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Sophistication

Complexity tends to give the impression of sophistication. But actual sophistication lies in making things simpler, not more complex.

So, let’s not make this more complex than it needs to be. (But also not simpler.)

Winning pitches

When you’re pitching an idea …

… clear beats clever.
… tangible beats sensational.
… plain English beats jargon.

I have yet to see an exception to this rule.

The comfort of vagueness

Always be truthful in what you say.
Kind of a no-brainer, isn’t it?

But there are two directions from which to approach this ideal.

First, you can try to play it safe. If in doubt, add a layer of vagueness so that no-one can argue that it’s not true. Watch out for “probably”, “maybe”, “could be” and similar words in someone’s language … These people are super-cautious with the words they use.

The other approach is to be brave. If possible, make it simpler, bolder, more specific. These people feel challenged, if a statement is vague. They look for ways of expressing the thought that removes the vagueness and they are ready to try dozens of different versions and look for more evidence that allows them to zero in on the truth.

The first approach is rather comfortable. You can always add another “maybe” to get on the safe side.

The second approach requires more courage (and effort). When there is no “maybe”, you must be rather sure.

Who are you?

If you struggle to cut to the core …

If you struggle to cut to the core, then try this simple approach. It works every time.

Step 1: Commit to something as the core message of your communication and write it down! Really: Write it down! Anything will do as long as you write it down.

Step 2: Listen to your gut!

Step 3: If it feels great you’re done. If not, examine why your gut wouldn’t agree. Then, refine what you’ve written and repeat from step 2.

For some, listening to their gut is the unusual building block. But keep in mind that confidence shows up when it ticks both boxes: it is right and it feels right.

For others, moving beyond the first take is the hard part. But keep in mind that most great ideas are not first ideas. You’ve got to get the crappy ideas out of the way to arrive at the brilliant ideas.

What was being said?

It never ceases to amaze me how much time people spend in meetings without writing anything down.

Which leads to time being wasted with repetitive statements and arguments about what was actually being said, let alone: being meant.

Writing things down forces us to become focused and specific.

It streamlines the discussions when everyone can see what was already mentioned. It removes vagueness in the statements when we can challenge a specific wording. And it commits everyone to a written result as opposed to thoughts and feelings that are different in everyone’s memory.

The cool part of the story is that the same benefits apply when you’re having a meeting with just yourself.

Is your own idea clear to you?

Here’s a simple test: If you can’t articulate it clearly, it’s not clear.

If you want clarity, articulate your idea. Then refine what you said (or wrote down) and don’t stop refining until it’s clear.

Saying it simply

Saying it simply starts with simply saying it.

Once you’ve said it, you can simplify it.

Just saying.

Clear communication is revelation work

Some things are hard to understand and even harder to explain. Which is a real problem when this thing is your idea and it has the potential to change something for the better.

Yet, you’re so deeply expert in that field that it’s hard to find simple language. The Curse of Knowledge has its mighty grip firmly wrapped around you: the more you know about a thing, the harder it gets to speak about it in simple terms.

Here’s what happens in many companies at that point:

Meetings are scheduled to figure it out. Long meetings, in fact. Also, PowerPoints are produced. Whiteboards are filled. Heated discussions about the implications of saying “X” vs “Y” erupt. Opinions clash … until … finally … they settle with a compromise that everyone can (only) kind of live with.

The one thing that they didn’t do was speak with their audience. Start a conversation. Figure out what language the audience uses. Check how they really understand what you say. Validate your assumptions. Cross-check them over many conversations.

Clear communication is much more revelation work than it is creative work. It starts with valid data.

The language of Clarity

If you’re not used to it, speaking with clarity is like speaking in a foreign language that you’ve recently started to learn. It’s hard to find the right words and you need to slow down significantly.

But, of course, just like other languages you can learn it.

It requires
i. learning the vocabulary so that you know how to replace complex words with simple ones and
ii. actively using them.

In other words: just like with any other new language you learn, you need to practice speaking it.

The difference to other foreign languages, of course, is that reading something that’s clear is not at all difficult. Unlike other foreign languages, you immediately understand something that’s written in Clarity.

Are you afraid of simple words?

People who care for the truth tend to shy away from simple statements. Manipulators don’t.

Which leads into a vicious circle.

Because the manipulators’ shameless use of simplistic statements lead the truth-seekers to get even more skeptical of simple statements. Which, of course, leads the manipulators to use even more of them as now that the counterpart is all complex messages, their simple statements can have an even greater effect.

The solution is not to elaborate in ever more detail why the manipulators are wrong. This would only feed the vicious circle.

The solution is to put in extra effort to find simple statements that are a true representation of the facts.

Let’s say that simpler: Find simple statements that are true.

Manipulators invent simple statements to craft their truth. Truth-seekers uncover simple statements that represent the truth.

Here’s the thing: If you care not only for the truth but also for spreading the truth, looking for this kind of simple statements is one of the most valuable investments you can make.

Spread the Word

Dr. Michael Gerharz

Dr. Michael Gerharz