Posts Tagged ‘Karl James & Company’

Must-Haves When Crisis Strikes

Thursday, March 24th, 2011

Before the phone rings with news of a crisis, the clock is ticking on the crucial first hour of your ability to successfully navigate that crisis. Your mind races with questions.

Are we prepared to get out front of a crisis? If not, are we prepared for what certainly will be an uphill battle to control the damage as much as possible? How will this impact our ability to function? If we come out the other side of this crisis solvent, are we prepared to regain the reputation we once enjoyed?

When people and profits are affected, a crisis is underway. Determining if and when to act, and in what manner, is most effectively and strategically accomplished prior to this moment. With precious moments evaporating during a crisis, the last question executives want to ask themselves is “why didn’t we look at this sooner?”

Organizations that are prepared for crises and issues improve their ability to respond to most vulnerabilities. As executives and internal response teams prepare for scenarios, it’s likely organizations will identify and even eliminate issues before these reach crisis status.

Recently I sat down with a CEO of a global company. We discussed his crisis response plans. Always curious as to what prompted him to move ahead with preparing for the unthinkable, I asked him what triggered him to invest time, talent and budget to crisis preparedness. His response was simple: “I turned on the news to see a manufacturing plant had exploded.”

That same day, the CEO entered a senior management meeting and asked his leadership team, “What would we do if our plants exploded?”

The silence was deafening and the startled looks upon the faces around the table was telling. Prior to your next senior management meeting, take a look at the numerous crises covered on the news daily. At your next senior management meeting, ask what would happen if this happened to you or one of your clients.

Whatever the answers, you can use the following to determine where your organization and your clients stand in terms of being ready to respond to a crisis.

Crisis Readiness Assessment
Does a crisis plan exist?

Is it older than 24 months old?

Have organization changes occurred and do these impact roles on the crisis response team?

Crisis Vulnerability Audit
Identify, pre-empt, prevent agenda altering operational events.

Identify, prepare, plan for agenda altering unforeseen events.

Prioritize by event likelihood and impact.

Crisis Planning
Pre-determine action plans, scenario messages, response personnel, decision-making authority.

Determine how leaders will manage identified vulnerabilities.

Assign operation impact values to scenarios.

Hold quarterly exposure leadership sessions.

Discuss new issues and progress toward eliminating previously identified exposures

Outline scenarios, timelines, variables, strategies, damage forecasts, messages, channels, affected audiences.

Crisis Rehearsal
Assemble crisis response team.

Activate pre-determined action sequences.

Conduct media, message, presentation training sessions.

Crisis Response
Manage the situation.

Respond and react to outside factors.

Monitor and measure visibility, audience knowledge, attitude and resulting behavior.

Initiate counter measures to achieve necessary changes to attitudes and behaviors.

Post-Crisis Recovery
Identify opportunities to emerge stronger.

Create action plan to rectify brand, credibility, reputation, stability, etc.

Launch actions necessary to rebuild.

Communicate about those actions.

Measure audience attitudes and behaviors toward organization, product, service, issue, leadership, etc.

Make adjustments as necessary.

Karl Robe, APR, counsels attorneys and executives on communications strategies that support achievement of growth objectives and overcome business challenges. Contact him at Karl James & Company by emailing karl.robe@karljames.com.

Get Ahead of New Trends

Monday, November 29th, 2010

Trends exist for nearly every profession. Capitalizing on those trends requires differentiation from competitors – regardless of whether trends indicate market movement up, down or sideways. Every market shift drives the need for continuous honing of how your firm is different and more valuable than competitors.

Divergent Market Indicators
The following sampling of legal industry studies indicates contradictory trends. But with this contradiction comes both opportunity and necessity to capture and retain market share.

Consulting firm Hildebrant Baker Robbins declares the first cut in corporate legal spending in 10 years in its 2010 Law Department Survey. While a 1 percent decrease in some industries may not seem significant, the results are causing a stir in the legal community. The previous nine annual surveys revealed 5 percent to 9 percent increases annually in law department spending.

Also out this month are results from the 2010 Fulbright & Jaworski Litigation Trends Survey. In the survey, U.S. corporate counsel foresee the continuation of an “upward trend in litigation” that began with the economic downturn. Ninety-three percent of U.S. respondents expect legal disputes to increase or remain the same in 2011.

According to the study, “nearly one-third of U.S. respondents cite stricter regulation as a major concern. More regulators have been investigating a greater variety of companies, from small to large and across sectors-particularly banking, health care and energy.”

Differentiation Is Key
These trends seemingly represent divergent market shifts. One shows opportunity abounds for litigation services. The other shows a significant cost-cutting movement by in-house counsel and requires a strategy to preserve client engagement until the economy improves.

To help decipher these trends, I turned to market researcher William Lowell of Business Development Directives. Based on his work with hundreds of law firms across the country, I asked him to share some of his methods for taking advantage of trend data.

Lowell recommends every firm conduct an annual market audit focused on identifying the areas of the firm with the most growth potential and how these areas can leverage shifts in the marketplace.

“An audit not only uncovers what to tell clients and where to deliver that message,” Lowell says, “but it will also help you fine-tune that message directly to client needs.”

After the audit, firms have a solid foundation on which to construct a consistent and compelling message. But what Lowell finds with most firms is the incorrect assumption that everyone in the firm already knows how to represent the firm in every situation.

A quick way to determine if brand ambassadors (senior partners, associates and even the mail clerk) understand what truly makes your firm unique can be achieved simply by asking what makes your firm or practice different and valuable to clients. Bring in five associates in a room, one at a time. Ask each associate if they were at a party and someone asked about your employer, what would each say.

“The majority of the time, I will get five different answers from the five different associates,” Lowell says. “More importantly, they would probably simply answer the question with the firm name and not take the opportunity to speak the virtues of the firm.”

Believe it or not, each and every employee working for your firm is in a position to win new business for the firm. Without proper and ongoing training on how to present the firm in any situation, the firm’s new business development efforts remain underdeveloped.

Whatever the trend – good, bad or indifferent – firms must present a consistent message based on what truly differentiates a firm from the competition and how being different benefits the client in terms of value received. Stark differences and benefits from competitors make prospective client decisions easier and improve their willingness to pay more for the advantage and privilege of working with you. But for this to work, everyone in your firm must be singing from the same song book.

Social Media and B2B Business

Monday, September 27th, 2010

Twitter paid ads take flight with big name companies. Will it work? Will it work with B2B companies? We’ll see. But if you are interested in what is working in social media for B2B companies, visit Social Media B2B

Keep Message Simple, Yet Valuable

Friday, July 30th, 2010

[Note: Wisconsin Law Journal originally published my column below.]

Countless studies confirm the value of a well-honed brand message to improving business success. Despite the remarkable difference in success rate, many in the legal community frown upon spending time and money on fine tuning something as simple as the commonly known 30-second elevator speech.

The American Marketing Association, for example, published research showing an 85 percent probability of success when a strongly defined message is presented to a prospective client. That probability decreases significantly when messaging is moderately (64 percent) or poorly (23 percent) defined. Conversely, the cost of new business development increases exponentially the more time spent convincing a prospective client of your value.

To further illustrate this point, a client of mine recently completed our brand narrative exercise to launch his law firm. The process takes significant amounts of information and boils it down to a clear, concise narrative focused on benefits (not features), why prospects should believe an offer, how an offer is different from competitors, and how all of this produces value for the prospective client.

My client’s circle of advisors (many of them lawyers) invariably questioned whether spending money on developing his core narrative was the best use of his money and time. Many, if not all, shared the common view: why spend money for someone to string together a bunch of flowery words? My client, on the other hand, took a different view toward the value of producing a well-crafted message before taking his firm to market.

“This process helped me think through and succinctly convey the benefits of working with my firm versus others,” he said. “Without a focused message, your conversations can easily take off in an unproductive direction or no direction at all. You wind up chasing your tail without the right focus.”

With this in mind, most of us speak comfortably and intelligibly at a rate of about 150 words per minute. That means you have about 75 words to make your point in 30 seconds. Probably fewer words unless you have someone cornered at cocktail party. And, even then, if you initially go much beyond 30 seconds you will come off as overbearing.

To avoid turning someone off, you might take the following approach. Give the person a quick-hitting synopsis of your offer. Then listen for cues from the recipient of the information. These cues will determine how much more information they want and what specific need they have. As you listen, you can match your specific experiences and expertise to their needs. This advances your credibility, which I believe moves people to act on what you are conveying. Think about your own purchasing habits and what motivates you to act.

So what do we need to do to get your message in shape? Let’s start by simulating that cocktail party where you have no more than 30 seconds to convey what you do and why they should spend money with you. Ready. Set. Go!

How did you do? Did you stutter, hesitate? Or did you pitch it competently and confidently with a clear benefit to working with you? If you came up short, here are some tips to help you begin crafting a message that works. First determine your target audience and those who influence their decisions. Then answer the questions below with these people in mind. You should see the beginnings of a concise, value-driven message take shape.

•How is our offer different than others? (Use eight words or less.)
•Why does this matter to the targeted audience? (Use 15 words or less.)
•What do decision-makers think of our offer now?
•What do we want them to think?
•Why will they believe us?
•How will they benefit from our offer?

The clock is ticking. Good luck!

Test The Message, First

Thursday, October 1st, 2009

If you are going to invest thousands of dollars in creating a logo and tagline, invest in testing the message and visuals with audiences. Whether the Wisconsin Department of Tourism balked at the extra budget to test the messsage, or the thought never occureed during the process, remains unknown. After you read how the new tourism campaign materials are shelved for now, it seems to make sense to test before you decide on message.

Make It Rain: Lawyers Share Tools

Thursday, September 24th, 2009

Attorneys Donna Pugh of Foley & Lardner Chicago and Stephen Furnari of NYC’s Furnari Scher contributed some of their marketing tools to my column, The Robe Report, which appeared in the online version of the Wisconsin Law Journal today.

Many firms lack structured, ongoing training programs for attorneys to develop new business. In fact, if firms are not asking why attorneys newly knighted as rainmakers are leaving their firm, they might be surprised that it has to do with the lack of training to help them achieve new expectations of bringing in the clients.

Science of Tweeting: What Works?

Tuesday, September 22nd, 2009

Fascinating study on what works and what does not work on Twitter. From time of day to word choice, if you seek to spread your messages, or your clients messages, through Twitter check this study out.

Legal Reputation Book Features Karl James

Monday, September 21st, 2009

Reputation Management for Lawyers recently published with a Q&A featuring Karl James & Company. United Kingdom author Tim Phillips partnered with Managing Partner and Legal Marketing to produce the book for a legal conference presented by The Ark Group.

Ad Age: PR Driving Corp. Growth

Monday, September 21st, 2009

According to PRSA.org, chief communications officers (CCO) are playing a strategic role more closely aligned with the marketing function at an increasing number of organizations, AdAge.com reports today.

In fact, as AdAge’s Michael Bush notes: “[W]ith the rise of social media and the need for ultra-quick turnaround in creating and launching campaigns, could the day soon come when internal PR departments are steering the marketing ship full time?”

Some high-profile companies already think the two — advertising and communications — are so closely linked that their chief marketing officer and CCO are the same person. As an example, at IBM, Jon Iwata is the senior vice president of marketing and communications who oversees the company’s $450 million marketing budget.

Harry Pforzheimer, chief communications officer and marketing leader at Intuit, told AdAge that most of the company’s growth is actually driven by its PR function and its ability to quickly create and convey marketing messages. He said Intuit’s communications effort — from traditional media to social media channels — “reaches three to four times more people than its advertising does.”

Said Tony Cervone, senior vice president-chief communications officer at United Airlines: “Fundamentally, if you’re doing a better job building relationships with consumers and if you believe that’s part of the role of communications, it’s not hard to imagine that’s having a direct impact on the bottom-line performance.”

Pitino Gets It Right, Then Wrong

Monday, August 31st, 2009

Louisville basketball coach Rick Pitino, mired in a sex scandal, got it right and wrong.

A week or so ago, he held a news conference where he admitted certain infidelities. The most punctuating comment came from advice he gives his players when in the wrong.

“When you admit wrong doing, it becomes part of your past,” Pitino said. “When you cover up wrong doing, it becomes part of your future.”

And then the misstep. Anger and news conferences do not mix. The accompanying article to this video is interesting as well.