The Measurement Debate Continues

February 2nd, 2010

The estimable Shonali Burke has started a fortnightly Twitter chat — #MeasurePR — that begun 2 February, with the equally estimable Katie Paine as first guest. I caught only the last half, which featured good discussion and the usual paroxysm over advertising value equivalency. AVE is bete noir for @KDPaine and @Shonali, who both are categorical in their condemnation of the practice. A couple of participants, however, say that there still is demand on the part of clients for AVE.

The Institute for PR Measurement Commission condemned AVE last fall, AMEC (the professional organization for media evaluation firms) has declared its intent to find a logical replacement, and a recent paper offered Weighted Media Cost as an element worthy of inclusion in measurement programming. Where does this leave us?

I have no stake in this game. My personal belief is that AVEs are bad science, but I’m also sensitive to the need to help clients. AVE is easy for a client to grasp — “if we paid for the space our story ran in, it would have cost us X.”  Katie points out that doctors won’t prescribe a medicine if it’s not right for the patient. AVE isn’t life and death — but what do we do after we’ve explained the drawbacks and negatives and the client still wants it?

I can’t help but put myself in that situation — young company, trying to latch on with a client. Do I tell the client “No. I won’t do AVE” and risk having him/her say, “Well then, I’ll go find someone who will!” ?

#MeasurePR had much more great content than this AVE nonsense, and I really do wish we could collectively move on. I’m done writing about the debate, at least for now.

Looking for a quick way to improve measurement?

Start setting objectives and measuring your attainment of them. Stop worrying about generating lots of eyeballs and do some audience research to reach the right ones. Start looking for correlations between your various communication outputs (and outtakes) and business metrics, such as revenue, cost savings, cost avoidance, time saved, help desk traffic, speed of benefits enrollment, travel system savings, expense systems savings, etc…

Impatient: You Can’t Eat Online Image

January 29th, 2010

Amid the mad whirl that surrounds the new semester (teaching PR Tactics at Kent State), the push to finish a paper on PR theory in social media, and reconnecting with people after the holidays, my online brand seems pretty healthy.  I’ve got a fair posse of followers on Twitter, connections on Linked In, a good history of seeding comments on interesting blogs, and a decent batch of posts of my own on this humble blog.  But 10 months into the “become an entrepreneur” adventure, I’m noting a little dampness on my brow.

It’s flop sweat.

I’m having the “omigosh, is this all going to work in the worst economy in 30 years? What do I do if it doesn’t work? Am I doing all I can to be successful?” blues.

Of course, I also know from past experience that attempting to make life decisions in our northern U.S. winter is generally a bad idea. If it weren’t for a strong aversion to living places where there is no variance in weather, I probably should be in Arizona, or someplace like that.  Still, notwithstanding the seasonal component of the sense of fear and loathing, I’ve taken stock of how I spend my days.

As much as I’d like to be wrong, I’m not sure that at this stage of the development of my company I can rely on my current online activity to build my business. I need to pick up the phone and make more personal connections with my contacts, ask for referrals, buy people coffee and generally expand the more proven business development activity.

Perhaps that’s no news at all for the Social Media intelligentsia. And maybe I’m just not giving enough of the calendar time to pass.  But, the authorities frown on eating your followers (is there an app for that? Don’t answer.)

So, what’s that mean?

I’ve never been a prolific blogger — I think I average about a post a week most times — but I have been the Mad Tweeter on occasion, and have observed that it’s a bloody addictive and seductive tool. I like reading interesting things and commenting on them! I’ve also not been much of a link-baiter, and I haven’t Tweeted my own posts very scientifically.  Probably as a consequence, my blog traffic is quite a bit lower than I’d like, and it’s trended lower throughout the fall of 2009 despite some interesting comment conversations and much appreciated RTs from the aforementioned posse.

Where I’m landing (and where I’d appreciate some different perspectives) is to ease back on the Twitter-traffic and make a more disciplined to-do list every day, reserving roughly half of my current Twitter-time for more analog activities.

Like most people in our profession, I didn’t get into this gig to be a cold-calling sales dude. But Cash Is King, as Goodyear’s strategy reads, and I need to get some.

Talk me out of it?

Employee Engagement: HR Claptrap, or Communication Result?

January 25th, 2010

Today’s #icchat, moderated by @susancerulla and featuring @lindabeth on Twitter spilled over for an hour or so, at least for a few internal communication experts. @mklein818, @wedge and @danasml had a Tweet-convo that featured Mike’s opposition to engagement as an appropriate focus for internal communicators. He and Dana went back and forth a while defining the term (and disagreeing), and Mike averred:

“Why ‘m critical about ‘engagement’ stuff –one-size-fits-all approaches dominate and many employees don’t need to sing comp song”

I think this is the crux of the argument.  The Gallup Organization has been doing engagement research for a very long time, and it’s Q12 system includes, “I have a best friend at work.”  In their defense, they have tons and tons of data that support the idea that social matters are a huge part of employee satisfaction. But to me, in the modern age, this is irrelevant.

The engagement infrastructure wants to systematize employee sat, distill organizational behaviors to a checklist of things to do and declare victory.  But we know that different employees are motivated by different things. If we focus on productivity as a function of satisfaction (positing that productive employees are more into their organizations than unproductive ones), does individual happiness at work count?

I know that if we help our employees better understand our business, competitors, processes and strategy, they ought to be better at their jobs. Workers need to have the information they need to do their jobs. I know that providing information in a way that’s valuable and resonates with workers is critical to that process of building understanding. And I know that workers who have a clear understanding of how what they do every day fits into the organizations objectives tend to be more knowledgeable about the business and better at their jobs.

So, do they need to “sing the company song,” as one of Mike’s tweets read?

No, they don’t. Look, employee happiness is too dependent on factors outside of my control. I need respect and involvement. The #icchat today was on how to make employees ambassadors, and the central thought was that it’s a fairly organic process that requires organizations (especially leaders) to walk their talk. You can’t create raving fans among employees by starting an ambassador program, for gosh sakes. It will be the rare organization who’s ready to ask their employees to step up. But, if there is a sense of shared sacrifice (that is real), shared purpose, shared potential success — you’re in the game.

The term “engagement” has been abased, turned into a supposed cure-all for corporate cancer. It isn’t. If an organization isn’t transparent with employees, treats them like children, doesn’t give them the responsibility and accountability they need to be successful, loads them with useless trivia and then asks them to be influencers in their personal orbits, that organization deserves scorn.

There’s going to be more on this topic, that’s for sure.  To take part in the discussion, join @susancerulla, @lindabeth and me each Monday at 1 p.m. Central/ 12 noon Eastern U.S. time. Oh, and read today’s Tweet Stream too.

One Rule to Choose Method of Communication

January 20th, 2010

“It’s just too complicated and difficult.”  So began a conversation with a frustrated colleague, struggling to keep tabs on the myriad communication vehicles sprouting like mushrooms in a damp glade.  I asked, “What’s complicated about having so many choices? Choices are good, right?”  He didn’t think so.

I have to admit, our profession was a little easier to execute back at the beginning of my communication career. As an internal communications specialist, we had a print newsletter that represented 90 percent of our communication activity, followed by VHS videos and a mainframe email bulletin board that no one really used.  Oh, and we got faxes from Corporate, copied them and walked the tower delivering the latest announcements.

Externally, we did news releases and media advisories, called reporters and tried to get a haystack full of clips to demonstrate our superior abilities. Once in a while, we’d do a news conference.  Yes, this was before the Dawn of Time Itself.

These days, you hear someone talking about “The New Twitter Whatever,” and the first thing that comes to my mind is, “Twitter? Is it passè already? Where exactly will this new method of communication fall alongside Facebook, LinkedIn, Twitter, Digg, De.lic.ious, Posterus, Amplify, Yelp, Yammer, YouTube, Wikipedia, MySpace, YourSpace, HisSpace, HerSpace GLBTSpace, and all the other stuff?

The answer (write this down now) is: Use the method that fits the objectives for your audience.

Think about the end result — the objectives of your communication — and walk through the strengths and weaknesses of these different methods.

  • Outcome – Increased enrollment in 401(k) plan
  • Method – Newsletter article, intranet quiz, reprint of magazine piece, video explanation from CEO, in-person meeting with representative

In the scenario above, which method is likely to work best? You may choose more than one, but if you could only choose one, which would it be?

  • Outcome – More qualified prospects
  • Method – TV news piece, trade publication story, customer referral request, Twitter campaign, CEO blog

I’m oversimplifying the issue.  There are a number of intermediate steps between more generalized communication activities and the outcome we see here.

There is no doubt that the ever-increasing modes of communication are making PR people’s lives more challenging. But the thought process, considering each method through the prism of the desired outcome is the path to choosing well.

AVE is Dead. But Ad Cost Improves Correlations

January 17th, 2010

The debate over how best to measure the effectiveness of media relations has encompassed multiple streams of thought, moving from saying “it’s impossible,” all the way to saying, “it’s quantifiable.” Unfortunately, advertising value equivalency (AVE) became a popular means of applying dollar figures to unpaid media. You take the number of column inches in print, time of mention in broadcast, or space on a Web page occupied by the mention of the company or organization in question, and ask, “How much would we have had to pay to take out an ad of equivalent size/time?”

The AVE practice has been under attack by some of us, poorly understood by others, but more widely used in PR agencies than many would like to think. It even was formally condemned by the Institute for PR Measurement Commission this fall.

AVE has major flaws — measurement experts (including one notable, even famous one) have decried the practice and detailed why frequently. I’ll not repeat the argument here. This paper provides those details in part. Instead, I’ll merely say that even with substantial adjustments to methodology, it never represented a business outcome, was based on an assumption of equivalent understanding on the part of the receiver, and was wholly unsuited to describing success in social media. That alone was a huge problem for me.

The thing is, there is substantive research that supports the idea that editorial content about a product and an ad are perceived similarly by receivers.  A paper by Dr. Don Stacks and Dr. David Michaelson (albeit based on one experiment) found ads and editorial to be equally effective in generating interest in a new product. If that’s so, evaluating the PR placement in comparison to ad cost makes sense. PR costs orders of magnitude less than advertising.

Two papers by Angela Jeffrey, Dr. Stacks and Dr. Michaelson explored the linkages between volume of media coverage and share of media coverage and business outcomes (such as unit sales, tickets sold, etc.) and included media cost data in calculations.  This set the stage for a controversial finding: Media costs improved correlations, significantly.

Now, Jeffrey, vice president of research for VMS, and Dr. Brad Rawlins, Brigham Young University, and Bruce Jeffries-Fox of Jeffries-Fox Associates, have written a brilliant paper further detailing the relationship between cost and outcomes, with four case studies.  The “Weighted Media Cost” has a strong effect.  From the paper:

…if we’re getting better results with costs for purchasing media space and time data, should we…set new parameters for its proper use?”

Emphatically, yes. The paper, written in a very approachable and intuitive style, makes a compelling case.

Read the paper if you care at all about measurement in our profession.

Future of Employee Communication Depends on Us

January 13th, 2010

The newly launched CommScrum features a terrific multi-author piece on issues in internal communications that outlines several huge issues in the function.

  • Mike Klein wants to reclaim the term Employee Communication, owing to the multi-audience impact of employees.
  • Dan Gray says the boundaries between internal and external communication have fallen, with alignment no longer the sine qua non, and fusion the future.
  • Lindsay Uittenbogaard says that employee ambassadorship needs “20 cans of Red Bull and a red-hot poker” and continued emphasis on alignment.
  • Kevin Keohane outlines the disparate “belief systems” about employee communication that cloud the ability to see employee communication leadership as “connecting up the core factions to deliver value to the organization and its people.”

You’ll want to read the post, but here are my thoughts.  I believe internal communicators need to respect each of these constituencies.

Information provision is still important — a gatekeeper/distributor or merely a systemic means of access for employees is the change afoot here. People still need information that helps them do their jobs. Tactical support.

The human capitalists – HR wants there to be a predictive model, hence the focus on engagement and free will — they want to believe that persuasion isn’t needed, that pushing the right buttons will lead to further discretionary effort in support of business objectives.  Certainly, a few of the Gallup 12 questions will apply in the new order, but not the ones that focus on the purely social aspects of workplace. Systemic methods of finding collaborators and achieving objectives will be welcome, whilst ersatz sentimentality and misguided cheerleading will not. Look, everyone knows better now what companies are in business for – earning money for their owners. No more corporate Kum By Ya, if you please.

The experientialists – Branding agents want the internal constituency to be like customers – send your messages overtly, and subliminally through design, color, etc., at the worst; understand the customer’s motivation and make employees understand it too, at the best. Advertising and direct marketing don’t work on employees – it’s too one-way and too asymmetrical and employees can smell a sales job a mile away.  It’s the potential disconnect between brand ideation and reality that represents the second largest threat to success.

The influencers – Keohane writes: “A third camp is (and often the most seriously flawed) the PR and change camp, where internal/employee comms is all about defining “publics” and then influencing them using spin and external PR techniques.”  I’d argue that this has been on the decline for a while now.  After a brief flirtation with indentifying peer influencers and doing internal outreach, a la a traditional campaign, most of us have come to our senses.  Nevertheless, involving employees in a meaningful way (the “cultivating influencers” model) could have widespread positive impact.  But again, there can’t be a say-do disconnect – the walk must match the talk.

The changelings – “Communications is change.  Change comes from workstreams.”  Change isn’t an event. We are very close to realizing the Deming concept of continuous improvement, where so many aspects of the business are changing so often that there is no pause.  Here’s where the engagement concept fails so utterly – with no new normal, no one ever gets comfortable, or attains much mastery of the work environment.  The flexible, excellent communicators live in this change and adapt easily to help the organization manage through the issues that arise.

The executives – “It’s all about leadership communication.” A large proportion of it is about leadership (I suppose I’d type myself into this camp), but not in the sense of leaders making pronouncements from on high. Too much managerial communication focuses on managers sharing the strategy with the hoi polloi.  Managers need to be the primary communication agent in the organization, knowing how the strategy will affect their departments and teams and drawing the linkages for them to improve line of sight to the overall objectives.

The managerials – “It’s all about line managers.” Only insofar as the organization has line managers. Of course, in manufacturing, union stipulations, work rules and (European) Works Councils govern much of how the operations will function. The line manager may not be able to participate as fully as the managerials would prefer, though their role in any model can be as robust or lean as required. This is a tough one to generalize about.

The KM brigade – “It’s about intranets and managing knowledge.”  It’s only about intranets if you have enough employees using them. At Goodyear, about 32,000 employees use PCs, and about 43,000 operate complex machines. You don’t want a worker building a truck tire to be looking at a monitor, no matter how compelling the content, and the process of knowledge sharing is person-to-person, which we know is far superior to person-to-database.

The storytellers – “It’s all about big pictures and stories, since the dawn of time it always has been.” Well, stories are still important, dang it.  Organizations are made up of people doing things that help the organization succeed. There are good, compelling, interesting stories about these people. Stories still capture our imagination, perhaps now more than ever.  Do we watch American Idol in the states because it’s great art, or that the story lines are so interesting?  Good employee communication makes dry topics interesting with humanity.

We didn’t even get into the concepts of two-way communication – the process of fostering dialogue to build understanding and commitment, generate improvement feedback and otherwise create an organizational impulse to participation rather than passivity.

The future of employee communication does depend on communication leaders’ ability to tie these many perspectives together.

Effective Messaging is Not Passe

January 7th, 2010

As much as many of our social media mavens would like to have it so, the concept of messaging isn’t going away for some time. The methods of delivery are definitely changing, but in public relations, we still have to reach people.

There’s a fashionable trend denouncing “talking at customers” as opposed to “having a conversation.” the trend is going on15 years old, at least. Social media’s recent sprouting of new tools (kind of like a Swiss Army Knife) has made me ponder whether the inexorable decline of mainstream media would lead, finally, to a lack of organizational interest in messaging.

If so, that’s bad news for the PR industry, as Marc Hausman (@StrategicGuy) wrote today.

But I still believe that as long as organizations have objectives, they’ll need messages: crafted, interesting, tailored to audience, pithy, memorable, descriptive, fascinating, thought-provoking and even wise. For that, they’ll continue to need lowly, ink-stained (er, pixel-stained?) wretches who understand the transformative power of words.

A friend once wrote that words are powerful, they create reality. Motivation, excitement, laughter, sadness — in our Western culture, we depend greatly on words.

This becomes even more important in the social media age, when everyone is a publisher, and it’s up to the individual to glean the seeds from the dirt and chaff.  There still needs to be an organizational voice carrying consistent, clear messages to stakeholders. It may be one of many (and it should be), but it needs to exist.

Marc is right — if PR firms rely totally on media relations for their enterprise, they are doomed. Or, at least, they’ll be a lot smaller than they are now. Of course, social media doesn’t scale very well — cultivating a relationship with a blogger takes as much effort as doing so with a magazine editor or a reporter — but the number of people reached is typically much lower.

Now, before the “it’s not about eyeballs” people light torches and scream for my head, let me say that until we better understand the communities we might want to reach in social media, we’re stuck with the lack of scalability complaint.  It holds us back from helping organizations see the benefits to them of social media engagement.

Once we can get a better read on the characteristics of communities, we can make the scale work — it’s not much different than looking to reach readers of a given magazine. But, we need independent data on the communities and a clear understanding of what we can expect, whether we are selling directly to them, or merely engaging them for reputation purposes.

As astonishing as the advances in technology have been over the past five years, we still have audiences and we need words to help us reach, influence, reward and interact with them. We still have objectives to attain and a business to run. And messages aren’t going away just because the means of delivering them is.

Amanda Chapel is Still Relevant, and Important

January 4th, 2010

Mark W. Schaefer’s {Grow} blog carries an interview with Web. 2.o critic Amanda Chapel this week that asks whether the acerbic commenter is still relevant.  I believe Amanda remains most relevant. The rivers of Kool-Aid flowing in social media need to be dammed (and damned) and few of us consistently do so.

I’m grateful that Amanda included me in her list of “critical thinkers” along with Kent State prof Bill Sledzik, Ike Pigott, Joel Postman and Mark; that’s high praise from an important voice.

Look, I’m a committed capitalist, so I don’t begrudge anyone from making money, in particular, people who are early adopters and make the personal investment needed to stay just ahead of the crest of a wave. A bunch of people have done so, and are making a terrific living at it.

Some of those people don’t have anything but an expertise at sales and a gift for jargon to qualify them, and that’s a big problem in social media. Consider that we don’t even have licensing for mainstream PR and marketing — and think about how much really bad advice organizations get from those professions.”

At least in PR and Marketing there are longstanding professional associations with codes of ethics, increasingly strong academic and theoretical foundations, and a body of research-based knowledge (Cutlip, Center, Broom, 10th ed., p 120) that qualify us as members of a profession. This is despite our many weaknesses, including the presence of our own charletons.

Social media isn’t even there yet, and it needs to get there soon in order to separate the wheat from the chaff. Despite worthy efforts from Institute for PR Measurement Commission colleagues Katie Paine, Don Bartholomew and a few others, we’re still working on how best to measure social media effectiveness beyond output metrics.

We need Amanda to continue to call out snake oil salespeople, foggy logic, asinine commentary and the real danger of a lost of authoritative, professional conduct in such a fast growing area of communication practice. That she does so with wit, style and occasional vulgarity keeps the stew from being too bland.

So, count on me not only to declare Amanda relevant, but for vote #3 for the return of Strumpette — 140 characters at a time isn’t enough space.

As for “her” anonymity — I have been of two minds about it, both “yea” and “nay,” especially following my rather “eventful” introduction to Amanda last year. But in the end, I don’t think it affects credibility at all and it offers the freedom to focus on the message rather than its sender.

Finally, skepticism is not negativity, as I asserted last June. We surely are not lemmings, powerless in the thrall of the “wisdom” of the crowds, are we?

Good Riddance to 2009

December 31st, 2009

2010 cannot start soon enough for me. The politic way of putting it would be, “2009 was filled with significant change.” With many possibilities in the offing for the coming year, I’ll be happy to get to it!

Social Media: Information or Dialogue?

December 28th, 2009

After spending 15 weeks teaching public relations theory and ethical practice at Kent State, I’m fairly marinated in several PR theories, especially the work of the Excellence study.  At first blush, I saw Excellence as a hopeful, uplifting theory of PR practice, an idealistic view of how PR could make a big difference in our profession.

This seemed especially appropriate when applied to social media – Twitter in particular, but also blogging, Facebook and elsewhere. After all, going back to the Cluetrain Manifesto, if markets are conversations and the Internet facilitates such conversations, then the tools of social media seemed perfectly suited to advancing that perspective.

As the semester progressed, however, and I continued my personal social media experiment (this blog, my Twitter activities (@commammo), and commenting on myriad other blogs, I began wondering whether the social media conversation was actually more of a monologue.  From a marketing angle, that seems certain; there are likely many more “brands” on Twitter (for example) merely shouting to the social media crowd than actually engaging in dialogue.

My minimal observation wasn’t conclusive. That made me interested in looking more carefully at social media activity with a theoretical view – if I looked at six weeks of tweeting, and looked at several different organizations’ social media involvement, what would I find?

What are social media’s operating theoretical principles?

Knowing that just doing that kind of research for no purpose was a recipe to never get it done, I pitched a potential paper for the Institute for Public Relations’ International PR Research Conference for 2010, where I’d spoken in 2008 (and won the Jackson-Sharpe Award for research by an academic and practitioner with Dr. Julie O’Neil from Texas Christian University).  The subject: “Theoretical perspectives in social media: Excellence versus simple information provision,” and my proposal was accepted. I’ll be at the conference, March 10-13, 2010. That the conference is held in Miami, Fla., held no sway in my interest…Riiiiight.

Of course, this now meant a significant commitment to actually doing the research and writing the paper during the break between Kent State semesters. Fortunately, we’ve no plans to travel during the next few weeks.

I’ve got a number of potential sources to help me understand the current research on social media, but it seems that precious little of it is specifically focused on theory. Seems a little surprising to me, unless, of course, social media is a temporary fad that no serious scholar is interested in tackling.

So I’ll ask you, Dear Reader – two-way conversation or one-way information subsidy?