I had a coffee with Ron Leagas this morning. Ron who made his name as one of the Saatchi generals in their relentless rise to the top of the 80s ad scence. Went on to found an agency Leagas Delaney which still bears his name. We have worked together several times in the last few years but this mornings session was something of a catch up for each of us on what the other had been up to. Aside from his role as adman, consummate account man and capable communications strategist Ron spends quite a lot of his time coaching. And something he said caught my attention. He was talking about the problem about staying in coaching/mentoring role and avoiding getting pulled into consulting - when you stop asking the client questions which help them to work out what they think and you become tempted to answer the questions yourself! Perhaps the client may even want you to provide the answers rather than them. It led to an exchange about the power questions have to challenge us and to liberate us to think in different ways.
All of which made me think that perhaps it is time we pensioned off the advertising proposition and replaced it with the advertising question. What question could be ask that would bring about the desired change in the mindset of the person who listens to it? It seems to me also that the greatest advertising has always been demanding asking questions of the culture and the category norms and asking people why they aren't doing something else. And the bulk of advertising which for the most part is just ballast - generic clai ms and predictable calls to action - the problem with these is that they don't ask questions - they perpetuate the status quo.
Asking good questions is an art - ask any qualitative researcher. This won't make communicating easier but it might make communications more effective. And if our business is serious about getting out of broadcast mode into engagement and dialogue then brands finding the ability to ask really good questions could be a very good place to start looking.
Thank you Ron - I hope I'm not breaking a confidence by musing out loud here. If I don't write this sort of thing down somewhere then I'm going to forget it! Memo to self. The next half dozen propositions I write I am also going to frame in the form of a question. And see what happens.