CEOs who make PR programs great

 John McEleney, CEO of SolidWorks (a Beaupre client) recently stepped down to move in new directions. Roopinder Tara from CAD Insider called him “a dynamo,” and he was right. Roopinder elaborates:

“In the morning, a keynote address. Shaking hands with users and resellers all day. A press social in the evening. Even at the end of the day, his energy was still abundant, his vision clear, his words directed and purposeful. He lived, worked and wore SolidWorks, the company that has been his reason for existence for eleven and a half years.”  

I’ve collaborated with 200+ technology industry CEOs since 1976, spanning the largest global brands to early-stage companies. In retrospect, I’m amazed by how few of them engaged adequately enough to significantly impact communications and public relations initiatives. Eighty percent of my CEO experiences were middle-of-the-road. This shouldn’t surprise me; after all it follows the time proven 80/20 rule. These middle-of-the-road CEOs didn’t do anything horrific; they just didn’t put any real skin in the game. While I always tried to hurdle this roadblock, I met with mixed results.

 
John was one of my best CEOs of all time. He personified five endearing attributes: enthusiasm; personal humility; straightforwardness; class and a belief that a great corporate (and personal) reputation is earned, not deserved.
 
John was Mr. Credibility. He endeared himself to customers, employees, partners, analysts, the channel and media because he told it like it is, the good and the bad, and was never myopic. 
 
When something wasn’t right with his own product, he would share this – even with reporters. Conversely, when his company and/or products were clearly better than the competition, he wasn’t shy to say this either. But he did this with a style that proved his opinion was rooted in fact, not hype.
 
Mr. Credibility saw the competitive forest clearly and didn’t live in a “my company is always great” world. He made his company the undisputed leader by keeping it vigorously focused on earning customer trust, delivering software that met or exceeded expectations. He made communications and public relations programs better by being perceived as a valued, trustworthy resource who was shaping the industry, not just his company.
 
John, we look forward to collaborating again.   

Ethnography gets companies closer to customers

Yesterday, a Business Intelligence Study from Pearlfinders (LINK), highlighted the differences between what marketing agencies say and what marketing decision makers actually want.
 
One of the major findings of the Pearlfinders research was the need for “better customer insights.” Marketing decision makers believe that “proximity to the mind of the customer is critical.” They don’t think we (marketing agencies) are doing as good a job in this arena as we should.
 
Most of us have been involved in different types of customer-centric research. Traditional focus groups, questionnaires, on-floor polling at trade shows, phone call interviews, online focus groups, etc. All of these research techniques have their place and can provide helpful quantitative and/or qualitative data.
 
One “emerging” type of research very few B2B and technology companies have adopted is ethnography. Conceived in the 1920s by sociologists and cultural anthropologists, ethnography is an observational technique that studies people where they live and work, in their natural environment.
 
Traditional research approaches can sometimes deliver artificial, skewed or false feedback that doesn’t reflect what people really think. Ethnography seeks out – and finds – true thinking, motivations, reactions and yields a deeper understanding.
 
Ethnographical research requires a different mindset and methodology. But it can yield deeper customer-centered insight that can profoundly shape communications strategy, messaging and tactical efforts with all stakeholders.

Crisis lessons from Mattel

The thought of little children putting lead-tainted Polly Pocket, Barbie, “Cars” and Batman toys in their mouths is frightening and disturbing. This week’s recall of 19 million Mattel toys sent from China – on the heels of its earlier toy recall – illustrates how a crisis can hit fast and hard.
 
Mattel has been in this situation many times before. They have a 100-page crisis plan and a well-oiled crisis response infrastructure tested from 28 recalls since 2000. Mattel speaks with one voice, communicates consistently through a crisis, acts swiftly, is remorseful and manages expectations. These are all tenets of effective crisis preparation and response.
 
Yesterday, for example, Mattel Chairman and CEO Robert A. Eckert said “there’s no guarantee that we will not be here again.” Also yesterday, the company launched an ad campaign to reassure consumers of its commitment to product safety. Mattel has been investigating all its toy manufacturing processes since early July.
 
Mattel has earned praise and respect from consumers and retailers because of the way it has handled these situations. This reminds us that even the best companies, with long-standing commitments to product quality and safety, still face crises.
 
So here’s the scarier thought: what about all the consumer, B2B and tech companies who don’t have their crisis “act” together as well as Mattel? Listen to Professor Prakash Sethi of Baruch College: “If Mattel, with all of its emphasis on quality and testing, found such a widespread problem, what do you think is happening in the rest of the toy industry, in the apparel industry and even in the low-end electronics industry?”
 
Frightening indeed.
 
This crisis is not a Mattel issue, of course, it’s also a China issue. The New York Times said “In the long run, they (Mattel) are trying to shift more of their toy production into factories they own and operate - and away from Chinese contractors and sub-contractors.” As people become more and more concerned about the products made in low-cost Chinese factories, a serious reputational and economic crisis has emerged for the fastest growing economy in the world. How will they react?
 
The lesson to remember is this: when a crisis hits, transparency is the sacred tenet. Listen to Mattel’s Eckert: “I thought it was important for us to be transparent, to provide information openly and quickly. The alternative is to stick your head in the sand and hope it goes away. And it doesn’t.”  
 

Going green without getting a black eye

The International Herald Tribune today reported that technology companies are increasingly trying to go green by cutting data center energy. It turns out as little as 30 to 40 percent of the power flowing into a data center is used to run computers. The rest goes to year-round air conditioning which keeps hardware cool. Even a 1-megawatt data center can accumulate $17 million in electric bills over a 10-year life span.
 
I’m pleased action is being taken; this is one of the important issues of our time with massive “pay it forward” impact. Unfortunately, most of the technology industry hasn’t been on top of its game in the area of sustainability. Thankfully, some players – like IBM, AMD and HP – have demonstrated leadership. More companies need to ponder and build support around this issue.
 
The Herald Tribune article included some interesting comments relative to communications, public relations and going green. “So with energy costs high and environmental friendliness making for good public relations, more technology companies are touting ways they are “greening” data centers.” Reporter Brian Bergstein went on to say, “But it is a lot easier to put out a press release than to build a data center with a significantly smaller environmental footprint.”
 
There’s the rub. As professional communicators, we must lead and inspire management to approach corporate “green alignment” with thoughtfulness and credibility. The key is to build consensus around a legitimate green position, back it up with substance and not overplay it.
 
As tech companies start wearin’ the environmental green, they have to take care not to strut more stuff than they actually have. Dell’s “Plant a tree” initiative, for example, had a public backlash. Publications such as Computing said the initiative looked more like a marketing ploy than a serious carbon-neutral program. Dell didn’t say whether it was donating any funding to the program to cover the emissions generated by manufacturing its computers. This would have been the more substantive move.
 
The lesson to remember is that “green alignment” must be a legitimate outgrowth of a company’s core business. Better to do a little bit in this area – and make it real – than over-promise, grandstand and have it linked to vaporware.
 
Let’s make sure technology companies go green without getting a black eye.    
 
        
 

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