Missing Link In The Thinker --> Doer Continuum

In the agency world there's an ongoing intellectual battle between the highly intelligent, insightful, black-rimmed-glasses-wearing thinkers [in agency parlance, planners, strategists, creatives] and the grounded, resourceful, nerd-chic doers [in agency parlance, producers].

And then there are those rare hybrids who can think of an idea and then actually do it.  I know a few, and they are truly impressive.  Those are people I want on my side!

So there you have it, right?  Find a thinker/doer hybrid and you're all set to rule the world.  Not quite ...

See, I think there's a missing piece in the thinker --> doer continuum discussion.  The convincer.

The convincer bridges the gap between the brilliance of the thinker, and the killer resourcefulness of the doer. 

They, well, convince.  Convince clients to accept our recommendations.  Convince new business prospects to partner with us.  Convince our own people that what we're doing is right/worthy/cool/groundbreaking/etc.  A few qualities that come to mind:

• They are more pragmatic than dogmatic. 
• They posses the business acumen to understand, articulate and provide a POV on the client's/prospect's business challenges.
• They demonstrate high emotional intelligence.  They can read the room so to speak.
• They don't fall in love with their own ideas [or their agency's ideas].
• They are strong enough to stand up to the thinkers when ideas - no matter how brilliant - are not appropriate for the situation.
• They are sensitive to the considerations articulated by the doers, but aren't afraid to push for more with less.

Two questions: Do you know any really good convincers?  And what's missing from my list of qualities above?

Comments

[Len Kendall]

Excellent topic.

I love the convincer idea and the traits you highlight are extremely important to teams who are lucky enough to have a few talented producers who are brilliant at doing what they do, but don't have the time, talent, or desire to look at the macro task available to them.

I'm of the opinion that the thinker must also be the convincer. I think the problem we face in the industry is that the thinkers often do not possess the skills of convincers and thus don't bring much value to the equation (although it's very easy to not realize that scenario is taking place). Every mind has hundreds of smart ideas, observations, and insights each year. But sharing these nuggets with others isn't worth much unless that person can rip their own idea apart, stop the devil's advocate from doing the same, and then having a basic understanding of each element of production that is required to bring the lightbulb to life, even if the convincer/thinker can't necessarily produce each component (well on their own).

Some recent convincers I've come across:

Bud Caddell
John Winsor
Soraya Darabi
Maria Popova
Edward Boches
Heidi Hackemer

[Ian Sohn]

I agree that in an ideal world, the thinkers are also the convincers. But what I see too often are brilliant ideas not grounded in business realities. A thought for thought's sake is a wonderful thing, but it's not going to move the business forward.

I would add a guy named David Rolfe to your excellent list. Check him out some time. An interesting bird. http://daverolfe.posterous.com/

[Lefty Wahl]

Interesting post, and interesting response from L. Kendall. Contrary to Flagged's perspective, I've found in these belt-tightening times that thinkers are being forced to become doers as well. And as an agency "thinker," I am comfortable in that role. However, I know my limitations and "convincer" is not part of my natural repertoire. I know when I'm looking for partners who best complement my skill set, it's the convincer I'm most likely to seek out.

[Ian Sohn]

@Lefty - I've known you a looong time and am glad you don't see yourself as a convincer. You are too passionate about your POV - and I mean that in the nicest possible way.

[vinny warren]

ha! it's funny how much we are in sync ian. for me it's ALL about convincing all the time. otherwise you're like a lawyer who never wins a case. it's all about doing. but you have to get steps 1 and 2 right or there's no "doing".

[Bud Caddell]

Ian,

Great post. I'm with you (and humbled by Len's comment).

What we need are the people that can better embed in our client's organizations and help make organizational change happen so that our recommendations can be enacted.

The best convincer I've ever come across has to be Aaron Dignan, founder of Undercurrent.