marketing & social media strategist focused primarily on helping public sector organizations achieve their objectives more efficiently and effectively

international speaker and workshop facilitator on the topics of strategic marketing, modern communications, social media engagement and government 2.0

Public Sector Marketing 2.0 - Fresh insights on government, association, and non-profit marketing in a Web 2.0 world

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Archive for April, 2009

April 30, 2009

A small eBook for a big recession

Selling through a slump

Back in late March, amidst some ridiculous client deliverable deadlines, I was asked to contribute 10 selling tips for an eBook entitled “Selling through a Slump: an Industry-by-Industry Playbook”. My initial thought was that this wasn’t a good fit for me or my blog , considering I’m not (by definition) a pure play salesman. However, after giving it some thought and looking at the existing contributors, I quickly realized that the word “selling” in the title of this eBook is used in a broad context. After all, I am a consultant  and at the end of the day, if I don’t “sell” my services (however subtle that may be), I will be out of business. These tips apply to anyone really.

The one question I had to figure out was: “What is the unique market vertical that I operate in?”

The answer? Easy. “I am a marketing and social media strategy consultant, working solely for government and non-profit organizations”. I therefore entitled my section as follows: ” Business Development Tips for Marketing Consultants Working with Public Sector Clients”. For simplicity, this was later changed to “Selling to public sector clients”. I hope you find my tips to be of value.

The other contributors involved, along with their respective roles and section titles were as follows:

  • Charles Green – Founder & CEO, Trusted Advisor Assocaites – “Selling for accountants and consultants”
  • Skip Anderson – Founder, Selling to Consumers Sales Trianing – “Selling for retailers”
  • Mike Wise – VP, Ideastar – “Selling for insurance agents”
  • Matt Homann – Founder, LexThink – “Selling for lawyers”
  • Anneke Seley – Founder & CEO, Phoneworks – “Selling in health care”
  • John Caddell – Founder, Cadell Insight Group – “Selling in telecommunications markets”
  • Dave Stein – Founder & CEO, ES Research Group – “Selling technology”
  • Jill Konrath – Author, Selling to big companies – “Selling in services”
  • Anne Miller – Founder, Chiron Associates – “Selling Media
  • Dave Brock – President & CEO, Partners in Excellence – “Selling to manufacturers”

You can download the full “Selling through a Slump” eBook here.

I’m looking forward to finally reading the eBook in its entirety. Let me know what you think of it!

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April 27, 2009

Upcoming conferences and reasons to attend them…

It definitely has not been an easy year for various conference organizers. I know of many marketing events (including some I had been invited to speak at), that had to be canceled this year for the first time due to low registration rates. The reason of course, being a direct result of the current economic state. From what I hear, it’s not so much the price of these events, but rather the fact that potential registrants are having to cut back from attending two or three events a year, to attending one, if any at all.

Many organizations naturally think of marketing as the first organizational function to cut back on in terms of budget. This is just fundamentally wrong. While my opinion may be slightly biased, I’m sure most people would agree with me if they understood what I mean by “marketing” in it’s purest form:

“Marketing is a process and set of tools wrapped in a philosophy for helping an organization do what it wants to do.”

If you cut back on this “process” of thinking, you’re subsequently cutting back on finding ways to be as efficient and effective as possible in reaching your organizations goals. Attending relevant conferences and events is absolutely crucial since it forces individuals to talk and meet face-to-face. A simple informal chat with one person over lunch may save you from re-inventing the wheel all year back in your office. That being said, I do agree that the conferences you attend should be chosen wisely. This brings me to the point of this post,which is to introduce you to two very “niche” conferences coming up that may be of interest to some of you.

MARCOM 2009 [Disclosure: Our company is a major sponsor of this event, and proud of it!]

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When & where: June 3-4, 2009 at the Pearson Convention Center in Brampton, Ontario (close to Pearson Airport)

Twitter hashtag: #marcom2009

Official description: “Now in its 11th year, MARCOM is a national conference that tackles key marketing issues and challenges facing the public and not-for-profit sectors. This two-day conference provides a once-a-year opportunity to learn, share best practices and network with like-minded colleagues from across Canada who understand the importance of marketing in achieving organizational objectives. The event features an impressive line-up of experts who will bring you up to date on the latest trends and best practices in the areas of strategic marketing planning, branding, marketing communications, revenue generation, social marketing ,social media engagement, and much more!”

Unique selling proposition: The only marketing conference in Canada dedicated solely to the public and non-profit sectors.

Personal note: Don’t let the name fool you, this conference is geared at marketing or communications folk, not just “marcom/promotion” people. What I feel really differentiates it is the focus on strategic thinking as opposed to the fluffy stuff. If you take a look at the speaker line-up for this year, you’ll see what I mean. Personally, I’m really looking forward to hearing Arlene Dickinson (from The Dragon’s Den) and Rahaf Harfoush (from Barack Obama’s New Media Team) speak within the context of this year’s conference theme: “Engage: Communicate, Collaborate, Captivate”. I will be presenting “Modern Market Research: Learn how to leverage free social media tools to make your job a breeze!” along with Nick Charney , one of my favourite “government-insider” bloggers over at CPS Renewal.  Additionally , I will be conducting a full-day pre-conference beginner workshop entitled “Social Media Marketing 101” for all the newbies. I guess the bottom line is that every single person working in a marketing (or communications) position for government or for a non-profit in Canada should be at this conference. Why? It’s the only one dedicated solely to you!

Special Discounts: I have been provided with the opportunity to offer my blog readers $50.00 off registration to either one of the three pre-conference workshops or regular conference registration or $100.00 off the combined 3-day fee for the entire conference. If you’re interested, just mention my name during phone registration or email me and I will send you the special promo code for online registration.

American Learning Insitute-Social Media for Government

When & Where: May 11-14, 2009 at the Delta Hotel in Ottawa, Ontario

Twitter hashtag: #aliconference

Official description: “Benchmark best practices, get practical advice, and learn how to leverage the power of social media in your government organization.”

Unique Selling Proposition: At this point in time, this is the only conference dedicated specifically to government and social media.

Personal note: While I never had a chance to attend the last few ALI conferences that took place in Ottawa, I’m looking forward to this one quite a bit given the rise in social media pioneers within government this year (have a look at the Government 2.0 Examples Wiki). Among others, departments that will be participating include:

1.  Treasury Board of Canada Secretariat
2.  National Aboriginal Health Organization
3.  City of Ottawa, Ontario
4.  Agriculture and Agri-food Canada
5.  Public Safety Canada

I will be speaking with Theresa Woolridge from Public Safety Canada about how we strategically approached social media within PSC and weaved focused tactics into the Get Prepared initiative. The bottom line for this conference is that you should consider attending if you’re looking for a very specific, intimate discussion on social media with government folk here in Ottawa.

Special Discounts: If you mention my name, you will receive 50% of the entire registration fee.

Wow, this post got a tad long suddenly. I will leave you with this: If one of these conferences has content that appeals to you, make the effort to go, it will be well worth it. And by all means, let me know if you’re going so that we can meet up!

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April 14, 2009

Air Force & Social/New Media

I just came across this post by David Meerman Scott mentioning a new video released by the U.S Air Force regarding their use of new media.

Here’s the official description of the video from the Air Force YouTube Channel:

This video, created by the Air Force Public Affairs Agency, Emerging Technology Division, shows how our Airmen are using social media to stay informed and inform others. Airmen have the ability to communicate and tell the Air Force story better than anyone else. By reaching out with social media tools, they’re able to it quickly and in their own voice. Every Airman is a communicator and these examples prove that. It’s time for you to tell your story.”

Have a look for yourself:

Question for us Canadians: Why are we so far behind? This is not rocket science. These tools are free. Terrorist networks are using them to organize themselves, meanwhile we are still blocking Facebook and Twitter access within the Department of National Defence and the various arms of the military in fear of security breaches and intelligence leaks.

Answer: Same as always, the organizational culture/mindset must change. This has nothing to do with the tools, but rather with the lack of awareness and/or fear of the fundamental paradigm shift that has occurred over the last few years. The senior officer fear of  not being in control of  “the message” and “the brand” of the military keeps them from properly engaging on these channels beyond the 1-way dissemination of information. The fact that lower ranking officers have access to the most powerful media platform in the world at their fingertips scares many in the senior ranks. The truth of the matter is, no matter how hard you try to block access, people will use social media regardless, since it is now an inherent part of human social interaction. Imagine the reaction if senior officers were suddenly told that they are not allowed to use the phone anymore since at any given time “the enemy” might be tapping their conversations (the same excuse is used to block Facebook). Chances are that such an order wouldn’t go too smoothly. Instead, a mitigation strategy should be put into place, just like with the phone (secure lines for “secret” conversations). At the end of the day, what needs to be taught here is the proper, responsible use of social media as opposed to an outright ban. Here are three things the Canadian Military should do right away:

  • Invest in training programs for recruits that show the potential power of tapping into the giant world pool of collective intelligence (fed through content creation via social media channels) as well as the flip side to this, i.e. what “the enemy” is doing. Essentially, a social media monitoring 101 workshop would do the trick. It would also quickly smarten up the recruits that have no idea everything they do online is easily track-able.
  • Create a social media engagement policy, clearly expressing what is and isn’t acceptable. This policy should be derived from existing “values & ethics” of the organization in question. At the end of the day, the same rules should apply as to those governing  in person “conversations”  with the public. Note that social media is not to be treated as a “communication” channel, hence why I specifically use the term “conversation”. Imagine you were talking with someone at a restaurant, being in the military chances are you would not suddenly disclose secret information and then proceed to swear profusely and badmouth the Canadian military. This mindset should be applied when using social media channels. Treat any digital content (including a message to your best friend) as content that could potentially be seen by your superiors, your mother, your neighbour and your enemy.
  • Create a “strategic” social media engagement plan. I say this every day, and I will likely continue saying this until I end my career, social media is not about the “tools and technology” it’s about the “people” powering those tools. If you think that by simply joining Twitter and having Facebook and YouTube profiles you are a “web 2.0 organization”, think again. True engagement takes time , commitment, transparency, and a true understanding and appreciation of the people at the other end of  “the conversation” (i.e your audience). Before choosing specific channels of interaction you should set measurable objectives, target specific audiences, write down clear risk mitigation strategies and above all, understand how these channels work by participating yourself first.
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