I wanted to share some recent social media work I developed for DirectFood.store. Check it out and let me know what you think!
A differentiator is what sets you apart from the competition.
It’s playing sports vs playing ball.
It’s smiling when life throws you those base curves,
because by the end of the day, everyone will remember.
In marketing, a differentiator makes people revel.
At times in silence, but that silence is awe.
You have differentiated your product when,
people know your name by your vision,
your philosophy, your mission statement.
Your audience begins to recognize your slogan,
they begin to identify with your colours.
You are en route to differentiating when,
you feel nervous and yet grounded.
At the end of the day,
you feel like you’re taking a risk
like you’re in trouble for something because
it pushes boundaries, it causes discussions,
it breaks the rules but never forget,
you are leading the group.
A true differentiator cannot be physically realized, because it has infinite gain at infinite frequency – Wikepedia
Digital reach is UNLIMITED. How does art make a difference? COOL is an UNLIMITED concept. Take that back to the couch when you break. Like someone in sales talking about sales, talking about art takes vision. It takes direction and you must be a leader through and through. I am obviously trying to push myself. Always, always tryin’ ta be that purple cow. Let’s remind the crowd again –
The concept of the Purple Cow was introduced by Seth Godin in his groundbreaking book by the same title. Recently I read it again because it is full of ideas and case studies on how to make your business remarkable. When you drive by a heard of cattle they all look like cows and it doesn’t seem out of the ordinary. But if you drive by a heard and standing in the field is a Purple Cow you have to tell someone because it is so different. When something forces you to remark on it, by definition it is remarkable. This is what your new business strategy should be focusing on, finding ways to make your customers talk about your products to their friends.
I write about differentiation in light of the launch of DirectFood.store, an online platform that enables local farmers and vendors to sell their products to consumers, restaurants, and care homes. The food is fresh. SO FRESH. The food is local. SO LOCAL. And you get it right away, to your doorstep, the next day. DIRECT TO YOUR DOOR.
I helped to develop the brand identity which you can witness on our recently revamped website. And I run our social media campaign, which is meant to be fresh, in the definition of COOL, like Will Smith Fresh Prince of Bel-Air COOL, that shirt is sick COOL, those kicks are dope COOL.
COOL is just one aspect of the brand, obviously my favourite. But DirectFood.store is also about:
- Supporting local businesses
- Engaging the community
- Spreading the good word about fresh, healthy, organic & local food
- Promoting a good cause for the good of all people
Just wanted to share some graphics I created that are live on the website. And you need to follow us on Instagram, to check out the REAL DEAL grid. 2 posts per day. Slammin’ balls against the ground. ALL BALL SPORTS. It’s bold. It’s cheeky. It’s collage. It promotes our core values + image. It’s inspired by a retro van, who needs a name…any ideas?
I AM STILL AN ART DIRECTOR. PERIOD.
WHY DOES RANTING END BEFORE YOU’RE FINISHED?
Never let anyone sway you otherwise. If you’re capable, you’re capable. You don’t go back in time. You move forward. And forward-thinking people, know the game. But they’ve got their own game going on, and other people play that. That’s it. Goodnight.
PS – Props to Gurwinder!
PPS – A little lightness. I am lovin’ my work, my day, my grind at i-Open Technologies!
Delivering Real & Sustainable Technology Solutions for a Better Planet. Hi Ray!
As writers, we encounter roadblocks. For myself, one main challenge is believing that my voice, tone, and style are appropriate for business. Letters are usually a personal message sent to a loved one or friend. They can also be a crucial marketing piece, a clever (business letters should be clever) tactic to generate warmer leads.
So, how then do we craft a letter to a prospective client? And is there a way to write a letter that has the voice, tone, and style of a personal message?
In my mind, I envision a communicative piece that is not only unique (resonates with the world) and relatable but effective in portraying a brand’s core message and purpose. After all, at this stage, we are not trying to sell, we are building momentum to get to the selling point. Through powerful storytelling, our approach should stir emotion, provide vital detail, and promote a new relationship that could ultimately blossom into conversion.
I’ve put together notes based on a course I’m taking about brand strategy and expression. The notes identify our writer, audience and customer along a certain trajectory, starting with an introduction to their wants and needs and ending with a transformed sentiment that ushers the participants toward exploring whatever they have defined it to be, on a deeper level.
Have a read and let me know what you think!
Using what we know about our audience, we want to paint a picture of our customer’s backstory. This backstory includes what they are familiar with, and how they see themselves. Our goal is to distinguish what type of information could draw the customer in. By identifying relevant demographics and psychographics, then establishing a matching voice, tone, and style, we can conjure an experience that the customer will be ready to associate with.
Whatever our customers may be struggling with is presented to us as their wants and needs. We must ask ourselves, what is their current conflict, what do they need from us, and what emotions should we spark throughout the entire experience. To capture our audience at this stage, messaging must resonate and provide an opportunity for our customer to feel empathy with the characters (voice, tone, and style) that we have now established.
Call to Action
At this step, our audience carefully embarks on the journey, as they have made the decision to call upon this obstacle in their life. Either through increased stress or via messaging that sparks action, our goal here now is to express in a clear and articulate manner the reasons why we are here for them on the journey, emphasizing benefits, launching a revelation or some educational insight.
Meeting the Guide
Here the customer finally meets the guide, who is us, the brand. After being presented with a call to action, the customer has assessed his situation, wants to be further enlightened, and find this so called trajectory to embark on. We have their hand the entire time, and soon after, they become the ones to guide us.
Upon the new journey, the customer must now reveal her vulnerability and innermost fears. This can be accomplished through emotional investment or writing that breaks up the challenge into little pieces, making it easy to consume and digest. Our audience may be struggling, however, their desire for a resolution has been roused, so they will continue to explore the presented avenue, unafraid, because they are one step ahead of us.
Once we have piqued our audience’s desire for change, mutual reciprocity can be established. The brand’s efforts are paying off and the audience begins to see the rewards. At this stage, it is important to portray contrast between what once was and what is today. This same contrast can be shifted slightly to represent what is today and what the future holds. The emotion felt now is hope, which leads to trust status between the customer and the beloved brand itself.
The New World
Armed with trust, our writer has a new perspective. The obstacle has been overcome and they are inspired to take new, specific actions toward changing the very framework of their business. At this step, belief is established and can continue to blossom under an established agreement or circumstance. I may not meet you, but you will meet my brand and it will help you to do your work, become a better entrepreneur and commit to a brand new cause, because we are here to create solutions for the betterment of humankind.
Go big, right?
Of course, writing the actual letter would not be so dramatic, and roles so cryptic. But what really works well reading the above, is watching a top-rated advertisement on YouTube (try using Elton John & John Lewis & Partners Piano Christmas Commercial), then immediately after, reading this post. You might find that the storyline makes more sense, and ultimately you should be able to apply it to your business letter sales process.
Have fun ingenues!
Here is my latest marketing training presentation. Hope you enjoy it, if you have any questions, feel free to reach out!
This all began at the end of the day, Friday afternoon.
I was leaving i-Open a little bit late. I was put in charge of sending out a Stablebuzz priority newsletter speaking on frameworks released by leading equestrian organizations ensuring a safe return to work for stable owners. My managers (I pretty much work with only managers) were stuck in meetings all day and I was waiting for one to review the final test newsletter. I couldn’t go without his approval. Anyway, long story short, I was finally finished and hopped into the elevator with another man standing there. I did not know who he was, but he definitely worked in the building. He moved into one corner because of COVID-19. He asked how everything was going in the office with us all being back and followed with a classic job interview question: what do you guys do there? I was quick to respond, we’re a tech company and he laughed saying that’s obvious, but what do you do there?
We are all told to have an elevator pitch prepared, but who else only reserves coming up with one for special presentations and interviews? This campaign is based on that idea. The idea that we assume our audience are experts, primed in communication and language technologies. But the truth is, this may not be the case. I’ve spoken with countless business owners, in one role trying to sell digital marketing services. As touchpoint rules say, it always took 3-5 interactions before they were really willing to talk to me. First interactions were like this –
My name is Chona, I work across the street at a company called VanWhistle Media. Do you have some time to speak?
Business owner: Hi. Not really. I am busy at the moment.
So, as you can imagine, not much more can be said there. I could either say no worries, and leave, or, I could provide a more basic, and general description of my goal.
Ah, no worries! I can imagine you are super busy. I have a one-pager that describes what we do with a little more detail. It’s easy to read and my card is attached, so please reach out to me if you have any questions!
Our immediate messaging must be enthusiastic, and look after our audience’s basic needs. Once a certain level of safety or security is established then perhaps, we are able to provide a little something more. Using a hook, we can then present a very basic/general value proposition. In this case, the hook is the one-pager. (I can never forget and it always works out this way – the medium is the message à la M. McLulan!) The value in that is that yes, perhaps the business owner was truly busy, but this does not mean they are not interested. The one-pager gives just enough information to get them hooked. Then once they realize they have interest the relationship begins.
So, why are we in this relationship? As Ezra Firestone, marketing maven and e-commerce guru would say: this is the game. We are all people and we are essentially communicating through various mediums. What this means is that, we are all on the same level in one way or another, however we must learn how to communicate with each other using said various mediums. As a marketer, this means not making the assumption that my audience is interested in what I have to say, but moreover is interested (subliminally) in HOW I am saying it.
I’m about halfway through a Facebook ads mastery course and in the process I have developed a creative ad campaign strategy that touches on the essence of why our group at i-Open Technologies is doing what we’re doing. I’m excited to present it to my team this Friday! Cheers!
I created a brand strategy presentation with the hopes that it would inspire change. As mostly an introduction, I failed to address several elements, including company (Buyer) positioning, strategic factors and most importantly, key stakeholders (employees). Failures aside, I’m quite confident that I could deconstruct the design and come up with a feasible, long-term plan that would incite metrics for profitability, scalability and an improved customer experience.
The greater joy is the chance to do this work with a team. A fearless leader to look me in the eye and say, “This is amazing. But what are you going to do with it, Chona?”. And then, to be surrounded by other supportive creators; we could sit down together and come up with something rather attesting! Marketing is always about brilliance, because there are a trillion answers and a trillion more ways to approach what we do (thanks to our beautiful digital landscape!).
Enjoy #impromptus no. 3 and take note: having a template works wonders and I highly recommend it to anyone trying to develop their technical writing skills.
One of my favorite creator’s is David Airey. He recently put out a large book titled, ID which explores his previous projects down to the nitty gritty of project management, managing expectations and design decisions. I love how it encapsulates important ideas from page to page, in bold black typeface. I’m pretty sure it’s the same one I used in my Previous Documents Presentation (more on that later).
As I was thinking what to post on next, I read from a glance –
It’s important to show how the identity will perform in a variety of contexts.
This quote quickly reminded me of some logos I designed for my social media project Blocks. So, I’ve put them together here for you, along with some other showstoppers (in my opinion).
Each image has been categorized based on identity type (e.g.: logo, label, magazine cover) and context (e.g.: exercise, influence, mission). These categories will help you to understand my focuses and interests in digital marketing, branding and design (BTW BC stands for Blox. Communications, if that wasn’t already obvious!) –
- BC Vision
- BC Mission
- BC Value
- BC Mantra
- BC Symbol
- BC Perception
- BC Stock Image
- BC Logo
- BC Quote
- BC Label
- BC Photograph
- BC Influence
- BC Panel
- BC Grid
- BC Magazine Cover
- BC Digital Collaboration
- BC Text
- BC Album Cover
Note: can you guess which image belongs to what category?
Let me know what you think, cheers guys! Oh, and you can check out the entire project (which ran for about 2 months) on my Instagram account chona_canlas.
I was asked to put together an article for Global Solutions Inc, a marketing consulting firm based in Richmond, BC. The article touches on fibromyalgia and how dealing with the condition may impact day-to-day routines. I hope you enjoy it, please let me know if you have any questions!
You are to do the following:
a) Generate an article idea on this topic. You can use these keywords as reference: fibromyalgia symptoms, fibromyalgia treatment, fibromyalgia causes, fibromyalgia medication, musculoskeletal pain etc.
b) Write an interesting blog headline/title.
c) Articulate the structure/outline of the article with subheadings.
d) Type out one paragraph of the article.
Optional: Provide any suggestions on how you could promote this article using social media.
You may email your response to firstname.lastname@example.org
Completion time: 1 hour
Relevant keyword count: 74+
- Article idea: one of my best friends has struggled with fibromyalgia for years, but has never appeared to be visibly sick. This condition affects many people that still have to go about their day-to-day routines. My article will explore some daily challenges they face and 5 ways to cope using simple strategies
- Blog headline/title: Fibromyalgia & Daily Routine: HOW fibromyalgia affects your day-to-day and 5 ways to cope effectively
- First paragraph: INTRO use SMART Goals technique to define what it is
- Second to Sixth paragraph: Present 1 way to cope per paragraph including situation of daily challenge and a relevant stat or story pertaining to it
- Seventh paragraph: CONCLUSION wrap up topic by quickly summarizing
1 – INTRO I visited with my friend Emma (name has been changed for identity safekeeping) the other day. We sat down together for a coffee at JJ Bean and caught up as it’s been more than 6 months since we last met. She looked great. Amazing outfit, cascading hair of curls and rosy cheeks and lips to match her great coat. She appeared happy, as she always did. When I asked her how things were, she went about the usual way – work was good; life was amazing. I instigated a bit further as any good friend would and she began to tell me about her struggles with fibromyalgia. Statistics Canada describes fibromyalgia as a condition involving chronic musculoskeletal pain accompanied by excessive fatigue and exhaustion. They say it is estimated that fibromyalgia affects 900,000 Canadians or approximately 3% of the population. Women are estimated to be 4 – 9 times more likely to develop the disease than men. Emma went on to explain her daily challenges and the tools that she applies to cope with the condition. Take a minute to read and learn more about fibromyalgia and how its symptoms affect daily interactions and routines.
Outline of paragraphs 2-6 (data from health.com)
2 – Challenge #1 Speaking Up
The challenge: Being afraid to talk to people (even some health-care providers) about your pain and other fibromyalgia symptoms, because they will brand you a difficult patient, a complainer or a hypochondriac.
How Emma copes: I realized that there were a lot of other people out there who were just like me. I realized that I could share with other people my assertiveness and my unique talent of being able to be honest with people and to talk to my doctors honestly, as equals. And that’s when I decided to seek out opportunities to become a health advocate in my own way. I try to post helpful strategies to my Instagram account that may not speak directly about my struggles with musculoskeletal pain, but overall how I cope in my daily environment.
3 – Challenge # 2 Family Matters
The challenge: Worrying that your husband considers you a burden or that your kids question why you aren’t like other moms.
How Emma copes: I became more aware of the fact that complaining about my fibromyalgia symptoms all the time wouldn’t be a good idea. It’s not something I want to model for my kids. It’s not something I want to come between my husband and myself. I started talking about my personal pain and fibromyalgia medications less and talking about my advocacy efforts more. I began showing how a can-do attitude is more helpful than not.
4 – Challenge #3 Staying On Schedule
The challenge: Feeling that people will perceive you as unreliable because you forget or cancel appointments or engagements at the last minute.
How Emma copes: People with fibromyalgia who are in pain all the time need to know what to do with their thoughts, how to deal with all of the little disappointments and the everyday problems that we run across. We’re not born knowing what to do. Counseling, in my mind, is an extremely valuable form of fibromyalgia treatment, as is writing notes to myself either on the fridge or on my computer. It’s all about self-awareness, accountability and self-regulation.
5 – Challenge #4 Dealing With Pain In Public
The challenge: Being so uncomfortable at work, in a theater, or in public that you feel like you could explode. Not having the right fibromyalgia medications to help you get through the day or night.
How Emma copes: You have to take action and find the right combination of medications for fibromyalgia. Some pain drugs act faster than others; if you have a fast-acting medication, you can use that like an asthmatic would an inhaler. In these situations, if I can lie down, do some deep breathing, and just get myself through that crisis time, then that’s what I need to do. And my kids know that. My husband knows that. I’ve also been exploring treatment with CBD oil. *As a note (data from medicalnewstoday.com) – CBD can effectively reduce pain, improve sleep, and diminish refractory pain for people with fibromyalgia. Anecdotal data suggests that taking CBD oil may alleviate symptoms of fibromyalgia in some people. It may change the way that they process pain, with beneficial effects.
6 – Challenge #5 Keeping It Together
The challenge: Never knowing when your fibromyalgia will cause you to fall apart or for how long.
How Emma copes: I do deep breathing. I do positive thinking. I work on my posture. I exercise very carefully. I research what I should do, and what I shouldn’t do. And from my own experience, I set limits for myself. I try to leave room in my life for happiness.
7 – CONCLUSION Every person is faced with challenges. When those challenges affect our daily life, it is sometimes difficult to cope. This article aims to explore the relational experiences that my friend Emma has encountered over the past few years, using her own personal voice. While this article does not touch on fibromyalgia causes, treatments or medications, it focuses on situations that are closer to us. The one thing that opened up communication channels between myself and Emma was putting effort into asking questions and showing empathy. For people dealing with fibromyalgia, challenges are often hidden. Take time out of your busy day to look at the people around you and analyze your initial perception. Then, ask yourself if that is a fair or real assessment. Someone might look angry, but perhaps they just found out they didn’t get the job they worked so hard toward. Or, someone might look sad, but perhaps they just found out a friend cancelled their dinner plans. We just need to be open-minded and helpful when we can. Facing health challenges might require even more introspection from the viewer’s side. As we were getting ready to leave, I asked Emma what helps her the best in terms of how other people perceive her condition and she said, “When I come across a person who is happy and positive, it rubs off on me and makes me feel like I can get through anything.” We hope that this article was helpful for you. Please check out more topics related to the health and medical field on our blog, ChonaBLOX.
Optional: Promoting this article on social media
- Post article on LinkedIn
- Create an article topic image on Canva and use the image to post on Instagram, twitter, Facebook etc. Add appropriate hashtags relating to topic
- Use appropriate keywords in your caption, meta description, meta tags
- Title your images
- Make a YouTube video of content use appropriate headers for each challenge, perhaps images relating to challenge
- Ensure to use blog link and logos, branded typeface, graphics etc.
Back into the swing of things.
This project may seem simple to you, but it challenges the idea of giving and receiving. In our digital space, we give constantly. And is the return of our efforts (ROE) measured through digital collaboration (DC) enough? Think: total impact of IQ + EQ + PQ or a new notion ascertaining digital quotient (DQ) / digital equilibrium (DE) / digital aspect ROI (DAROI). *I will explore these ideas in a future post.
When my mother received letters from her suitors (a common practice in her time), she did not write back. She kept each letter as if to say, I realize you are all interested, however I will hold in my heart, the one who is right. Is this action right? Is it just? We observe a similar practice in Japanese culture. The ritual is gift-giving (action), rather than the gift itself. Huffpost.com describes it in three steps – the reveal, the denial and the recognition. Or, revelation of intelligence + denying impact of emotionality + recognition of our role and place in digital space.
Using this interpretation, I could say that this project was aimed to reveal part of my identity/intelligence (I now question its visual and linguistic legitimacy in my current digital explorations), to reflect my denial of attaching emotion to the act of giving and receiving, and finally to sustain 2-way recognition/communication (between seller and buyer in this case) of the journey (action) itself – “For the Japanese, gratitude is a battle of endurance.”
We need to evaluate the tone and style of our expressions (gratitude being relevant today) as we delve further and further into a state of digital collaboration. We are impacted and at what point are we actually bringing more clarity to situations and circumstance? This is sort of the concept of ‘niceties’ and because I aim to maintain a certain level of accuracy in my work, details are important, but should my actions impose more or less scrutiny in regards to how my audience receives my message? This ties everything back to: total impact of IQ + EQ + PQ or a new notion ascertaining digital quotient (DQ) / digital equilibrium (DE) / digital aspect ROI (DAROI).
As you make your way through the below, try to remove feelings of assumption or judgement. Art is for everyone. Despite my specific approach, there’s a core selection from each demographic (Baby Boomer to Gen Z) that relates to my work in its simplest form, in other words – the visual and the language. For this project, I give it back to them!
Abstract – slash / roboto / elephant
This project started out with a photoshoot. I was dressed as Wenda (Where’s Waldo’s girlfriend) and my friend Allegra and I captured a series of images in and around Horseshoe Bay, British Columbia, Canada. There was lunch at Troll’s (fish and chips of course) and a brief introduction/chat with family business owner Ab Troll. Then, tea at another local establishment Flour Bakery and the final shot – me peering over … The Giant Hedge.
I developed the concept around a youthful, graffiti-inspired (old BLOX style) rendering of sweetness or the sweet spot/’magic’ that we often search for in our interactions with brands and art projects in general. My old style was always striking, vibrant and street culture inspired. Think – Keith Haring meets baby Andy Warhol.
The first portion centres around strategy, the next on my Social Seller & Social Buyer personas and finally, the Wenda portion (introducing myself within a specific context) finalizes the presentation. I printed the images on glossy card stock and hand-cut each one with a paper cutter. The final presentation resembled 7-inch vinyl singles and are displayed most effectively in a stack, layed out as placards on a table or mounted onto a wall with colourful binder clips (yellow, purple or stainless steel would work).
Along with my visual presentation, I designed a series of stickers that were printed on matte sticker paper and cut by hand. I then assembled the stickers, one by one, into individual, resealable plastic bags. Two of the images are BLOX identity concepts. The one with the primary color wheel represents right-brained or creative BLOX and the other with the black and white bunny mascot (and letter B branded roboto typeface mouth) represents left-brained or technical BLOX. The remainder stickers were simple and fun applications of imagery used in the presentation. To top the set off, I made a collaborative-style logo (powered by) for the agency I was presenting to.
As a fun treat and tribute to the jam jar (featured in several of the images), I filled a couple of clear canisters with bright fruit candy (I once had a banana necklace) to match the colour theme and concept of sweetness. I also included a book containing 85 pages of work samples and creative/technical resources – collateral, white papers and articles. The book was bound using the specifications below:
8.5″ x 11″
Double Sided, Colour
Colour Laser, 98 Bright, 32-lb.
Binding – Wireless Binding – Black
Standard front cover
Pastel Yellow, 90-lb. Index
Standard back cover
Pastel Yellow, 90-lb. Index
The final products were wrapped in colourful confetti paper and fastened with two Jelly Marketing stickers. Everything was arranged bento-style in an unobtrusive Staples box with a package of fun pastel highlighters and a final ‘hello’ letter placed on top.
I am eternally dedicated to my work and process. This project was a homage to my academic background as a printmaker and street identity as a writer. When I was practicing regularly, the art forms themselves took shape. There was no plan, just creation. I would compare it to writing and reading classical music. I can’t really compare it to anything else. But my efforts today are different. They are positioned around understanding and fully utilizing the creative + technical aspects of my brain. So, now there is a need to plan and there is a need to create, but by having a specific outcome in mind.
At the end of it all, this has generated the foundation of A Brand Strategy. You will hear more about this in the coming year.
A few quick work goals for 2020 –
- Find a job that I’m happy about
- Develop Digital Presence business model
- Develop A Brand Strategy
Next up: who’s down for white, black and corporate-friendly? Is it time to revisit my Digital Presence business model? Yes/No?
The question remains – To mail or not to mail? To give or not to give? To receive or not to receive? What matters most? Having or expecting? Waiting or forgetting? Are you a yes-man or a no-sayer? Check back guys!
I was excited about creating these designs. The work was produced using Canva and took about 30 hours (including printing and assembling) to complete. I left out the personal part of my proposal, but I hope you can derive a positive sentiment from the style + tone I chose to go after!
This portion of the proposal defines a brand strategy in three parts – the social media aspect (WHAT), art direction aspect (HOW) and digital specialty aspect (WHY). At best, these aspects are shared and applied to a project equanimously in order create a sweet spot, ‘the magic’ or WHERE and WHEN true potential can emerge.
This whole concept is derived from Simon Sinek’s Golden Circle Theory which purports that great organizations create their foundation by addressing WHY they exist, HOW they go about their mission, and then finally, WHAT they do.
In my model, social media is used as a product or service we sell, however this can be changed to web development, SEO, email marketing etc.
The HOW is the people who are involved in the project. It is what sets us apart from the competition. It is what makes us unique and indispensable.
Lastly, WHY is the ultimate outcome. Very few organizations know WHY they do what they do. Why is not about making money. That’s a result. Why is a purpose, cause or belief. It’s the very reason your organization exists.
In synergy, any set of core values can be realized. In my model, I value belief, faith, trust and love. As a brand strategist, my ultimate outcome paints a beautiful picture for both the seller and buyer. The PICTURE is the agency differentiating itself from competitors. WHERE and WHEN this occurs impacts results – profitability, scalability and customer experience.
Have a look at this brief slideshow and let me know what you think –
Remember, there is always room for further or greater interpretation. This is the sweetness of advertising. Branding is the #1 method we can use to portray our message, whether that message be creative, technical or both, a brand is responsible for defining who we are and what we do!