Tag Archives: organizational culture

When Disaster Strikes: Does Your Product Marketing Include A Succession Plan?

by on June 2, 2011 in Marketing

One of the activities I love the most about being a product marketer is interviewing customers. While I start with the mission of learning about their use of Journyx’s products, the anthropologist in me always aims to develop a richer picture of the customer’s organizational cultures. In the span of an hour-long interview, I can’t go too deep but I can begin to glean some important clues about the relationships between people and their tools. My working hypothesis is that how a company adopts and uses technology – whether they do it successfully, fail dramatically, or fall somewhere in between – is tied closely to the cultures that exist within the company. (There’s a whole lot more to say about this and I hope to dive into it in more detail in upcoming posts.)

In my latest interviews, one subject that’s popped out at me is how knowledge around technological tools changes and is passed from person-to-person. In other words, how does an organization’s cultural understanding and use of Journyx’s time tracking toolset transfer from experienced employees to new hires? Think of your own organization. There are two ways of looking at this.

1. Within your own company, what tools do you use to get work done? Could be Sharepoint, Salesforce, or some other online tool. It could also be a non-online tool (think about how to get that conference room projector to work). Hopefully, you have individuals who are experts in managing these tools…but what happens if they leave? More to the point, what happens if they leave unexpectedly? Does your company of a succession plan to ensure a successful transfer of knowledge? If not, maybe it’s time to think about that potential scenario where your expert goes away and you’re left fumbling around looking for answers.

2. If you’re a product marketer, this offers a unique opportunity to build customer loyalty. I can’t think of many companies out there actively helping their customers build personalized succession plans. There’s tremendous value to working with customers to build succession plans. Think about how much stronger the relationship will be after helping a frazzled customer successfully continue their processes when disaster strikes?

Is succession planning a part of your company’s product service portfolio?

Why It’s Not Smart To Assume Universal Values

by on January 21, 2011 in Research

Think those values around ethical research you have are universal? Think again. The folks at Mind Hacks point to an interesting article from the Dana Foundation about how different cultures share different worldviews of ideas like knowledge, ownership and anonymity.

The scientific method itself also conflicts with indigenous Canadian peoples’ worldview. Most scientists consider knowledge to be objective, evidence-based, and individualistic. It resides within individuals, and scientific research aims to obtain this knowledge from groups of individuals and natural phenomena, to construct an objective view of the truth. By contrast, many indigenous peoples view knowledge as relational—it is received and constructed from one’s relationships with other people, including that which is passed down from ancestors, and with the relationship with the natural world.

What does this mean for market researchers and business anthropologists? It’s yet another cautionary message that simply assuming each population we study shares our values can yield very poor insights. Not every organizational culture is the same. Study companies for just a short time and you’ll notice that each one assigns different values and meanings to knowledge, collaboration, and leadership.

So rather than starting from a place of knowing how an organization works, thinks, and behaves, we have to take a few steps back to that place of unknowing. Otherwise, our research becomes more a study of ourselves instead of our actual subjects.

2011: The Year of Leadership at Bailey WorkPlay

by on January 3, 2011 in Work

I love the “end of year” time, particularly the week wedged between Christmas and New Years. Everything sort of slows down and encourages the traditional opportunities for reflection that come at year’s end. This year, I threw myself headlong into some heavy reflection about the purpose of Bailey WorkPlay and its relationship to my current work. I don’t know about you, but a lot changed for me in 2010. Among other things, I made a transition from start-up business owner to job seeker to my present position as a corporate marketing manager. And with all these changes, I – perhaps inevitably – had a rather scattershot focus throughout the year.

Let’s do something different this year. I’ve always had a passion for leadership and the work it takes to be a better leader in both attitude and action. That’s why I’ve decided the theme for 2011 will be Leadership. Don’t worry…the main topics of marketing, customer experience, and organizational culture will still be the primary focus of this blog and Bailey WorkPlay. We’ll just look at them primarily through the lens of leadership. What does this mean? To be honest, I’m not entirely sure yet, and that’s okay. We’ll explore this together. Here are some of the issues and questions I have in mind:

Marketing
The practice of marketing has changed significantly over the past few years. How can a leadership-focused marketing approach change how we communicate with customers and prospects?

Customer Experience
If a terrific customer experience is so vital to business health, why do so many businesses still struggle to make it happen? How would a leadership-focused effort improve the relationship between customer and business? And are there parallels between customer experience and an improved employee experience?

Organizational Culture
As an anthropologist, I believe culture is a wonderfully complex thing. It’s not something that can be controlled or engineered; rather, it can be merely guided. What role does leadership play in guiding the cultures within our organizations?

You have a part to play here, too. What questions do you have related to leadership? What problems do you face in executing marketing strategy or creating a better customer experience that would be improved with a stronger leadership focus? I hope that we have the opportunity to co-create something here together that makes our selves and our organizations even more successful in 2011. If you’re on Twitter, we’ll be using the hashtag #Leadership2011.

I can’t wait to get this year started. Let’s make it a great one together.

Don’t Blame The Office – Let’s Recreate Our Workplace

by on December 6, 2010 in Organizations, Work

To open his opinion piece on CNN called Why the office is the worst place to work, Jason Fried writes,

Companies spend billions on rent, offices, and office equipment so their employees will have a great place to work. However, when you ask people where they go when they really need to get something done, you’ll rarely hear them say it’s the office.

Further, he writes,

I don’t blame people for not wanting to be at the office. I blame the office. The modern office has become an interruption factory. You can’t get work done at work anymore.

Sorry Jason but you completely wimped out in this article. “The office” is an inanimate object and an easy target for scorn. Why not call out your peers in the executive suite for their apparent lack of interest and commitment in making the workplace better? Why not at least start to address the real reasons for why many offices don’t work right now? Maybe that’s not fair to ask considering that CNN probably asked for a typical fluff piece.

The “office” is just a container for all the human interactions and emotions that take place within it. If the office is seen as nothing more than a place for constant interruptions, for unproductive meetings, and for pointless interactions, is that really the fault of a place…or the fault of those individuals who inhabit it?

Here’s another thought: instead of just dumping on the workplace experience, let’s be more adventurous in how we try to fix it.

1. Let’s stop with the idiotic band-aids. Electing to skip a meeting, spend a day not talking to anyone, and collaborating solely through IM isn’t going to solve anything – short- or long-term. Actually, it just makes a mockery of the real issues that keep business from functioning full throttle.

2. Let’s realize what the workplace actually is. From the C-Level down, there must be a renewal in how we think about the value of employee interactions in business. What we’ve come to know as the “workplace” is an organic community, not a machine that can be engineered, where employees are just simple cogs. But that’s what most execs and managers have been trained to believe through decades of traditional organizational thought.

3. Let’s start dealing with the real problem. Improving the workplace isn’t merely a matter of action, it involves a change in thinking. But if we ignore the problems of poor communications, ineffectual relationships, and meaningless work, they’ll continue to persist. So what do we want to see more of in our workplaces? It’s time to stop putting on the band-aids, folks. Are you with me?

Great Customer Engagement Starts On The Inside

by on February 16, 2010 in Organizations, Relationships

Most businesses that know they need to create a customer engagement program start with good questions:

  • How do we establish our brand promise and get it in the forefront of our customers’ minds?
  • How do we become an essential partner with our customers?
  • How can we best understand their everyday needs and challenges?

What’s missing here, though? Most questions and objectives that drive customer engagement programs focus on the external but give little thought and planning to the internal…you know, those people you might know as “employees.” I’m probably preaching to the choir if you’re a community manager or in a similar role where your success is tied to gaining internal buy-in (if this is you, feel free to share this post with your manager, CMO, or CEO who needs a good prodding).

Okay, so if you or your company is intent on implementing a customer engagement program think about how it will integrate into your organizational cultures and dynamics. The question that needs to be asked is:

  • How can we generate acceptance and adoption of this program throughout the organization?

Success in your program begins with making sure your entire organization and workforce is aligned to your program’s goals. Here are a few ideas to make that happen:

Get internal buy-in. Yeah, I know…easier said than done. But consider this: your customers are savvy enough to know when they’re being conned and even a whiff of insincerity will trigger a nasty visceral response that will only get amplified through the web and social media. Avoid that insincerity by making sure that each one of your employees – not just the ones who are customer-facing – know the objectives and expectations of your customer engagement program. Each employee needs to embody the soul of your program. If they don’t, they might as well just answer the phone with “Hello, how can I lie to you today?”

Identify prospective employee evangelists. Just as you’re going to want to locate your customer evangelists, you need to figure out who among your employees are going to be crucial to successfully launching your program. Not sure? Conduct a social network analysis inside your organization. That will help you determine who your prime influencers and connectors are. These folks are not always managers and execs…they could be your receptionist or mailroom guy or junior salesperson. But whoever they are, you need to encourage them on-board, get knowledgeable about the program, and give them all the tools and resources they need to evangelize your program from the inside.

Understand and build competencies. Don’t assume all your employees are techno-wizards and social media smarty-pants. Many are not so it’s your mission to figure out which individuals need training and then deliver it. If you’re developing an online community, give your folks a chance to get their mitts on it. If you’re using video to connect with customers, make sure your employees know what’s happening so they don’t sound like ignorant buffoons. Nothing is worse than developing a slick new program but not having all your employees reading and working from the same playbook.

And for heaven’s sake, BE REAL. I’m going to level with you about something you probably already know: trust in corporations is at a pretty dismal place right now. Customers are on hyper-alert for any phoniness so if you’re thinking you can glide your way through an engagement program, you might want to let your PR folks know up front. Your program will only be successful if your business and brand are real, honest, transparent, and caring about your customers. Get that right and your customers will be open and willing to build a great relationship with your company.

photo credit: pdxdiver (via Flickr)