… so we might as well learn something.

Who said it best at the Florida Republican debate this week? Was it Ron Paul, who when asked about his opponents’ investments, said, “That subject really doesn’t interest me a whole lot”? Or Rick Santorum, stating that Newt Gingrich consulted with industry and Mitt Romney made a fortune. “Leave it alone. Focus on the issues”?

Whether you like Paul and Santorum or hold them in low esteem, they are right in this case.

The many instances during which Mitt Romney and Newt Gingrich snarl and sneer at one another as the race heats up waste the public’s time… but are also a good lesson for any business marketer. B2B marketers can typically assume that their prospects are reasonably intelligent at the least, very busy and probably stressed. B2B prospects tend to resent having their time wasted. (Does that sound like you and me as we follow the Republican hopefuls?)

Business marketers must recognize that shedding light, not heat, will best propel their agendas forward. The B2B equivalent of serious discussions about federal spending, tax reform and foreign policy is communication that responds to the very real concerns of constituents – such as facility managers contrasting retrofit opportunities with those of building anew and companies assessing how best to adhere to safety regulations while increasing manufacturing productivity. That’s meaningful, similar to hearing the candidates go into detail about what types of economic reform will stimulate this still sluggish economy… and why.

Less productive in B2B marketing campaigns? Simply stating that you are better than the competition, relying on the ability to outspend the competition – or touting the features and benefits of your offerings without specifying exactly why your prospect will find them useful or superior to competitive offerings. (Okay, in fairness to 2012 presidential campaign politics, the men left standing in this primary do attempt to speak in substance, but their sniping – including Gingrich’s increasingly strident insistence that Romney is a “liar” – tends to drown out the important discourse the public needs to hear.)

We’ll be listening… not just to the primary but to the full presidential campaign, and (here at vSA) to our business clients, many of us hopeful that whatever the nation decides, in 2013 we’ll be having a serious conversation about what needs to be done to keep the U.S. strong and smart… and then seeing serious action to make it happen.

After all the campaign marketing we’ve heard so far and will continue to hear, citizens (like customers) deserve to see promises kept. This is true in politics, and true in business. Every constituency is best served when we demand and deliver authentic communication about issues that matter… and then follow through on promises made.

Northeast Treaters transforms 35,000 square feet of roof into a solar photovoltaic power plant.

We’re accustomed to absorbing discouraging news in the national and regional press. Teeth-gnashing politics, tear-gassed protesters, sex abuse scandals, devastating storms… we need to know.

News for trend trackers

But there is more to the news than imminent doom. There’s problem solving. van Schouwen Associates’ team provides client media relations, so our relationship with the news involves dealing with the nuts-and-bolts (and electrons and microchips, etc.) of business trends and challenges. When a company engineers a way to deal with a business or environmental challenge or harness an opportunity, talking about it in the press helps effect change.

This time, a client is harnessing sunshine.

We’re working with client Northeast Treaters, which has good news stemming from a forward-thinking project. Belchertown, MA-based Northeast Treaters has developed a 35,000 square-foot solar photovoltaic plant that generates 80 percent of the electricity used by the company. It was built by local and regional workers, with materials from the region and the U.S.

Local green jobs, local green energy.

Last week’s open house to celebrate the solar endeavor drew customers, influentials and the media. The press so far has done the project justice, and we extend our appreciation to Springfield, MA NBC affiliate -Channel 22, Springfield, MA CBS affiliate Channel 3 and The Republican (among others who will create a story about the project) for taking the effort to highlight how one company can make a difference in the local economy and to the environment by putting action behind its commitment to both.

Isn’t it great to see good news for a change?

Thanks for the downgrade! A banner after vSA's own heart.

Damn the torpedoes. As president of a firm that follows the markets as well as economic and political news with a level of interest bordering on the obsessive, I recognize the downside of short-term thinking.

For example. Today: “The markets are sinking again! Egad! What does this mean for business conditions? Should I edit vSA’s 2012 budget planning?”

Uh, not so fast. In fact, with threatened double dips (sorry, these are recessions, not ice cream servings) coming as frequently as thunderstorms in summer, vSA has undertaken an ever more aggressive approach to business development and growth. Perhaps some of what is working for vSA can be of benefit to other managers and entrepreneurs – so here’s the executive summary.

vSA premises:

•In even the shakiest economy, some companies continue to forge ahead. These must be our clients. This means two things: vSA must be sufficiently effective that its clients see increased success based on our partnership. And vSA must select clients with the attitude and aptitude for success.

•Businesses must spend money to make money. Period. However, businesses need not waste money. vSA runs a tight ship but does not hesitate to invest in tools for growth. We look for the same mentality in our clients.

•There are an array of “sweet spots” with which any company worth running can make a major difference for its clients. Play to those. Here are just a couple of vSA examples as you consider your own sweet spots.  vSA can be a tremendous boon marketing for B2B companies who sell to specifiers, building management, engineers, contractors, designers, and/or architects. vSA knows Gen Y – especially when it comes to its preferences and aversions in banking and finance.

•A positive let’s-win-today-and-every-day attitude toward business, sales and marketing is the only approach that makes sense. Economic shock waves are not going away anytime soon.

There is not much of a silver lining to the Gulf oil spill, but people in charge – whether entrepreneurs, executives or longtime business owners – can garner valuable wisdom from one of the many mistakes that made the disaster more likely.

Potentially, busy with the severe recession, the financial sector bailout and the fight for a national health care plan, the Obama administration missed at least one ball it should have been keeping in the air: effective regulation of the oil industry in general and of deep-water drilling in particular.

The potent lesson for those of us in charge? There’s a question we should ask ourselves often, and that we should grant ourselves the mental space and creative license to answer: What am I missing?

It’s natural and tempting to get on a track and follow it, or to create a plan and execute it without taking the time and energy to step to the side and take stock – frequently. Are you missing opportunities? Not alert to certain dangers? Letting issues, people, money, or projects slide while you deal with everyday urgencies and tempests in a teapot?

It’s true that people in charge have many of their best ideas while driving, showering or taking a vacation. Extend that freedom of mind into your everyday routine. Assign or put aside routine tasks to facilitate your own creative thinking. Read a business book on a new topic. Ask yourself if there’s anything on your mind that you’re not dealing with (it’s often right there below the surface). Access your right brain.

What am I missing? I’m glad I asked myself. I’ll ask again. And again.

“And I don’t sit around just talking to experts because this is a college seminar; we talk to these folks because they potentially have the best answers, so I know whose ass to kick,” proclaimed our president this morning in an interview with Matt Lauer on the Today show.

Some people may object to this remark because it is coarse. I object because it is disingenuous and clearly the brainchild of a media relations team. “President Obama! The American People think you’re an effete intellectual. They think you lack emotion. They want to see you get mad!” And, “The American People do not want to hear about experts or scholars. They want you to get out there and KICK ASS!”

President Obama, polls or no polls, please speak with your authentic voice. Work with BP, work with everyone who can help clean up this terrible mess, build some regulations, kick some ass if necessary, but don’t talk to us as if street fightin’ is your way of life. Get real.

It’s the financial markets meltdown all over again, but this time we can smell it, slip on it and watch the Gulf of Mexico sicken. The two catastrophes have a lot in common. As a nation, we’ve been lulled too far toward  allowing the free market to police itself in high-risk industries. It’s not working very well, is it?

BP CEO Tony Hayward admitted Thursday that the company was unprepared for an accident of this magnitude. In an interview with The Financial Times, he acknowledged that BP “did not have the tools” at hand to stop or contain the spill when it occurred six weeks ago. Of course, BP still doesn’t have the tools.

I’m an entrepreneur and a fan of business, on the whole. It would be splendid if corporations could be relied upon to consistently behave in the best interests of the public. But they don’t. The argument that an unbridled free market is the best option for the economy (let alone the environment) is proving itself hollow. The recent Great Recession and continuing questionable recovery has cost individuals, families, businesses, schools, and state and local governments dearly. We can thank short-term thinking, greed, hubris, and extraordinarily weak regulation of the financial markets for a good deal of what’s ailed us since 2008. Now the largest oil spill in U.S. history highlights the same maladies.

We’re deep drilling when we don’t have either the comprehensive engineering preparedness or the truly at-the-ready remediation tools to prevent destroying our oceans, shores, fisheries, tourism, and more. We are deep drilling with weak safety regulations, some of which were disregarded in any case. Aren’t we any smarter than that?

Leaders – business, government and community – must sear into our brains the truth that next month, next year and the next decade are at least as important as our immediate profits, trades, deadlines, and triumphs.

Work well independently?

Telecommuting, flex time and virtual business models are all the rage. Outsourcing projects rather than committing to long-term staff additions is popular now, too. No surprise there. The current state of the economy (I can barely wait until we’re no longer using that phrase quite so often!) demands efficiency, forces uncertainty, and makes available some stellar candidates with whom to work. In other words, a lot of great people are out of their former 9-5 salaried work routines. Even the 2010 census work is moving faster than expected because of the availability of outstanding temporary labor. Oh, that’s not much of a silver lining, perhaps, but there it is.

These new ways of working bode well for some businesses, and for some individuals. Streamlined processes, virtual meetings, work from anywhere (okay, let’s not text from a moving car – work from almost anywhere) are a boon for the highly motivated, organized and talented. But what about everyone else?

One of the concerns many thought leaders express about the new economy is that it yields work for the best, brightest and most driven (now including all that consulting, flexible positions, telecommuting, and other non-traditional arrangements). It also continues to offer a range of service work that, at least for now, requires a human presence (from health care to fine cooking). And there are still a number of U.S. manufacturing jobs, although that number continues to dwindle.

But what else? There’s a gap, likely to continue broadening, where there used to be more jobs for the rest of the workforce. As the economy continues to shift, what happens to the worker who needs the structure of an office to maintain motivation? The person who shows up for the assembly line? Where are the jobs for the capable person willing to work steadily all day or night but simply not constituted to come up with lots of big ideas, manage time completely independently or work alone? If you’ve ever been an employer or a manager, you know that these people make up the majority of many a workplace – that’s the way the world is and probably always has been.

This week, Time magazine’s article The Workforce: Where Will the New Jobs Come From? provides hope that there will be new jobs. That’s good. But for any leader or citizen who hopes to see the economy truly thrive again, there’s that other question, not so easy to answer. Will there be enough jobs for the great majority of working class and middle class Americans who do well working for a company, who respond to expectations set by management and who would like to put in a good day’s work for decent pay, then head home to their real lives? That’s a lot of people, and we all need to put our imaginations to work to make sure our economy continues to fully employ and value what continues to be the majority of the population.

Continued funding programs for better roads and bridges? Encouraging young people to go into trades such as plumbing or electrical work, in which shortages are predicted? Putting more adults in the schools to work with the kids? Opening more child care centers, which require staffing? Offering real live tech support? Human cashiers at the supermarket?

What could work and be valuable? What do you think?

To read or not to read...

… and I’d like not to be worried. After all, for me, the smell of a Barnes & Noble is nearly aphrodisiac, and I consider the buying, reading and piling up of books and magazines my birthright. I confess to not having a Kindle or similar device yet, but I know that’s coming. To me, format matters, but content matters more. That’s why I found Fortune’s cover story The Future of Reading particularly thought-provoking. I can’t believe it… could it even be possible… that people will ever lose interest completely in reading? Let it not be so.

Fortune, of course, is speaking largely from a business perspective, especially regarding journalistic concerns. I noticed that I couldn’t find the text of that March 1 lead article, which I first devoured in print while waiting at my allergist’s office, online as I wrote this – since it’s this week’s issue, Fortune would no doubt like us to buy the magazine and thus support the advertising. I certainly understand this. After all, a great deal of vSA’s work is in public relations, media relations in particular. If there is no revenue, there will be no publications. Plain and simple. Fortune, and even Broom, Brush & Mop magazine – difficult as it is to believe – are not mere labors of love.

Here’s my educated guess, based on the cosmic and not-so-cosmic shifts I’ve seen in my decades on this earth and at my desk (including the door-on-file-cabinets that served as my vSA desk in those first daring years of entrepreneurship): Reading will not die. The stature of Amazon and my beloved Barnes & Noble are evidence to that. Sadly, small bookstores and publications large and small have suffered and will continue to do so. The media will continue to adapt, with false starts and many casualties, to new models for advertising and other revenue generation. More and more of our reading will be done on notepads and online. People will continue to love video in all its forms, and many – okay, most – will prefer it to the written word.

But there is a magnetism to writing and to reading, and, despite the challenges of doing it well, there is a certain simplicity and joy to creating stories – just think, most children compose tales and essays as soon as they can wield a crayon or navigate a keyboard. We love our news (both the important and the supremely trivial) and we relish our rehashing of information, much of which will continue to be in the form of articles, opinions and other text.

Fortune, by the way, agrees, by and large: Reading – somehow, someway – will live on. What’s your take?

Are you tired of hearing the words, “No one could have predicted…” and variants thereof? I am, because the consequences of people in positions of responsibility not thinking outside the box and not planning and initiating appropriate action are often extreme. Here are just a few examples that should be etched into our collective memories:

Predictable given the mood of the public-Scott Brown’s election and the resulting likely (if temporary) demise of comprehensive health care reform: Putting your personal politics aside for a moment, imagine you are President Obama, Nancy Pelosi or Harry Reid – it’s okay, it’s just for a minute. Obama should have become more involved, and Congress should have moved faster – before the Democrats lost their filibuster-proof majority.

Predictable given geological and infrastructure facts-Haiti’s disaster: Construction with few building standards built on a fault line. An airport with such small capacity that only a few planes can be there at any one time. Add one (predictable) earthquake and we have the tragedy we see today. Worst thing? It could happen again.

Predictable given economic facts and indicators-The collapse of the housing market and the too-big-to-fail banks and our subsequent economic woes. As I’ve mentioned in this forum in the past, my father, a retired schoolteacher, accurately predicted the housing market collapse a couple of years before it happened. It’s hard to believe bankers, economists and politicians lacked the same data.

Predictable given clearly inferior engineering combined with neighborhoods below sea level-By now, what we knew and didn’t act on following Hurricane Katrina should be obvious. But guess what? We still haven’t fixed the problem with the levies, even as we rebuild below sea level in New Orleans.

Those are political issues that affect the world. Complacency and inaction are enormous factors in business, too. Consultatively, vSA always urges business leaders to step outside the box to think the big thoughts and then to act on them as needed. We all know how easy it is each day to pursue the latest deal, address the most recent 200 emails and just try to stay afloat keeping up with the urgent. However, it is hardly cliche to remember this: Do not overlook the important in favor of the merely urgent.

Thoughts, examples, strategies?

I hope Martha Coakley will win the Massachusetts Special Election today, I really do.

As I voted for her this morning, I was struck by a feeling that she needs all of us to pull her feet out of the fire and that, to some extent, she has earned this close race through her lackluster campaign. This is not to say she won’t be a good senator – she’s been a good attorney general. She simply isn’t experienced as a politician running for election, and she appeared to somewhat take this election for granted once she’d cleared the primary.

To the Coakley campaign, Scott Brown probably appeared at first  to be an upstart without a chance. Martha Coakley’s campaign missed the mood of many Massachusetts residents – residents tired of the bad economy, worried about what health care reform will actually mean to them and impatient with the Obama administration. Brown painted Coakley as an insider and himself as some odd combination of good lookin’ cowboy and down-home neighbor. In fact, he’s more conservative than is a match for Massachusetts. Boston.com published a January 10 article citing important examples: “Last week he embraced waterboarding. Last month he expressed skepticism that climate change is being caused by humans. He has even denounced two national proposals that he supported in Massachusetts as a lawmaker – mandatory health care coverage and a cap-and-trade system to cut global warming gases.” Great.

Martha Coakley, I hope you win… despite yourself.