some excellent professional soloists and an orchestra, with period instruments, together with the real stars the amateur, 45 strong, Skolia Choir.

  The choir, and I know this because  my wife was one of them, rehearsed and rehearsed and rehearsed, probably some thirty times, for this one perfomance. It paid off. They were superb.

Compare and contrast with how so many companies prepare for their one performance, the pitch. They will spend enormous energy developing their ‘score’, the content, and then little or nil on the rehearsal.

Why is this when they know that in a competitive arena the decision will, largely, be down to an emotional response to their performance on the day. Why is there such resistance and reluctance to rehearse? Here are some of the ‘reasons.’

1.  “We needed every moment to improve and fine tune our proposal.” Excuse. A ‘great’ proposal unrehearsed will lose out to the good one fully rehearsed.

2.   “It was not possible to fit in rehearsals due to client meetings.” Excuse. If you can organise diaries for the pitch, you can do so for rehearsals.

3.  “As long as everyone runs through their part, no need to rehearse together.”  Excuse. And chances of teamwork shining through disappear.

4.  “I am better conserving my nervous energy for the pitch itself.” Excuse. The more you rehearse the better you will be, and the more confident.

5.  “We always do a run through just before to check order and charts.” Excuse. This is not a rehearsal, and just before leaves no time for changes. 

Any other excuses? Please tell me.

Pitches are performances. The response is largely emotional.  Compared with the resource that goes into any pitch, rehearsal is your best return on investment. The more you rehearse the more you increase your chance of winning.

The London 2012 Bid team rehearsed 10 times. The Skolia Choir 30 times. Both won!

What Sarah Palin and Cathy Ashton have in common.

Both are in the news this week and it is hard to think of two people who are more different.

The publication of Palin’s book, Going Rogue, has lead to plenty of comment. A Sunday Times article, “Beware the fantasy world of Sarah, Warrior Princess”, describes how her image as a woman persecuted makes her a cultural and political icon.

sarah-louise-heath-palin-24302

“It is an image of a frontierswoman, capable of anything, fiercely independent, fathomlessly brave, totally unflappable and blessed by faith in God, resisting the evil cynicism and hatred of the eastern elites, ambushed by hostile interviewers, persecuted  by her godless enemies…”

Whilst for many she is bizarre, with her core audience of  fundamentalist Republicans she makes a powerful emotional connection. They really do like her.

David Cameron should take note.  The Observer in its Column section had this headline, “Cameron is losing his likeable qualities.”

Cathy Ashton has never campaigned in the public arena but, like Palin, she understands her electorate.  Not the masses but the  few power brokers, who elected her over a dinner.  A profile in the Observer reveals that she too knows how to be likeable, how to connect emotionally.

baroness-ashton_1487760c

”  Cathy spreads calm,  she is oil on troubled waters and liked by eveyone. I have never heard a nasty word said about her.  She is a persuader and a charmer.  She is excellent at building good relations and a good negotiator.  That is the secret of her success”.

So, perhaps her selection is not so surprising after all!

In any pitch, it is likeability and making an emotional connection that so often separate winners from losers.