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Archive for the ‘Communications’ Category

In The Attention Economy, Go For The Second Attention

Monday, November 26th, 2007 by John Mallen

“Friends, Romans, countrymen, lend me your ears” says Mark Antony leading into the powerful speech in Act 3/Scene 2 of Shakespeare’s Julius Caesar.

In this post, I simply want to reinforce the importance of attention. Attention is something to be aware of when communicating - getting attention, holding attention, not abusing it. But as I look about, I’m awed with the depth of scholarship on the topic.

Attention Defined

Specifically, what is attention?

Answer: It’s applying the mind to an object or thought, or, being reDownload audience20bw2.jpg ady to narrow or focus thoughts, says Merriam Webster. 

Whether in marketing or organizational leadership, the audience’s attention is needed at the start. In consumer marketing, getting popular attention in most mid-sized metros meant connecting with three TV networks, two newspapers, a handfull of radio stations and several magazines.

Of course all that has chaned. We have so much communications and so little time and capacity for giving attention.

Attention has become scarce. Think about it. Overall, there isn’t enough attention span for individuals or organizations to meet society�s demands. This gives rise to the attention economy, named by economist Herbert Simon, and brilliantly explicated by Thomas H. Davenport and John C. Beck in The Attention Economy: Understanding the New Currency of Business (Harvard Business School Press, 2001).

In the attention economy, consumers receive services in return for their attention, which we don�t have all that much of! When consumers come upon an ad thrust before them or find on-line information and news they want, three things happen: (1) they ignore and skip on by, (2) they skim, or (3) they actually concentrate.

Feature author Alex Iskold offers this observation in his post earlier this year on The Attention Economy.

When information is abundant, the false positives are very costly - they are basically deal breakers. Consumers happily leave sites, knowing there are a ton of alternatives out there. Unfortunately, this becomes a lose-lose situation, because if consumers rarely find satisfying experiences then retailers won’t get consumer dollars. The idea behind the Attention Economy is to create a marketplace where consumers are happy, because if they are shown relevant information - then retailers are happy too, because happy consumers spend money!

Should publics be paid for their attention? 

Truly, most marketers are not in a position to literally pay funds for attention. If we want quality attention, being compensated makes economic sense. The compensation will have to take the form of non-cash value � ranging from savings on a purchase to receiving information that offers personal utility, entertainment, or enjoyment.

I also like the notion that there are two attentions, proffered by Don Miguel Ruiz, author of The Four Agreements, in a report of his teachings by Mary Carroll Nelson. The first attention is what we’ve been discussing above– the moment of selectively concentrating on one aspect of the environment while ignoring other things. It’s here that we become aware, before moving on.

The second attention takes place when we go back and think about the subject of the first attention. It is here where we frame our thoughts and engineer our beliefs.

The mission of communications can be even more effective and powerful when it succeeds in securing the second attention from the audience.  Second attention means a relationship is either beginning or is being continued, and there is at some level a shared community of interest.

Use New Media to Listen? Great Idea!

Tuesday, September 18th, 2007 by John Mallen

Early in my career, I recall a great corporate ad campaign that urged all of us to give more attention to listening. Sadly, I don’t remember the company, or the aesthetics, but I do recall the campaign. Some years later, I recall reading how Jack Welch, then CEO of General Electric, emphasizing the same in his executive seminars.

Of great interest are two recent blogs calling on us to remember to use the power of social media to, yup, listen.

It is not that marketing and sales don’t listen, but we have developed strong habits for how we listen. In my office, we’re discussing yet another focus group for a project. On another project, we at JMC are recommending a survey. And for a third client we’re deep in the trenches mining data that will be followed by what we call Soundings Research. All of this is good.

But I also like the reminder that we should consider new communications as a tool for listening to the publics in addition to being vehicles for communicating to and dialoging with our groups. I saw this mentioned in Jennifer Laycock’s blog in Search Engine Guide, and followed her to The Buzz Saw blog from Bill Balderaz.

Now we have to learn how to listen effectively!

Social Media - Watching the Future

Monday, September 17th, 2007 by John Mallen

One of the best reports seen lately on the import of social media is an article by Shel Israel, senior fellow with the Society for New Communications Research, appearing today in that group’s Communications Review.

Shel is conducting a global research project on social media for SAP. Well "conducting," may be the wrong term if you mean it to bespeak "control." It’s more like the two-way social engine took over. See the article!

Noting that social media is getting bigger and moving faster, Shel offers real interesting learnings which are quoted here:

• Social networking is the most relevant and sustainable tool in our global workshed. Local, regional and global versions are growing and morphing even as they imitate each other.

• If you want to know what your business will look like in five years, go talk to you kids. Watch their habits. They will make more decisions based on friendship than marketing.

• At about the point when early adopters get bored, large organizations feel it is safe to adopt. Current example: blogs. They’re old news in the Silicon Valley and suddenly hot in the enterprise. Future example: online video. It’s hot in the Valley, but no yet ready for prime time in the enterprise.

• Where there is broadband, there is social networking.

• The company most mentioned in the SAP Global Survey was “Facebook.” Surprisingly little discussed: Google. Mentioned twice in 40 conversations: Microsoft.

I’m looking forward to the final report at the SNCR’s December conference in Boston.

PR Blogging Ethics -Salute to Ogilvy PR

Sunday, September 9th, 2007 by John Mallen

My intent in this blog is perhaps a slight bit different than that of many other in the PR and Marketing Communications world. The aim here is to present information mainly for the generalist manager and business owner, identifying the power and potential of communications as a tool that can leverage everything else they are doing and, in turn, help drive success. In other words it is not intended to be another resource for professional PR, advertising and kindred professionals.

But I step aside from the generalist perspective to salute Ogilvy PR for developing a code of ethics designed to guide those of us who are professional communicators in our dealings with bloggers. I noticed the alert this evening in a post by Ed Cotton at InfluxInsights, who relays a post by Karl Long at Experience Curve. The original was posted Thursday on Ogilvy’s  360 Digital Influemce Blog. The Ogilvy tenets are a Beta list for discussion and subsequent refinement.

It arrives at the right time. Ed Cotton’s asksthe ad community, “Who is going after the bloggers first - media planners or PR?” The important point is not that PR may be leading advertising this time around, but rather that bloggers may well find themselves even more overwhelmed as the entire communications infrastructure reaches to them. Does anyone else remember the noise that erupted with CB radio?

The long-tail value of micro-segments than are becoming attractive market targets can mean an increase  in the caucaphony of of voices pitching the bloggers who serve these micro communities of interest, It is not jst just publicists but potentially media buyers and maybe even others of us who working in the “markeing mix.” Bloggers are clearly a very tempting SPAM target.

PR people have some level of etiquette training. For how many years now have journalists, appearing as panelists at innumerable conferences advised (pleaded?) with the forever refreshed crop of PR pratitioners to “please read the publication [see the TV show, hear the radio program, etc...],” to “understand” what it is we cover!  Please don’t think casting bread upon the water will see your item miracuously appear?” Today we’d call that spamming the media. It doesn’t work with the media nor with bloggers for the same reason.

What I like about PR driving the bus versus advertising is that — when we practice what we have learned –we can keep our relations with bloggers personal, that is aimed to meet their needs. What I like about Ogilvy PR’s Outreach Code of Ethics is that we can keep the process respectful. 

Identifying, Selling and Communicating Value

Thursday, September 6th, 2007 by John Mallen

Today, September 6, I?m joining with Tom Kramer and Tim McMahon from Strategy Marketing Selling in an online conference seminar that looks at the roles of Sales and Marketing communication in selling value. ?The Myths and Realities of Selling & Communicating Value? will run 11:00 a.m. today. 

To register for the session, contact JMC vice president Sylvia Murphy (sylvia@mallen.com or call 845 331-1200.) We?ll move into a favorite and shared theme — the great Sales-Marketing Divide and why Web 2.0- era communications demands that we tear down that wall. In preparing for this event — my first as a presenter — I?ve two things to share:

  1. Getting granular is hard! I recall attending a Web seminar on marketing communications that Frost & Sullivan provided. ?Good but not great,? I mumbled. After all, there wasn?t much new there for me. Of course the fact that I?ve spent decades in the field means that I have a far different vantage than a general manager who doesn?t plow the same turf. Putting our seminar together taught of the need to generalize enough but not too much. Based on this experience, I now know Frost & Sullivan did a fine job.
  2. This is fun! Okay, it?s a lot of work. Generating content extracted from professional experience is real work — real effort that nowadays we call ?thought leadership.?  It?s been a long time — maybe since my days at Syracuse University?s Maxwell School — that I?ve wrestled concept and theory so rigorously than I have with Tom and Tim.

For a copy of the presenation:  Download myths_and_realities_jmc_and_sms_9_6_07.pdf

Social Networking for Us

Tuesday, May 15th, 2007 by John Mallen

I’ve been in the office too long, signing on to Mark Ragan’s new social networking for communicators. It’s no secret that teenagers are deeply engaged, perhaps girls more than boys. But the idea of a social network for people in the communications business is highly attractive, so I hung in and logged on. The Media Post group that carried the blog (cited above) is itself an information powerhouse for media, marketing and advertising professionals. Good.

As one of them, with a deep tap root of PR, the capabilities we have available can and do outrun our ability to employ them in our work. This may establish the Ragan group as a core resource for current and forward-looking challenges. Not just interesting: exciting!

Underscoring the exciting part is the video cited in Laurie’s comment to the Ragan blog. She’s right, "Check out the video if you want to see ‘Web 2.0′ explained in five minutes." It’s brilliant.

Pandemic Flu Preparedness Paris Conference

Monday, May 14th, 2007 by John Mallen

PARIS, May 8 — On this quiet holiday in France, nearly 30 public-private sector representatives gather for day two in their exploration of pandemic flu preparedness issues at a meeting co-sponsored by the French government’s health ministry and the Atlanta-based Safe America Foundation.

Twenty-four hours later, following the formal meetings and informal discussions, I leave for the United States more optimistic than I have been over past months of participating in various programs on the potential for a global influenza pandemic. 

Having the opportunity to understand a good deal more these last two days, I am struck by the challenges we face — not only the medical and scientific, economic, social and moral challenges that a pandemic portends — but also by the underlying matters of heart, spirit and culture that would enable us to prevail against awesome obstacles — or not.

The prospect being discussed was the emergence of a person-to-person flu epidemic that is triggered by a virus that humanity has not experienced, and for which we have no immune responses. We are talking about an ultra pandemic like the influenza epidemic of 1918 that took the life of a grandfather I never met, along with 675,000 others in the United States, and millions worldwide. “This is possibly the greatest human security vulnerability today,” said Robert P. Zook, president of World Vision International at the Paris meeting.

Paradigm Shift

Earlier discussions in the public pandemic forums and private working sessions of the Safe America Foundation had been about avoiding the person-to-person spread of the flu virus through isolation of individuals from one another. Various techniques of social distancing would keep healthy people at a distance, and isolate the infected and those closest to them. 

The emerging paradigm calls for people to shift into a self-survival, crisis-management and preventative mode; for example, through stockpiling necessities, working at home as we all ride out the successive waves of a flu pandemic, and by somehow keeping a good sneezing distance apart, if one must be in the office.

By itself, this is a dark place and a grim model. It connotes uncertainty, hopelessness and vulnerability: the ingredients of fear. And it’s not practical. People cannot stay home for extended periods of time. Vulnerable segments of the population cannot be left uncared for. Bob Zook’s group, like UNICEF and other NGO’s, care for the very needy in the poorest countries. Just to stay in the game, these non-government organizations need to protect their staffs and volunteers.

So too must governments protect first responders, medical personnel and people designated as necessary to keep the critical infrastructure going. The same applies to businesses that support the critical infrastructure.

Enter moral issues. Does a critical employee guard themselves with antivirals, respirators and protective gear, leaving her family to fend on their own? How do limited supplies get allocated? It’s a question asked repeatedly as the team sifts the issues.

In listening to deeply knowledgeable people who have been on the front lines recommending and drafting policy, my sense is that even when there are answers in the can, real-life, pragmatic developments will drive the decisions at the time of crisis. Like governments, major companies that have worked through their pandemic plan will also be making adjustments in the reality of the moment.

Human Continuity

Underlying the policies and plans that have been established (by teams of staff supported by consultants) is the fact that these concepts are being refined and improved as more understanding is developed. But, to me, the refinement and evolution is itself strong.

If I heard correctly, this evolution of pandemic planning and policy has moved from the dark and defensive to something far more positive — a commitment to continuity: economic continuity, social continuity or as Lamar McEwen of Delta Airlines said, “We at Delta call it human continuity.”

Through the 16 hours of discussion, the notion of human continuity emerges as the underlying goal for strategies that have been and that are now being developed.

I like this. It reframes the dialogue, inviting strategic creativity, ingenuity, cross-sector, cross-platform interactions. During the Paris conference, Dr. Didier Houssin, director general of health for the French government, welcomed a colleague from agriculture. This department of the French government joined the pandemic task force that Dr. Houssin leads as we were meeting. (Interestingly, Le Figaro reported that the H5N1 virus risk in agriculture dropped to Level 2 of 6. (LeFigaro, May 8, 2007, “H5N1: la France abaisse son niveau de risqué” p 25.)

Claude Wachtel, representing the Minister of National Defense, talked about how chemical, biological and nuclear defense planning relies heavily on contingency planning to enable continuity. He and Dr. Houssin emphasized that preparedness for an influenza epidemic can help with preparedness for other threats.

Opportunities, Observations and Actions

In effect, the discussions can be seen as serving as an agenda-enriching session. With that in mind, following are some of the opportunities, observations and actions that are worth noting.

Simulation offers the opportunity to bring together the multiple players from government, institutions and business to make decisions and communicate when a pandemic crisis unfolds.

Mark Chussil, founder and senior director of Crisis Simulations International LLC, demonstrated his firm’s multi-user computer simulation tool. Crisis, he explained, occurs in an emergency that’s flavored with novelty. A flu pandemic would be akin to the Katrina hurricane response in the New Orleans or the Chernobyl nuclear disaster in the Ukraine.

In both cases a number of experts were called into play, but they had not encountered such problems before and had not been brought together to work in decision making with the multiple agencies that responded to the events.

As an illustration, a simulation scenario in Kansas City involved the death of a university student recently returned from his Asian home, vigil anti-barricade to prevent newcomers from driving into one community and contaminating residents, a mid-day decision as to whether schools should be let out or the children retained, and a nearby airport where the fly/no-fly decision was pending.

Events flow forward based on decisions made by the players — governor, state police commander, and public health director, for starters. Each decision results in an outcome based on the simulated decision-maker’s choice. Meanwhile, in the background, the noise of news commentators, talk show hosts, and emergency radios can be heard. These messages also change depending on decisions made in the simulation.

The tool could be employed in a simulation of the current pandemic plans in France and the United States. It may well be used on a multinational scale, possibly the health meeting of G7 + Mexico or within the E.C., said Dr. Didier Houssin, director general of health in France.

As suggested by the quality of the responses, simulation offers much promise. It not only can provide real-world training experiences, and from them the opportunity to learn and improve, but it also generates a way to help keep the issue of preparedness top of mind.

If simulation moves further, I believe that, among other things, the Safe America Foundation can play a unique role by monitoring the process and generating third-party reports on best practices and learnings. These would provide a stream of improvements in preparedness, which as noted above, can be useful in many other threats.

Cross–Platform Planning and Development

In general, participants said they value the opportunity to consider a common issue and learn across sectors. Robert W. Dry, a counselor with the U.S. embassy in Paris, said corporations collectively bring valuable experience from their continuity planning. He said they could be a resource for instruction, training and workshops.

Looking to the future, Dr. Jeffrey Levi, executive director of Trust for America’s Health, said the pool of businesses involved should be broadened, reflecting the larger, general economy as well as major not-for-profit organizations.

Global corporations might (can and should) be engaged two ways: (1) on a business basis with those that have direct experience in health, pharmaceuticals, vaccine and other members of the health care channel who have much to offer as commercial suppliers; and (2) from the corporate viewpoint of corporate social responsibility — the emerging opportunities to further debate open a role that several companies ought to embrace.

Define the Issue | Brand the Initiative

The issue is not really clear among medical, governmental and business people. Without delving into reasons why, Jadranka Bozja, with Emory University’s Department of Microbiology and Immunology, called for clearly defining terms and — once done — branding the issue as was done with Y2K. “People …don’t understand,” said Ms. Jadranka.

The situation and technical issues require clarity. Once details of what is being addressed are defined, the pandemic challenge should be given a brand identity, as with Y2K, she argued.

Throughout much of the discussion, participants asked, “How do we sustain interest?” Many following the matter closely say that the occurance of a pandemic is a matter of statistical certainty, though we don’t know when it will occur nor whether it would be the H5NI, some future mutation of that or another virus altogether.

Privately after the session, one colleague exclaims, “With this doom and gloom — this is not an appealing topic by any means — how can you keep people interested? I mean, is this even going to happen?”

Communicators Needed

Calling for clarity, definition of terms, and a brand identity to facilitate consumer-level communications, it is clear to me that public relations and professional communications are needed to facilitate both preparedness and the “inevitable” dealing with the issue. Interestingly, The Safe America Foundation has a number of PR and ad agencies involved as well as media organizations themselves. In the weeks ahead, I think we can reach out to these groups and explore how they could contribute today in the preparedness phase, and potentially during a multi-phase occurrence of a pandemic.

Dr. Houssin questioned whether it’s a matter of “popularity” of pandemic as a product. On the contrary, he said, it is “extremely popular” even with the up-and-down amount of media coverage. He noted that society manages preparedness and awareness of other major threats, for example, fire and national defense.

The flu pandemic issue is not limited as a health matter, Dr. Houssin said. It is more like defense (involving multi sectors) so the challenge is what methods should be employed to sustain preparedness. Another participant recalled a story of a South Pacific island that had a tradition of posting a watch on its highest peak to scan the horizon for a tsunami.

Conclusion? Communications, as mentioned in an earlier post, will be a powerful ally in preparing for and living through a pandemic, but the public institutions need to be organized and equipped on a multi-sector level to sustain preparedness.

Emotional Care

Oscar Morgan spoke to the emotional and mental health issues that will arise during a pandemic. Key points from the discussion:

•    Accurate, consistent information will be required to help reduce fear and anxiety

•    How will the emotional needs of people who are affected by deaths and illness be addressed? There will be a need to engage a community of healers, understanding that sometimes people who have been traumatized can be the best resources for this

•    Funeral directors will be confronted with multiple cultural issues related to death and dying

•    Prisoners and the homeless need to be considered

•    Overall, the issues will be one of trust. There is a legacy of distrust (of authority) to be overcome in the United States. Faith-based and community organizations must be engaged, and we need to be having an honest conversation about how government can and cannot respond. There is value in the idea of starting citizen groups that could augment the public sector

What Does it Mean?

Whether France or the United States, the discussions drew the conclusion that despite all that has been accomplished, much more lies ahead. The more time that passes between the present and the time when a pandemic arises, the better prepared society will be.

The options we have are as varied as the participants. Should we confront pandemic as a war using a civil defense model and marshalling command, control and communications. Or should we flip the horrifying aspects of pandemic and look at it as a new project, perhaps even with an aspect of fun?

Though there is no single course of action, there seemed to be consensus that business and governments need to collaborate further, and that both had gained from what Dr. Houssin calls “ the magic of gatherings.”

The Communications Key

Monday, May 7th, 2007 by John Mallen

PARIS — Success in reducing the toll of a flu pandemic requires increased levels of preparedness, and such readiness requires continued communications.

"This topic needs to become more popular," said Dr. Didier Houssin, co-chair of today’s discussion — the first of a two-day international exploration of the topic — held at the French Ministry of Health headquarters. Dr. Houssin, director general of health, co-chaired the forum with Len Pagano, president of The Safe America Foundation.

Communicatons, Communications, Communications

It seems that any approach to making headway mitigating or containing a major flu pandemic requires effective communications.

Participants at Monday’s gathering of government, business and non-government organizations presented communications as necessary to sustain awareness, to move preparations forward, and then to inspire changes in personal behaviors to reduce infections with the onset of a pandemic.

Whether the challenge is reducing the threat or lessening the impact, communications is necessary to connect across the sectors that comprise a society: national and state governments, business, church, and communities. In these segments, communications to and from a variety of professionals are needed: medical people, psychologists and social workers, as well as leaders and managers. Their interventions will be needed to assist individuals, families and social groups — especially once the pandemic begins taking a toll on the population. Most of all, preparedness leaders said they want to find a way to re-ignite the interest of the media. Indeed a general feeling is that the entertainment media — more than the news media — may be key.

"Hollywood, that’s so good at scaring us, is scared itself." Within the entertainment media, the motion picture theater operators face a huge risk, explains Len Pagano, president of The Safe America Foundation. Once a pandemic begins to spread, few, if any, will be permitted to operate.

Major studios will also face risks, because it will be difficult to bring production companies together to produce movies that will lose their in-theater exhibition debuts.

Two years ago the news media’s interest crested. We need entertainers to adopt preparedness and take the messaging on the road, helping to keep awareness alive.

More Questions than Answers

A number of other communications topics emerged — mostly in the form of questions, many of which will be addressed at Tuesday’s meeting. Here are some of them:

* Looking at all that’s needed, it is necessary to ask "how do we identify the targeted community to communicate with?" Though business is taking an active lead, the community (as I’ve remarked in another column) is a local one, comprising employees of several companies, schools, municipalities and other organizations.

* Once identified, how are these communities reached? How can the Internet help? How are people who are not connected to the Web reached?

* Continuity of messages is important, a topic being worked on today within the European Community and in need of focused attention in America.

* Established talk-show hosts could be considered a valuable resource.

What is remarkable is that there is no one best way. Vaccines and antiviral drugs are not necessarily fully understood by doctors. Face masks, which seem intuitively fitting, may not have a high degree of efficacy.

Yes, communications is critical but information and best practices will be needed to answer questions about what to do, how to motivate action, what organizations and individuals should do to prepare. At today’s meeting an attempt will be made to find answers.

Flu Pandemic — Global & Local

Monday, May 7th, 2007 by John Mallen

PARIS — Len Pagano, president of The Safe America Foundation kicked off the first of a two-day conference on pandemic influenza preparedness saying, "This is a global problem that needs a global answer." Comments from many of the 32 attendees meeting at the French Ministry of Health headquarters, echo the notion of this being a "global" problem that has a strong chance of materializing. This pandemic could be akin to or worse than the flu pandemic of 1917-18.

But will containing it and surviving mean finding a "global answer?" As the day-long discussions drew to a close, a strong sentiment emerged that the flu will be managed at a community level.

With more knowledge, technology and massive resources committed by French and U.S. governments, the discussions by some of the most knowledgeable people on the topic lead to the notion of a local solution.

The French preparedness initiative, led by Dr. Didier Houssin, director general of health for the national government, is a plan now in its thrid update and a multi-part action plan. The French government has purchased a large supply of anitviral drugs, acquired one billion surgical masks that will be distributed by druggists, and vaccines aimed at the current strain of the H5N1 avian flu virus.

The United States has devoted an unprecedented commitment of $7 billion for pandemic preparedness, with most of it earmarked for reserarch and development, Dr. Jeffrey Levi told the group. Levi, executive director of Trust for America’s Health, presented an outline of Pandemic Flu and the Potential for U.S. Economic Recession: A State-by-State Analysis.

As one participant observed, "The United States doesn’t have a consistent [pandemic flu] health policy. Where you live will determine who gets what" when it comes to antiviral drugs, vaccines and treatment. Some states, Dr. Levi said, are better equipped than others. When the pandemic hits, California is the best place to be, Nevada is the worst.

The United States clearly contrasts with the centralized model of France, with a strong national government that has prefictures in regions throughout the country, who help bring national support to cities and towns. America’s public health is guided by thousands of local and state health departments with no two being like any other.

Organization aside, what leapt forth to me, is the idea that this pandemic challenge will be met locally, in communities. Employees of global giants may have well-developed information and kits to protect and prevent, but these employees will be going home to their families and their pets.

Much of the discussion at Safe America’s conferences in Chicago, New York, Philadelphia and Los Angeles has been about social distancing. But dealing with a pandemic will require far more than closing schools, cancelling gatherings and working at home.

It would be like having a Hurricane Katrina situation in every state. Would families be able to sustain weeks of "snow days?" How will the food supply chain function? There are many more questions, and the answers are now being developed. But what is clear is that the front line will be in the community.