They say the Devil is in the details. Have you ever wondered what that means? I looked at the details really closely and there weren’t any devils there. There was an old ATM receipt, some belly button lint, and a bit of toenail fungus, but no devils.
The Devil just keeps his word. Someone says, “I will give you my soul if you give me a billion dollars!!! Bwah hah hah hah hah” The devil gives it in pennies, dropped from a distance of 100 feet. The person is crushed to death, and we all say, “the Devil is so evil!!!”
We think the devil is a poopy-head because even though he’s adhering to the letter of the law, he’s violating the spirit of the law. And unfortunately, lots of people follow his example. You can protect yourself when making a deal by adding concrete examples to the agreement.
Doing a Good Job
“When you deliver a working product, we’ll send your payment!!” they say. You deliver a working product. Then they say, “Well, it doesn’t make blueberry waffles unattended.” You say, “No … It’s a lawn mower. That’s not what it’s supposed to do.” They say, “but we want that!” And they refuse to pay.
If you’re a professional writer, graphic designer, artist, software engineer, photographer, or any kind of creative freelancer, you’ve definitely heard that. If you’re a freelancer of any other sort, you’ve probably heard that. And if you’re an employee who uses freelancers, you’ve probably said that, thus putting your life at risk from the charming-but-sociopathic freelancer you last said it to, whose name is “Justice,” and they take their name very seriously. Hire a bodyguard now.
The Problem is Vague Language
What went wrong is that the agreement was written in abstract language. Abstract language describes something, but doesn’t show something.
For example, when you say “hand me something to drink out of,” your well-meaning boyfriend, girlfriend, husband, wife, spousal equivalent, or polyamorous family unit might rush to hand you a hummingbird feeder. They would hand it to you with love and affection, just as you collapse from dehydration.
“Something to drink out of” is abstract. But if you follow it up with some concrete examples, that will help make your meaning clear. “Hand me something to drink out of. That Chuck-e-Cheese glass, the I-heart-the-Carpenters mug, or that odd Goblet I’ve never seen before with the upside down pentagram that seems to be shrieking with the voice of a million lost souls.” Now your shmoopie knows for sure what you mean by “something to drink out of.”
Alternate Abstract and Concrete Goals
At work, instructions can often be vague. If we do a good job at what we think is wanted, but it isn’t what’s really asked of us, then everybody loses. It’s worth taking the time to ask clarifying questions that alternate concrete and abstract.
My boss once told me “if you want a bonus, do what it takes to make the company succeed.” This is vague, and this is fraught with danger, since my idea of “what it takes to make the company succeed” might not be Boss’s idea. True, the cup shrieking with a million lost souls is more fraught with danger, but this is still a place where a concrete example will help.
“Boss, if you tell me to push the red button, I’ll do it. But if I think the blue button is what the company needs, then I push the blue button and get my bonus. Right?” Now the boss has a specific example they can use to clarify. “No, I am the Boss. If I say push the red button, you’ll push it, even if you think the company needs the blue one.”
“Great! And of course, if you say red button, but I wanted to go with the blue button, and in hindsight we realize blue was the right choice, then get my bonus for trying to do what was right for the company … right?”
As you can imagine, my boss promoted me on the spot for my masterful understanding of the situation. (Hah hah, just kidding. He actually said, “No, you don’t get a bonus," thus showing me the nihilistic reality that trying to do the right thing is futile.)
Use Concrete Examples When Communicating Culture
One place concrete examples really shines is when communicating company culture. Federal Express’s original slogan was the best mission statement I’ve ever heard: “When it absolutely, positively has to be there overnight.” Great slogan. It told employees and customers what the goal was. But how far should an employee go in getting a package there, “absolutely, positively” overnight?
Lawyers hate concrete example, because they actually makes things clear.
There’s a story-turned-company-myth at Fedex of a delivery person who actually rented a helicopter to make sure a package got through. That’s a concrete example of the company culture.
(Their new slogan is “Our solutions connect people to possibilities.” There aren’t enough concrete examples in the world to make that piece of fluff mean anything. It’s the worst company mission statement I’ve ever heard. It sucks balls and gives no guidance about how to run the business. And when I say “sucks balls,” you know I mean golf balls.)
Use Concrete Examples When Going Out with Shmoopie
When you and your shmoopie are making plans, concrete examples also help. Shmoopie happily declares, “I’m in the mood for a tasty dinner out!!” BOOM! You’re already in hot water. Anything you say can, and will, be used against you. Because your interpretation of “tasty dinner” is, by definition, wrong.
So alternate with concrete examples that give a menu of options. Maybe you vary the price points and cuisines. “A tasty dinner sounds great! Are you thinking El Golden Palace sit-down tasting menu, In-’n-Out Pakoras, or McDonny’s Bloat Burgers?” By giving concrete examples and letting shmoopie choose, you can start to hone in on what might actually satisfy them.
Use Concrete Examples in Contracts
My favorite place to use concrete examples is in contracts. Lawyers hate them, because a concrete example actually makes things clear. So when you have a contract that says, “you’ll pay me for the logo I design,” add a few concrete examples.
“For example, (a) I design a logo and you love it, you pay me. (b) I design a logo, you hate it, we incorporate your feedback at least three times, and deliver a design. You pay me. (c) I design a logo. You love it, and refuse to pay me. You don’t get the rights to use it.”
If the lawyers fight you and insist the examples be removed, push back. “Why? Do you intend to take the logo and not pay me?”
Be Devilishly Clever
When you’re making an agreement with someone, cover the big picture of the agreement and add concrete examples. Do it with work assignments, communicating policies, and making plans with shmoopie. That way, everyone is on the same page when it’s time to sign on the dotted line. And if the other person asks you to sign in blood, definitely double check the contract for loopholes. The Devil may be in the details, and you can do details, too.
This is Stever Robbins. Follow GetItDoneGuy on Twitter and Facebook. I run programs to help people develop the kick-ass business skills they need to create an extraordinary life. If you want to know more, visit SteverRobbins.com.
Work Less, Do More, and have a Great Life!