Kyle Wiggs / Writing / Running the firm

Running the firm

Why you cannot call yourself the best at anything

It is not squeamishness. Defending a superlative requires a documented survey in the file before publication, kept current, and it buys nothing the specific version does not.

The rule

Under the Marketing Rule, an adviser must have a reasonable basis for every claim in an advertisement and be able to demonstrate it.

"The only platform that does X" is a factual claim about every competitor. Substantiating it requires a dated competitive survey, in the file, before publication.

And it expires

The claim is falsifiable the day anyone ships a comparable feature. Which means the survey has to be refreshed on a schedule, forever, or the claim quietly becomes untrue while still published.

Almost nobody does this. The claim usually just sits there.

The same applies to the softer versions

Leading. Premier. Best-in-class. Most innovative. Each implies a comparison and each carries the same burden.

A superlative is a promise to keep proving something. The specific version proves itself once and stays true.

Why the specific version is better marketing

"The best risk analytics" is a claim the reader discounts automatically, because everyone says it.

"Tolerance, capacity, and behaviour are three different things and most tools collapse them into one score" is a claim that is either true or false, that the reader can evaluate, and that only one company is making.

Intensifiers are the same problem

Attaching "massive" to a factual claim makes it harder to defend, not more persuasive. The specific story is stronger than the adjective every time.

The rule I use

If a claim would need a document in the file to defend, either put the document in the file or write a different sentence.

Almost always the different sentence is better.