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The Marketing Edge, one of the longest running marketing and public relations podcasts.
Host Albert Maruggi weaves his 25 years of marketing and PR experience across business, technology and national public affairs in interviews with newsmakers, authors and business leaders.
Maruggi is a frequent speaker and conducts workshop sessions on new media. For more information or to discuss your business challenges and goals, e-mail him.
Our last tweet up before pulling into Austin is the morning of March 12 in Wichita at the Donut Whole. 7:30am – 8:30am. I’m told they have a bacon maple donut that’s TDF.
We’ll do profile pieces on innovators in social media and mobile applications in the Midwest. We’ll capture conversations about what’s working and what’s next in business and consumer technology. During the coverage of South by Southwest I will get into some of the challenging topics including, the next phase for journalism, whether greater community participation is necessary for the social web to grow, and how will life change when more than half the web connections are made with a mobile device.
Oh yes and of course TShirts, plenty of TShirts. I can chuck the map, I’ve got turn-by-turn directions. Special thanks to Verizon Wireless for sponsoring this coverage.
The second printing of best selling author David Meerman Scott’sNew Rules of Marketing and PR demonstrates A) these rules work and B) it’s OK to learn as we go. In this conversation with David, we discover that another one of the rules is ideas are fluid and when even two people focus on a topic, preconceived notions can change, and concepts can germinate into the next great case study.
The New Rules of Marketing and PR include participating in the communities with which you do business, not talking at them. Don’t worry we’ll put this in a nice list for retweeting and SEO purposes. The label David applied to this concept is “Brand Journalism” and it’s a hybrid of what trade journalists and thoughtful marketers have tried to do in the nineties. The key here is for companies to consider information that has news value and not just company/shareholder value. Information about the latest widget or big name customer being in the latter category and a more thorough conversation about issues that include technological advances, government regulation, or the ways society is changing to interact with products being in the former category. When a company’s perspective of what’s news expands, so does their number of mentions and conversations. Public relations practitioners can and should expand their thinking of news value, review the online discussions and contribute where appropriate. Not just in news release form, but in the infinite ways their creativity will take them, because any format, any locale, and any audience is now affordable and reachable.
David’s Brand Journalism idea may result in an actual job position I call the “embedded corporate journalist”, a paraphrase from the journalist embedded with military units in the Iraq War. This leads to understanding a situation more thoroughly so you can report it with perhaps greater sensitivity and depth. This is of greatest benefit if the entity being reported on seeks its audience to have greater understanding of its rationale rather than an entity that believes PR and news is a broadcast.
David’s work is insightful and I trust our conversation in this episode of the Marketing Edge is for you. Here is my take on ways to consider the New Rules of Marketing and PR
1) Who Cares? – Find out who cares about your stuff, not just mentions of your brand (that’s so narrow) but things that comprise the universe in which your company operates.
2) Do You Care? – Consider whether your entity really cares about opinions outside of the organization? Seems like a simple question, however, your lip service radar needs to be tuned in with reality here. If they are not, the New Rules of Marketing and PR will read like a novel, not a guide to your success.
3) Can We Try? – Analysis paralysis is a function of group think. We are not landing planes or experimenting with a deadly virus. We are having a conversation and no one will be injured. The prerequisites then are thoughtful, sensitive to community, readily engage comments, and be prepared to acknowledge a short coming. The rest will work itself out.
Practicing What We Preach
On a similar note, I will be covering South by Southwest this week and next on these pages. It’s a similar note because Verizon Wireless is sponsoring the trip. We will feature stories about social media innovators from the Midwest who are attending SxSw. We’ll focus on stories that I believe are hot topics for 2010, mobile applications, location based services, and the mobile web space. We are also doing some fun events and playing with neat gadgets during the week. I am road tripping to Austin with Social Media Breakfast Minneapolis/St. Paul founder Rick Mahn. His trip is sponsored by Tungle the web-based scheduling platform. We’ll be using a variety of Verizon mobile devices including the Droid, Motorola Eris, Palm Pre and Pixi, the Devour and tap into the Verizon Mifi when no wireless is around.
I suggest this project has the elements of the type of interaction the New Rules of Marketing and PR says are what is needed to engage communities.
In this piece Murray makes the point that sometimes as a journalist he was concerned his sources would not like the piece when published. He refers to some writers, whether they be journalists or paid writers on internal corporate publications, who attempt to sanitize the piece, not including candid statements or personality traits, that may well be of interest to readers, but perhaps would be viewed as embarrassing for the source.
In a section Murray writes “People, I have found somewhat to my surprise, want less to be praised and more to simply be seen—for who they think they are—and heard, for what they have to say.” And this is my contention for the concept of the embedded corporate journalist. Corporations will gain more among their employees and their intended audiences by living a bit more actively and willing to talk about the elements of decisions as they are unfolding instead of waiting for everything to be perfect and scripted.
The embedded corporate journalist must align what is news worthy, what contributes to the topic, with the expertise and perspective his company or client. This is not about “Spin Doctoring” which is the art of twisting the topic to the point of confusion. This is about “Topic Engineering” which is contributing to the discussion in such a meaningful way that greater clarity is achieved.
In this era of fractured journalism, there is a resurgence of the pamphleteers. Is this good or bad for democracy? In a interview with Joel Kramer, founder of MinnPost we discuss this topic Is a pamphleteer a journalist?
This issue is top of mind for me because of two stories in the news about journalists, the first about Lou Dobbs leaving CNN. Dobbs was once the stoic anchorman of Moneyline, a bastion of capitalistic news and analysis. In the last several years Dobbs became a middle age populist, an advocate journalist. His show became a cause driven program on immigration reform, opposition to both Bush and Obama administrations’ economic policy, and other issues about which Dobbs took a stand.
Jon Klein, president of CNN news said of Dobbs departure yesterday, “He pursued some of the most important and complex stories of our time… and with characteristic forthrightness has decided to carry the banner of advocacy journalism elsewhere.”
The question – do advocacy journalists report the salient facts across an issue or is their objective to obtain policy or behavior change?
Ukraine Famine Casualty of Advocacy Journalism?
The other story about journalists is one I’m sure less of the readers of the Marketing Edge blog are familiar with compared to Dobbs. His name is Gareth Jones whom I learned about last night. USA Today did a piece on Gareth Jones who is best known for his chronicles of the forced famine in Ukraine by Russian dictator Josef Stalin in 1933 and 1934. Jones had a reputation as a solid journalist among is contemporaries in the 1920s and 30s.
He went to Ukraine against the wishes of the Soviet regime and at considerable personal risk, to see first hand the reports of famine in the country. He wrote about the export of millions of tons of grain to the west by the Communist Party, leaving Ukrainians with little food. The Soviet authorities used the funds to build its military, as estimated millions died of starvation in the Ukraine countryside.
This story caught my eye because I spent time in Ukraine after the fall of the Soviet Union giving presentations about political communications in the United States where there is a free press. I worked as a journalist and as a press secretary in several government positions in the 1980s. I was selected to share my experience on both sides of the news/information equation with individuals who were thrust into a new world order as Ukraine broke away from the former Soviet Union.
Many of Jones’ journalist peers dismissed his reports. As the USA Today article explains, at the time there were many journalists sympathetic to the communist system who disputed Jones’ reports and helped destroy his reputation. One Pulitzer prize winning writer of the day, Walter Duranty of the New York Times described Jones’ articles as a “scare story”. The writings of Gareth Jones are on display at Trinity College in Cambridge, England through mid-December.
The reality is that every journalist has a lens of perspective through which they choose to report. The ideal is an objective reporting of issues. Even though the writer may have an opinion, those beliefs and hypothesis should be submitted to the writer’s own critical examination of the facts as they experience them. Jones meets the criteria of a higher standard in my opinion.
There is a toxic formula brewing for journalism in the United States and everywhere there is the illusion of a free press. This cocktail has led to the entire industry missing stories with global impact.
This panel of editors and journalists was wonderfully candid about the state of journalism and the role PR has in contributing to the content and quality of press in this country. Their lament about the status quo of PR and journalism is the echo we all hear: too little time to read every email pitch.. stop sending pitches that have nothing to do with my areas of interest. The members of this panel felt social media had modest to little use as a resource.
So far, no new news here for me, until the candid Bob Lenzner painfully offered that journalists missed some of the biggest financial stories regarding AIG, the global economic crisis, and the bailout details. He acknowledged in retrospect that the media should have been more diligent, for example, in reading the “footnotes” of AIG’s financial statements. He wished those in PR would have highlighted these issues with greater vigor.
It struck me at that moment – 1) journalists or their researchers are the ones that should be digging into footnotes; however, budget cuts over the years have diminished that capability, and 2) the hurdles to get the attention of journalists and those journalists that are predisposed to trust a small circle of PR sources contributed to this failure of journalism to have seen this complex and long brewing financial crisis coming.
The toxic formula includes: a narrow circle of trusted business PR professionals, a dwindling number of resources to report the news, a faster news cycle, a shorter news story lifecycle, and an increasingly competitive news environment.
Can Twitter be an Antidote?
I have seen a wide range of uses of social media by journalists. Twitter is the most visible, with Business Week and CNN being among the leaders in using the platform for information gathering, sourcing, and distribution of news. The 140 Conference is coming up in New York this week. As one of the moderators on Tuesday, June 16, I’ll ask whether social media is a way to counter the side effects caused by reduced resources and increasing time demands on journalists, or is Twitter another potent ingredient that distracts from the business of reporting on serious and complex issues.
Will Twitter specifically and other forms of social media give journalists other trusted sources, will there be the time, tools, or other resources necessary for to take better advantage of the individuals who have a different voice, a new perspective, or a critical counter to the “conventional wisdom” of the select few?
Some of the journalists and news media representatives speaking on Tuesday include John Byrne. Editor of BusinessWeek.com @JohnAByrne – Rick Sanchez, Rick Sanchez (@ricksanchezcnn) and Ryan Osborn (@todayshow) – Producer, NBC Today Show among many others.
Stay tuned this week for tweets, posts, and podcasts from the conference.
Bruce Zanca, SVP and Chief Marketing and Communications Officer of Bankrate INC, has spent his career reconciling the agendas of journalist with clients, (e.g. employer). In his current position, he has connected the dots between PR and revenue. Bankrate is a media content platform that raises revenue through advertising. The number of eyeballs on the site are increased the more valuable information about personal finance is on the site other when other media carry information originated by Bankrate Inc which further drives Bankrate.com traffic.
Brankrate.com is in the top ten personal finance websites with information from mortgage rates and car loans to Certificates of Deposit and credit card rates. It is also a resource for other financial and consumer media and bloggers.
In this “Soundbites From the Road” podcast, Zanca and I discuss the highlights of using experts to provide greater depth of information and analysis. This is a good follow-up to the Marketing Edge podcasts with author Paul Schempp of the book, 5 Steps to Expert. We did a two part series with Dr. Schempp, part 1, 5 Steps to Expert podcast posted on May 16 and part 2 featuring how experts continue to learn was posted on May 26 about developing experts within an organization for PR objectives.
Zanca combined the use of a unique checking study Bankrate conducted, a financial industry analyst to provide commentary and depth of the study, and advanced top tier media interest (USA Today) that helped drive significant coverage of the topic. We put the pieces together in this Marketing Edge podcast. Last week, Bankrate won a Bulldog Reporter Gold Award for this program.
Bulldog Reporter Media Relations Summit 2009 Best Website – Business/Consumer
Gold Winner
Bruce Zanca, Kayleen Keneally, Chris Spagnuolo
Bankrate, Inc for
Bankrate, Inc “Bankrate.com’s 2008 Checking Study”
The current PR dynamic is comprised of the following characteristics:
1) less reporters (layoffs and all) to do more work, and
2) the potential for greater exposure of company produced information via search engine rankings, whether it’s a news release, blog post or podcast.
This environment necessitates having a bull pen of experts to produce content in order to have a successful sustained PR program.
As more of the practice of PR becomes exposed to all of the public, and not just the segmented silos of the past, it is important for corporate PR and marketing practitioners to change their perspective as well. A company that views how it makes news, not just by what it does, but by the contributions it can make to their industry and community, will have ample opportunities to get attention. In this perspective, the main challenge is to identify the experts in their company matching the right expertise, personality, and talent with the medium and venue.
This perspective led me to writing about the concept of the embedded corporate journalist where the company considers public commentary it can make about external events. Not just the standard new product or customer release, but commentary about issues affecting the larger world in which that company lives.
While developing this concept I came across the book 5 Steps to Expert by Paul Schempp. In it, he outlines ways to become an expert and the qualities you will find in people who are at the top of their field. I turned his concept clockwise about 90 degrees and applied it to corporate PR as a helpful aide in finding experts in their companies. Using the characteristics in Schempp’s book, it may stimulate thinking in finding venues to showcase experts to contribute to issues in the news. It is also quite valuable in developing a dynamic to personal and professional growth.
I found it to be an exceptional read with plenty of interactive worksheets that make the book a one-on-one experience.
Schempp is an interesting expert himself. He coaches golfers on the PGA and European tours, is a scientific consultant to Golf Digest, a professor at the University of Georgia, and president of Performance Matters, Inc. He speaks and counsels companies frequently which made him a wonderful guest for the Marketing Edge podcast. This is the first of two parts, the second part will run next week
The Marketing Edge comment line is 206-600-6887 and Provident Partners will donate a food item for every comment we get on the blog below or to the comment line.
Golf is like social media, when you play with good players your game gets better. In reading and conversing with colleagues like David Meerman Scott, (World Wide Rave) Geoff Livingston, (Now is Gone) and Brian Solis (Putting the Public Back in Public Relations) you are bound to come up with a few good ideas. Brian Solis and I discuss a few of them in this podcast about the changes in PR and revising your organization to address those changes.
I come to this idea of an embedded corporate journalist as the result of accepting two premises 1) The public appreciates candid companies, and 2) companies can afford and have access to all communications formats (video, audio, and print) at essentially zero cost for information distribution.
In this environment companies can be successful at public relations if they engage in public relations. That is if they view their company as part of a universe, not the center of the universe. I refer to universe here as being the larger category of which that company is a part, it could be industry, job discipline, scientific community, that kind of universe.
With this company newsroom perspective on the universe, there are considerably more opportunities to comment on news going on in the universe. Things like government regulations and economic or trade reports are fair game for you to make a newsworthy contribution. Scientific advancements, industry trends, and other events in the news are all likely examples of places to make a thoughtful contribution. This brings me to the embedded journalist.
A journalist mentality looks at the big picture and focuses in on detailed elements of the picture. It is a mentality of describing how things relate to each other, not just how things relate to buying my widget. To have this perspective inside a company in today’s environment is an asset. Over the years I have believed one of my biggest faults as a PR person was that I was a former journalist. Today I’ve reversed that belief and embrace my journalistic roots.
This perspective inside a company combined with a senior management team who embraces the two premises above, will achieve the following:
Greater candor and with it credibility
More opportunities to be heard
Greater exposure to audiences that are involved in your universe
A company can deploy an embed journalist in many ways, someone on staff or on contract, that’s a budget issue. The more important point here is not the journalist person per se, but the way the company looks at information in its universe. For example, during a typical staff meeting are people looking outward for opportunities to participate, not just whether you have software version 7.1 coming out or whether XYZ company just became a new client. See what is going on in the universe and match it to expertise, information, thoughtful opinions among those in the company to make a contribution. Those contributions can take many forms, blogs, comments on blogs, presentations, news releases, videos, podcasts, and many others.
And to answer the question up front, Does this mean we report negative news? Yes, objectively, fairly and without the sensational headlines to boot. See there is an upside to an embedded journalist reporting negative news, you don’t need “sky is falling” headlines to sell papers, to fight the paparazzi, or compete with alien abductions at the checkout line. Another bonus, you can tell the whole story, you just need to tell it straight.
An interesting way to do this is with Pitch Engine. It is a platform to build social media news releases and get you thinking differently about news and the other audiences that will consume that information. This is not a replacement for wire service distribution, it’s a way to build in a process to form your message in a socially-friendly way.
Sometimes I think consultants (guilty) make a big deal about little things. I appreciate the social media news release for what it is, a neat package of information that advances a point with plenty of footnotes (links, videos, images, etc) to deeper associated content that is handy if you want more information, and a way to share this information with others (social distribution e.g. Stumble Upon, Facebook, Twitter etc). It’s kind of like your thesis paper in college with footnotes, references and a bibliography. You get that paper back and you got an A. Then you share that paper with others who borrow ideas, (what! Tell me you didn’t do that in college.) add their own perspective, and now we are back to the beginning of our story – being social will improve your game.
Here is a $100 discount code for Marketing Edge readers and listeners, SNCRFRIEND if you only want to attend the New CommForum (see agenda) or if you want to attend the New CommForum and the InBound Marketing Summit use this code NCFFOS to get $200 off the listed price. The conference is being held April 27-29 in San Francisco.
This half day session is in Stamford, CT, I have two tickets to give away to Marketing Edge readers, be the first to email me and we’ll get you there. Send the email to MarketingEdge AT ProvidentPartners DOT net with Business Smart Tools in the subject line. This event is being held May 5.
When people ask me what is the ROI on a social media relationship I often think of my wife. Let’s see we are married 22 years, have 5 kids that have yet to complete college, braces, went through 2 Suburbans vehicles for the last 10 years, I mean there are not many cars that can hold a family of 7. I figure financially this relationship might not be the jackpot most CFOs would appreciate.
I raise this point first because as the web becomes more social, the quantification that corporate America has come to rely on for every action seems a bit callous when it comes to time spent online. Long before the social web, plenty of sales managers said this to a less than stellar sales rep, “you seem to be playing a lot of golf with John, when is he going to sign a contract?” Perhaps the same phrase can apply when it comes to the time spent on twitter or in social communities, blogger sites, and Twitter, however, I suggest online relationships have a more complex nature than golfing with a “targeted prospect.”
In this episode of the Marketing Edge podcast, we discuss what to measure in a PR relationship with KD Paine, author of Measuring Public Relationships: The Data-Driven Communicator’s Guide to Success It is not just about the number of press clips. Today’s measurement equation, if you have the patience for it, goes deeper in both the measured topic, and with whom to cultivate relationships around your business objectives.
Twitter is most noted for being a great tool to promote your cause and otherwise build relationships that are primarily focused on externalizing a message. There are other ways Twitter can be used to learn more about the market and competitive information. One of them is creating key words in www.search.twitter.com or using hashtags to attempt to collect the tweets around a topic, conference or other category you select.
Let me share a non-business example. When you are driving, do you ever go just a little bit faster when a certain song comes on? Yeah you know what I mean, so for the fun of it while on Twitter one night, I created a # (hashtag) called #Gofast which started a running dialogue about songs that make people Go Fast. I suspect a couple of insurance companies are monitoring this string right now and will update their applications to include this very question.
In this podcast, I highlight another Twitter tactic that flies under the radar which may give greater insight into what competitors are doing.
More Shout Outs
I get just a tad over the top in responding to listener comments. Apologies in advance to any friends with Boston accents, but you gotta admit, the running battle between who speaks better Bostonians or New Yorkers is pretty funny. Thanks to Kevin Newnan for the sound files used in the podcast of Boston phrases, his website The Wicked Pissah is hilarious. It hasn’t been updated in 10 years, but it still ranks high in searches for Boston Accent sound files.
Also a hat tip to the Guy’s Guide to Marketing to Women by Stephanie Holland a.k.a. Sheconomy on Twitter – I suspect this has both business and personal application (Mother’s Day is coming up and all).
Hope to See You at the NewComm Forum and InBound Marketing Summit
A terrific conference is scheduled for April 27-29 in San Francisco. It is a combination of the Society for New Communications Research of which I’m a senior fellow and the marketing conference produced by Chris Brogan, Paul Gillin and David Meerman Scott. Here is a $100 discount code for Marketing Edge readers and listeners, SNCRFRIEND if you only want to attend the New CommForum (see agenda) or if you want to attend the New CommForum and the InBound Marketing Summit use this code NCFCOMBO2 to get $200 off the listed price.
Let’s connect some dots. DOT 1 – Social media recognizes, even rewards candor and honesty. DOT 2 – Traditional media is declining and those journalists that remain must do more in the same amount of time – God Bless You. DOT 3 – Recession is causing executives to search for something less costly, more effective in marketing. DOT 4 – Companies realize they are not the center of the universe, just part of it.
A recent article I wrote for Upsize Magazine, a business publication in Minnesota, received some traction yesterday on Twitter thanks to a few re-tweets, thank you for that Twitter readers. It was called “For better PR create a newsroom culture in your company.” So I thought I’d highlight it in a blog post.
The executive summary of the article is this, with the dots I mentioned above, there is an opportunity for corporate PR to have more of a news mentality than a promotional one which will be more beneficial to the company’s communications goals. Dots 1 and 4 mean if you are less of a corporate shill and contribute to an objective conversation of issues impacting your universe, others in the online world, journalists, bloggers, customers et. al. will respond favorably.
Instead of only looking inward to pick off the low hanging PR fruit such as new product release, new hire (or recent round of layoffs), earnings (or lack thereof) report, and new client win (Oh please God), instead of that, let’s dig deeper and examine how the company appeals to a segment of the market, how it is participating in new technology standards, what is its reaction to the Obama stimulus package, or where it envisions job skills changing in their industry.
Have a heart and make it easy on everyone, build a story for multiple platforms, Dot 2. Journalists are writing blogs, hosting podcasts, and in general breaking their butts to accommodate new media. Package your content in those formats, meaning, produce a series of soundbites that can be used in a podcast, create a video (preferably not talking heads) that enhances the storyline, post a powerpoint on Slideshare with pretty charts and graphs, better yet, also have those single images available on a newspage or blog post for easy linking. Yes, this is more work, but it costs much less to do today than just a couple of years ago.
Which brings me to Dot 3, all formats are affordable, video, audio, even news distribution services (depending on which one you choose). I said affordable, not free. Sure, tools like Help a Reporter Out and Pitch Engine , and on Twitter MicroPR among others can be used at no cost, but someone needs to put this stuff together. Time is money and people still need to eat. However, shooting quality video and multi-purposing that content is a fraction of what it was. I bet for around $5000 (either time or cash) you can get a comprehensive story told in video, audio, images, and text that can be used across many platforms such as YouTube, Blip.tv (an example of a B2B video channel for enterprise software), iTunes, Flickr (just see how many people take pictures of coca cola),Utterli (a great platform for producing audio and other content) blogs, and other appropriate platforms.
Throughout the year pick off several issues and you’ll look back to see the following:
Better position in the market as a thought leader/player
More news media mentions and coverage in social media
More conversations about your company
More and better information that sales teams can use
Higher quality employment candidates
Put the dots together and you’ve got your self a fully functional, multimedia newsroom, ready to capitalize on issues in your universe, whether they are generated internally or externally, framed in a style that is more valuable to your audience and distributed in a channel that is likely to share your story with others. What’s your take?
Two for the Price of One Conference
An invite to attend the NewComm Forum and InBound Marketing Summit in San Francisco April 27-29. It’s a combined conference with strategic and tactical workshops on using online marketing, PR and social media. There is a line up of terrific speakers and ample opportunities to focus in on your specific questions. The NewComm Forum, sponsored by the Society for New Communications Research (SNCR) is colocating the forum with the sponsors of the InBound Marketing Summit making for a comprehensive event.
Marketing Edge listeners and readers, email me for a discount code at marketingedge AT providentpartners DOT net with NewComm in the subject line.
The New Rules of Marketing and PR include participating in the communities with which you do business, not talking at them. Don’t worry we’ll put this in a nice list for retweeting and SEO purposes. The label David applied to this concept is “Brand Journalism” and it’s a hybrid of what trade journalists and thoughtful marketers have tried to do in the nineties. The key here is for companies to consider information that has news value and not just company/shareholder value. Information about the latest widget or big name customer being in the latter category and a more thorough conversation about issues that include technological advances, government regulation, or the ways society is changing to interact with products being in the former category. When a company’s perspective of what’s news expands, so does their number of mentions and conversations. Public relations practitioners can and should expand their thinking of news value, review the online discussions and contribute where appropriate. Not just in news release form, but in the infinite ways their creativity will take them, because any format, any locale, and any audience is now affordable and reachable. 
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