email by machiavelli(tm)

Tactics: The Bank Shot

It always pays to have others make or reinforce your point. Hence the “Bank Shot,” whereby you send e-mail to one party fully confident that they will forward it as an “FYI” to your desired target recipient.  Bank shots are particularly effective if those you are using to redirect your comment also benefit from forwarding good or insightful news. Use others to make your point, and save your chits for the bigger draws.

----------------------------------------------------------

To:  Manager Joe
From:  Mack
Subject:  Did You See This?

I thought you’d like to see this.  I’m not sharing with anyone else in case you want to forward to others. 

Tactics: The Exploding Offer

Alas, silence is golden, and now we’re moving into real trickery. The Exploding Offer is a close cousin of the Time Stamp and involves sending an e-mail to someone from whom you need permission, blessing, or implied endorsement. Rather than ask for a signature, or a formal reply, you simply assume all is cool unless you hear otherwise. Works particularly well with higher-ups overwhelmed with e-mail. In this exercise, silence = consent.

-----------------------------

To: Mr. Big, Manager Joe
From: Mr. Mack
CC: Distribution List
Subject: My Recommendation to Move Forward

So that’s the plan. Unless I hear from you or others, I’ll move ahead.

Tactics: The Disposable Thumbs Up

Credit is free. The wise and shrewd e-mailer knows how to dole out credit, or reinforce great work when it really matters. Hence, when a compliment enters circulation – even from the Boss -- it can’t hurt to reinforce it with an throw-away “Thumbs Up!” Recipients typically file such kudos in what I dub the “Smile File” (see next chapter). This in turn builds goodwill for your next draw.

------------------------------

To: Distribution List
From: Mr. Mack
CC: Mr. Big
Subject: Great Job!

I agree! She did an amazing job! I saw it first hand!

Tactics: eFlycasting

Flycasting is the process of using e-mail to test concepts and ideas with work colleagues. Usually, a skilled practitioner of e-mail will “eflycast” ideas off other colleagues before sending a more fine-tuned recommendation to the boss. They treat the e-mail environment as a focus group.

----------------------------------

To: Distribution List (All)
From: Mr. Mach
Subject: What if…..

Just thinking out loud, but how would folks feel if we scheduled more business travel for Mr. Big. I think it would really help the business to have him attend a trade conference every week.

Tactics: The eVolley

The volley is a short e-mail intended to keep a group e-mail exchange alive. The person hitting the volley might ask a rhetorical question expecting others to immediately jump in. It might also address an issue the person knows with certainty another person in the discussion flow will jump in an address.

----------------------------------

To: Distribution Group
From: Mr. Mack
Subject: Did You See This?

Joe raises a great point! I totally agree! What do others think? Steve?

Tactics: The Direct Shot

Just like it sounds. A direct, often short, missive, recommendation, or point of view to your intended recipient. You may or may not copy others. A successful direct shot is dependent on a number of factors: your power status in the organization, the depth of your support network, and your willingness to take risks. The average worker sends multiple “direct shots” a week. The boss sends hundreds.

-------------------------------------

To: Joe Worker
From: Mr. Big
Bcc: Friends of Joe
Subject: Your Performance

Your presentation sucked! Remedial training is in order. No response necessary.

Tactics: The Forward Pas™ (Faux Pas)

Usually unintended, this is when the sender opens with a personal note, often to soften the businesslike tone. The recipient, pressed for time, copies others in the reply…which includes your personal note. In the extreme cases, the note gets perpetuated to all levels. Do not try this at home!

--------------------------------

To: Joe
From: Mr. Mach CC: Budget Team
Subject: Re: Thanks and A Request

Joe – no problem re: budget requests. I’m cc’ing my team to help get the deliverables.

To: Mr. Mach
From: Joe
Subject: Thanks and A Request

Jim, great to catch up over drinks. Was so hungover barely made it to the 10:30 AM staff meeting. Hope you fared better. Anyhow, my budget is due tomorrow, and I need the following asap. Can you pull for me.

Tactics: Topspining

This is a variation on both the “Bank Shot” and “The Assist” and involves fortifying e-mail before it moves up the management chain. A manager might say “Great idea, send me an e-mail and I’ll give it some ‘topspin’ before shooting it to the big boss.” By the time it reaches the key decision maker, the e-mail may have several layers of “Great Idea!” endorsements. An e-mail with lots of topspin usually has higher probability of achieving its initial objective.

------------------------------

To: Mr. Big
From: Mack
BCC: Applicant
Subject: Attached Resume

Check this out! Fabulous candidate! Note the 4 years of experience in Java C++++ programming!

Tactics: Smile-Filing

Smile Filing is the art of archiving complimentary e-mails -- thumbs-up, a e-mail thank-you from the boss – and recycling them at critical moments…usually when the going gets rough. Managers in trouble often pull out notes from the Smile File so the recipients can be reminded of better days. Resume writers use them like Movie review raves.

------------------------------

To: Mr Mach
From: Mr. Big
CC: Distribution
Subject: A ‘Feedback Moment’

Best presentation I’ve ever seen. Bravo! Bravo! Thank God we hired such a brilliant person!

Tactics: Holiday Chip-Shot(TM)

The Holiday Chip Shot is often the product of the slick and sneaky, but all to often it stems from neurotic, compulsive behavior. This is when a person ostensibly on holiday or vacation makes a surprise visit back to work via e-mail. Sometimes it’s abrupt: “Hey guys, just checking in – believe me, this is the ONLY time I’ll be on e-mail.” Other times, the person on vacation might ever-so-subtly chip-in on an existing e-mail back and forth…as though he or she is out there reviewing every conversation. This person can’t stand being out of the loop, and never wants to turn off work.

------------------------------------

To: Distribution List
From: Mr. Mack (ostensibly on vacation)
Subject: Per the Discussion Below

I agree with Steve and Mary’s point, but disagree with Tom and Mike. Joe may be on to something. Just my quick thoughts!