Thursday, 28 May 2015

Playing with your brand: a quick DO's and DON'T's list

We've all been there, the temptation is irresistible. 

St Patrick's Day is approaching and the Boss thinks we should 'Do something'. Maybe something on social media perhaps?

Before anyone goes any further your mind flashes forward to changing the colour of your logo to a bright emerald green, perhaps it gets a jaunty Leprechaun's hat, tipped just so, maybe there's some clip art of the tipsy little fella that you can lean up against your logo like a drunk against a lamp post.

 To a traditional trained marketer these ideas sound TERRIBLE. And by and large they are.

I mean look at this.



But when you try and explain the Marketing 101 reasons why this is terrible - brands require consistency etc you just come off like a wet blanket.

Also the days when you could say "Well Coke or Telstra don't change their colours?" doesn't work as more and more big brands are willing to play with their brands and logos albeit in structured methodical ways.

So when should you change your logo for St Pats, Day, Gay Pride week or whatever?

Here are my tips:

  • Does the event/situation fit with your brand personality or values? I currently work at a Uni, I would say a big NO to St Pats day, linking oneself to public drunkenness is a bad look for concerned parents. But a big yes to Gay Pride week. It fits our values and personality.
  • Is there something in your brand armory that you alter without it looking terrible/unprofessional? For instance my Uni's logo is simply too fine to carry off being made gay-pride rainbow (which would also look terrible), but there is a lot of real estate on our website and social media pages that we could professionally and tastefully use to show our support. We could find a same sex couple kissing and use that in keeping with our current photography driven house style.
  • Is there a way to connect yourself to this event etc without looking like a dodgy corporate? My Uni has an Indigenous Action Plan among other things, we can totally align ourselves with Sorry Day or NAIDOC Week with this a proof point of our support. However we don't really have much of a connection with Rugby League so we can't really do anything to leverage State of Origin. It's all about behaving authentically. 

And that's really it. I don't think it should be a blanket or a wet-blanket NO to ideas to modify one's brand to fit an event, but it needs to be done tastefully, authentically and be in keeping with your brand personality.


Friday, 22 May 2015

mARTsketing: Tertiary Education Marketing: Know the fight

mARTsketing: Tertiary Education Marketing: Know the fight: Back in my time in the Arts I wrote a blog about how simply thinking about the true terms of your product can be instructive as to how to ma...

Tertiary Education Marketing: Know the fight

Back in my time in the Arts I wrote a blog about how simply thinking about the true terms of your product can be instructive as to how to market yourself and in setting priorities.

The same is true for Universities too although with some distinctions.

'Know the fight', its a phrase learnt from Captain America of all things but its so true, when you re in the middle of a battle it helps to now what kind of battle you are in, is this the main game? Is this a distraction? What is the purpose of this fight?

Back in the days when University places were capped there wasn't really much pressure at all to market yourself, demand outstripped supply for many courses so those that didn't get into Nursing at University A flowed into University B. 

The effect of this seemed to lead a lot of Universities into focusing n the rand, it was enough that you got your brand out there and you didn't need to focus on Return on Investment much (ROI).

In an uncapped environment all of a sudden you needed to actually attract students, they had choices finally.

So 'know the fight'. Firstly and most obviously Universities provide a service not a product and we know that the customer experience is everything when it comes to providing a service, having  quality call centre, having smooth application processes, having online learning tools that work and your class schedules don't clash too much and finally the experience is fruitful and positive. When you are a service, word of mouth is king and you fail to invest in these things at your peril. 

But what other kinds of 'fight' is tertiary marketing? Well most of the sector markets itself like a premium product. For the post part I disagree, in fact I would argue universities actually sit at the other end of the scale, its a mandatory purchase for many, like insurance, whilst for others its a commodity, people just want a degree where that degree comes from and how its delivered is of little concern.

Luckily the process of selling a premium product is similar to that of a mandatory purchase, you need a constant market presence so that when people reach the time of their or their children's life that Uni is needed, your brand is on the shopping list and is well thought of, it sounds crazy but this is how funeral homes market themselves.

Fighting against commodification is harder, commodities such as flour and salt really sell on price and pricing is not a factor in a Uni under the current system. Th fight here is to convince people that they can't just do their degree anywhere but you NEED to do it with us. Which means you have to look for things that you can do better, do those things better and then adequately communicate this.

What's great about both of these above challenges is that content marketing and market automation are ideally suited to these tasks. The Uni I work for is smaller and therefore is not betraying trade secrets to say that our marketing budgets are therefore smaller than many competitors too. So the idea of maintaining a constant market presence in the old mainstream advertising manner is just not feasible. But with marketing automation we can target our markets precisely and ensure that we are engaging with them regularly to maintain a brand presence and via content marketing you can engage those people with exactly the sort of 'stories' that reduce the commodity effect.

We are only at the beginning of these processes, so it is too early to tell what the results will be but the theory is incredibly sound and it will be exciting to find out if it works.

Monday, 26 January 2015

mARTsketing: Disruptive Thinkers

mARTsketing: Disruptive Thinkers: We all know them, those types who just, can't, hold, it, in! You know, the people that go to meetings and to hell with the agenda, the...

Disruptive Thinkers

We all know them, those types who just, can't, hold, it, in!

You know, the people that go to meetings and to hell with the agenda, they've got something to say and they'll hijack the entire meeting to get their point across.

We have all worked with these people from time to time, heck I've BEEN that person from time to time! And as much as everyone groans when they see that So-and-so the loud mouth has been invited to a meeting, I'm here to tell you that these people can actually be incredibly useful, if you approach them in the right way.

I call them Disruptive Thinkers, they are usually very passionate about what they do, often quite knowledgeable, and best of all, are prepared to share their thoughts on what's not working and how it can be fixed. Their brains operate differently to other people's and the way they think about issues can be viewed as disruptive. For them challenging the status quo IS the status quo.

BUT you need to work with them in order to get the best out of the relationship.

Firstly you need a strong Chairperson, in any meeting with a Disruptive Thinker you can anticipate when they might want to take the floor, and thus prepared you can allocate time for this to happen and politely shut it down when it's gone on too long.

"Thanks for that, I appreciate your input, now if we could just hear from some others at the table", is one way to keep things in a box.

I often promise to take that discussion thread offline and meet up with the DT later on and then make sure I do.

Another tactic is to invite the DT to form a sub-committee so they and some others can work on his particular hobby horse.

One thing I have found from the DT's of this world is that when asked to contribute, the good ones will do so readily, almost always reading and providing feedback on documentation in a prompt fashion, be willing to brainstorm solutions and the like.

They also like being leveled with, you can say "This project is a bit of a shermozzle but the CEO is pushing it through before the end of Fin Year", they'll usually appreciate your candor and will modify their input accordingly and swing into "Lets get this thing sorted quick" mode. Because paradoxically DT's are actually good team players. 

The worst thing you can do with a DT is to sideline them because they are too much like hard work, that will only make them fester and spread their dissatisfaction more widely. It's much better to grit your teeth and engages them so they can walk around the office saying "This thing is terrible but Ricky and I are working on a solution." than have them say "This thing is terrible and no body listens to me, so it's only going to get worse.".

Anyway if you have any disruptive thinkers in your midst, I encourage you to seek them out, engages them, you'll find the rewards will be much greater than the effort.

Tuesday, 20 January 2015

Why the capital funding model can lead websites to mediocrity

I should point out that I am talking here about most large corporate, institutional and government websites, and I consider this to be a universal issue, I am not speaking about any specific workplace or project that I've been involved in, more bits and pieces of various web projects I have seen and witnessed, both successful and less successful ones over the years. I will however cite a successful project (if obliquely) that I worked on which was the opposite of the dominant paradigm and it's success is really the key factor in me forming this view.

And for sure, there are good examples out there that work within the dominant paradigm, but for many websites this process which I'll explain shortly really does limit what can be achieved.

So. Say you need a new website, somebody takes up the challenge and eventually convinces the powers that be, that this is the case and it becomes a 'capital works' project. Because it is considered that a website is an asset and that the cost of building a new one should sit outside of the normal operational accounts it sits in the capital works side of the ledger. 

So why doesn't this process work? By definition capital projects have a start and completion date. Thinking about a website through this prism is fundamentally flawed.

A website is never finished, a website is outdated the minute it gets launched.

A website is intangible. 

The environment they sit in is intangible. It is constantly being updated and improved.

By capitalizing a website, you create an environment whereby once every three to five years a major site gets built for a large sum of money and then as a reaction, the ongoing maintenance spend is usually kept to a minimum. 

Any request for say, for instance, to change the site significantly mid-way between cycles to say a mobile optimized site would usually be met with a "What? We've just spent $XXX on a site and now you want to change it already?".

Under a capitalized project model what can you say to this? Not much except to explain that online is a fast placed world etc, etc. while all the while suspecting that your Boss now thinks you are stupid for not foreseeing this 18 months ago. When really what needs to be said is "because we fund this thing likes it's bricks and mortar and it isn't".

So there's currency and lack of post-implementation development, there's also the extra layers of management, governance, project process and the like that go into a major capital works tender and project, this tends to force an element of project by committee. Again if you have committed a large one-off sum of money, people are going to want checks and balances in place, CEO's and other senior stakeholders will have opinions, blowing out the number of involved persons substantially. The ability to extract a clear and concise brief becomes challenging.

So what to do?

Firstly I would advise cutting all initial website capital development budgets by a third and then flow the other two thirds over the course of the next two years and not prescribe what those two thirds should be spent on because you don't know yet. I would hope that a case could be made to still keep this as a capital expense, in the sense it's not a one off 'build of a shed' but the building of a new shed every year. This may be difficult and if it can't be capitalized then so be it.

This is entirely possible because of open source. The days of websites being designed on proprietary software, in my opinion are well past. They are costly, they force changes and updates to wait for new version update from the developer and they tie you down to a supplier.

Secondly I would implement and empower a very small project team with very shallow lines of approval to deliver what they determine is best based on research, best practice and a clear focus on core audience and for them to do this ongoingly.

I was involved in a small skunkworks style web build once, we had three people involved at the client end, two at the project end and it was the best website I have ever delivered and what's more, by working with open source and doing so on a small budget we laid a platform down for a continuous improvement model.

And this is really it, spread the money across years rather than concentrate it into one defined project and empower a small team to deliver a continuous improvement model.

But here's the rub, why doesn't it happen this way? I mean I get why the web dev companies are compliant in this, they like winning big contracts and are happy to build what the client wants, of course from their point of view they'd want the big cheque AND the large ongoing maint budget. But when the end result is that almost no one ends up being completely satisfied with the outcomes and the ROI why does no one actively push another way? That rhetorical. Don't answer that unless you work with a web dev company, I suspect its that this model is so entrenched, that shifting the paradigm will require a long term culture change.

I'd be really interested to hear your tales of web builds and whether you agree with me that we need to find a new way to fund websites  or if it's just implementation that is poor and not the over arching structure.

Thursday, 27 June 2013

Access presentation from the 2013 Ticketing Professionals Conference

Hi All

In my last post before leaving the industry I thought I'd share the Access presentation from the 2013 Ticketing Professionals Conference.

It should be fairly self explanatory but happy to answer any questions left on comments.

Enjoy.

http://www.slideshare.net/rdbryan1/tix-prof-access

PS: I will still post to the blog but expect lots of Tertiary Industry vs Arts Industry comparisons!