I recently had a brief exchange with Deborah Mills-Scofield about a blog post she’d written on HBR.org entitled “The Power of Your Network Is the Ask.” I didn’t take issue with her argument in that post. I focused, instead, on her use of the phrase “the ask,” an insidious piece of corporate jargon I’ve written about before.
Mills-Scofield was gracious and good-humored about the whole thing. Our exchange on HBR.org and on Twitter sent me back to some of the ideas I’d entertained in my original post – about asking, taking initiative and action – and I decided it would be a good idea to find some more examples of business people using “the ask.” I thought some new attestations might help me think a little more about this locution: What does it express? What does it keep from being expressed? How does it change the request? The relationship? The results?
Forbes.com seemed like a good place to start looking for examples. I expected to find CEOs and managers quoted by the magazine’s writers, and my plan, such as it was, was to start skewering and lambasting and mocking them and calling them barbarians – or something along those lines, I wasn’t exactly sure. Instead, I found something puzzling: Forbes writers themselves were pushing the word.
For instance, a contributing writer offers this advice on seeking a promotion: “The most important part of asking for a promotion is preparing ahead of time. When you make the ask, you’ll need to prove (with specifics) that you’re ready for the next step” [italics mine].
Seeing the word used in this way, I wonder if this nominative use of “ask” has roots in Wall Street jargon, which sometimes designates the lowest price of a stock offer as “the ask price,” and if the person asking for the promotion here would be surprised to discover that she had represented herself in these dehumanizing terms. In any case, it appears that the editors at Forbes are not too worried about these ugly metaphors, and not very scrupulous when it comes to what’s a noun and what’s a verb.
Examples abound. Here’s Meghan Casserly, a Forbes staff writer, in an article that promises to disclose “The Five Secrets of Successful Silicon Valley Women.” Watch what happens to the verb “ask” in the space of two short paragraphs (emphasis mine):
“We know too surely that women ask for too little money when seeking funding for their businesses,” says [Deborah] Perry Piscione, but she’s seen the women of Silicon Valley start to self-correct when they approach the investors of Sand Hill Road. “The strategy is asking for twice as much as you believe you’ll need.”
But it isn’t just in fundraising that Perry Piscione says Silicon Valley women excel in the “ask.” Several years ago friend and venture capitalist Heidi Roizen mentioned she was having trouble adding another corporate board seat to her resume. “I sort of shyly asked her if she’d be okay admitting this to the women at an Alley to the Valley event,” she says, thinking Roizen might be embarrassed to share that she was struggling. Roizen’s response was the opposite. “She said ‘Of course I want to talk about it!’”
Maybe one of the things that makes “serial entrepreneur” Deborah Perry Piscione so successful is that she uses verbs as verbs. Hard to say, but it’s clear who’s doing the reifying here: it’s Casserly, not Perry Piscione. I suppose it counts for something that Casserly puts “the ask” in quotation marks: she’s quoting, or thinks she’s quoting, the lingua franca of the Valley. Maybe so, or maybe the only people who talk that way in the Valley are those who see human interactions as mere transactions.
That’s really the point. It’s worse than annoying: this kind of jargon grates on the ear because it offends the soul. Words matter – in magazine articles, in negotiations, in every day relationships; people are not indifferent to the words you use. “Language most shows a man: speak that I may see thee,” wrote Ben Jonson. And “the ask,” as I suggested in my first post on the topic, shows among other things that you don’t have much interest in asking, or in the true power of asking, at all.
Sure, we slip and we are lazy, or we try to talk like we belong to the club, but it’s important to to catch ourselves. To their credit, the editors of Forbes themselves nominated “the ask” for the magazine’s Jargon Madness 2013, a bracket elimination of “head-splitting corporate speak”. “Ask (n.)” was eliminated in the first round, losing out to “Rock Star.” I guess some things are more annoying and more offensive than others.