tag:blogger.com,1999:blog-63697855542446208532024-03-13T08:58:32.522-04:00Inward Strategic ConsultingInternal Branding and Employee Engagement<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.comBlogger177125tag:blogger.com,1999:blog-6369785554244620853.post-80701112931971604242015-01-13T13:15:00.000-05:002015-01-13T13:15:16.544-05:00Our blog has moved!Inward's blog has moved! Check out our new blog and website by visiting http://www.inwardconsulting.com/how-we-think/blog/.<br />
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<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com7tag:blogger.com,1999:blog-6369785554244620853.post-83098616462580532542014-12-19T12:01:00.002-05:002014-12-19T12:02:47.202-05:00Most Companies Don't Have an Employee Engagement Strategy<div class="separator" style="clear: both; text-align: center;">
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<a href="http://4.bp.blogspot.com/-P8gj5OucuTc/VJRaJoEpnDI/AAAAAAAAAQ8/NU-xXJ4nrZo/s1600/marketing2020.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" src="http://4.bp.blogspot.com/-P8gj5OucuTc/VJRaJoEpnDI/AAAAAAAAAQ8/NU-xXJ4nrZo/s1600/marketing2020.png" height="155" width="320" /></a></div>
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;"><br /></span>
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;"><br /></span>
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">Advertising Age Online just posted an interesting
article that suggests that most companies don't have an employee engagement
strategy and that there is a major disconnect between HR and
marketing. The article suggests that employee engagement is becoming a
major priority for corporations as a result of widespread use of social media,
despite not having a solid strategy in place for such activities.<o:p></o:p></span></div>
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<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">
<o:p></o:p></span></div>
<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">They cite a study conducted by Altimeter Group
which says that only 41% of respondents said their companies had a holistic and
strategic approach to employee engagement and advocacy. It says,
"Marketing is interested in taking employees who are very engaged with the
company and brand and empowering them to advocate on the part of the company,
especially through the use of social tools. But the vast majority of companies
do not have a coherent strategic approach to supporting employee
engagement". The report goes on to suggest that one of the biggest
problems is lack of coordination between HR and marketing when it comes to
employee engagement efforts.<o:p></o:p></span></div>
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<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">The survey found that HR leads employee
engagement initiatives at 41% of the companies while marketing leads these
efforts at only 11% of the companies. However, marketing is more involved (47%)
than HR (39%) in actual employee engagement efforts. The report continues,
"marketing is involved in employee engagement, but it is not leading it.
There are so many best practices marketing can bring to the table-understanding
the customer experience and customer relationships, and defining those with
customer journey maps. HR needs marketing's best practices".<o:p></o:p></span></div>
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<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">Another major finding in the report suggests that
companies lack a culture that supports employee engagement. Only 51% of the
respondents said employees clearly understand and support the purpose and
mission of the organization and only 45% of respondents said employees have a
clear understanding of what they should and should not do on social channels
when it comes to company related topics. Furthermore, only 43% of the response
said the company's culture has a high level of trust and empowerment that is
highly supportive of employee engagement and advocacy.<o:p></o:p></span></div>
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<div class="MsoNormal" style="line-height: normal; margin-bottom: .0001pt; margin-bottom: 0in; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">Here lies the problem. Inward's experience
suggests the same patterns. Often HR is generally responsible for employee
communications and culture, however, they lack marketing knowledge to bring the
initiatives to life in a creative way. On the other hand, marketing
professionals understand social media, content management and digital
technology but lack employee knowledge and cultural transformation skills.<o:p></o:p></span></div>
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<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">So the question becomes what can companies do to
overcome the challenges of establishing marketing/HR balance and improve
employee engagement and advocacy? Here are some ideas that Inward promotes with
our clients.</span></div>
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<ul>
<li><span style="font-family: Calibri; text-indent: -0.25in;">Identify a
senior executive spokesperson who represents the combined interests of HR and
marketing and who is ultimately responsible for employee engagement/advocacy at
the senior executive committee level.</span></li>
<li><span style="font-family: Symbol; text-indent: -0.25in;"><span style="font-family: 'Times New Roman'; font-size: 7pt;"> </span></span><span style="font-family: Calibri; text-indent: -0.25in;">Conduct
a ChangeFX</span><span style="font-family: Symbol; text-indent: -0.25in;">Ò</span><span style="font-family: Calibri; text-indent: -0.25in;"> employee engagement survey at least once a
year that measures understanding, alignment and advocacy of the corporate
culture, corporate brand values and the mission/vision of the company. Then use
the findings to create an effective employee internal brand communications
program.</span></li>
<li><span style="font-family: Calibri; text-indent: -0.25in;">Create a
cross-functional employee engagement/advocacy committee that meets regularly
and is represented by HR, marketing, brand, public affairs, culture and
workforce transformation. Assign this committee with actionable
objectives/goals, meaningful budgets (funding provided by both HR and
marketing), specific timelines and deliverables.</span></li>
<li><span style="font-family: Calibri; text-indent: -0.25in;">Adopt Inward's
process and framework that will: 1) make your employees aware of the brand
values, 2) teaches and raises their understanding/relevance of the brand
values, 3) builds their commitment and changes their behavior and support of
the brand values, and 4) recognizes and rewards the employees for taking action
and advocating in support of the brand.</span></li>
<li><span style="font-family: Calibri; text-indent: -0.25in;">Be creative. Use
experiential communications. Adopt social media techniques and platforms. Start
an employee communication dialogue. Use gamification techniques and quizzes. Ask
employees for their communication ideas and use them. Celebrate successes. Make
your employees heroes. Promote internal blogging and reward them when they do
it.</span></li>
</ul>
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<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">If you would like to learn more about how to
create an effective and compelling employee brand engagement program please let
us know. Or simply go to our website at </span><a href="http://r20.rs6.net/tn.jsp?e=001riHNTDeYs2esiiBeHQkIw7RWyB8zk7yUlUUZ3dGZjflD4hwaS9ZrF6o1o5Wg3Vty6T5eX2TuaLer1nZOhl6Dops-JWWjNR4wQaabjXFRCo9SaaBuDI7QQQ=="><span style="color: blue; font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">www.Inwardconsulting.com</span></a><span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;"> and review some of our best practices in case
histories.<o:p></o:p></span></div>
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<span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-bidi-font-family: Calibri; mso-fareast-font-family: "MS 明朝"; mso-fareast-theme-font: minor-fareast; mso-hansi-theme-font: major-latin;">As we wind down
for the year, I would like to wish all of our friends, clients and contacts a
wonderful holiday season, Merry Christmas and a Happy New Year.</span><span style="font-family: Calibri; mso-ascii-theme-font: major-latin; mso-hansi-theme-font: major-latin;"><o:p></o:p></span></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com9tag:blogger.com,1999:blog-6369785554244620853.post-32251151317496552692014-08-13T13:42:00.000-04:002014-08-13T13:42:04.546-04:00I’m a CEO (but I never learned how to type)<div class="MsoNormal" style="margin-bottom: 10.0pt; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Nearly 10 years ago a client of mine suggested I look at
a software program that enables people to dictate into their computer instead
of typing or pecking away at the keyboard. I was skeptical, I must admit. Would
it be accurate? Would it recognize my voice? Would I spend more time
programming and fixing the narrative than actually pecking away? Despite all
these questions I was still intrigued.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 10.0pt; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">I vividly remember my sisters who were taught to type in
high school in the ‘60s but I myself was never taught how to type properly. In
fact, I doubt they even have typing classes any longer. I tried to teach myself
using the TypingMaster program on my Apple II E nearly 40 years ago, but my
fingers were just too fat and I couldn’t get the hang of it (I know, more
excuses). A few weeks after my encounter with my “typing-free” client, I met
the CMO of Nuance software, Peter Mahoney, by coincidence at a professional
networking event. We sat next to each other over dinner and had a revealing and
stimulating conversation about the benefits of his software, <a href="http://www.nuance.com/for-individuals/by-product/dragon-for-pc/index.htm"><span style="color: #0c61b2; text-decoration: none; text-underline: none;">Dragon
NaturallySpeaking</span></a>, and how it was integrating into business all over
the place. At the end of the evening he offered to send me a demonstration copy
of the software and a headphone for me to try out. I graciously accepted his
offer.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 10.0pt; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Now, I am not a technology guru by any means, but I
unpacked the software, installed it quite easily and started dictating right
way. At first it was admittedly a little clunky. I had to repeat words and the
software was not able to recognize my voice properly. I emailed my new friend
Peter who offered to have one of their technicians properly install the
software on my computer. It turned out I just needed a better microphone
headset (which they sent me immediately). Some more brief tech modifications
and off I was, dictating away.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 10.0pt; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">That was nearly 10 years ago and I still meet with Peter
once a quarter for breakfast just to catch up and share stories. Each time we
meet I can’t stop singing the praises of Dragon NaturallySpeaking software.
Sure, there were little glitches from time to time when my computer went
through software upgrades, but with a couple patches and support from their tech
center I was quickly back to speed and on my way to effortless and accurate
dictation.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-bottom: 10.0pt; mso-layout-grid-align: none; mso-pagination: none; text-autospace: none;">
<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Here are the five top reasons why I love Dragon
NaturallySpeaking software:<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .5in; mso-layout-grid-align: none; mso-list: l0 level1 lfo1; mso-pagination: none; tab-stops: 11.0pt .5in; text-autospace: none; text-indent: -.5in;">
<!--[if !supportLists]--><span style="color: #262626; font-family: Arial; mso-fareast-font-family: Arial; mso-font-kerning: .5pt;"><span style="mso-list: Ignore;">1.<span style="font: 7.0pt "Times New Roman";"> </span></span></span><!--[endif]--><b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">It’s fun.</span></b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"> I’ve been able
to train my mind to be more creative and think innovatively without having to
look at my keyboard and think about everything I’m going to say. My ideas are
sharper and thoughts are better thought out.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .5in; mso-layout-grid-align: none; mso-list: l0 level1 lfo1; mso-pagination: none; tab-stops: 11.0pt .5in; text-autospace: none; text-indent: -.5in;">
<!--[if !supportLists]--><span style="color: #262626; font-family: Arial; mso-fareast-font-family: Arial; mso-font-kerning: .5pt;"><span style="mso-list: Ignore;">2.<span style="font: 7.0pt "Times New Roman";"> </span></span></span><!--[endif]--><b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Increased speed.</span></b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"> I can talk a lot
faster than I could ever type and as a result my day is much more productive,
enables me to produce better and fresh ideas on-the-fly.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .5in; mso-layout-grid-align: none; mso-list: l0 level1 lfo1; mso-pagination: none; tab-stops: 11.0pt .5in; text-autospace: none; text-indent: -.5in;">
<!--[if !supportLists]--><span style="color: #262626; font-family: Arial; mso-fareast-font-family: Arial; mso-font-kerning: .5pt;"><span style="mso-list: Ignore;">3.<span style="font: 7.0pt "Times New Roman";"> </span></span></span><!--[endif]--><b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">No more
procrastination.</span></b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"> In the past I would put off writing things out because
it would just take too long in longhand. Now I just put on my headset and start
talking without any hesitation.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .5in; mso-layout-grid-align: none; mso-list: l0 level1 lfo1; mso-pagination: none; tab-stops: 11.0pt .5in; text-autospace: none; text-indent: -.5in;">
<!--[if !supportLists]--><span style="color: #262626; font-family: Arial; mso-fareast-font-family: Arial; mso-font-kerning: .5pt;"><span style="mso-list: Ignore;">4.<span style="font: 7.0pt "Times New Roman";"> </span></span></span><!--[endif]--><b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Better expression.</span></b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"> I’ve always been
able to express myself orally rather than writing things down. For instance, if
you would give me an assignment and ask me to explain it orally and then ask me
to write down the same thought, the oral presentation would be a lot more compelling
and interesting. It’s just how my mind works.<o:p></o:p></span></div>
<div class="MsoNormal" style="margin-left: .5in; mso-layout-grid-align: none; mso-list: l0 level1 lfo1; mso-pagination: none; tab-stops: 11.0pt .5in; text-autospace: none; text-indent: -.5in;">
<!--[if !supportLists]--><span style="color: #262626; font-family: Arial; mso-fareast-font-family: Arial; mso-font-kerning: .5pt;"><span style="mso-list: Ignore;">5.<span style="font: 7.0pt "Times New Roman";"> </span></span></span><!--[endif]--><b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">More engaged.</span></b><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"> Now that I am no
longer burdened by my typing fears I’m able to become fully immersed in my work
and focus on what really matters. In turn, being more engaged fuels my passion
and creativity, allowing me to work harder and smarter.<o:p></o:p></span></div>
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<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;"><br /></span></div>
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<span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">As an <a href="http://www.inwardconsulting.com/"><span style="color: #0c61b2; text-decoration: none; text-underline: none;">employee brand
engagement consulting firm</span></a> our company promotes the idea that people
should become more engaged by changing their behavior to support their brand’s
values. Well, I’ve found that using Dragon NaturallySpeaking for business does
indeed enable people’s behavior to focus on the things that matter most, such
as supporting the customer and generating revenue and profitability; less time
is spent on the mechanics of replying to emails and drafting briefs and more is
spent on delivering value to the customer. After all, isn’t that what’s most
important?<o:p></o:p></span></div>
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<i><span style="color: #262626; font-family: Arial; mso-font-kerning: .5pt;">Dictated using Dragon NaturallySpeaking for the PC.<o:p></o:p></span></i></div>
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<i><span style="font-family: Arial;">This post
originally appeared on Nuance’s</span><span style="color: #18376a; font-family: Arial;"> <a href="http://whatsnext.nuance.com/dragon-naturallyspeaking-for-business/"><span style="color: blue;">What’s next blog</span></a>.</span></i><span style="font-family: Arial;"><o:p></o:p></span></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com5tag:blogger.com,1999:blog-6369785554244620853.post-23100946601752795172014-06-23T10:27:00.000-04:002014-06-23T10:27:07.098-04:00Join me at the Advanced Learning Institute's 2014 Strategic Internal Communications Conference<!--[if !mso]>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: white; font-size: 18pt;">Join me at the Advanced Learning Institute's 2014 Strategic
Internal Communications Conference</span></span></div>
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<i><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">Dear
Inward Colleague, <br />
<br />
I wanted to personally invite you to the upcoming ALI Strategic
Communications Conference in Boston. It's a valuable learning
experience where you'll gain access to great case histories and unique
networking opportunities. Plus, I will be facilitating a conference
workshop titled, Implementing New Internal Branding Processes For
Improved Employee Engagement & New Employee Behavior That Supports
Your Company's Goals, from 1:15pm-3:15pm on Tuesday, July 15.<br />
<br />
If you are able to join me in July, please do so. I encourage you to
take advantage of the discount below, and I hope to see you in Boston! <br />
<br />
-Allan Steinmetz</span></i><strong></strong></div>
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<b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 11.0pt;">Special Offer for Colleagues of Inward Strategic
Consulting. </span></b><b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;"><a href="http://r20.rs6.net/tn.jsp?e=001phKtIAt4gIrnJvAnnhobirLC_hw-zRAvdt1T6AZkfsUNvdDXluzuTGZ5DxWpcslboV30OF2seZFvCeVgeoS8V-EhZ6NchzGB-7MqPUyrW288QHKCsdX8B04Azn-SNPmu0qSz_9Rre2THh9l8AW6Oza171KmVUDWNwbS-lG7qoL4iigSXl3D-jveD6NfBE-4TuFPquf5JnWQ=" shape="rect" target="_blank"><span style="font-size: 11.0pt;">Register Now</span></a></span></b><b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 11.0pt;">, enter code SPK
and Save 50% off the registration fee!</span></b></div>
<div style="margin-bottom: .0001pt; margin: 0in;">
<span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">Attend this
hands-on workshop to learn how your organization can take advantage of
new ideas in internal brand planning that yield stronger employee
engagement and commitment that will ultimately save you time, money and
improve effectiveness.</span></div>
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<br /></div>
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<span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">The approaches
discussed in this session will provide you with more enthusiastic
employees, a greater understanding of the company's vision, improved
commitment and new employee behavior that supports the company's goals,
in addition to:</span></div>
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<br /></div>
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internal branding (theory, messaging, tactical planning, program
management & measurement processes to track results and
impact)</span></li>
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architecture-process of building a comprehensive internal message
that is clear and understood, relevant and personal and suggests
the right behavior one should adopt</span></li>
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tactical resonance and message relevance</span></li>
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<strong><span style="color: #704525; font-family: "Arial","sans-serif";"> <a href="http://r20.rs6.net/tn.jsp?e=001phKtIAt4gIrnJvAnnhobirLC_hw-zRAvdt1T6AZkfsUNvdDXluzuTGZ5DxWpcslboV30OF2seZFvCeVgeoS8V-EhZ6NchzGB-7MqPUyrW288QHKCsdX8B04Azn-SNPmu0qSz_9Rre2THh9l8AW6Oza171KmVUDWNwbS-lG7qoL4iigSXl3D-jveD6NfBE-4TuFPquf5JnWQ=" shape="rect" target="_blank">Register today and don't
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<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-59876618179979189642014-05-20T08:09:00.001-04:002014-05-20T08:09:05.711-04:00Join us at the 2014 Conference Board Extending Your Brand to Employees Conference<!--[if !mso]>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="color: white; font-size: 18pt;">Join us at the 2014 Conference Board Extending Your Brand
to Employees Conference in NYC</span></span></div>
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<i><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">Dear
Inward Colleague, <br />
<br />
I wanted to personally invite you the 2014 Extending Your Brand to
Employees Conference, hosted by the Conference Board. This will be the
fourth year that Inward has sponsored this exciting conference. It's a
valuable learning experience where you'll gain access to great case
histories and unique networking opportunities. Plus, we'll be
facilitating a pre-conference workshop titled, A Step-by-Step Framework
for Implementing New Employee<br />
Branding Programs, from 1-5 pm on Tuesday, June 17.<br />
<br />
If you are able to join us in June, please do so. I encourage you to
take advantage of the discount below, and I hope to see you in New York
City! <br />
<br />
-Allan Steinmetz</span></i><strong></strong></div>
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<b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 11.0pt;">Special Offer for Colleagues of Inward Strategic
Consulting. </span></b><b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;"><a href="http://r20.rs6.net/tn.jsp?e=0012pYXzzOnj2jDMvp87OuwHHrmTaVPeDmjIdBjiZchiw7psTydOZIzqGq019QdPSPS8ug16bW_Mo9xLiBKQf1Ba1q6Fmlx64Adc1t38cQ-7Dzl5dok7BXMTcSTlhsR8sG64FWw-63eZ0S53fLoqF2uNyi83Mq2RNeyvUfWaECqw82D1t_XuPpcgfiHyo5qx2tS" shape="rect" target="_blank"><span style="font-size: 11.0pt;">Register Now</span></a></span></b><b><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 11.0pt;">, enter code IW1
and Save 25% off the registration fee!</span></b></div>
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<span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">Engaging employees to understand your brand promise and,
in turn, to be motivated and armed to deliver on it is the most
fundamental and elusive mandate for marketing, communications, and human
resources professionals. Join us this June in New York to learn from
the most accomplished professionals who have conquered this challenge.<br />
<br />
You will learn how to: </span></div>
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<li class="MsoNormal" style="color: #704525; mso-list: l0 level1 lfo1; mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; tab-stops: list .5in;"><span style="font-family: "Arial","sans-serif"; font-size: 10.0pt;">Align
internal and external brands to attract and retain outstanding
people</span></li>
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sweet spot between employee and customer brand experience </span></li>
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they do </span></li>
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your brand</span></li>
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<strong><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;">Who Should Attend?</span></strong><span style="color: #704525; font-family: "Arial","sans-serif"; font-size: 10.0pt;"><br />
<br />
Professionals in marketing, brand, communications, and human resources
who are responsible for ensuring that employees receive the right
messages and tools for the organization to prosper.</span></div>
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<br /></div>
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<strong><span style="color: #704525; font-family: "Arial","sans-serif";"><a href="http://r20.rs6.net/tn.jsp?e=0012pYXzzOnj2jDMvp87OuwHHrmTaVPeDmjIdBjiZchiw7psTydOZIzqGq019QdPSPS8ug16bW_Mo9xLiBKQf1Ba1q6Fmlx64Adc1t38cQ-7Dzl5dok7BXMTcSTlhsR8sG64FWw-63eZ0S53fLoqF2uNyi83Mq2RNeyvUfWaECqw82D1t_XuPpcgfiHyo5qx2tS" shape="rect" target="_blank">Register today and don't
miss out on this unique opportunity to learn from the best and network
with your peers!</a></span></strong><span style="color: #704525; font-family: "Arial","sans-serif";"></span></div>
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<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com1tag:blogger.com,1999:blog-6369785554244620853.post-24857517249539347612014-04-08T10:00:00.000-04:002014-04-08T10:00:01.997-04:00Successful Product Placements in Hollywood Films<div class="MsoNormal">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Hollywood creates amazing opportunities for brands
to assimilate their products into American culture. Sometimes it is an unpaid
product placement, other times it’s an investment made by companies. However,
the data has shown that if the product is well integrated into the film, the results
can be impressive. Here are five brands that benefited from placing their
product in a Hollywood film. <o:p></o:p></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><br /></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Product:</b> Ray-Ban's Wayfarer<o:p></o:p></span></span></div>
<div class="MsoNormal">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Movie:</b> Risky Business (1983)</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">In Tom Cruise’s breakthrough movie,
he plays a suburban high school student whose parents go out of town for the
weekend, leaving him free to go wild. His character wears Ray-Ban’s Wayfarer
sunglasses throughout the movie. Ray-Ban went on to sell </span><span style="font-size: small;"><a href="http://money.cnn.com/magazines/fortune/fortune_archive/1987/09/28/69577/index.htm" target="_self"><span style="color: windowtext; text-decoration: none;">360,000 pairs</span></a>
that year.<o:p></o:p></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><a href="http://4.bp.blogspot.com/-VrAsi4w0oOw/Uz2C6PQI3BI/AAAAAAAAAQA/I1y-Qdx5IsA/s1600/blog1.jpg" imageanchor="1" style="clear: left; display: inline ! important; margin-bottom: 1em; margin-right: 1em; text-align: center;"><img border="0" src="http://4.bp.blogspot.com/-VrAsi4w0oOw/Uz2C6PQI3BI/AAAAAAAAAQA/I1y-Qdx5IsA/s1600/blog1.jpg" height="265" width="320" /></a></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Product:</b> Reese’s Pieces</span></span></div>
<div class="MsoNormal">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Movie:</b> E.T. the
Extra-Terrestrial (1982)<o:p></o:p></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">In
this classic Spielberg film, we see young Elliot lure E.T. go back to his room
with a bag of Reese’s pieces. This was the first paid product placement, and it
surely paid off. Profits rose 65% after the movie.</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Product:</b> Mini Cooper<o:p></o:p></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Movie:</b> The Italian Job
(2003)<o:p></o:p></span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Mark Wahlberg and Charlize Theron
star in this action adventure thriller that revolves its plot around the size
and speed of Mini Coopers. BMW lent thirty cars to the producers, which came
back around to benefit them. The brand experienced a <a href="http://www.businessweek.com/magazine/content/04_14/b3877075_mz054.htm" target="_self"><span style="color: windowtext; text-decoration: none;">22% increase in sales</span></a> over the year before.<o:p></o:p></span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><br /></span></span></div>
<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><a href="http://1.bp.blogspot.com/-5aOo91GYm5E/Uz2D1U8S8EI/AAAAAAAAAQU/LLP_bnRPGFk/s1600/blog3.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://1.bp.blogspot.com/-5aOo91GYm5E/Uz2D1U8S8EI/AAAAAAAAAQU/LLP_bnRPGFk/s1600/blog3.jpg" height="320" width="225" /></a></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Product:</b> BMW</span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><o:p></o:p></span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Movie:</b> GoldenEye (1995)<o:p></o:p></span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Pierce Brosnan rides around in the
famous “Bond car”- a BMW Z3 Roadster- throughout the movie. BMW invested $3
million to place it in the film, but ended up earning $240 million in advance
sales. Another win for BMW in Hollywood.<o:p></o:p></span></span></div>
<div style="margin: 0in;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><br /></span></span></div>
<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><a href="http://3.bp.blogspot.com/--L21Nq7U_5g/Uz2EPD1keBI/AAAAAAAAAQc/qviALO8aTBs/s1600/blog4.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://3.bp.blogspot.com/--L21Nq7U_5g/Uz2EPD1keBI/AAAAAAAAAQc/qviALO8aTBs/s1600/blog4.jpg" height="136" width="320" /></a></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><br /></b></span></span>
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Product:</b> Etch-A-Sketch<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: none repeat scroll 0% 0% white;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b>Movie:</b> Toy Story
(1998)<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: none repeat scroll 0% 0% white;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">Although Etch-a-sketch only played a
small role in the movie, it made a huge impact in the marketplace. Sales
boosted a stunning 4,500%.<o:p></o:p></span></span></div>
<div class="MsoNormal" style="background: none repeat scroll 0% 0% white;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><br /></span></span></div>
<div class="separator" style="clear: both; text-align: center;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><a href="http://3.bp.blogspot.com/-EUBCo9e7Yck/Uz2Ecfgg1bI/AAAAAAAAAQk/-BbLu4cxAc4/s1600/blog5.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://3.bp.blogspot.com/-EUBCo9e7Yck/Uz2Ecfgg1bI/AAAAAAAAAQk/-BbLu4cxAc4/s1600/blog5.jpg" height="179" width="320" /></a></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">There
is a lesson here for businesses of all sizes. If you are willing to take risks,
the reward can be tremendous.</span></span></div>
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<span style="font-family: "Times New Roman","serif"; font-size: 12.0pt;"><o:p></o:p></span></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com1tag:blogger.com,1999:blog-6369785554244620853.post-26054415802269389792014-04-03T10:00:00.000-04:002014-04-03T10:00:03.458-04:00The Brand Value of Putting your Customers First<!--[if gte mso 9]><xml>
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">We have heard it over and over again, communication is no longer a
one-way street between your brand and your customers. In fact, more often than not, your brand reputation
lies in the hands of internet-savvy consumers who will advocate for or against your brand outside the realm of the traditional marketing mix. Marketers must consistently engage these advocates with flexibility and understanding. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">If you handle a customer complaint poorly, it can severely hurt
your reputation. On the contrary, going above and beyond to amend the situation will give your brand credibility
and earn trust. For example, I recently ordered food from Domino's only to find out they don’t
deliver to my house, even though they have delivered there in the past. I wrote an
email complaining about their inconsistent service and expressed my disappointment. The
next day I received anemail apologizing for what happened, the email included an
offer for two pizza pies on them. This is an example of a brand
that is putting the customer first by making the extra effort to invest in a disappointed customer to keep them loyal. </span></span></div>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Another prime example was during the big snowstorm of 2007 that
resulted in JetBlue cancelling 1000+ flights. JetBlue was a young company at
the time (7 years old), and they knew one mistake could drastically
hurt their reputation. The CEO, David Neeleman, decided not to hide from the problem,
but address it head-on. He went straight to the press, apologized, and
rolled out a “customer bill of rights” as a solution for future problems. This
bill of rights gave customers monetary compensation for delayed or cancelled
flights. The best part is that he allowed customers who suffered through the
snowstorm to benefit from this new bill, even though it was created after the
fact. This decision initially cost the company millions, but their efforts to
keep their customers loyal and happy went a long way. </span></span></div>
<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><br /></span></span>
<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Safeguard your brand reputation
by educating your employees on how to stay true to your brand values and company mission. Demonstrate that you can consistently be there for your customers and
they will reciprocate with kind words and recommendations to friends, family,
and the online community.</span></span><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com2tag:blogger.com,1999:blog-6369785554244620853.post-64245164251527041652014-04-01T09:30:00.000-04:002014-04-01T09:30:04.233-04:00Using Gamification to Influence Business Travelers' Behavior<!--[if gte mso 9]><xml>
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<br />
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Gamification is proving to be successful when
applied to many different subjects. In the classroom children are scoring
higher. In the workplace employees are becoming more engaged at work and generating
more revenue for their employers. Now it is being applied to business travel. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Business travel has changed a lot in recent years. A recent
<a href="http://www.forbes.com/sites/united/2014/02/12/business-travel-gamification-rewards-both-employees-and-companies/" target="_blank">Forbes</a> article highlighted the changes in corporate travel in recent years. Employees are increasingly personalizing their travel
experiences by updating seat assignments, customizing in-flight meals and booking
their own hotel rooms without the involvement of a corporate travel planner. But
with all of this flexibility, business travelers are pushing the limits of their
company’s travel rules and budgets. Companies have turned to gamification to
solve this issue. Here are two examples of tactics companies are using to
change employee behavior.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Travel management company Ovation rewards travelers for
obeying the company’s policies. They earn points and can redeem them for
merchandise from digital stores. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Rocketrip, a gamified travel service for companies, rewards clients' employees who adhere corporate policies with cash. The closer they follow or beat the budget that is set, the higher the
reward. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In an age where personalization is central to consumer's experiences, convincing people to sacrifice a bit of that experience
for the good of the company is a tough task. Entrepreneurs have risen to the
challenge and used gamification as a means to fix this trending problem. And
it’s working. </div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-4123006079245001512014-03-27T11:00:00.000-04:002014-03-27T11:00:01.045-04:00Tesla’s Play to Change the Auto Industry <!--[if gte mso 9]><xml>
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My new favorite magazine is called The Week. It is only 35
to 40 pages long and does not have a lot of advertising in it. It reminds me of
the Cliff notes version of Time or Newsweek. It is a synopsis of the week’s
news through the eyes of bloggers, news bureaus’ op-ed pages and newspaper
reporters. Any given article is no more than a half of a page long and
summarizes the topic by providing quotes by reporters/bloggers who have written
on the topic over the course of the week. I like reading it undisturbed by cell
phones and tablets on Saturday afternoons while sipping a hot cup of tea or
occasionally a glass of white wine.<br />
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
You see, during the course of my busy week I rarely have
time to absorb and relax with newspapers like I used to. I’m inundated by
email, texts and web browsers shouting at me delivering what they want rather
than what I want to know. I find this form of reading enjoyable, meaningful and
fulfilling in understanding and gaining information about the world around me.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I recently read an article about Elon Musk and Tesla. The
crux of the article stated that many states have laws on the books that prevent
manufacturers from marketing their automobiles directly to consumers. “State
officials have raised a stink over the company's direct-sale business model,
claiming it violates a state law requiring companies to sell cars through
certified dealerships”. Basically, cars have to be sold and serviced through a
dealer network. “But dealers say allowing direct sales "would harm
consumers, limiting their ability to shop around for the best price, trade in
vehicles, or obtain financing for a new car." What?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
After reading the article I was really upset. Here is an
innovation created by a true 21<sup>st</sup> Century innovator and the mainstream
dealer establishment around us is holding us back. That would be like saying
that Apple would only be allowed to sell its technology through Best Buy,
Target and Walmart instead of at Apple stores or online. It makes no sense.</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
As a marketer, what does one do? I can think of at least 3
ideas. In the new social media savvy world that we live in, customers must
become more engaged and speak up against this resistance to change. Becoming an
advocate of the free market reinforces our democracy and capitalism. Second, we
need to let the leaders at Tesla know that they have a strong backing of support
that should strengthen their resolve to change the marketplace for the better.
And lastly we should lobby the established distribution/dealer network as well
as our government leaders to express our displeasure over their manipulation of
the law due to money interests and lobbyists. If dealers become irrelevant, so
let it be. Did we restrict car manufacturers and dealers from being established
in order to protect buggy manufacturers, blacksmiths and buggy whip makers?</div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
I may never actually buy a Tesla but just the idea that outside
“protectionist dealers” could have an unfair advantage based on irrelevant laws
that were put in place long ago is just something that seems to be wrong and
out of date. What do you think?</div>
<div class="MsoNormal">
<br /></div>
Connect with Allan on Twitter @<span class="st">shteinman</span>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-57367737709417667132014-03-21T09:30:00.000-04:002014-03-21T09:30:01.635-04:005 Marketing Tips from Dr. Seuss<!--[if gte mso 9]><xml>
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Many lessons can be learned from reading a Dr. Seuss book.
As we grow older, his poetic lines can be interpreted differently. The fact
that all ages can enjoy his eloquent, wise phrases can be credited to his
true understanding of human nature. It is then no surprise that his
quotes are applicable to the marketing world, reminding us that being human is
the best approach to being successful.<br />
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal" style="mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 2;">
<b><span style="font-size: 12.0pt; mso-bidi-font-family: "Times New Roman"; mso-fareast-font-family: "Times New Roman";">"You have brains
in your head. You have feet in your shoes. You can steer yourself, any
direction you choose."</span></b></div>
<div class="MsoNormal" style="mso-margin-bottom-alt: auto; mso-margin-top-alt: auto; mso-outline-level: 2;">
<br /></div>
<div class="MsoNormal">
Tip: It is up to us if our company becomes successful. We
decide how to react to external factors, or even if we need to react at all.
With confident control over our work, we will always create the opportunity for
success. </div>
<div class="MsoNormal">
<br /></div>
<h2>
<span style="font-family: "Calibri","sans-serif"; font-size: 12.0pt; mso-ascii-theme-font: minor-latin; mso-bidi-font-size: 18.0pt; mso-hansi-theme-font: minor-latin;">"The
more that you read, the more things you will know. The more that you learn, the
more places you'll go."</span></h2>
<div class="MsoNormal">
Tip: Reading blogs, understanding infographics, and keeping up with competitor reports will strengthen your knowledge. Keeping you and
your employees educated and up-to-date about the market you are in strengthens
your internal culture and reinforces your company’s positioning. </div>
<div class="MsoNormal">
<br /></div>
<h2>
<span style="font-family: "Calibri","sans-serif"; font-size: 12.0pt; mso-ascii-theme-font: minor-latin; mso-bidi-font-size: 18.0pt; mso-hansi-theme-font: minor-latin;">"How
did it get so late so soon? It's night before it's afternoon. December is here
before it's June. My goodness how the time has flewn. How did it get so late so
soon?"</span></h2>
<div class="MsoNormal">
Tip: Working with a calendar will keep you organized and
help you prioritize your tasks.Ask your colleagues for help if you find
yourself burning too much time on one task. </div>
<div class="MsoNormal">
<br /></div>
<h2>
<span style="font-family: "Calibri","sans-serif"; font-size: 12.0pt; mso-ascii-theme-font: minor-latin; mso-bidi-font-size: 18.0pt; mso-hansi-theme-font: minor-latin;">"Wherever
you fly, you'll be best of the best. Wherever you go, you will top all the
rest. Except when you don't. Because, sometimes, you won't."</span></h2>
<div class="MsoNormal">
Tip: It’s important to remember that companies will go
through highs and lows. Stay true to your brand values and stay focused when things get challenging. You will come out of it with a strong internal
culture and loyal, determined employees. </div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<strong><span style="font-family: "Calibri","sans-serif"; font-size: 12.0pt; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-size: 11.0pt; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">"Why fit in when you were born to stand
out?"</span></strong></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<strong><span style="font-family: "Calibri","sans-serif"; font-weight: normal; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-font-weight: bold; mso-bidi-theme-font: minor-bidi; mso-hansi-theme-font: minor-latin;">Tip: Your company is unique. Demonstrate that uniqueness when reaching
out on social media platforms. Don’t get lost in the clutter. Offering engaging
content through infographics, blogs, and videos that keep true to your brand
values will continue to stand out. </span></strong></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-59595671564740980452014-03-06T10:00:00.000-05:002014-03-06T10:00:03.158-05:00Spring Is (Almost) In The Air!<div class="MsoNormal">
Here in the northeast, is feels as though this winter is never going to end, especially with all of this arctic air. Spring is on everybody’s mind as we count
down the days to some warmer weather.
As they always say, “March comes in like a lion and out like a lamb.” With the hopes of warm air in the coming weeks
of March, it is the perfect time to change up the vibe in the office. Right now, people are hindered by the winter
doldrums, early darkness, and stuffy office air. Making some slight changes at the beginning
of spring to your office can give your employees new found motivation and energy
to power through the work weeks. Here
are some easy, simple tips to make your employees feel refreshed and motivated at
the office as the seasons change.
<o:p></o:p></div>
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<b><u>Lunchtime:</u></b>
As a leader, begin encouraging your employees to get away from their desks for
a bit to go outside and enjoy the fresh air during their lunch breaks. Make sure they don’t feel obliged to stay in
the office and get work done. When they feel as though they have your
blessing to step out for lunch, they will be more likely to go out and enjoy
the fresh air and scenery.<o:p></o:p></div>
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<b><u>WFH:</u></b> Allow
your employees to work from home every once in a while. This gives them the chance to air out their
home and sit in the fresh air while still being productive. According to <a href="http://www.forbes.com/sites/victorlipman/2013/09/23/surprising-disturbing-facts-from-the-mother-of-all-employee-engagement-surveys/" target="_blank">Gallup</a>, employees are more
engaged when they have the opportunity to work from home. Getting away from the office occasionally can
be a really good thing for your employees!<o:p></o:p></div>
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<b><u>Redecorate:</u></b>
As spring begins to move in, some redecorating of the office could be a nice
change for employees. Add some small
touches of flowers and spring colors throughout the office to liven it up a
bit! You can even redecorate the kitchen
by splurging on some fresh fruit for your employees to snack on during the day!<o:p></o:p></div>
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<b><u>Field Trip:</u></b>
Depending on the size of your company, try a company outing. Something outside would be great! Allow your
employees to get out, enjoy the fresh air, and mingle! This will increase the morale of your
employees. Although this is not feasible for all businesses, closing down a few hours early to take your employees
out would be a nice added touch!<o:p></o:p></div>
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<b><u>Natural Air and
Light:</u></b> Although this may not be conducive for all company buildings, go
around and open the windows to air out the office when the air warms up. This will clear out that stuffy office air
and replace it with a clean and fresh environment. Your employees will be ecstatic to smell the
new air in the office and will fill them with positive energy! Go around and open the blinds too. As natural light is sometimes hard to come by
in the winter, taking advantage of it in the office will be a great change.<o:p></o:p></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-52416982837782610472014-03-04T10:00:00.000-05:002014-03-04T10:00:06.761-05:00Understanding the Importance of Social Media for B2B Relationships (Infographic)<!--[if gte mso 9]><xml>
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With the digital era continuing to evolve, many brands are
reallocating the money in their marketing budgets to create digital marketing
campaigns and maintain social media platforms. It’s often more obvious for B2C
marketers, but the question still remains just how big of an impact these
platforms can have on your B2B brand’s success. Ambassador created an
infographic laying out the raw facts of the business to business interactions
that occur over social media, reminding us how important it is for brands to
have an online presence.<br />
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<a href="http://2.bp.blogspot.com/-fPK9qQgKigI/UxSlReNp2HI/AAAAAAAAAPA/V4YvmqBPKek/s1600/b2b-2702.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://2.bp.blogspot.com/-fPK9qQgKigI/UxSlReNp2HI/AAAAAAAAAPA/V4YvmqBPKek/s1600/b2b-2702.jpg" /></a></div>
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<a href="http://blog.getambassador.com/wp-content/uploads/2013/03/b2b-2702.jpg" style="margin-left: 1em; margin-right: 1em;" target="_blank"></a></div>
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<br />
It‘s clear that Facebook, LinkedIn and Twitter are the most
crucial platforms for distributing content to generate leads. Having an active
blog is very effective at getting your brand name and core values out there. More than half of content marketers surveyed are increasing their search marketing budgets, so maintaining a blog is a must to stay competitive. Social
media can be the keystone to your company’s sales pipeline, so make sure you are
not just digitally present but that you also offer strong, valuable content.</div>
<br /><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com2tag:blogger.com,1999:blog-6369785554244620853.post-83323945260940967142014-02-27T10:00:00.000-05:002014-02-27T10:00:05.170-05:005 Tips to Keep Customers Coming Back For More<div class="MsoNoSpacing">
Creating a large pool of loyal customers is extremely
important to the sustainability of a business. Having loyal customers allows you to up-sell your products at a more successful rate. Great products and excellent customer service
are key to creating loyal customers. No
matter what industry you are in, issues always arise; it is how you deal with
these issues that can really make or break your relationship with your
customers. Customers want to find that
one brand they can really trust. Once
that trust is built, they’ll continue to come back for more! Check out these 5 tips on building customer
loyalty for your business:<o:p></o:p></div>
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<br /></div>
<div class="MsoNoSpacing">
<b>Fine-tune Your Product:</b>
This might seem obvious, however, it is extremely important to make sure you
work out every possible kink in your product or service.
Planning ahead for any possible issues that might arise is also
important. Customers want to know that they
can trust you to deliver on your promises. A positive
experience with your business will keep them coming back! <o:p></o:p></div>
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<br /></div>
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<b>Speedy Response: </b>As
we all know, nothing is perfect. Issues
come up whether we like it or not.
However, it is how we deal with these issues that really matters. When dealing with customers, listening to
their concerns is very important. Take the
time to make sure you really understand the issue of your customer; this even may
require restating the problem at hand multiple times to make sure everyone is
on the same page. Once you really
understand, deal with the issue in a timely fashion. Customers are impatient and do not enjoy
waiting. In addition, check social
media constantly! Customers are turning
to social media to complain about problems.
Follow up immediately with anyone complaining about your product via
social media. Reaching out in this
manner will also add a personal touch to the interaction, making the customer
feel special.<o:p></o:p></div>
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<br /></div>
<div class="MsoNoSpacing">
<b>Interactive Touch Points:
</b>From sales to training to implementation to providing customer service, there
are many different touch points with a
customer. Break down each point of
interaction and find ways to fine-tune them. Create a plan to make sure that each of these touch points are
strong and practically fool proof! This
will give the customer a sense of consistent service, which is extremely
important in terms of building trust. A
negative experience at one single touch point can ruin the overall experience
for the customer, regardless of how positive the experiences at other touch
points may have been.<o:p></o:p></div>
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<br /></div>
<div class="MsoNoSpacing">
<b>Focus On the
Journey: </b>Once you have worked on fine-tuning each point of
interaction, take a step back and look at the big picture. Focus on the overall journey of the customer
and see if there is anything that can be done to make the entire experience, as
a whole, better for the customer. This
may include adding or removing a step in the journey or even reorganizing
the flow of interactions. See what can
be done to make the entire experience great! <o:p></o:p></div>
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<br /></div>
<div class="MsoNoSpacing">
<b>Feedback: </b>The
most important step in keeping loyal customers is asking for feedback, both on
your product and in customer service.
This gives you the opportunity to see how things can be improved from an
outside perspective. When changes are
made based on feedback, customers feel as though they are being listened to and
have a say in what is going on. Even
being able to simply contribute feedback is a nice personal touch.<o:p></o:p></div>
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<br /></div>
<br />
<div class="MsoNoSpacing">
Now, take a step back and see how you can improve your
business process to increase customer loyalty!<o:p></o:p></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-80588181083505011852014-02-25T10:00:00.001-05:002014-02-25T10:00:06.079-05:00How Millennial Are You?<!--[if gte mso 9]><xml>
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<![endif]--><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">As Millennials continue to become a hot topic of
discussion, you may ask yourself if you fall into the category of being a Millennial.
Pew Research Center created an online survey to help you identify your generation. The 15 part questionnaire prompts questions ranging
from how frequently you text to if you have a tattoo or not. <a href="http://www.pewresearch.org/quiz/how-millennial-are-you/" target="_blank">Take it here</a>. </span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><br /></span></span>
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<br />
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">If this survey doesn’t cut it for you, here are some more
statistics that will help you accurately categorize yourself.</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>How often do you drive?</u> Millennials drive about a <b>quarter less</b> than their counterparts did eight years ago.</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>How many phones do you have?</u> <b>41%</b>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>Use an alarm clock?</u> <b>83%</b>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>How badly do you want to own a house?</u> <b>18%</b>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>Married?</u> <b>A fifth</b> of Millenials in their 20’s are
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>Do you commonly bring a lunch into work?</u> Millennials are the <b>driving force</b> behind the growing fast food sub industry. </span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><u>Dine out often?</u> Millennials dine out <b>20% less</b> than their peers did five years ago.</span></span></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-48838129946297374162014-02-20T10:00:00.000-05:002014-02-20T10:00:06.969-05:00Infographic: Shocking Employee Engagement Statistics <!--[if gte mso 9]><xml>
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">An interesting infographic by Officevibe captures popular misconceptions regarding employee engagement in the workplace. It stresses
the importance of having committed employees and the overall impact they have
on the success of the company. </span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><a href="http://visual.ly/10-shocking-statistics-about-employee-engagement" target="_blank"><img alt="http://cdn2.business2community.com/wp-content/uploads/2014/02/10-shocking-statistics-about-employee-engagement_52e82c76b45cb_w1500.jpg" border="0" src="http://2.bp.blogspot.com/-VAI1ci1UVP8/UwTTdr1LfBI/AAAAAAAAAOw/W8TifL0ixmU/s1600/EmployeeEngagementInfographic.jpg" /><span id="goog_1670994577"></span></a><span id="goog_1670994578"></span></span></span></div>
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">We can see that many employees quit because they
don’t like their boss, while only a fourth of managers try to engage their
employees. Surprisingly, 90% of bosses agree that engaging employees is crucial to the company’s
success. As long as this gap exists, companies will suffer from a brain drain of their most talented and motivated employees. With the knowledge that 87% of employees are less likely to leave if they
are happy with their organization, the time is right for companies to focus on creating innovative employee engagement strategies that include feedback mechanisms and communications tactics that clearly articulate the company’s strategic goals. </span></span></div>
<br />
<br /><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-42070061686632857752014-02-18T10:00:00.000-05:002014-02-18T10:00:06.333-05:00Tips for Boosting Your Brand With Social Media<!--[if gte mso 9]><xml>
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</xml><![endif]-->With the number of social media channels growing, it is
no wonder why most businesses focus a large amount of energy on marketing
through social media.<span style="mso-spacerun: yes;"> </span>However, simply
having a page that posts bland content once in a while won’t cut it.<span style="mso-spacerun: yes;"> </span>Customers are turning to social media to
become engaged and interact with the brands of their choice.<span style="mso-spacerun: yes;"> </span>There is nothing more disappointing as a
customer than to look for your favorite brand’s Facebook or Twitter page, only
to find out that one does not even exist! To fully engage and interact with
customers, companies need to make sure their social media agendas are planned
out properly and are in full swing.<span style="mso-spacerun: yes;"> </span>Here
are some small tips on how your company can improve its social media strategy
to engage your customers and boost your brand!<br />
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<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Repetition:</u></b>
As you post between the large numbers of social media channels, finding content
to post can start to become a difficult task.<span style="mso-spacerun: yes;">
</span>Put in the extra time and effort to avoid being repetitious with your
content.<span style="mso-spacerun: yes;"> </span>Having a variety of content
across all social media channels will increase your number of followers and
engagement across the board.<span style="mso-spacerun: yes;"> </span>Customers
will see that each channel has different content, making them more likely to follow you on all channels to make sure they are as up-to-date as possible with
your brand.</div>
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<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Images Are Key:
</u></b>When posting content on your social media pages, images can be a great
way to capture the attention of customers.<span style="mso-spacerun: yes;">
</span>They pop from the page and are instantly captivating.<span style="mso-spacerun: yes;"> </span>Having a small image with a blog post or
Facebook post can make all the difference.<span style="mso-spacerun: yes;">
</span>Want to step it up a notch? Create some infographics.<span style="mso-spacerun: yes;"> </span>These are a great and fun way to get your
message across by using images and pictures.<span style="mso-spacerun: yes;">
</span>They are very appealing and very handy.</div>
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<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Have Fun!: </u></b>The
content you post across the board does not need to be serious 24/7.<span style="mso-spacerun: yes;"> </span>It is always great to see a company
post something funny or witty.<span style="mso-spacerun: yes;"> </span>It keeps
your audience interested and engaged with your channel.<span style="mso-spacerun: yes;">
</span>Whether it’s a poll, a funny image, a wish for a happy holiday, or even
a joke, these will shake things up a bit and will excite your
audience. </div>
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<b style="mso-bidi-font-weight: normal;"><u><span style="text-decoration: none;"><br /></span></u></b></div>
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<b style="mso-bidi-font-weight: normal;"><u>Have a
schedule: </u></b>It’s very important to create a posting schedule.<span style="mso-spacerun: yes;"> </span>Scheduling out your content ahead of time and
creating a consistent posting schedule can be really easy but it is also really
important.<span style="mso-spacerun: yes;"> </span>Consistency is key to social
media.<span style="mso-spacerun: yes;"> </span>Customers can learn when to start
expecting content from you and anticipate your posts.<span style="mso-spacerun: yes;"> </span>It is also important to schedule posts around
specific times.<span style="mso-spacerun: yes;"> </span>I believe the best times
to post are around the morning and evening commutes, as well as lunch
time.<span style="mso-spacerun: yes;"> </span>These are the times when people
are taking a break from their day to quickly check out what is going on in
social media.<span style="mso-spacerun: yes;"> And don't forget to plan for different time zones as well.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Get Creative:</u></b>
There are so many different social media channels out there now! It’s important
to get creative and see how else you can start to engage your
customers.<span style="mso-spacerun: yes;"> </span>Try to see if there are any
untapped markets you can use to reach out to your clients.<span style="mso-spacerun: yes;"> </span>Mobile apps are the best place to start
looking! Apps such as Instagram, SnapChat, and Vine can be more challenging for brands but it’s not impossible.<span style="mso-spacerun: yes;">
</span>Tap into these markets and see if you can be innovative and start
something new before anyone else!</div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Track your
Results:</u></b> Finally, the most important thing in regards to social media
is to track your results.<span style="mso-spacerun: yes;"> </span>Free tools, such as
Google Analytics and Hootsuite, allow you to see how your channels are
doing.<span style="mso-spacerun: yes;"> </span>You can use these results to see
what’s working and what’s not.<span style="mso-spacerun: yes;"> </span>Use these
results to make any necessary changes to your social media strategy to make
sure it is top notch!<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-9243694401146383292014-02-11T10:00:00.000-05:002014-02-11T10:00:00.566-05:00The Power of Reciprocity in Business<!--[if gte mso 9]><xml>
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<style>
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<![endif]--><span style="font-family: Arial,Helvetica,sans-serif;">The power of reciprocation is one
of the strongest human elements that affect our behavior. A simple act of aid
or generosity goes a long way. Robert Cialdini, Author of <i style="mso-bidi-font-style: normal;">Influence: The Psychology of Persuasion</i>, explains that even in
circumstances where we are not obligated to give back, we still feel a need to
do so, because of the power of reciprocation. This natural tendency that all
humans possess can be effectively used to strengthen your internal and external
brand.</span><br />
<br />
<div class="MsoNormal">
<span style="font-family: Arial,Helvetica,sans-serif;"><b style="mso-bidi-font-weight: normal;">Respect</b>: As a
manager, it is important to treat your employees as equals. Giving
every person a voice and being open to ideas allows for a strong and
effective team. In effect, allowing your team the freedom to try new ideas
without judgment will encourage them to experiment because you have created a
positive environment for innovation. <span style="mso-spacerun: yes;"> </span></span><br />
<br />
</div>
<div class="MsoNormal">
<span style="font-family: Arial,Helvetica,sans-serif;"><b style="mso-bidi-font-weight: normal;">Trust</b>: Building trust
with your staff is important. The more trust you show them (i.e. not constantly
peering over their shoulder, giving them space to work and report back) will be
recognized and returned through more open communication. Once they believe you
trust them to perform their jobs without constant intervention, they will work
harder to exceed your expectations over time. </span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><br /></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><b style="mso-bidi-font-weight: normal;">Share valuable
information:</b> Customers are always looking for additional value without the
additional cost. Offering them insightful knowledge, such as best practices or
industry research, is a perfect way to build a relationship with a customer. Once
an individual has recognized that they have received something of value, they
are more likely to strengthen the relationship by offering something in return.
This could be opting-in to your newsletters, following you on social media, or agreeing
to a product demo. </span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><b style="mso-bidi-font-weight: normal;">Build a long-term relationship</b>:
Building a relationship with your customers will help to ensure they remain loyal brand
advocates. Show that you care by consistently providing exceptional customer
service, offer quality products or services, and give them an incentive to remain
loyal through deals, special status or other rewards. </span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;">The power of reciprocation is subtle and <span style="mso-spacerun: yes;"> </span>rarely a conscious decision, but it is very
effective, especially in the business world. Strive to provide value to <span style="mso-spacerun: yes;"> </span>your employees and <span style="mso-spacerun: yes;"> </span>your customers, and they will be more inclined
to reciprocate in kind. </span></div>
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<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-24380060531829053752014-02-07T11:00:00.000-05:002014-02-07T11:00:03.704-05:00Is Your Brand Ready for the Next Level of Customer Commitment?<div style="text-align: left;">
<span style="font-family: Arial,Helvetica,sans-serif; font-size: small;"><span style="line-height: 115%;">By Taylor King, Associate Account Manager. Follow Taylor on Twitter</span></span><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><span dir="ltr" style="direction: ltr; word-wrap: break-word;"> @TaylorKing_479</span></span></span></div>
<div style="text-align: left;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;"><br /></span></span></span></div>
<div style="text-align: left;">
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">If most corporations were
asked to describe the relationship between them and their customers, they would
probably answer with a resounding, “It’s complicated.” Like any successful relationship,
it takes work. And when it comes to developing and maintaining relationships
with customers, it takes a lot of work. Consumers in this “social age” are complex
– powerful, opinionated and more demanding than ever before. Some would simply
describe them as high maintenance. And as we have come to expect, high-maintenance
comes with high standards. Consumers are connected. They have access to endless
amounts of information, and, most of all; they have a menu of choices when it
comes to the brands they engage in. While companies are battling for attention
in this digital space to claim this unique “share of voice” in their respective
markets, building awareness and traffic are only half the battle. The ability
to drive conversion and advocacy actually involves a much deeper level of
engagement. </span></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;"> </span></span></span></div>
<div style="text-align: left;">
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Social media
communication has allowed relationships between brands and consumers to evolve
more rapidly than ever. Now, relationships with brands are packed with PDAs (public
displays of affinity), and consumers like it that way. Seriously, they can
literally press a “like button” to show their affection for their beloved
brands. It’s that easy. But things aren’t all packed with hash tag love and
smiley emoticons. Consumers are afraid of “getting hurt” by a brand. Bad
service. Bad product. Bad experiences. It happens all the time. They see it
posted, tweeted and blogged about every day. Consumers don’t enter a committed
relationship with a brand lightly. So what does it take for a brand to get out
of the friend zone and move the relationship to the next level of commitment? Here
are five traits consumers are looking for in “commitment material” brands: </span></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;"> </span></span></span></div>
<div style="text-align: left;">
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;">Authenticity </span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;"></span></b></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“My relationships with brands have
been so fake, but you seem like a real genuine brand.” </span></i></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">In a world full of
scams, spam and greed, consumers are looking for brands with an original story,
a real identity and a sincere commitment to deliver what they promise. Social
media marketers that rely on sweepstakes, contests and freebies just to gain
fans, likes and shares are not building authentic affinity towards the brand. Authenticity,
at its core, is about practicing what you preach and being totally transparent
about who you are and what you bring to the table. If your social media
strategy provides this kind of valuable content, the kind that actually builds
trust with customers, you are more likely to build authentic fans. Those kinds of
customers are more likely to stick with you for the long haul, and you better
believe they are going to brag about you any chance they get. In a world filled
with fakes does your brand stand out as authentic?</span></span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;">Reputation</span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“All my friends have told me what a
great brand you are.” </span></i></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Brand integrity is
everything and the only opinion about your brand integrity that matters is the
customers’. Customers are talking about their brand experiences, and it’s not
in a secret diary. It is out there for the world to see on their status
updates, tweets, reviews, blogs, even photos. Some companies feel like any
publicity is good publicity. But to encourage loyalty and advocacy, those social
mentions need to be appealing to potential customers not merely just
contributing to social “noise.” Brands are quite literally one viral story/comment
away from gaining or losing hundreds of customers. Why? Because customers trust
other customers to tell them what a brand is “really” like (back to
authenticity). Do you know what are consumers saying about your brand?</span></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;">
</span></span></div>
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;"> Great Listener </span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“Oh brand, you’re just so easy to
talk to.” </span></i></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Social media is TWO-way
communication.<b> </b>Consumers today not
only expect brands to share content that is meaningful, relevant and authentic,
they also expect brands to recognize they have a voice, too. Brands that
involve customers in the conversation, actively listen, and act upon the
customers thoughts, goals and concerns are fostering engagement. And brands that
address a negative comment or situation with an explanation and solution have
the potential to recover a relationship with that customer. If a brand dominates
the conversation, the customer is not going to feel valued. As a result the
chances they will look to a competitor who will “hear” their concerns and
feelings increases exponentially. Is your brand actively listening to its customers? </span></span></span></div>
<div style="text-align: left;">
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;">Romance </span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“You make me feel so special brand.
You always know just what to do to brighten my day.” </span></i></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Okay maybe HR wouldn’t
go for love notes, flowers and expensive chocolates, but making your customer
feel special is imperative to brand loyalty and advocacy. Besides actively
listening to feedback, leveraging Big & Small Data can help you customize
the brand experience and drive engagement. Big Data allows your brand to spot
trends and behaviors with your target customers. But Small Data may play an
even more important role. It’s powerful because it provides information
specific to individual customers, allowing your brand to customize its experiences
for your customers. Wow your customer with surprise and delight, and you will
build a loyal customer relationship. Is your brand leveraging this valuable
data to deliver the meaningful experiences that create lasting customers? </span></span></span></div>
<div style="text-align: left;">
<br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;"></span></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;">Availability </span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“You’re always there for me brand.
I don’t feel like most brands are available enough to be in a committed
relationship.” </span></i></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Today’s customers
demand convenient customer service. Making it easy for customers to solve their
problems and get even the most complicated questions answered quickly and
efficiently is a must have for building brand advocacy. This means having a
multitude of customer service channels with cross-channel integration that
allows multiple channels to communicate customer information in real-time. This
is the type of communication that appeals to customers. After all, nothing is
worse than having to repeat the details of a problem again and again. Whether
you have a mobile service app, call center or live chat feature, the ultimate focus
should always be on what works best for the customer. Are you ensuring it is easy
and convenient for customers to talk to your brand? </span></span></span></div>
<div style="text-align: left;">
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<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><span style="line-height: 115%;">Total Commitment </span></b></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><b><i><span style="line-height: 115%;">“Brand you’re the only one for me.” </span></i></b><i><span style="line-height: 115%;"></span></i></span></span><span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"></span></span><br />
<span style="font-family: Arial,Helvetica,sans-serif;"><span style="font-size: small;"><span style="line-height: 115%;">Driving conversion and
advocacy through a strong social media strategy is not a nice to have it’s a
must have. Ultimately, consumers want meaningful value from authentic brands that
care about them as individuals, listen to what they have to say and are willing
to make the extra effort to wow them. It takes work to maintain that level of
engagement, but if your brand delivers, you are going to find yourself in long
and healthy relationships with your customers. </span></span></span></div>
<br /><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-90104384928947215722014-02-06T10:02:00.001-05:002014-02-06T10:02:02.259-05:00Employee Engagement: Increasing Organizational Success One Company at a TimeAccording to a recent extensive study
conducted by Harvard Business Review (HBR), employee engagement is becoming a
top priority for senior executives making <span style="mso-spacerun: yes;">2014 the year for employees.<span style="mso-spacerun: yes;"> </span>
</span>Gathering data from companies all over the world, HBR has discovered that
around 71% of people believe that employee engagement is a critical component
to having a successful organization.<span style="mso-spacerun: yes;"> </span>As a result, top
executives across the globe are pumping the breaks to reevaluate the way
they do business.<span style="mso-spacerun: yes;"> </span>Rather than focusing
all of their attention on incremental revenue, smart companies are turning to their
employees for innovative growth.<span style="mso-spacerun: yes;"> </span><br />
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<br />
Recent
studies have continued to show the positive effects that proper implementation
of employee engagement programs can have on a company.<span style="mso-spacerun: yes;"> </span>The study conducted by HBR found that
only about 24% of employees are highly engaged at work.<span style="mso-spacerun: yes;"> </span>This number clearly shows that employee
engagement has not traditionally been a key component of business strategies.<span style="mso-spacerun: yes;"> </span>However, with so many recent studies on
employee engagement, it seems as though 2014 will be a year of change in this
respect.<span style="mso-spacerun: yes;"> </span>According to HBR, a highly
engaged workforce can ultimately result in corporate growth, positively affect
the bottom line, increase innovation, reduce hiring and retention costs, and
create higher productivity in the workforce.<span style="mso-spacerun: yes;">
</span>With such potential for extremely positive results, it is no wonder why
leaders are beginning to turn their attention toward the well-being of
employees.<span style="mso-spacerun: yes;"> </span></div>
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<br />
Now
that we know what employee engagement can do, we need to learn how to go about
creating a proper plan.<span style="mso-spacerun: yes;"> </span>According to the
recent study conducted by HBR, there are four key factors necessary to improve
employee engagement.<span style="mso-spacerun: yes;"> </span>These factors
include:</div>
<div class="MsoNoSpacing" style="margin-left: .75in; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">1)<span style="font: 7.0pt "Times New Roman";"> </span></span></span>“Recognition
for high performers”</div>
<div class="MsoNoSpacing" style="margin-left: .75in; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">2)<span style="font: 7.0pt "Times New Roman";"> </span></span></span>“Individuals
have a clear understanding of how their job contributes to strategy”</div>
<div class="MsoNoSpacing" style="margin-left: .75in; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">3)<span style="font: 7.0pt "Times New Roman";"> </span></span></span>“Senior
leadership continually updates/communicates strategy”</div>
<div class="MsoNoSpacing" style="margin-left: .75in; mso-list: l0 level1 lfo1; text-indent: -.25in;">
<span style="mso-bidi-font-family: Calibri; mso-bidi-theme-font: minor-latin;"><span style="mso-list: Ignore;">4)<span style="font: 7.0pt "Times New Roman";"> </span></span></span>“Business
goals are communicated company-wide and understood”<br />
<br /></div>
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It’s important for leaders to consider these four
factors and develop a strategy around those.<span style="mso-spacerun: yes;">
</span>It is clear from these factors that one of the biggest concerns in
regards to employee engagement is communication.<span style="mso-spacerun: yes;"> </span>Leaders need to learn to properly communicate
with employees through the company to make them feel appreciated and as though
their work is making a difference.<span style="mso-spacerun: yes;"> </span>According
to this study, leaders tend to be more optimistic on how engaged their
employees really are.<span style="mso-spacerun: yes;"> </span>This is due to a
lack of communication with employees and middle management.<span style="mso-spacerun: yes;"> </span>To obtain that highly engaged workforce, this
gap needs to be closed to create a sense of appreciation for employees and so
they are aware that their work actually makes a difference.<span style="mso-spacerun: yes;"> </span><br />
<br />
Other
ways to foster engagement with employees include top executives giving some
decision-making authority to employees, passing some power and
responsibility to employees throughout the company, receiving feedback from
customers in regards to their work, and allowing employees to make their own judgments
with more important tasks.<span style="mso-spacerun: yes;"> </span>All of these
combined will make employees feel appreciated, as though they are growing
personally and within the company, and as though their work is actually making
a difference.<br />
<br />
As discussed, a highly engaged workforce can dramatically change corporate performance on many levels. <span style="mso-spacerun: yes;"></span>Take the time to review your engagement plan and see what you can do to
make your employees feel more engaged.<span style="mso-spacerun: yes;">
</span>Start small and work your way up.<span style="mso-spacerun: yes;">
</span>A small step can be as simple as providing rewards, recognition, and
feedback for their work.<span style="mso-spacerun: yes;"> </span>Your employees
are your brand; make sure they get the attention they really need!<br />
<br />
"The Impact of Employee Engagement on Performance" from Harvard Business Review can be found <a href="http://hbr.org/hbr-analytic-services" target="_blank">here.</a></div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com3tag:blogger.com,1999:blog-6369785554244620853.post-45362244113726981632014-02-04T10:00:00.000-05:002014-02-04T10:12:21.123-05:00Understanding the Technique Behind Successful Brands<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">When prompted, we can all provide a
list of brands we love, or hate. As we progress throughout our day as
consumers, we make choices that signal preference for one brand over another.
Some of our choices are purely transactional; others however, are the result of
specific brand preferences cultivated over time. David Brier shared an
infographic in a recent Fast Company blog post that explains why we love some
brands, and hate others. Take a look.</span></span><br />
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">It comes down to three crucial
elements: Help, Expectation, and observation. </span></span></div>
<br />
<ol>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">A brand that provides great customer service shows
that it cares and will put its customers first.</span></span></li>
<li><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Expectation relates to a set of behaviors
employees must exhibit to meet customer expectations. The more passionate your
employees are, the better the customer brand experience. </span></span></li>
<li>
<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">For a brand to be observant it must remain connected
and informed, and be willing to be responsive to changing customer needs or
behaviors.</span></span><br />
<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">Although the formula is simple, achieving it can
be a challenge in a constantly changing business environment. The brands that
maintain excellence in each of these categories have a strong internal brand
culture, a community of employees who understand and are passionate about their
role in the company, as well as its vision, mission and values. Brands that
continue to be responsive to the changing environment are better able to meet
or exceed customer expectations and gives your brand value. Without these
important qualities, customers loose anticipation that the company listens to
the consumers needs. Furthermore, a lack of initiative from the employees will negatively
resonate on the brand as a whole. </span></span></li>
</ol>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">As Brier’s <a href="http://www.fastcompany.com/3024397/cracking-the-code-on-brands-we-love-infographic" target="_blank">infographic</a> suggests,
brands that focus on providing good customer experiences, encourage employee
engagement at all levels of the organization, and are responsive to the
business environment position themselves for ongoing success. </span></span><br />
<br />
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<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-74303658233004091782014-01-30T10:00:00.000-05:002014-01-30T10:00:03.853-05:00The Best and Worst of Super Bowl Commercials<!--[if gte mso 9]><xml>
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This
Sunday, February 2, 2014, is one of the most exciting days for sports fans all
across the country: The Super Bowl.<span style="mso-spacerun: yes;">
</span>Every year, the Super Bowl captures the biggest TV audience as viewers
watch two NFL teams fight it out for the championship title.<span style="mso-spacerun: yes;"> </span>Interestingly, a large percentage of this
audience has a greater interest in the commercial breaks.<span style="mso-spacerun: yes;"> </span>The Super Bowl time slot is known
for having the best commercials of the entire year.<span style="mso-spacerun: yes;"> </span>With such a large viewership, companies fight
for a slot to promote their brand.<span style="mso-spacerun: yes;"> </span>These
various companies are willing to pay millions of dollars for only 30 seconds of
air time!<span style="mso-spacerun: yes;"> </span>With a large audience,
expensive airtime, and an unbelievable opportunity for brand engagement,
companies put their best foot forward to create some of the best commercials
possible.<span style="mso-spacerun: yes;"> </span>While many brands hit the nail
on the head with stunning commercials, many also seem to miss the mark.<span style="mso-spacerun: yes;"> </span>Here are some examples of the best and worst
of Super Bowl commercials:<br />
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Audi – The
Chase (2009)</u></b></div>
<div class="MsoNoSpacing">
<b><a href="http://www.youtube.com/watch?v=QaYSGX2UgvI" target="_blank">Watch here!</a></b></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
During the 2009 Super Bowl, Audi produced a fun, engaging
action commercial that left an impression in the minds of many.<span style="mso-spacerun: yes;"> </span>Audi creates a story, bringing you through
the progression of automobiles.<span style="mso-spacerun: yes;"> </span>The
commercial keeps the audience
engaged and wondering what will happen next.<span style="mso-spacerun: yes;">
</span>With intense action scenes, Audi is able to promote the functionality of
its newest vehicle.<span style="mso-spacerun: yes;"> </span>This commercial,
which shows a progression of vehicles over time, goes hand-and-hand with the
Audi tagline during that time: “Progress through Technology.”<span style="mso-spacerun: yes;"> </span>During this fun commercial, the
viewer becomes emotionally invested in the main character and the brand.</div>
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<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Groupon- Tibet
(2011)</u></b></div>
<div class="MsoNoSpacing">
<b><a href="http://www.youtube.com/watch?v=vVkFT2yjk0A" target="_blank">Watch here!</a></b></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
Nothing is worse in a commercial than leaving your
audience confused; and that is just what Groupon did in their 2011 Super Bowl
commercial.<span style="mso-spacerun: yes;"> </span>The ad was offensive to some, and even for those who were not overly offended Groupon left its audience dissatisfied and wanting more.<span style="mso-spacerun: yes;"> </span>No brand message or identity was well articulated in this commercial; Groupon really missed the mark here.</div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Coca-Cola- Mean
Joe Greene (1979)</u></b></div>
<div class="MsoNoSpacing">
<b><a href="http://www.youtube.com/watch?v=xffOCZYX6F8" target="_blank">Watch here!</a></b></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
This commercial is one of the best and most well-known
Super Bowl commercials of all time.<span style="mso-spacerun: yes;"> </span>Joe
Greene, one of the best NFL defensemen, was known for his hard exterior.<span style="mso-spacerun: yes;"> </span>Seeing him vulnerable in this commercial was
not only ironic, but comical.<span style="mso-spacerun: yes;"> </span>Coca-Cola
built a storyline and emotional (heartfelt) connection with their viewers while
tying in their brand message and identity.<span style="mso-spacerun: yes;">
</span>This commercial is definitely top-notch!</div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b style="mso-bidi-font-weight: normal;"><u>Chevy-
Apocalypse (2012)</u></b></div>
<div class="MsoNoSpacing">
<b><a href="http://www.youtube.com/watch?v=Eld5iUZNr-w" target="_blank">Watch here!</a></b></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
Although this commercial seemed to have a big production,
it fell short of being captivating, leaving viewers extremely
underwhelmed.<span style="mso-spacerun: yes;"> </span>Lack of excitement, a poor
plot line, and zero connection, this seemed to be a very ordinary and boring
commercial…definitely not Super Bowl worthy!<span style="mso-spacerun: yes;">
</span>Although Chevy did get their brand message across, the lack of
connection made it quite lackluster and forgettable.</div>
<div class="MsoNoSpacing">
<br />
With so many viewers and such
immense pressure to impress, creating commercials for the Super Bowl is not an
easy task.<span style="mso-spacerun: yes;"> </span>A successful commercial will
leave a viewer emotionally connected to your brand one way or another.<span style="mso-spacerun: yes;"> </span>The best examples are also relatable and universal, allowing brands to reach and connect with a wider audience.<span style="mso-spacerun: yes;"> </span>It is also crucial that the plot of the
commercial ties into the company’s brand.<span style="mso-spacerun: yes;">
</span>A single flaw or poorly executed step can easily ruin an entire
commercial.<span style="mso-spacerun: yes;"> </span><br />
<br />
A Super Bowl commercial is an opportunity for brands to engage with their employees and customers. When well executed, an engaging commercial can build lifetime brand affinity with an audience. <span style="mso-spacerun: yes;"></span>However, due to the large number of viewers,
a poorly executed Super Bowl commercial can be detrimental to the entire brand.<span style="mso-spacerun: yes;">
</span>Take these opportunities to learn from the successes and mistakes of
others and implement them into your branding strategy. Remember, think smart,
be creative, and build a connection with your audience!</div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
Happy Super Bowl Sunday everyone! </div>
<b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-90600124151722106632014-01-28T10:00:00.000-05:002014-01-28T10:47:54.866-05:00Five Brands with the Best Employee Engagement<!--[if gte mso 9]><xml>
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><span style="line-height: 115%;">This past year we were impressed with several brands that demonstrated how employee engagement can successfully be integrated with a brand's image. These brands have truly committed
to employee satisfaction, and it can be seen on the face of every worker. These
companies understand the power of alignment between the brand and employee, and
creatively brought their brand values to employees by embedding it into their
everyday lives at the office. These five brands show that they don’t just talk
the talk, they walk the walk.</span></span></span></div>
<div style="text-align: left;">
<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"></span></span></div>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b><span style="line-height: 115%;">Google:</span></b><span style="line-height: 115%;">
The Google offices portray the creativity and colorfulness that the company
highly values. Themed rooms, ping pong tables and a ball pit are just some
examples of the outlets they set up for their employees. The vibes of the
offices match the brand’s upbeat and innovative tempo. It is also an office of
equality, with every employee’s thoughts and ideas respected and heard.</span></span></span></div>
<div style="text-align: left;">
<br /></div>
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<a href="http://totallycoolpix.com/wp-content/uploads/2010/22102010_google/google_12.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://totallycoolpix.com/wp-content/uploads/2010/22102010_google/google_12.jpg" height="212" width="320" /></a></div>
<div class="separator" style="clear: both; text-align: left;">
<a href="http://www.shoreditch-officespace.co.uk/wp-content/uploads/2013/07/Google-Office-Dublin.jpeg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://www.shoreditch-officespace.co.uk/wp-content/uploads/2013/07/Google-Office-Dublin.jpeg" height="212" width="320" /></a></div>
<div style="text-align: left;">
<br /></div>
<div class="separator" style="clear: both; text-align: left;">
</div>
<div class="separator" style="clear: both; text-align: left;">
</div>
<div class="separator" style="clear: both; text-align: left;">
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b><span style="line-height: 115%;">Southwest</span></b><span style="line-height: 115%;">:
In the competitive airlines industry, Southwest has made a lasting positive
impression on their customers. This can be credited to their strategic use of
employee engagement. Each employee is fun and friendly, giving the company a more personal feeling. This makes the hiring process much easier, as they attract
people who are friendly and caring. A workforce that people desire to be in is
a sign of strong employee engagement. Upon arrival of their debut flight to
LaGuardia Airport in NY, fire trucks greeted a Southwest plane with arcs
of water. In the terminal customers were welcomed with breakfast, a lounge
singer, and gave away gifts. </span></span></span></div>
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<a href="http://www.jaunted.com/files/6193/SWALGA1.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" src="http://www.jaunted.com/files/6193/SWALGA1.jpg" height="249" width="320" /></a><a href="http://www.jaunted.com/files/6193/SWALGA1.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"> </a></div>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b><span style="line-height: 115%;">Ritz-Carlton</span></b><span style="line-height: 115%;">: Customer service is a crucial part of being a
respected hospitality brand. Ritz-Carlton does it right. Everyone from the
doorman to the housekeeper is very professional, and truly speaks to the notion
of “ladies and gentlemen” serving “ladies and gentlemen”. This reaffirms the hotel's indisputable brand image of class and exclusivity.</span></span></span></div>
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<span id="goog_237079678"></span><span id="goog_237079679"></span><br /></div>
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<![endif]--><span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b><span style="line-height: 115%;">Enterprise Rent-A-Car</span></b><span style="line-height: 115%;">: Enterprise knows renting a car can be a frustrating endeavor. That’s why they trained their
employees to be understanding and take care of the customer. They simplify the
process, making steps like paperwork a non-issue. Many customers are coming
from a hectic day of flying, and the value of being a stress-free and easy
rental company (with a caring staff) is the perfect positioning for the brand.</span></span></span></div>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;"><b>Burt’s Bees</b>: Upon
being hired, workers go through a 30-hour educational program that is repeated
annually. During this time they train their employees in social outreach,
leadership, and environmental stewardship. This aligns with their brand values
of being green and sustainable. The brand has even set a goal to have 100%
employee engagement in sustainability by 2020. The Burt's Bees Employee Spotlight <b><span style="color: #e69138;"><a href="http://www.youtube.com/watch?v=1gzXmA8ckn8" target="_blank">video series</a></span></b> on its social media channels is a perfect example of the brand's exemplary employee engagement initiatives. </span></span></div>
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<a href="http://www.youtube.com/watch?v=ilvO5EcAxfc" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;" target="_blank"><img alt="http://www.youtube.com/watch?v=ilvO5EcAxfc" border="0" src="http://assets.bizjournals.com/triangle/print-edition/2010/10/22/Burt's%20Bees*304.jpg?v=1" height="195" width="320" /></a></div>
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<span style="font-size: small;"><span style="font-family: Arial,Helvetica,sans-serif;">What do you think? Do you have a favorite brand or company that does employee engagement well? If so, we'd love to hear from you!</span></span><br />
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<span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; line-height: 115%; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-bidi-theme-font: minor-bidi; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US; mso-fareast-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"></span><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com1tag:blogger.com,1999:blog-6369785554244620853.post-70801290569593745922014-01-23T10:00:00.000-05:002014-01-23T10:00:07.345-05:00Chipotle- The Superstars of Branding<!--[if gte mso 9]><xml>
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Branding is one of the most
important foundations for building a successful company.<span style="mso-spacerun: yes;"> </span>It allows your company to properly
communicate its goals and objectives to its clientele, overall establishing an
identity.<span style="mso-spacerun: yes;"> </span>A strong and successful brand
can ultimately build customer loyalty for your company.<span style="mso-spacerun: yes;"> </span>Devising and implementing a branding strategy
is one of the hardest things to successfully tackle.<span style="mso-spacerun: yes;"> </span>Many companies have tried to develop a
positive identity and brand for their company but have missed the
mark.<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"></span>One company that has proven time and time
again to be extremely successful in building a strong brand is the Mexican
fast-food restaurant, Chipotle.</div>
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I am going to let everyone know
right now that I love Chipotle!<span style="mso-spacerun: yes;"> </span>I am the
epitome of a loyal Chipotle customer.<span style="mso-spacerun: yes;"> </span>I
have nothing against any of its competitors; I simply prefer Chipotle…and that
has to do with their extremely strategic branding plan.<span style="mso-spacerun: yes;"> </span></div>
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If someone asked me why I
personally liked Chipotle so much, this would be my response: “It is a
healthier version of fast-food.<span style="mso-spacerun: yes;"> </span>The
ingredients are high quality, raised locally, and without hormones.<span style="mso-spacerun: yes;"> </span>Regardless of the line, I know my customized
meal will be ready in no time.<span style="mso-spacerun: yes;"> </span>The
environment is simple and open with a sense of positive energy running through
the building.<span style="mso-spacerun: yes;"> </span>Most importantly, my
experience is, without a doubt, consistent across the board.”<span style="mso-spacerun: yes;"> </span></div>
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Chipotle’s tagline is “food with
integrity.”<span style="mso-spacerun: yes;"> </span>They pride themselves on
their sustainable foods, particularly their meats that are locally raised
without hormones or antibiotics and their produce, which is local and
organic.<span style="mso-spacerun: yes;"> </span>Chipotle goes above and beyond
to get this message and identity across to its customers by making it more than
just about the food. <span style="mso-spacerun: yes;"> </span>They give every
customer an experience, where they are hit with the brand at every touch point
of their process from entering the door to walking out the door.<span style="mso-spacerun: yes;"> </span>From a simple yet unique building, to fast
and personalized meals with friendly staff, to sustainable foods (which you
watch them cook in front of you!) Chipotle has learned to create
an experience for every individual.<span style="mso-spacerun: yes;">
</span>There is an energy at every Chipotle that the customers seem to feed off
of.<span style="mso-spacerun: yes;"> </span>People do not spend their money and
continually return solely for the healthy food at affordable prices; they pay
for the experience.<span style="mso-spacerun: yes;"> </span><span style="mso-spacerun: yes;"> </span></div>
<div class="MsoNoSpacing" style="text-indent: .5in;">
Personally, I love everything
about Chipotle.<span style="mso-spacerun: yes;"> </span>I enjoy the experience,
I love the food (especially their burrito bowls!), and I love the
atmosphere.<span style="mso-spacerun: yes;"> </span>However, as we all know,
situations arise that can make it difficult to consistently provide excellent
service.<span style="mso-spacerun: yes;"> </span>Sometimes lines get long, food
can't be cooked fast enough, or mistakes are just made…this is inevitable.<span style="mso-spacerun: yes;"> </span>Chipotle has learned to deal with these issues
to prevent any change in the experience.<span style="mso-spacerun: yes;">
</span>Sometimes, they even make it better!<span style="mso-spacerun: yes;">
</span>For example, I have waited in line for my meal but the chicken was still
cooking.<span style="mso-spacerun: yes;"> </span>To make up for my wait,
Chipotle gave me my meal for free.<span style="mso-spacerun: yes;"> </span>I had
a similar experience where many people were
in line.<span style="mso-spacerun: yes;"> </span>The cashier went out of her way
to hand everyone a free large soft drink to make up for the wait.<span style="mso-spacerun: yes;"> </span>I could go on and on with stories about
fantastic experiences with Chipotle but it all comes down to the fact that
every time I enter that building of wood and rustic metal, I have a consistent
experience of quality.<span style="mso-spacerun: yes;"> </span>Ultimately, that
is the brand message and promise that Chipotle has built for everyone; consistent
quality and experience.<span style="mso-spacerun: yes;"> </span></div>
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Steve Ells, Chipotle's CEO, favors simple, yet effective, Word of Mouth marketing.<span style="mso-spacerun: yes;"> </span>With such a great reputation and identity,
Chipotle has made marketing and branding that much easier for themselves.<span style="mso-spacerun: yes;"> </span>They have ultimately built a model where they
have consistently provided a one-of-a-kind experience that keeps me coming back
week after week!<span style="mso-spacerun: yes;"> </span>Try Chipotle out for
yourselves if you haven’t already to see what you think about the customer experience.<span style="mso-spacerun: yes;"> </span>We can all learn a thing or two from this
fantastic and successful business model.<span style="mso-spacerun: yes;">
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<![endif]--><b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-68643030285577141692014-01-21T10:00:00.000-05:002014-01-21T10:00:07.441-05:00Games vs. Gamification: What's the Difference?<div class="separator" style="clear: both; text-align: left;">
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Although gamification is a hot topic these days many people still struggle to understand the difference between games and gamification. The confusion is often amplified when organizations try to make a business case for gamification as an internal or external communications vehicle. We've created a cheat sheet to help our clients understand the difference. <br />
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<a href="http://www.inwardconsulting.com/" target="_blank"><img alt="www.inwardconsulting.com " border="0" src="http://4.bp.blogspot.com/-Tgatbb-Mf-I/Utl4g2FcaYI/AAAAAAAAAME/S9fwZ1czFhM/s1600/Understanding+the+difference+between+games+and+gamification.gif" height="480" width="640" /></a></div>
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If you'd like to schedule a webinar to learn about best practices in gamification <span style="color: #e69138;"><b><a href="mailto:info@inwardconsulting.com" target="_blank">contact us</a></b></span> today! <b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0tag:blogger.com,1999:blog-6369785554244620853.post-51354635390404757602014-01-16T10:00:00.000-05:002014-01-16T10:00:10.658-05:00Five Myths of Employee Engagement Infographic<br />
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<a href="http://www.thesocialworkplace.com/2013/12/five-recognition-myths-that-hinder-employee-engagement-infographic/" target="_blank"><img alt="Five Myths of Employee Engagement by @mcfrecognition | via @socialworkplace" class="aligncenter size-full wp-image-5851" src="http://www.thesocialworkplace.com/wp-content/uploads/2013/12/five-myths-of-employee-engagement-info1.png" height="3120" width="600" /></a><br />
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<span style="mso-no-proof: yes;">This
infograph created by Michael C Fina accurately depicts many misconceptions in the workplace today. While
debunking the myths, it also simultaneously highlights the importance of
employee engagement and its key role for maintaining a powerful staff. Having
intangible rewards that give employees incentives makes for a higher return
on investment and creates an environment of happy campers. Treating each individual
equally and applauding their accomplishments are just a few suggestions to
becoming an effective and amiable boss. </span></div>
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<br /></div>
<div class="MsoNormal" style="text-indent: .5in;">
<span style="mso-no-proof: yes;">This
is especially true with millennials, who are often depicted as unmotivated
and uncommitted. As the fifth graph shows, a millennial’s dream boss is a mentor
who is open minded and treats others equally. If that is done, millennials will look
up to their boss in admiration and respect and want to impress them. An effort
put in on the boss’s side will result in having a mutually
beneficial and effective work relationship with his/her employees. Finding the perfect balance of when to be socially equal
and when to be a leader will create an ambiance that everyone looks forward to entering
daily. An employee who continually shows respect will naturally reciprocate
that, both on and off the clock.</span></div>
<br />
We would like to hear from you. What do you think are some good ways to engage the millennial workforce? <b>Inward Strategic Consulting</b>http://www.blogger.com/profile/17480489765920913589noreply@blogger.com0