Does this really happen?

Today on Language Log, Mark Liberman points to a recent study regarding the somewhat dodgy intersection of science, academic PR, and the press.  I have never worked in a university public affairs office,* but I spent several years working in communications for various biotech and healthcare firms.  So this passage surprised me:

But Woloshin et al. do conclude that investigators should “review releases before dissemination, taking care to temper their tone (particularly their own quotes, which we often found overly enthusiastic)”. This is certainly good advice, though it’s not much more likely to be followed than any other good advice that runs counter to its recipients’ interests.  [Emphasis mine]

The title to this post is an honest question: do university investigators really not review releases before they go out?  Where?  I have never worked anywhere where press releases were not reviewed by just about everyone involved with the project.  I have had to try to rein in investigators who wanted every name on the publication to review the press release. For those of you keeping score at home, that can be up to about an even dozen, many of whom have only worked on a small corner of the project and don’t have the requisite big-picture experience to review a two-page (double-spaced) press release with anything like objectivity.

I have also never worked with (or talked to) anyone who has worked in science PR who did not sincerely try to balance the demands of precise scientific language with the layperson’s need for simplicity and clarity.  It is a very difficult juggling act — no, it’s more like trying to pack a car for a vacation.  The scientists want to throw everything in, so they are prepared for every eventuality from the beach to the ski slopes.  The PR person is desperately trying to winnow things back, because they are pretty sure there is no need for wooly hats and ski pants when you head for Florida.

It is true that investigator quotes often do start out “enthusiastic” — but that is usually the first draft.  The PR person throws something against the wall that sounds sunny.  Then the scientists get to it and try to insert so many disclaimers that the quote ends up sounding like, “Well, we may have done something moderately interesting here, but don’t get too excited: it probably won’t work at all.  In fact, I don’t even know why you’re reading this.  Never mind — sorry to have bothered you, please carry on with whatever it was you were doing,” and you’re back to packing the car for a winter trip to Park City, only to find flippers and wetsuits in the trunk.

So if the university press offices of the world really are working in a vacuum without investigator input, this is certainly something that needs to be fixed.  But is it the case?  I know that sometimes getting investigator input can be difficult — scientists understandably would rather be in the lab or clinic, and they sometimes view a press release on their work as irrelevant fluff: something that will take valuable time away from their “real work.”  But that is a different problem than the one articulated in the quote: you don’t just need to get the investigator to review the release in that case.  You need to ensure that they are aware of the collateral effect good press has on their projects.  Funding doesn’t come from thin air, after all, and press is a pretty logical thing to point to when you are talking about how donors view the institution.

In that case, we’re back to relationship management. The press officers need to ensure that they have good relationships with the scientists and need to ensure that the scientists understand the value of their work.  We can’t control what the press builds with a press release, but with a good working relationship with the scientific staff, we can give them a better foundation to start from.

*I’ve worked with them, but my data set is too small to draw any conclusions.  All of the university press officers I have worked with were even more conservative than their scientists.

Yes, do sweat the small stuff

Five years of my career were spent in high-level relationship building (mostly at the C-Suite level), and one of the biggest things about relationship building I learned was that it is not about the big stuff.  Grand gestures are nice, but being there day in and day out is really what a business relationship is all about (I am sure devotees of romantic relationship self-help would agree with me here).  Part of this is because opportunities for making a grand gesture naturally are somewhat rare, but it is also because trust and understanding are qualities that are built over time, not made in a flash.

Relationship building is also not just about serving the client.  Other vendors, nonclients, and even honorable competitors are valuable sources of relationships, because all of these people have the potential to influence those who may become your clients.  A good word from an influencer can go a long way toward swaying a potential client’s decision-making process.

My brother Brian knows a lot about this: he’s a professional wedding photographer who also owns a wedding photo editing service.  Here, he explains how and why his editing service can help wedding photographers build relationships with their fellow vendors:

EditTeam: building vendor relationships, one wedding at a time from Edit Team on Vimeo.

Smart guy, my brother.

Your brand is your brand

…or, the $1.75 reason why Jo-Ann Fabric just lost a customer today.  Behold:

The $1.75 reason why I won't shop at Jo-Ann Fabric anymore

This arrived in a larger order from joann.com yesterday.  It was in a plastic bag with a few other spools of thread, and the missing pieces from that spool were not in the bag, so it was clearly broken before whoever packed the order put it in there.

No problem, I thought -  I can take this to the local store and get an exchange.  So, in the process of running errands this morning, I swing by the local Jo-Ann Fabrics to make the exchange and pick up a few other small items.

From the start, I have a bad impression: the store is beyond dingy.  It is dirty and run down.  The stock is disorganized and untidy.  The clerks’ uniform shirts are uniformly dirty.  It is not long after opening, and there is already a long line and only one cashier.  This is not promising, but I am already there, so I pick up a few small purchases and resign myself to the wait.  To the store’s credit, they slowly add staff members to the registers.   Even so, it takes quite a while, and when I get to the front of the line, I quickly explain that I have a bad spool from an online order.

“Oh – we don’t do returns from online orders.  It’s not really the same store.”

“Really?  Because they have the same brand.”

“No – somewhere on the website it explains that.”

Let me explain something as clearly as I can to the people who make decisions that create these kinds of conversations:

Your brand is your brand.

If you want to benefit from a brand name that has customer loyalty attached to it, you have to be prepared for your customers to view that brand as a whole entity — online and off.  Your customers neither know nor care about your corporate structure. Beyond that, when a customer is faced with an employee (your corporate spokesperson, like it or not) explaining that their broken item must be mailed back to the online entity for the approximate replacement cost of the item itself, it makes your customers… unhappy.  And that unhappy experience creates a very strong impression.  Call it a brand association.

As a result, I now associate the entire Jo-Ann Fabric brand with dingy, disorganized stores, unhelpful employees in dirty uniforms, and a corporate policy that is a paragon of customer-unfriendly “gotcha” rules.

Congratulations, Jo-Ann Fabric branding team.  That’s a clear picture of a store I won’t shop at again.

SPAM takes center stage

…or, why annoy your audience?

I like music.  In America, you might as well say, “I like breathing,” or, “eating – that’s a nice way to get food into my body.”  However, I’m not a huge concert-goer.

So why is it that Ticketmaster decides to annoy me by automatically signing me up for e-mails I don’t want in the rare instances I buy a ticket? I try to keep my inbox as a safe haven for friends, business colleagues, and school.  Commercial e-mail?  Mostly, I just don’t want it.

It gets worse.  I’m at that threshold age where the eyes are not what they used to be.  So, scrolling to the bottom of a Ticketmaster e-mail to find that their unsubscribe link is embedded in a big wad of baby blue text on a dark blue background?  That’s just mean.

Anything wrong with this?

What is wrong with this picture?

Communications for retailers

I am a boringly “classic” dresser.  I say this not out of any confessional impulse, but to make a point.  When I find basics that fit both my body and my lifestyle, I will buy in multiples.  I am not alone in this, and many of the places I shop at will produce the same basic item in a few waves: month one will showcase colors that remind the shopper of the sea, month two will be a flower garden, and month three will bring autumnal shades.  Same basic shirt, completely different color palettes.

So, riddle me this: how hard would it be for retailers who cater to types like me to enable shoppers to “subscribe” to an item?  For instance, I am currently enamored of this tee:

Based on past experience, I am pretty sure this retailer is very likely to have this item in another set of colors in a month or two.  As a shopper, I could do one of two things: I stalk the retailer’s website to see if anything has changed (this does not sound like any fun at all, especially since the link is probably going to change,  and therefore stalking is not a good plan for me) or I tell myself to check in again in a month or two, completely forget about it, and then realize six months later that I probably missed my window.

But if the retailer realized that they had a built-in customer base for their basics, a customer base who would gladly click on a link to “tell me when this specific item comes out in additional colors,” I would click, the retailer could send me a nice note when additional colors are available, and I would buy.  Information that I want would be delivered to me in such a way that would benefit both me and the retailer: I get clothes that I like, they get a sale.

How hard is that, really?

A Modern/est Proposal

Scroobious has some excellent points about corporate “contact us” pages.

Don’t do this. Just don’t.

Hey e-mail marketers: do you have a long-term plan?  Does it include automatically sending rather generic messages to your clients?

You might want to review those seemingly innocuous messages on a regular basis – and also right before they are scheduled to be released.  Yes, this process is tedious.  Do it.  Or else, you will end up sending out things that are, well… just dumb.

Do I have an example?  I’m so glad you asked.  I sure do.

Today, I received a missive from an investment company that I do business with (or did do business with.  Re-evaluation is definitely in the cards, all things considered).  Here is the meat of the message:

You deserve a retirement that’s worth looking forward to. To some, it’s a time for travel and adventure. To others, it’s a time for relaxing at home. Whatever your dreams, most financial professionals estimate that you will need 70-95% of your pre-retirement income to maintain the lifestyle you enjoy today.

4 SMART STEPS FOR RETIREMENT SAVERS
Following these steps can help you achieve the retirement you desire.

Maximize Your 401(k) or 403(b). Many employers offer matching contributions,
and pre-tax contributions may lower your taxable income.
Open and Fund a New IRA. Get valuable tax benefits. Plus, E*TRADE IRAs
have no annual fees and no minimums1, and a wide range of investment
choices. Open Your IRA.
Roll Over Old 401(k) Assets to an IRA. Make the most of your retirement
assets with stocks, bonds, and 7,000 mutual funds. Roll Over Now.
Build Additional Savings. Even if you max out on all your tax-advantaged
retirement saving options, you may need to build additional assets in a
taxable account. Open an account today.

(Links intentionally broken)

Nowhere in this cheery bit of advertising prose is there any mention of the fact that the worldwide financial markets are in a gobsmackingly awful tailspin, that current retirees are in a panic that their retirement funds may not cover their old age, that even people like me who have more than a few years to go before we even think about retirement are dreadfully uneasy about the state of affairs.  You may have read about this.  It has made one or two news reports lately.

I could see the potential for an investment marketing claim that now is, in fact, the time to step in and put your money on the table since the markets are so bad and things are so cheap, but that argument isn’t made here.  Instead, the reader is treated to the same old “common sense investing” messages, without any acknowledgment of the catastrophic global crisis in the financial world.

The kindest interpretation of the subtext to all of this business-as-usualspeak is that the company that sent this e-mail marketing message is colossally clueless.  That’s not the kind of message any business wants to send at the best of times – and nobody (with the possible exception of the company in question) needs to be told that right now is emphatically not the best of times.

Everything in moderation: fly coach

Last month, the chiefs of the big three automakers flew to Washington in three different private jets to make the case before Congress that their companies could not continue to exist without government assistance. In the annals of “let them eat cake” executive hubris, I’m not sure I know of an example that ranks higher.

So, having been handed their… hats and told, “go away and come back with a plan, not a plea,” one auto chief will make that second trip from Detroit to Washington by driving himself in a hybrid.

Pardon me for being rude, but this is just stupid.

Why is it stupid?  It shines a big, shiny spotlight on the executive’s former egregious act by indulging in a theatrical bit of penance.  It reminds me of the old saying we had when I was waiting tables: If you screw up, apologize once.  If you apologize once, they remember the apology.  If you apologize multiple times, they remember what you did that required an apology. This is silly enough that it rivals Monty Python’s “Restaurant Sketch:”

It also makes any even vaguely colorable reasons the executive might have had for indulging in the private jet in the first place all the more laughable.  Your time is so valuable that you just had to take the G4?  That notion is pretty much shot if you spend almost nine hours behind the wheel (actually, probably more – watch 66 at rush hour. It’s a bear) ostentatiously flagellating yourself in an all-too obvious PR stunt.

The executives in question were called out for acting out of touch with reality, for not understanding the consequences of their actions. In communications terms, the Great Hybrid Drive comes across as reactionary and petulant – and illustrates a continued lack of understanding of what is at stake and why people cringe when executive perqs are preserved at the same time as real people, not numbers like “fifty thousand” lose their jobs.

Here’s a bit of free advice: next time you are called to be humble, do it for real. Fly coach, cope with crying babies and nervous seatmates, and when someone asks you how your flight was, say, “Uneventful. The best kind.”

It’s what real real people do.

ETA: Now they’re all doing it. And they’re also proving my point: the articles that talk about their big drives are also talking about the jets, further cementing the auto chiefs’ earlier stupidity in the public’s memory.

Hiatus

I am currently employed (not as a freelancer) and also in school part time.  I intend to continue to opine on communications issues as the opportunity presents itself, but right now is not the time.  If you have ideas, feel free to write to me – I can be reached via e-mail as Jill at this domain.  Pretty obvious, though redundant.  I would love to hear from you.

More topical communications examples from the Olympics

Yesterday evening, Nastia Liukin of the United States and He Kexin of China received tie scores in the uneven parallel bars Olympic final. Even as the identical scores were posted, Liukin’s name immediately went into the second-place slot.

The people who were immediately baffled by this included: Liukin, her coach (and father – former Olympian Valeri Liukin), the Olympic commentators on NBC, and probably several million viewers. The tie-breaking mechanism was arcane and automatic, causing outrage from some and suspicion from others. Tim Daggett, NBC commentator and an Olympic gold medal-winning gymnast himself, could only say later in the broadcast that “the computer” had an automatic tiebreaking mechanism, and he seemed unfamiliar with the specifics. The impression that it left with many was that the system was arbitrary, and gymnastics is a subjective enough sport without opening the door any further to suggestions of arbitrariness or caprice.

What could have saved this situation? Proactive, transparent communication from the Olympic gymnastics organization. Even if the tiebreaking rules are available (and I’m sure that researchers at news organizations worldwide were sent scrambling for the IOC Gymnastics rulebook), the situation was unusual enough that someone in the Olympic gymnastics organization should have been able to make an immediate, on-the-floor statement to explain what had happened and why. When even the experts in the field react in puzzlement, you have a communications problem. Only transparency will fix it.