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Fai una prova. Pensa a tutte quelle volte che nella tua vita, professionale o privata, è arrivato un elemento di forte cambiamento e hai dovuto gestire una crisi. Qualcosa che ha stravolto lo status quo. Ora, cerca di ricordare se quell’evento, piacevole o spiacevole, era atteso e, soprattutto, se ti sei fatta trovare pronta ad affrontarlo. La risposta, molto probabilmente, è no o quasi mai, giusto?
Uno dei più illuminati docenti e studiosi di marketing, Derek F. Abell, riferendosi alle strategie d’impresa, scriveva: “when change comes, is unexpected and unprepared for“. Le recessioni più pericolose per un’impresa sono quelle non previste e che si propagano rapidamente. Lo abbiamo visto nel 2008 con la crisi Lehmann Brothers e lo stiamo vivendo nel 2020 con la pandemia da Covid-19.
Situazioni di tale portata, oltre ad essere raramente prevedili, occorrono poche volte nell’arco di una vita, e portano a quelli che possiamo definire cambiamenti strutturali. Quando questi shock arrivano, infatti, stravolgono così tanto le “carte in tavola” che dalle conseguenze possiamo cambiare il nostro modo di pensare, modificare le nostre abitudini, vedere alcuni elementi del nostro lavoro o della nostra vita sotto una luce completamente diversa. È quella che l’economista Joseph Schumpeter chiamava distruzione creativa: dalle ceneri di “prima” rinasce un “dopo”.
Ma quali lezioni possiamo imparare dalla gestione di una crisi? Cosa ci sta insegnando il Coronavirus?
Le cose possono precipitare velocemente
In due settimane la nostra vita è cambiata, senza che avessimo avuto il tempo di realizzarlo. È lo snowball effect: da un problema apparentemente piccolo, un fenomeno cresce esponenzialmente come una palla di neve che genera una valanga. La sensazione che ne deriva è quella di essersi trovati rapidamente e completamente immersi nell’emergenza, come un palombaro che viene calato in acque profondissime.
Questa rapidità di precipitazione degli eventi è dovuta all’interconnessione tra persone, aziende e mercati, inimmaginabile fino a qualche decennio fa. Più siamo connessi più la propagazione è rapida. Non a caso, nel marketing si parla di comunicazione virale quando la diffusione del messaggio segue un andamento esponenziale (una espressione che probabilmente, per motivi di buon gusto, vedremo scomparire).
Lezione numero uno: abituarsi a veder accadere le cose molto rapidamente, anche se può apparire come una forzatura “biologica”; cosa che di fatto è. Il mondo intorno a noi è evoluto molto più rapidamente della nostra capacità di adattamento. Quando la casa va a fuoco, però, c’è poco tempo per pensare: occorre agire.
Addio al prima: disfarsi della mentalità “speriamo che non accada”
Il motivo per cui ci troviamo impreparati allo shock di gestire la crisi è la nostra forma mentis. In molti temiamo talmente il cambiamento che speriamo sempre che il peggio non accada. “Dai, non sarà così grave”. “Speriamo bene”. Quando siamo colti di sorpresa, la reazione naturale è rifiutare di credere che esista qualcosa che non può essere evitato: è grande il nostro impulso a non voler vedere.
Crisi come quella che stiamo vivendo sono un grande insegnamento a sbarazzarci della mentalità da “tanto non succede“. Le cose possono accadere ed è necessario imparare a coglierne le avvisaglie. Nelle strategie aziendali si parla di “sistema informativo”: procedure per raccogliere e analizzare dati dall’esterno, prendere decisioni tempestive e, se possibile, non farsi trovare sprovveduti.
Lezione numero due: le cose, anche le più drammatiche, possono accadere. È fondamentale la capacità di captare i segnali e, successivamente, di adattarsi rapidamente alle mutate condizioni. Anche in questo consiste la gestione della crisi.
Formulare degli scenari: dallo “speriamo che” al “come potrebbe andare”
Una volta presa consapevolezza della situazione possiamo più lucidamente fare reframing. Il reframing è il processo che ci permette di cambiare il modo in cui vediamo una situazione, per porci in modo nuovo di fronte alle necessità della vita. Non a caso, è una tecnica molto utilizzata nel campo della crescita personale.
Per riprogrammare il futuro, possiamo innanzitutto guardare al passato. Cosa ha contraddistinto le crisi precedenti? Possiamo individuare dei pattern, ossia degli schemi ricorrenti che si presentano ogni volta che c’è uno shock? Ad esempio, se guardiamo all’economia, sappiamo che certi settori sono andati sistematicamente in crisi, come quello delle auto, dei viaggi e degli elettrodomestici (definiti anche settori “ciclici”).
Cosa è successo dopo? Quali peripezie hanno affrontato le aziende per uscirne? Come ne sono uscite? Sempre nel gergo della strategia aziendale c’è un’attività che si chiama scenario analysis: si tratta di tracciare una serie di scenari possibili, dal peggiore al migliore, considerandone almeno uno o due intermedi (tra l’altro, quelli con maggiori probabilità di avverarsi). Per ogni scenario occorre individuare una strategia, un’idea, una serie di mosse da compiere nel caso in cui quella situazione diventasse realtà. E quindi ad essere – o perlomeno sentirci – più pronti.
Lezione numero tre: le crisi ci portano a fare reframing, cambiando velocemente le nostre aspettative sul futuro, immaginando scenari probabili. Questo rende plastico il nostro cervello e ci allena al pensiero strategico. Cosa succederebbe se. Come negli scacchi.
Imparare a pensare “duale”: gestire il presente e progettare il futuro
Il già citato Prof. Abell, nel suo volume Managing with Dual Strategies, parla di “strategia duale”. La strategia duale è un approccio imprenditoriale che, da un lato, organizza la continuità operativa e garantisce il business; dall’altro, prepara alla gestione del cambiamento che, in un modo o nell’altro e passata la “tempesta”, è inevitabile.
Una buona gestione della crisi l’abbiamo vista con i ristoranti, che in pochi giorni hanno creato un servizio di consegna a domicilio; oppure con le aziende che hanno rapidamente convertito le produzioni realizzando mascherine. Queste imprese, con un ulteriore sforzo molto più lungimirante, devono ora preparare ciò che sarà. Come lavoratori, come professionisti, come imprenditori, è il momento di chiederci: il nostro core business è minacciato? Le nostre competenze serviranno ancora? Cosa dovremmo fare adesso per prosperare domani?
Lezione numero quattro: nei periodi più bui, dove l’indecisione ci porta ad essere frastornati e poco lucidi, dividiamo il nostro tempo a metà: da una parte gestiamo l’immediato, necessario per sopravvivere; dall’altra, immaginiamo il futuro, fondamentale per riprendere più forti di prima.
Le scelte che facciamo oggi gettano le basi per quello che saremo domani
Il successo nel breve termine è il risultato delle decisioni a lungo termine prese in precedenza. Ad esempio, se oggi abbiamo una sanità che funziona è perché abbiamo pagato negli anni per averla, con i nostri contributi fiscali. Ma se non ci sono abbastanza medici è perché quei contributi che abbiamo versato non sono stati – da un certo punto in poi – dirottati nel modo giusto.
Questo è un tema di sostenibilità delle scelte in chiave futura. È dalle fondamenta della ricostruzione (aziendale, professionale o personale) che definiamo ciò che saremo poi. I prossimi sei mesi possono incidere sui prossimi sei anni.
Lezione numero cinque: le basi per costruire il “dopo” si gettano ora. Le decisioni prese in piena crisi si riverberano su periodi più lunghi e possono modellare il modo in cui cresceremo, o decresceremo.
Tre consigli per essere più forti dopo
Da un brutto periodo possiamo imparare molto, come ad esempio ad aumentare la nostra resistenza agli shock. Credo fortemente nella capacità di ognuno di noi di imparare dalle sventure e riorganizzarsi, a livello individuale e collettivo. “Resilienza” non è solo una parola da tatuarsi perché fa cool. È una capacità vitale per la specie umana.
Flessibilità e capacità di adattamento. Di fronte a situazioni di grande incertezza, un consiglio è creare un set di opzioni percorribili, da rivedere periodicamente a seconda dell’andamento delle cose. Nessuna strategia è certa, nessun punto è fermo; dobbiamo essere pronti a rivedere le vostre decisioni. Abituiamoci a fare reframing. Non solo: questo è il momento per sollecitare il cambiamento nei nostri collaboratori o nelle “cerchie strette”. Le persone sono solitamente più disposte ad accettare il cambiamento nel corso di una crisi, piuttosto che quando le cose vanno a gonfie vele.
Diversificare e riposizionarsi. Se capiamo che il nostro lavoro – così come lo abbiamo sempre svolto – può non essere utile/fattibile/consentito nelle modalità o nelle finalità, è il momento di diversificare. Eravamo la miglior pizzeria gourmet della città? Pensiamo a riposizionarci come la più buona pizzeria che fa consegne a domicilio in città. Eravamo un’agenzia di viaggio specializzata in mete esotiche da sogno? Pensiamo a come diventare organizzatori di esperienze da sogno a pochi chilometri. Certo, possono sembrare cose azzardate, facili per chi scrive, ma restare ancorati alla propria identità sperando che il “dopo” sia come il “prima” è un errore che può rivelarsi fatale.
Alleanze e collaborazioni. Questo è il tempo di ripensare anche le strategie di collaborazione. In tempo di crisi, le persone tendono ad essere più aperte agli altri e ad ascoltare opinioni e pareri nuovi. Se prima quel concorrente era il nostro più acerrimo rivale, oggi potrebbe diventare un alleato con il quale costruire una strategia congiunta, unendo le forze. Ci è sempre mancato un pezzo di “competenza” per offrire un servizio completo ai nostri clienti? Pensiamo che domani ci servirà ancora di più? Oggi è il momento per cercare chi può unirsi a noi, immaginare collaborazioni o progetti condivisi.
Anche nelle situazioni più nebulose e complicate come quella che stiamo vivendo in questo momento (n.d.r. aprile 2020), si possono trarre insegnamenti e applicare metodi e approcci che consentiranno di traghettarci fuori dalla crisi nel modo migliore possibile.
Cosa ne pensi?

Consulente e Temporary Marketing Manager, sono specializzato nell’organizzare, gestire e migliorare il marketing di piccole e medie imprese. Collaboro come docente di marketing con l'Università di Urbino e con MeliusForm Business School. Faccio anche parte di Warehouse Hub, organizzazione innovativa a vocazione sociale con sede nelle Marche.
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