There are many types of symbols.
Money from investors, banks or financial organisations is one such kind of
symbols.
A successful Business Plan (=a successful manipulation of symbols) is one which
brings in its wake the receipt of credits (money, another kind of symbol). What
are the rules of manipulating symbols? In our example, what are the properties
of a successful Business Plan?
(1) That it is closely linked to reality. The symbol system must map out
reality in an isomorphic manner. We must be able to identify reality the minute
we see the symbols arranged.
If we react to a Business Plan with incredulity ("It is too good to be
true" or "some of the assumptions are non realistic") - then this
condition is not met and the Business Plan is a failure.
(2) That it rearranges old, familiar data into new, emergent, patterns.
The symbol manipulation must bring to the world some contribution to the sphere
of knowledge (very much as a doctoral dissertation should).
When faced with a Business Plan, for instance, we must respond with a modicum
of awe and fascination ("That's right! - I never thought of it" or
"(arranged) This way it makes sense").
(3) That all the symbols are internally consistent. The demand of external
consistency (compatibility with the real world, a realistic representation
system) was stipulated above. This is a different one: all symbols must live in
peace with one another, the system must be coherent.
In the example of the Business Plan:
Reactions such as: "This assumption / number/ projection defies or
contradicts the other" indicate the lack of internal consistency and the
certain failure to obtain money (=to manipulate the corresponding symbols).
(4) Another demand is transparency: all the information should be available at
any given time. When the symbol system is opaque - when data are missing, or,
worse, hidden - the manipulation will fail.
In our example: if the applicant refuses to denude himself, to expose his most
intimate parts, his vulnerabilities as well as his strong points - then he is
not likely to get financing. The accounting system in Macedonia - albeit
gradually revised - is a prime example of concealment in a placewhere
exposition should have prevailed.
(5) The fifth requirement is universality. Symbol systems are species of
languages. The language should be understood by all - in an unambiguous manner.
A common terminology, a dictionary, should be available to both manipulator and
manipulated.
Clear signs of the failure of a Business Plan to manipulate would be remarks
like: "Why is he using this strange method for calculation?",
"Why did he fail to calculate the cost of financing?" and even:
"What does this term mean and what does he mean by using it?"
(6) The symbol system must be comprehensive. It cannot exclude certain symbols
arbitrarily. It cannot ignore the existence of competing meanings, double
entendres, ambiguities. It must engulf all possible interpretations and
absolutely ALL the symbols available to the system.
Let us return to the Business Plan:
A Business Plan must incorporate all the data available - and all the known
techniques to process them. It can safely establish a hierarchy of priorities
and of preferences - but it must present all the possibilities and only then
make a selection while giving good reasons for doing so.
(7) The symbol system must have links to other, relevant, symbol systems. These
links can be both formal and informal (implied, by way of mental association,
or by way of explicit reference or incorporation).
Coming back to the Business Plan:
There is no point in devising a Business Plan which will ignore geopolitical
macro-economic and marketing contexts. Is the region safe for investments?
What are the prevailing laws and regulations in the territory and how likely
are they to be changed? What is the competition and how can it be neutralized
or co - opted? These are all external variables, external symbol systems. Some
of them are closely and formally linked to the business at hand (Laws, customs
tariffs, taxes, for instance). Some are informally linked to it: substitute
products, emerging technologies, ethical and environmental considerations. The
Business Plan is supposed to resonate within the mind of the reader and to
elicit the reaction: "How very true!!!
(8) The symbol system must have a discernible hierarchy.
There are - and have been - efforts to invent and to use non-hierarchical
symbol systems. They all failed and resulted in the establishment of a formal,
or an informal, hierarchy. The professional term is "Utility
Functions". This is not a theoretical demand. Utility functions dictate
most of the investment decisions in today's complex financial markets.
The author(s) of the Business Plan must clearly state what he wants and what he
wants most, what is an absolute sine qua non and what would be nice to have. He
must fix and detail his preferences, priorities, needs and requirements. If he
were to attach equal weight to all the parts of the Business Plan, his message will
confuse those who are trying to decode it and they will deny his application.
(9) The symbol system must be seen to serve a (useful) purpose and it must
demonstrate an effort at being successful. It must, therefore, be direct,
understandable, clear and it must contain lists of demands and wishes (all of
them prioritized, as we have mentioned).
When a computer faces a few tasks simultaneously - it prioritizes them and
allocates its resources in strict compliance with this list of priorities.
A computer is the physical embodiment of a symbol system - and so is a bank
doling out credit. The same principles apply to the human organism.
All natural (and most human) systems are goal-oriented.
(10) The last - but by no means the least - requirement is that the symbol
system must be interfaced with human beings. There is not much point in a
having a computer without a screen, or a bank without clients, or a Business
Plan without someone to review it. We must always - when manipulating symbol
systems - bear in mind the "end user" and be "user
friendly" to him. There is no such thing as a bank, a firm, or even a
country. At the end of the line, there are humans, like me and you.
To manipulate them into providing credits, we must motivate them into doing so.
We must appeal to their emotions and senses: our symbol system (= presentation,
Business Plan ) must be aesthetic, powerful, convincing, appealing, resonating,
fascinating, interesting. All these are irrational (or, at least,
non-cognitive) reactions.
We must appeal to their cognition. Our symbol system must be rational, logical,
hierarchical, not far fetched, true, consistent, internally and externally. All
this must lead to motor motivation: the hand that signs the check given to us
should not shake.
THE PROBLEM, THEREFORE, IS NOT WHERE TO GO, NOT EVEN WHEN TO GO IN ORDER TO
OBTAIN CREDITS.
THE ISSUE IS HOW TO COMMUNICATE (= to manipulate symbols ) IN ORDER TO MOTIVATE.
Using this theory of the manipulation of symbols we can differentiate three
kinds of financing organizations:
(1) Those who deal with non-quantifiable symbols. The World Bank, for one, when
it evaluates business propositions, employs criteriawhich cannot be quantified
(how does one quantify the contribution to regional stability or the increase
in democracy and the improvement in human rights records?).
(2) Those who deal with semi-quantifiable symbols. Organizations such as the
IFC or the EBRD employ sound - quantitative - business and financial criteria
in their decision making processes. But were they totally business oriented,
they would probably not have made many of the investments that they are making
and in the geographical parts of the world that they are making them.
(3) And there are those classical financing organizations which deal
exclusively with quantifiable, measurable variables. Most of us come across
this type of financing institutions: commercial banks, private firms, etc.
Whatever the kind of financial institution, we must never forget:
We are dealing with humans who are influenced mostly by the manipulation of
symbol systems. Abiding by the aforementioned rules would guarantee success in
obtaining funding. Making the right decision on the national level - would
catapult a country into the 21st century without having first to re-visit the
twentieth.
