Congratulations you won! Now what?

Sustainable is a word that makes me cringe now-a-days, because it has become the buzz word of choice for folks in the media – particularly about green projects.

However, I learned about the importance of sustainability in the context of business school and whilst working in the real world.

Sustainability implies patience and focusing on long-term goals, whereas the 24 hour news cycle and the desire to keep shareholders happy implies immediate gratification and short-term goals.

There are certain techniques that are very good at helping you attain short-term goals….however those same techniques tend to fail miserably over the long-term.

For example, the use of adversarial politics….using anger (or a chip on one’s shoulder) while labeling someone / something as “the enemy” is great in the short-term. It unites folks against a common enemy.

It worked to unite the Allies against the Fascists in World War II.

It works to unite your workforce in a common goal to gain market share against a competitor.

And, in my day job I encounter a variety of advocacy groups that unite special needs populations to fight “the man” to create various social programs and entitlements.

This technique works great when you are “fighting the man.”

But what do you do when you’ve won the battle and are now “the man”?

I have seen this happen time and time again.

Adversarial techniques might take you from A to B and maybe even to C. However you’d be hard pressed to have continued success through to X Y and Z.

Perhaps the difference lies in perception of “fighting for a cause” vs. “governing and leading”.

In a business sense, when you have maximized your market share….it is time to partner with your competitors rather than destroy them. (It is better business….more profitable)

Similarly, when an advocate for social programs becomes a policy maker….you learn that you win more policy battles partnering with stakeholders rather than marginalizing them.

In short term gain – you can afford to burn bridges.

However, if you are striving for long-term sustainable gain – you get further by building bridges.

In other words, “you catch more flies with honey than with vinegar.”