Another IABC International Conference…

June 16th, 2010

I recognize that if I’m not a speaker at the big IABC soiree, I’m probably not the target audience for it. I’m not surprised, therefore, that my first blush reaction to the Toronto gathering wasn’t particularly positive.  My goal for attending this year was to meet some new people and make contact with some who I haven’t seen in a while. I hope to eventually get some business from it, but really just need to expand the network.

The programming and format are nearly identical to my first International, in 1995, also in Toronto. That one was a revelation — I was just 4 years or so into the profession, and everything was new.  Every session offered fascinating insights or enhanced skills.  I met scores of people and hung out with many, enjoying my first trip to Toronto and my first extended business trip in several years.

In 1997, L.A. was a different experience. Many of the speakers were the same as two years earlier, and in 2002 at Chicago, there were just a few sessions that really caught my eye. So I took a vacation from the big show until this year.

Things that impressed me:

Erin Dick from Pratt & Whitney — a social media case study that wasn’t from a Silicon Valley firm… Her use of blogs, Twitter, YouTube and Flickr to help support P&W’s client (the U.S.Government) on the selection of an engine for the Joint Strike Force fighter was off the charts — brilliant. And it had a fairly strong measurement component. I decided to Tweet the session instead of trying to take notes. The benefit was that I had a great summary, though my thumbs threatened to lock up from BlackBerry-itis…

William Amurgis from American Electric Power — Looking for use of social media in internal communications? Amurgis delivered. AEP’s blogs, discussion boards, employee-uploaded photos, etc., set a high standard of participation. The company’s intranet philosophy? Enhance employee productivity, reinforce corporate messages and provide a place to meet for all employees. Everything has to pass through that frame, or it doesn’t happen. And, rather than buy software solutions, AEP makes their own. Amurgis has a designer and a developer on his staff.

The UnConference — OK, it was a bit different than other UnConferences (usually low-or-no-cost, open to anyone; you had to buy the day (at least) for the IABC Conference to get in, and it wasn’t cheap) — but the method of operation was different and fun. There was no pre-set program, just a list of ideas posted on the TorontoTalks website (that a few people did discuss first), and three 5-minute “keynotes” — very informally delivered.  The three-hour session on Sunday afternoon was comprised of four 25-minute blocks of time with six possible topics (being held at six tables). We wrote on sticky notes our question or suggested topic, then stuck it on a flip chart in an empty time slot. The writer could lead the discussion, or someone else could.  I talked measurement (what a shock!) with seven other folks and it was fascinating. We didn’t solve the ROI question in full, nor did we get into other facets of communication, but it still was valuable and fun.

The thing is, the (nice) venue, formal structure and overwhelming size of the show made it hard to connect with people. Even the formal networking session (the big one held on the floor of the exhibit show) was just an hour long — not near enough time to connect. (I also didn’t attend Monday’s sessions — none particularly grabbed me. That might have inhibited my networking activities, so shame on me!)

The cost was pretty high for a new entrepreneur, not only in travel but in the conference fee. I’ll be considering very carefully before jumping on again soon. But, if I wind up as a speaker…

{FYI, I’m speaking in November at IABC’s Research and Measurement Conference in Seattle, as well as at the PRSA National conference in DC in October.  I’m also willing to come to chapter lunches, etc., and can make a deal for my PRSA/IABC fellow members!}

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Ontario Wines Knock Us Out (Part One)

June 14th, 2010

With apologies to the regular PR reader, I must take a moment and talk about a terrific side benefit of our trip north of the border for visiting and the IABC Conference. Wine.

The Esteemed Spouse and I are wine fans. We’re not wealthy enough to be Oenophiles, nor indiscriminate enough to be winos.

We caught the bug in France a few years ago when traveling with family — a break-neck 24 hours in Beaune ruined our palates, sentencing us to forever eschew the bargain aisles. My wallet is still screaming.

Toronto Skyline (by Sean)

From Lake Ontario aboard a ferry

The same family member who took us to Burgundy accompanied us to Toronto,

where we took a break from that fabulous city to drive two hours east, to Prince Edward County (PEC), the newest Vintner’s Quality Alliance (VQA) area in Canada (or at least Ontario).  We also struck out on our own to Niagara-on-the-Lake (and its more mature wine area) to finish the trip.

Prince Edward County sticks out into Lake Ontario from its northern shore, stabilizing and moderating (to some degree) the climate, though the harshness of Ontario winter is still evident from the height of road signs. This is snow country, and winter temps are, well, colder than the usual big wine-producing areas of the world. Canada’s Okanagan Valley, in the country’s west, is producing big beefy reds alongside whites of growing international renown. The weather there runs the gamut from the chill of narrow mountain valleys to the broiling heat of summer desert.  A tiny bit of land sticking into a Great Lake is a bit different.

Sandbanks Restaurant, Wellington

Off the deck at a local lunch place

PEC began (as have so many emerging wine regions) with whites suitable to cooler climates — sweeter, lighter and less complex than reds. The four PEC wineries we visited offered not only these 10-year standbys, but some marvelous full-bodied, dry whites, but also reds worth discussing (and drinking!)

Here’s a rundown:

By Chadsey’s Cairns is charming. A vintage barn welcomes music and performance, whilst a rustic outbuilding serves as tasting room. Chadsey’s was our first stop, and we did have to pace ourselves. Their Riesling (often not my favorite for being too sweet) was complex, fruity and quite delightful, not over-sweet at all. It featured a nose of tropical fruit and florals accented with orange blossom, and finishing with a citrus snap that resolved into green apple and a hint of almond.  The Chardonnay opened with buttery oak (but not like chewing on a stick) and fresh, bright fruit, and soft hints of nuts. Quite lovely and even delicious out of the bottle later that weekend. The two reds were less impressive (though certainly drinkable), a bit astringent and uncomplicated; it was a hot day (well, for Ontario) and a bit more chill on the reds might have helped.

Sandbanks features a modern look and feel — we’d tried their Vidal at a local restaurant to start our day — with a great variety of wines available. We tried a Vidal/Riesling blend (Dunes), Rose, and two reds.  The Foch Reserve was a huge, chewy, big wine redolent of leather and dark fruits. In all of PEC, the Foch was the monster red – lush, exceptional mouthfeel, quite reminiscent of Cabernets we’d tried in the Yakima Valley of Washington State. The Foch was the first big shock of the day – the Baco Noir was the second. The Baco backed off the giant party in a glass that was the Foch (which needs some time to mellow out, truly), and settled into a Merlot-like trance, cassis, green pepper, earthy plum, and just enough tannic nibble to pine for a whacking great steak to pair it with. Yeehaw!

Norman Hardie has insulated a Quonset Hut for a tasting room, but one certainly takes the curly-haired, gracious winemaker seriously as soon as the wine hits the glass. Hardie’s made a Chardy (the Sans Barrique) of wonderful complexity, all fruit, no oak (just how I like it) with structure and levels of flavor I’ve seldom had in any white wine. Second tastes revealed florals and soft passionfruit, a hint of mango and a brilliant finish of apple and nuts. Sigh.  But the day’s third shock was yet to come.

I’m not a great lover of Pinot Noir. I find it thin, bitter and dull (cue family-related joke). I’ve tasted Oregon (great) and California (meh), and frequently am disappointed in restaurants, where the price-joy ratio is disturbingly unbalanced. Norman Hardie’s Pinot Noir just knocked me out. Peppery, even chocolaty, but with the familiar lighter body. Snappy tannins that hold promise for the future, supple berries and “delish” aroma that pays the bill today. Wonderful. We even ordered it at Bistro East and Main,

East and Main, Wellington, ON

Great meal, great wine, great day!

a Wellington restaurant that Norman recommended (Thank you, Chef Lili Sullivan!). He even came in for a beer (and signed one of our bottles).

He signed it!

We liked it so much, we paid restaurant price!

By the time we got to Huff Estates, which features an inn on property and an art gallery, my palate was blown, but I summoned up enough chi to taste their delicious Chardonnay — and I was glad I did.  Unfortunately, I’ve lost my tasting notes from there — but really, we didn’t have a bad glass of wine in four stops, and we liked the Huff Chard enough to buy some. The facility is lovely, the people charming and the wine sublime. A metaphor for the whole experience!

If you’re near Toronto (or Ottawa), go to PEC.

Next post: Niagara Peninsula, and the no-kidding, world-class, omigosh…

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CEO Transitions Need Employee Attention

June 14th, 2010

When you’ve worked most of your life in big companies, as I have, it’s easy to forget that major change is a huge employee issue regardless of the size of company.  Big company complexity can be daunting to contemplate, and I’ve heard people pine for smaller firms with the idea that big change would be easier. News flash: It ain’t necessarily so.

Central Federal Corp and CFBank – a four-branch bank headquartered in suburban Akron with 66 full-time employees, according to Yahoo! Finance — is going to find out how easy it will be, now that former kahuna Mark Allio stepped down. According to Crain’s Cleveland Business, Allio offered his resignation at the company’s annual meeting, and now the firm is searching for a new leader, with General Counsel Eloise Mackus steering the ship in the meantime (and “indicating interest”, per the Crain’s piece).

During any big change process — and a CEO transition is usually a big one — employees get distracted; it’s human nature. There are at least 65 people at that company wondering 1) Who’ll be the boss? 2) What will he/she change? and 3) What will it mean for me. It won’t help matters that the company’s financial performance (as with many banks) has suffered during the recession. Now the boss quits and there’s going to be a “process” to replace him.

Employees are ripe for worry, and worried employees seldom give great service, which ostensibly is the raison d’être for community banks.

The tendency of the board and leadership team is to look inward to themselves and the shareholders. Yes, they have a fiduciary responsibility to those owners, but they must not ignore their wider team. I don’t know that they have or have not — but they will need to ramp up the contact with the ordinary employees and be sure they’re equipped with the right tools to manage the customers and prospects.

Here are three “must-dos” –

1.  A note to employees with a draft customer letter — explaining the change and next steps, including a basic timeline.

2.  Questions-and-answers document anticipating what customers, community leaders, friends and family will want to know about the change.

3.  Commitment to a weekly email note and a twice-monthly conference call for managers updating everyone on progress.

It’s not a hard thing to do at all, and following these steps can make it a whole lot easier to glide through the transition.

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Crisis Analysis, SocMed Use, Get Globe/Mail Attention

June 11th, 2010

Canada’s outstanding The Globe and Mail has two stories today worth noting.  Vancouver, B.C., retailer Lululemon is using Twitter to gather intel from its customers about what sizes and colors to stock; British Petroleum gets second-guessed in its crisis communication strategy under the headline, “Lessons in Leadership Spill from BP.”

BP’s feckless communication strategy, especially demonstrated by company CEO Tony Hayward’s frequent gaffes when speaking off the cuff, deserves to be pilloried. Hayward and company were obviously led by lawyers in this regard, minimizing the potential impact of the disastrous gusher, appearing too rarely in public and pointing blame to subcontractors. Hayward’s “I’d like my life back” rang especially tone-deaf in the wake of 11 deaths and the potential for catastrophic wildlife impact (not to mention the economic peril for the gulf fishing industry.) Several communication experts get quoted in Wallace Immen’s excellent piece, including Michael Stern (Michael Stern Associates), Prof. Julian Barling (Queen’s University School of Business), and Guy Beaudin, (RHR International).

Lululemon sells athletic ware, and by all accounts does a bang-up job of it. Some of the success, according to CEO Christine Day, is due to its use of social media — Twitter and Facebook.  Reporter Marina Strauss quotes Day: “We learn more about [which items are in demand] on Facebook and social media: what are the guests really screaming for, and so we use [the feedback] to get a little bit more indication.”

Keeping an eye on its 127,000 Facebook fans and 32,000 Twitter followers gets Day and company a faster view than its store performance metrics (and offers perspectives from people who are just thinking about going to the store, rather than having bought something there — that’s an interesting view on potential demand, the pipeline, some call it.)

The social media use has two purposes, according to the article — to gather information, and to drive traffic to the company website. When we’re looking for ways to measure the effectiveness of social media, website traffic is more often cited than the research value, which is a pity.  Going back to the ROPE method of communication planning (Research, Objectives, Programming, Evaluation), you don’t have anything without the research.

If social media served no other purpose than market intelligence, it’d still be worth the investment, no?

{P.s., my Canadian sojourn is nearly complete – back to a more regular schedule next week.)

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Mainstream Thinks it ‘Gets’ Social Media

June 1st, 2010

Two mainstream media stories 1 June tackle social media. The Wall Street Journal ($) offers perspectives on the ultimate measurement of social media effectiveness, direct sales through social channels; Cleveland’s The Plain Dealer looks at the risks of permitting social media use at work, quoting security consulting companies, lawyers and interactive marketing expert Dominic Litten (@DJLitten).

The Plain Dealer story is fairly predictable — “corporate challenges” presented by social media, together with tales of employees fired, foolish companies and an emphasis on the need for strong policies.  The central message is “CONTROL.” This disappoints me, especially because the story dwells so much on blocking social media. Katie Herbst (@katieherbst), who manages social marketing for an insurance company, offers a good counter to the blocking argument, pointing out that time-wasting won’t necessarily be limited by the lack of social media.

The Journal piece talks about apps that can turn social media platforms into sales generators — unmentioned is the time-honored technique of pointing people to a URL.  A couple of strange notes — a marketing professor is quoted saying that businesses must advertise to make people aware of their Facebook fan page, and that large numbers of fans are needed to “sway” buyers. This is a very traditionalist approach that ignores the relationship-building that’s at the heart of social media’s appeal.

Also, the story includes the requisite warning that social media could make for customer service challenges — another professor recommends an even higher level of service to support a Facebook page than other channels.  A Houston sports retailer added a Facebook app to its Facebook Fan page in 2008, but has sold only 50 products through it. Again, a narrow view of success, because unmentioned is the impact of Facebook relationships on other sales channels.

In both of these stories, the reporting is surface-only. The frames in which they operate are very much rooted in mainstream marketing, and little in either story (apart from @DJLitten’s good perspectives on technology and productivity) reflect the reputational and relational opportunities that social media is really all about.

Of course, many marketers are guilty of similar biases — they see the “captive” audience of Facebook fans and want to broadcast to them. Learning to see these tools in their proper context is a challenge all its own.

Present company definitely included.

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HBR: Research Shows Futility, Not Fear, Quashes Employee-Manager Dialogue

May 26th, 2010

A group of researchers looked into the state of employee-manager discussion and found that fear of retribution is not the leading cause of employee silence.  Instead, it’s futility, at least among the professional class, and among women, a Harvard Business Review story said today.

If this research can be extrapolated, the emphasis we communicator-types have placed on helping managers create a “safe” environment for people to speak up isn’t helping managers get the straight scoop that they need. It’s almost an HR article of faith that humanistic style, paying close attention, smiling and telling people you really want them to share is the path to effective leadership. Now this.

Does employee feedback matter? It does to employees, but we can’t get at the problem presented by this research without addressing the elephant in the living room… When they give feedback, does anything happen to fix the issues they share? It’s just like doing employee surveys — if you aren’t willing to change your organization as a consequence of the research, don’t do it.

The disappointment of truly thinking like a business owner and offering suggestions that go nowhere is soul-crushing. Why do it if it just doesn’t matter? Cue up Bill Murray and “Meatballs.”

On the other hand, what if organizations committed to changing where it makes sense and letting people know. Sounds kind of, well, motivational.

Nah.

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Communication Important in Change Management (Shocking!)

May 25th, 2010

A professor from San Francisco State used three quick cases to show that when employees are dealing with difficult change initiatives, leaders have to talk with them.  Stunning, eh? OK, I’m feeling snarky today, I admit it!

Professor Mitchell Lee Marks writes in the 24 May issue of the Wall Street Journal (in the MIT/Sloan Review section) that empathy, making the business case and getting employees to think about the future are essential to getting them to let go of the past and move on. It ain’t brain surgery, but for many business folks, the fact that there are actual people hiding under the numbers on the income statement can be a bit of a shock. Here’s a quick rundown of Dr. Marks’ thinking, and my two cents.

  • Dr. Marks likes empathy, because employees often feel that no one understands their pain. He calls for leaders to acknowledge the feelings of fear and resentment. My Take: That’s an oversimplification. You run the risk of insincerity– remember President Bill Clinton’s “I feel your pain…”? You will have to demonstrate that you care — and it’s anyone’s guess whether you’ll be believed. You have to try, but it’s not a certainty that it will work. Nor is it certain exactly what kind of demonstration is most likely TO work. It’s trial and error. A bit of venting IS healthy, but not too much and not too often.
  • Making the business case is the hardest dictum to follow, because the most persuasive facts and data from the leader’s perspective are often not-so-much for employees. My Take: Don’t make the business case into a pie-in-the-sky employee benefit if there is any chance of downsizing, layoffs, firings — whatever you want to call it. Making the business case is like the flip side of empathy, because it’s much more a left-brain activity.  Facts and data eventually win the day, but have some pity for these folks.
  • Looking to the future — the visionary leader sees the next objective, then the next and so on, and is supposed to keep us focused on the future. My Take: I don’t think you can get people to focus on how great the future will be until they exit the “anger” stage of their mourning. The world is changing fast. Talk about customers to move from problems to solutions.

I think what set me off was Dr. Marks’ tone (probably the editor’s tone, now that I think about it). It was as though all of this was brand spanking new.

News flash — every leader should know this backwards and forwards. It’s part of leading.

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Measurement Crucial to PR’s Business Value

May 18th, 2010

My learned Australian colleague Geoff Barbaro waxes rant in a post from 17 May (US time), where he inveighs against measurement.  Perhaps not the concept, as much as the practice. He asks:

Do you measure how you look after your family? Do you count the meals, the trips to school, the time spent with children to evaluate effectiveness? When you buy that great new dress or suit that you love, did you then sit down and work through complex metrics to measure what you did?

So why do you think it’s different in business? I’ll tell you why, it’s because you don’t trust people to do the job you employed them to do. You don’t believe they are motivated and care about their work, so you can only make sure they are working by measuring what they do, and then argue that this is the motivational tool. Measuring because “we do what we measure” is a failure of leadership, a failure of motivation, a failure of selection, a failure to define values, a failure of engagement and a failure of communication.

Sorry, Geoff, but this is fuzzy-headed thinking about a vital enhancement to the profession of Public Relations.

I started a comment on Geoff’s blog (a fine and interesting read, btw), but found that it was all too likely that I’d hijack it. And that’s not right. So, here is my reply to Geoff’s shot across the bow. Man the torpedos!

========================

Oh, my. Nothing like an existential rant to get one’s blood up, eh Geoff?

Let’s start by differentiating terms. Measurement isn’t gotcha. It’s not “check-up-on-the-poor-employees.” Neither is it merely about outputs or activities, at least not when it’s strategic.

We in PR have long been the only department in a firm that can say to the C-suite, “trust me” and get away with it. The question on the CEO (and CFO, especially) mind these days, however, is, “What business value do I get for my investment in PR?”

We can take a SWAG (stupid, wild-assed guess) at the answer, but then we sound like witless weasels (um, we build reputation and protect…uh, no, uh, we get media coverage…no, uh, we help the organization communicate effectively, wait, ummmm.)

The fact is that most of us don’t have a clue what the quantifiable business value of PR is, and that’s why PRSA has commissioned a task force to work on that very question. It’s also one of the driving forces in modern PR. It’s created an industry specialty that people are finding value in, even though there is much sophistry and bad measurement out there.

In modern business, every department must contribute to the bottom line. So, direct sales and the support for sales is a winner, as is direct effort to improve efficiency, save money, etc. There’s also credible research about the effect on brand awareness, attitude and disposition of various PR activity. On the internal side, engagement metrics, and employee knowledge and behavioral metrics lend credence to a communicator’s value.

The trick is to a) Measure what matters; and b) Link communication outputs to business outcomes. This is, indeed, a hairy process, filled with risks — bad math the most prevalent, if you ask me.  Correlation is not causation, but frequently it’s a pretty good stand-in for it, if your math is good.  We mustn’t give up on the goal of establishing impact metrics and ROI just because it’s so much easier if we don’t!

I don’t know, Geoff, if I agree that “what gets measured gets done,” but I’m sure that if you can’t measure it you can’t manage it.

Cheers,

Sean

@commammo

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Theater of the Absurd in Social Media Metrics

May 11th, 2010

As we PR people feel our way along in social media, the marketers are declaring the End of Times for everything else. Anecdotal evidence shows that big companies are pulling big money out of traditional advertising and funneling it into social media, and that bears examination.  But as I’ve said, I’m not ready to write obits for mass marketing/advertising in favor of “marketing to a segment of one” right this very minute.

I first heard that phrase (Marketing to a segment of one) from the lips of Steve Cone, legendary marketer and then-CMO with KeyCorp. He was the architect of dropping the “Corp” and/or “Bank” from the company name in favor of the symbol you see at right.

That made Key one of just three companies in the US bearing an eponymous symbol for its name. Shell and Apple are the other two.

Key made a strategy of getting people to see the Key logo and associate it with “bank,” as in, “I need to stop by the Key on the way home.”  The idea, Cone claimed, was to stop thinking of mass marketing — with all of its efficiency and logical, numbers-driven strategy, and think of “marketing to segments, eventually to a segment of one.” So then came emerging affluents, wealth management, small business, middle market, large corporate — all of those categories based on grouping customers in some logical way, then changing strategy to target them.

This requires information about customers and prospects. When it comes to social media, that information is scattered to the four winds, unless you’re on Facebook.  Twitter’s foray into geo-location, Foursquare, and many other social media firms are trying to gather as much data about YOU as possible to facilitate what is a pretty old marketing model.

Just as at the onset of the Web Age you had hundreds of companies popping up to “help” companies enter the Internet realm, now at the onset of the Social Media age you have companies popping up to “help” companies enter this realm. The part that twists my noodle is when companies purport to know how to measure social media come up with yowlers — like the Vitrue Facebook fan value imbroglio, the Altimeter study on correlations between social media activity and stock appreciation, and now Vitrue’s assertion that frequency of mention in social media is somehow a reflection of its social media reputation.

Vitrue offers a chance to compare brands in a handy Flash gobo that produces a cool pie chart. Just for fun, I compared Ford (which Vitrue pronounces its winner) with a couple of random words — sure enough, pop “the” in there, and you find upteen thousands (OK, 134,000) ‘somethings’ and the aforementioned cool pie chart. Ooh, and there’s a bar chart too! So kewl.  W00t!

I could go on for 1,500 words, but won’t. It’s another cow pie pretending to be a metric.  Resist this assault on rational thinking.

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Puffery in Merger Communications

May 5th, 2010

Continental Airlines CEO Jeff Smisek will run the new United Airlines when the two companies finalize their “merger of equals” later this year, so maybe he’s right to insist that no one bought anyone, as he did in an internal message according to media reports today. But I can’t help thinking that saying it in that way is spin.

In every business combination, there is an acquirer and an acquired. United is the surviving entity, Continental stockholders will get United stock, and the headquarters will be in Chicago, United’s home.  But, the planes will sport Continental’s color scheme and logo. Half the board will come from United and half from Continental, which also are the proportions of management, the company said.  In many previous “MoE”, it takes a couple of years, but one culture dominates; it becomes evident who acquired whom.

So why did Smisek insist he was correcting misinformation, saying no one is acquiring anyone?

It could be that the Houston-based employees FEEL like they’ve lost the war. I know what it’s like to be on both ends of mergers, and I know how I feel about it. It’s better if the company name used is yours rather than theirs. Continental was admired, well-run, even enlightened under former leaders Gordon Bethune and Larry Kellner. Mr. Smisek, since ascending to the top job, joined the industry in cutting free food and charging for bag-check. Now the United deal.

Employees may well see this as a loss — the HQ move, management changes, name change — what will become of what Continental was?

United hardly commanded similar levels of loyalty, at least as far as I can see (though I did not research that at all) – I try always to fly CO from our little hub here in Cleveland, if for no other reason that I liked the service, the people and their support for my city.  I hear horror stories about United service, especially on board.

What do you think? Is Smisek’s declaration that neither company is buying the other puffery, or truth?

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