Archives: Communication

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3 Keys To An Authentic Voice — The Building Block of Social Media Marketing Success

Dispute its reach if you like. Bemoan its shortcomings. Even refuse to participate (if you dare). But Social Media has exploded. And the reason should capture the imagination of anyone marketing a service or product. How so? Because for all the hype, falderal, misuse and criticism swirling about, Social Media is, simply, about the dynamics … Continue Reading

Five Keys to the Role of Marketing and Business Development in Today’s Law Firm

When marketing first inched its way into the legal industry, the mere announcement of capabilities seemed to serve a firm’s needs. As competition increased, the function evolved to include advertising, public relations, the new media, and the support and tools associated with a business development capability. As we deal with what seems to be constant, … Continue Reading

Want ROI From Marketing Communication? Shift Your Focus From Message Delivery To The Rules Of Engagement

Here’s the problem: we act like once we’ve delivered a message — transmitted it, produced it, hit “SEND” — that we have Communicated. Or, at least that we have done everything within our power to make communication possible. The rest is up to the audience. In practice we have come to equate communicating with the … Continue Reading

For A Message That Motivates, Begin With Intentional Listening

NOTE: This post on Intentional Listening originally appeared at MENGOnline.  With thanks to the MENG folks for the Guest Shot, we now re-post here. Name the venue — sales and business development, marcomm, public relations — take your pick.  Often the single greatest impediment to success is the failure to begin at the beginning. The foundational … Continue Reading

Quality Content Marketing Instigates Quality Conversations

The perspective of the lawyer was clear; “My time is far too valuable to be spent writing advertising copy or blogging.” Notwithstanding the fact that his comment belies complete disdain for what he believes professional services marketing and business development to represent, his pronouncement points to a critical way the marketplace has shifted. The marketing … Continue Reading

Mind Space, Rackspace and The Pursuit of Excellence: Reflections From A TEDx Experience

On the other end of the call Rebecca Helterbrand from TEDx San Antonio was saying,  “congratulations…you’ve been selected…” And before I had time to process the news, she had me taking notes on “several important dates.” Required dates. Meetings and rehearsals. Mark them down. Don’t miss them. That was my introduction to an unwavering commitment … Continue Reading

Three Keys To Business Development That Produces A Harvest

How do we (really) measure progress?  What constitutes appropriate ROI on what is plowed into business development efforts? In a recent post on the similarities between business development and planting a tree, we recounted the story of French Marshal Lyautey. The story underscores the fact that growing something strong takes time. The practical challenge is that … Continue Reading

The Key To Creating A Message That Resonates

The axiom says perception is reality. Translation — as if to taunt marketers and communicators, something more than brilliant content (or evident tangibles) impacts the interpretation of messages we so painstakingly create. Consider how varied multiple descriptions of a single event can be. Or the predictable discrepancies in eye-witness testimony. Or the differences in what … Continue Reading

The Question That Will Unlock The Cross Selling Challenge

We have all witnessed how quickly the wheels can fly off even the best initiative when the right hand doesn’t know what the left hand is up to. Progress, expansion of an organization’s reach and business development success are inhibited even more when each seems unaware of the other’s existence. If you operate in an … Continue Reading

Deliver The Experience Or Lose The Relationship

A few might dispute the notion, but most will agree — relationship trumps everything. Whether in the business or personal arena, relationship provides the context in which almost everything is interpreted. It influences judgement and defines value. The Relationship That Wasn’t Nearly a decade ago a small technology start-up was out of money, and about to … Continue Reading

Why Storytelling Resonates

Some impressions are indelible. The golden sun, slowly dropping from view on a perfect horizon; the smell (and taste) of mom’s fresh-baked cherry cobbler; the eyes of a child in an early instance of wonder. For most of us, a few experiences are deeply etched into the memory banks.  They conjure vivid memories that repeatedly … Continue Reading

What Sunday News Shows Would Sound Like If Mom Were A Producer

Sunday’s talk shows prompted a ridiculous line of thinking. I wonder what might happen if mom’s advice were to take hold. You see, my mother — the only person I’ve known personally that might approach sainthood status –repeatedly advised, “if you don’t have something nice to say, better to say nothing at all.”  I’ll wager … Continue Reading

5 CMOs Identify The Characteristics of Successful Teams

Strategy, no matter how insightful and comprehensive, does not insure execution. Action plans, no matter how detailed or innovative, are no guarantee goals will be realized. And every leader that has managed through crisis knows benchmarks are not the be-all-end-all measure of resources. The market is shaped by teams that move boundaries and redefine arithmetic. … Continue Reading

Life Is More Than Black & White, “Red” or “Blue”: A Thanksgiving Perspective

There are a few things that are clearly either black or white. But very few. Much of daily life – from personal relationship to professional decision – is defined based on perspective. Thursday many of us will observe the holiday tradition that combines turkey and the National Football League. We’ll likely witness the blurry line … Continue Reading

The Message That Connects

Marshall McLuhan — a godfather of 20th-century communication theory — characterized one of the challenges inherent in connecting when he coined the phrase “the medium is the message.” Seth Godin hit on it from a different angle in his timely post today, Get Over Yourself. Given the timing — the 1960’s, in North America — … Continue Reading

Where Communication, Marketing and Effective Business Development Begin

Every student of communication theory is familiar with the concept of Shared Experiences. This is the coveted sweet-spot where barriers fall, gaps are bridged, and — thanks to commonalities — communication takes place. Theoretically. It is a beautifully simple theory. But in practice, it is far from simple. A recent Seth Godin post, The People … Continue Reading

Dead Air Killed The Radio Show. (Don’t Let Your Business Development Efforts Become The Next Victim)

A lifetime ago, in what seems like a galaxy far away, I spent some time in the broadcast industry. More specifically, in a radio studio. In that era, the fast paced “Top 40” genre topped most markets, and was designed to sound slightly anti-establishment with a shoot-from-the-hip tone. In reality, it was a highly structured, … Continue Reading

Redefine Listening and Reshape Business Development

I am an old dog. Learning new tricks, techniques or skill sets does not come easy. My 20-year old daughter, my wife and, I suspect, the team I am privileged to work with will all agree. But as I listened to Neil Harbisson’s TED presentation from earlier this year titled “I Listen to Colors” (a 10-minute video that will … Continue Reading

Prescription For A Productive Dialogue

In the wake of another Sunday morning buffet of current affairs television programming, and on the eve of Independence Day celebration in the U.S., two thoughts occurred. First — one who subjects himself to variations of the same tired rhetoric and political posturing week-after-week must have masochistic tendencies. Second (and more productive), Sunday’s soundbite assessments … Continue Reading
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