Top 10 Reasons Marketing Rolls Their Eyes at Sales

On September 22, 2009

Top 10 Reasons Marketing Rolls Their Eyes at Sales

Last week's post "Top 10 Reasons Sales Hates Marketing" produced a detailed comment titled "Top 10 Reasons Marketing Rolls Their Eyes at Sales."  In attempting to tell the other side of the story, that comment was a perfect example of how screwed up thinking can get inside some Marketing groups. This post reproduces that entire comment (with some minor editing), along with my explanation about why each "reason" is fundamentally wrongheaded. CLICK HERE for the first reason Marketing rolls their eyes at Sales » REASON #10: Sales acts superior. Description: Sales trade off their reputation for being the heavenly bodies who "bring home the bacon?." Why It Rankles: It's a team effort. Marketing (and many other functions) act like Sales'...
On September 22, 2009

Kerching! Let’s Hear It For Our Retailers

Britain may no longer be a nation of shopkeepers, but we are still a nation with some bloody good retailers. The recession has driven down consumer confidence and spending, and the economy has shrunk by over 5%. The retail sector is at the front end of this downturn. Yet many of our top retail businesses have continued to thrive. The discount sector has obviously benefitted from consumers' heightened desire for value, but many of our mass retailers have also seen sales as well as profit growth. All the main grocers -- Tesco, Asda, Sainsbury's and Morrisons -- continue to prosper and the high street stalwarts, Boots and  WH Smith, have both delivered profit growth. Retailers of bigger ticket items,...
On September 22, 2009

How Corporate Responsibility Can Survive the Recession

Corporations engaged in recession-driven cost-cutting are trimming or eliminating corporate responsibility initiatives. Though corporate survival is key and consumer skepticism of business CR initiatives at an all-time high, such actions are short-sighted. Now more than ever, businesses need to be saying "yes" rather than "no" to their social responsibilities.There are five key reasons:

1. Critical cross-border global issues require multinational corporations and their CEOs to lead in the search for solutions, recession or not.

2. Recession results in more poverty and exacerbates problems that national governments and NGOs alone cannot solve.

3. The global economic crisis has increased distrust of business. Corporations with a strong commitment to CR are better able to withstand the downdraft and put the brakes on increased regulation.

4. Employees are attracted to and motivated to stay with socially responsible companies, and want to see commitment to CR initiatives continue through tough times.

5. An increasing proportion of consumers are willing to pay price premiums for products and services marketed by companies with proven and sustained track records of doing good.

Despite these arguments, the pressure for CR cost cuts in the face of recession is often inescapable. But the companies most vulnerable to cuts are those that have not embraced and embedded CR in their corporate DNA. There are four progressive levels of CR commitment:

First, there are companies that see CR only in terms of corporate philanthropy. They find it relatively easy to cut their annual donations.

Second, there are companies that have integrated support for a social cause into their marketing programs. They are less likely to let go, as their brand equities have become entwined with particular causes. For example, the American Express Red card donates a percentage of the value of card member purchases to the fight against AIDS.

A third level of engagement finds CR considerations embedded in a company's daily operations. Qualifying suppliers, for example, might be required to comply with environmental and labor practice standards. Starbucks has long purchased more fair trade coffee than any other company in the world, while Wal-Mart has moved rapidly in recent years to catch up in its operational commitment to CR.

Fourth and finally, there are companies that have internalized CR values into their corporate cultures, mission statements and daily decision-making. The Johnson & Johnson credo puts the interests of customers, employees and community ahead of those of shareholders. In the words of former CEO James Burke, doing so "insures that the interests of all stakeholders are maximized."

The further along this CR continuum a company is, the less likely it is to trim its CR commitment in the face of an economic downturn. In fact, some companies are finding that pursuing environmental CR initiatives during this recession is helping them to cut costs and increase their CR budget without changing prices. Cadbury, for example, has lowered its energy input costs and invested the savings in a commitment to buying only fair trade cocoa.

A growing segment of consumers worldwide considers CR evaluations important in selecting among brands across a wide range of categories. In previous recessions, this segment typically shrank rapidly in size as price considerations became paramount. But, thanks to heightened public awareness of issues like global warming, CR concerns are now more deeply and broadly embedded in the consumer psyche. CR is increasingly a mainstream consumer concern, no longer the province of a wealthy niche.

Regardless of recession, some cutting-edge companies are capitalizing on the growing consumer interest in CR to both do good and differentiate themselves at the same time. The UK-based global retailer, Tesco PLC, has taken the lead in promoting its Sustainable Consumption Initiative, now being copied by Wal-Mart. Tesco plans to require carbon footprint information to be placed on the label of every product sold in its stores. Terry Leahy, Tesco's CEO, wants to make it easy for consumers to incorporate environmental impact criteria in their purchasing. As he says: "To achieve a mass movement in green consumption is to empower everyone, not just the enlightened or the affluent." Corporations cannot change the world on their own. They need to empower their customers to help change the world for themselves.

CEO leadership, such as Terry Leahy is providing, is essential for corporate CR commitments not merely to survive but to advance during the economic downturn. As David Gergen has stated: "More CEOs need to sign up as reformers."

This post is adapted from John A. Quelch and Katherine E. Jocz, "Can Corporate Social Responsibility Survive Recession?" Leader to Leader, Summer 2009, pp. 37-43.

On September 22, 2009

Does High Online Ad Penetration Mean Low Rates?

Last week I mentioned that a valid comparison among Google, Microsoft, and Yahoo probably needed to get beyond search numbers and look at overall traffic. There's another dimension of comparison, as suggested by the August numbers from comScore: Who's got the ad network visitors? Those rankings suggest a lot about why the online ad rates are so in the dumpster.
On September 22, 2009

Want to Really Learn Something? Teach It

Now that you're finally out of formal education after nearly two decades in school and have entered the workforce you might think that you've left teaching behind and moved on to mentoring. That's a mistake if a recent post by Michael Schrage on the HBR Conversation Starters blog is correct. His contention: if you want to keep learning in the world of work, teaching others may have more value than mentoring. Schrage concludes that "'mentoring' is overrated as a human capital investment. I suspect that there are CMOs and CFOs who would become far more expert — and effective — in their roles if they took the time to explicitly teach people core skills and competencies in their specialty." Schrage...
On September 22, 2009

Finish Projects with Flair Using a Standard Checklist

When you finish a project, do you toss it over the fence with a spirited "good riddance," or do you diligently ensure it meets your quality bar before you send it on its way with a dusting of angel tears and lilac? Have you even defined a quality bar? I'm here to humbly suggest you could improve your output with a standard checklist that helps you measure and ensure quality. Web Worker Daily, in fact, recently ran a story on the value of standard project checklists. In the article, we are reminded that checklists have some key benefits, including a smoother workflow, enhanced objectivity, and better consistency across the work you do. What does a good checklist look like? Here...
On September 22, 2009

Avaya Caters to SMBs With Kinder, Simpler IP Office Release

Avaya has launched Avaya IP Office, a new version of its flagship product line targeting the SMB space. Changes to the product, now in version 5, include new configurations for certain user roles, such as customer service agent or mobile worker, as well as new functionality.
On September 22, 2009

Protecting Intellectual Property Right From the Start

Oftentimes, 100 percent of the value of a startup company may be based on the company's intellectual property. If a company's value is based upon its technology or its branding, it is vital that the startup entrepreneur take the appropriate steps to protect its intellectual property.
On September 22, 2009

Continuing Resolution Coming?

The Congress will not get the required funding bills passed by 1 October. This will require the use of a Continuing Resolution which has an effect on how money is planned and executed.
On September 22, 2009

How to Grow Your Social Network thru Search – Lee Odden (6:22)

In this video interview search marketing expert Lee Odden explains how to increase your visbility and the size of your network by optimizing your content titles, tags, and categories in the social media. This will help people who are searching for subject matter experts and like-minded people -- both on Google and on social network search tools -- to find your content and join your network.