Especially in hard economic times, setting an advertising budget is enormously important. Many companies cut advertising when revenues shrink, or expenses creep up.
Reducing your ad spend could be an expensive mistake, further escalating the problem. If you’re not consistently in front of your customers – in the media – your sales may take an additional hit.
Before You Set Your Ad Budget
Step back and take a moment to think about a few factors before you start. How much you spend on advertising depends on your position in the market, the competition you face, and other factors.
You should:
know and understand your competition and THEIR advertising strategies,
analyze your performance compared to last month and last year,
note the length of the selling season compared to last year, and
watch for selling trends, such as shifts in demographics that may affect buying trends.
3 Ways to Plan Your Ad Budget
No matter how you budget, there never seems to be enough marketing money to go around. But using one or a combination of these budgeting methods will help you implement your marketing plan.
1. Budgeting a percentage of sales: Provides a good budget starting point, but when sales decline, you have less money to solve your marketing problems. It’s also not a good approach if you’re trying to expand into a new area.
2. Budgeting according to the tasks you want to accomplish. Ties the amount you spend to the marketing mix activities you have developed. If good marketing objectives have been chosen, this plan offers the best chance of reaching them, but it doesn’t take affordability into account.
3. Budgeting based on what your competition spends. Should enable you to stay competitive in the market and allows you to respond rapidly to a competitor’s marketing campaign. However, basing your activities on those of others may restrict your own company’s growth potential.
Have you found effective ways to plan your advertising budget?
Ms. Chapman’s new book, How to Make Money Online With Social Media: A Step-by-Step Guide for Entrepreneurs will be available very soon. With offices in Nashville Tennessee, but working virtually with international clients, Lisa M. Chapman serves her clients as a business and marketing coach, business planning consultant and social media consultant. As a Founder of iBrand Masters, a social media consulting firm, Lisa Chapman helps clients to establish and enhance their online brand, attract their target market, engage them in meaningful social media conversations, and convert online traffic into revenues. Email: Lisa @ LisaChapman.com
If you are a call centre leader, and your centre has a well structured program which is administered by a designated person, your job is half done. Usually the ceremonies are all booked and planned, you just have to show up, hand out the certificates, gift cards, prizes…maybe say a few words, but basically – it’s done.
What’s not so easy is the ‘stuff’ you need to do that no one else can do for you – the one on one recognition, the personal touch, the verbal thank you. Sometimes these types of recognition are the most important to people. Let’s try this out:
Julie, a call centre agent in your company, is having a bad morning – kids got up late, no lunches were made, she had to stop and get gas on the way to work, nearly late, spilled her coffee – I’ve had one of those mornings and they can set you up pretty nicely for the day (and not in a good way). Julie starts her shift with a couple really frustrating calls and thinks to herself – can this day get any worse? You (her team leader) look at her stats report from the previous day, and she’s had great sales results. You walk over right then and there and give her the high five – “Great job on your sales yesterday Julie – that’s why you’re so valuable to us here at XYZ. You provide great service to our clients and we appreciate it”. Imagine how those 28 words, which didn’t cost anything, didn’t require streamers, balloons or certificates, no gift cards or prizes – imagine how they impact Julie. If I was Julie here – I’d probably be taking a deep breath and mentally starting my day over again with a fresh attitude.
Sounds easy right? Sad to say that this is one of the hardest things to teach new team leaders and managers – the importance of on-the-spot, unplanned, unrehearsed recognition. I was terrible at it (I’ll admit it) and I realized that everything else seemed more important in a day – answering emails, attending meetings, whatever. I decided that I needed a daily reminder and so I put it into my calendar. Every morning – a reminder would pop up at 8:45 reminding me to recognize at least 1 person that day. The bad news is that it took me awhile to make it a habit, I’d hit snooze on the reminder several times during the day when I got busy and by the time I had time, it was time to go home. The good news is that I did eventually make it a habit and I really enjoyed the time I would spend on the floor, talking to reps and giving some verbal recognition. It also helped me to get to know the reps better, and learn all their names! The pluses in my plan were more than I had hoped for.
So this week – Rule #4 – Make the unplanned – planned. Add a daily reminder to your calendar to walk the floor and make someone’s day just a little bit better by acknowledging the work they do. It’s not an easy job and sometimes a little thank you goes a long way.
Feedback or comments: How do you teach your leaders (yourself) to do the daily thank you?
The KnowHR blog has a posted what they titled Good F’ing HR Advice on October 25, 2010. The advice is to skip the teambuilding retreats. What outstanding advice! Think for a moment about the teambuilding retreats you have attended. They can often be filled with dreaded activities and motivating speeches that might spark some immediate motivation, but what happens after the speech. Often, the evenings are filled drinking with fellow participants some of who can kill your motivational buzz in a matter of minutes. And if you make it back to the workplace still riding the high of the event, how long does it take for the pressures of the daily grind to kill your buzz?
While there are numerous reasons why these events fail to show long term results, one of most overlooked is the workplace application. If the purpose of the teambuilding is to form relationships and build collaboration, how is that supported once you return to the workplace and what impact does it have on bottom line? If you want to build collaboration among peers or across work teams and groups, bring them together and give them a workplace problem to solve. If you want to provide them some techniques to learn collaboration and teamwork, provide the usable, applicable techniques then give them an opportunity to apply them in a real world work setting with clear goals and objectives provided for the team to accomplish.
The problem with application is fairly common with many different types of trainings. A few minutes of role play may help demonstrate the techniques taught in a course or in a training session, but if you fail to provide applicable practice in the workplace or fail to provide support after the training, it is sure to fail long term. The challenge is to figure out how to create application and support outside of the training department.
What ideas do you have to create application and support? Your comments are always encouraged!
Sheri Mazurek is a training and human resource professional with over 16 years of management experience, and is skilled in all areas of employee management and human resource functions, with a specialty in learning and development. She is available to help you with your Human Resources and Training needs on a contract basis. For more information send an email to smazurek0615@gmail.com or visit www.sherimazurek.com. Follow me on twitter @Sherimaz.
Sometimes when it is too easy to find board members for your board, you may discover that at least one of those people is using your board membership as a resume builder. Over the years I have come across a few resume builders when putting together NGO boards. These personality types can be a detriment to your board, as they can prevent the board from running effectively.
However, there are actions that you can take to weed out people who are resume builders before they get on your board of directors. These are the actions you can take:
Ask the existing board to suggest potential board members – It helps if new board members are already known to an existing board member, because then they can usually attest to the person’s commitment and reliability.
Request a resume and references – Inform potential board candidates that you screen all potential board members and then make sure you do. It is best if you ask for at least one person who has worked with them on a board in the past, if they have worked on boards before. Past behaviour is the best gauge for how a person will perform in the future.
Develop a set of questions – The Executive Director and Nominating committee should develop two sets of questions. One set to ask of the potential board members references and the other to ask the nominee. Make sure you ask questions about reliability, attendance, ability to work collaboratively, and their preparedness for meetings.
Interview the candidate – The Nominating committee for the board and the Executive Director should interview potential board members to be certain that they are on the same page with the current board. That is not to say that a new board member shouldn’t have innovative ideas, but rather that they understand and follow the processes already in place for implementing their ideas.
Question of the Day: What other ways can you suggest to weed out resume builders in potential board candidates?
Being “ready” for a Capital Campaign does not mean that the CEO and/or Board/Staff members have decided they want or need to raise a lot of money.
Being “ready” means that all the elements are in place to assure success if a capital campaign is implemented. An organization/board cannot risk committing to a capital campaign until it is (formally) determined that they are “ready.”
The process of determining readiness, what we call a “Planning Study” (see: The Planning Study … Almost Always The First Step, addresses a number of issues, including:
1. Board Support for the Project — Emotional, Intellectual and Financial:
Do all board members feel strongly about the project; do they agree that
this project is the best way to provide for a specific need in the community;
and, will they support the campaign financially to the best of their ability?
2. Community Support for the Project:
Do the vast majority of community leaders agree that this project is the
best way to provide for a specific need in the community?
3. Competition — Other Regional Campaigns/Projects pending or active that
may detract from your visibility/need and may have a stronger attraction
to your potential donors.
4. Availability of Capable and Willing Campaign Leaders who will set an
example – will they help identify other likely major donors, give
significantly and ask others to do the same?
5. Access to Individuals with Wealth – just having a list of wealthy people
is a waste of time … if you don’t have real access to them,
6. The perception, by the wealthy, that you will satisfy their needs
7. Community perception of the need for your service
8. Community perception of the quality of your service
9. Community perception of how well you manage your money
10. Policies to guide leadership through a campaign
11. Sufficient funding on-hand to pay the expenses of a campaign
12. Sufficient staff with an understanding of the development process … to
support a campaign. To plan for and conduct a capital campaign one
should have the requisite broad experience in development. That’s why
most organizations hire capital campaign counsel to assist … in one or
more aspects of planning, investigation, preparation and implementation.
A properly constructed Planning Study helps to identify potential campaign leadership and prospective major donors, and begins/extends the cultivation and “buy-in” processes necessary to a successful campaign.
(Watch for Part #4 of Capital Campaigns, next Tuesday, November 2nd.)
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Have a comment or a question about starting or expanding your basic fundraising program, your major gifts fundraising program or a capital campaign? Email me at AskHank@Major-Capital-Giving.com. With over 30 years of counseling in major gifts, capital campaigns, bequest programs and the planning studies to precede these three, we should be able to answer your questions.
Although crisis management continues after the crisis is over, its focus must shift
During a crisis, all focus is on the problem at hand. The problem that some encounter, though, is that they continue to dwell on the situation after it has ended, rather than strengthening themselves, shoring up holes, and moving on. In a recent interview for Black Enterprise Magazine, Dawn Angelique Roberts, managing partner of KD Communications Group, gave some advice on how to do just that:
“Have a plan for when the crisis is over,” says Roberts. “Talk about what you/the company is doing now, what positive things you’re working on and have planned for the future. [If applicable,] talk about what you’re going to do to fix the incident or situation after the fact. Don’t concentrate on what just happened.”
Remember, crisis management, if done right, can actually result in organizations or individuals coming out stronger than they were before they landed in hot water. By taking the opportunity to not only apologize, but show stakeholders how you are ensuring there will not be such a crisis again, you build trust and a start a rapport that will ultimately strengthen your reputation.
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For more resources, see the Free Management Library topic: Crisis Management
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Management and Leadership are two very different systems of human behavior. Both are essential to the success of an organization; yet, like the repulsing polarity of two magnets, they push against one another and, if not kept in balance, can end up ejecting one or the other causing great damage to the organization and its people. It is difficult, yet necessary, to maintain both strong leadership and strong management simultaneously.
People are naturally reluctant to step into change and the discomfort we experience when we find ourselves in the midst of ambiguity. Much of what we call “organization” is the struggle to reign in that ambiguity and bring things back to a state of equilibrium. Management is about developing systems and processes that enable us to take dominion over chaos. It is an attempt to create a semblance of order and constancy in an inherently complex situation. It’s about designing plans and systems for monitoring progress and controlling outcomes. It involves solving problems, giving reports, having meetings, and developing policies, all for the purpose of bringing things to a place of efficiency, where the ambiguity is dispelled and people can feel comfortable again.
The problem is that, in a rapidly-changing environment, equilibrium can be deadly. The external environment today is a bit like whitewater rafting. To survive, you have to constantly shift your weight from one side of the raft to the other, thrust your paddle first to the left and then to the right, or use it to push off a rapidly approaching rock. This is when you need leadership rather than management.
Leadership is about change. It’s about helping the organization define its vision, one that can take advantage of opportunities and avoid oncoming threats. It’s about challenging people to grow and to unleash their yet untapped potential. It’s about inspiring people to step into uncharted territory. Leaders get nervous when things are running too smoothly; often introducing innovative ideas just to stir things up a bit. CEO, Renato Beninatto of Milengo, a translation and localization industry, uses the term “chief instigator” to describe his job. Whereas managers constantly try to adjust to change, leaders are in the business of producing change.
It’s important to understand that both are necessary for success. Unfortunately, some organizations I have been acquainted with continue to value management over leadership. In these situations, the leadership function can be mistakenly identified as subversive to the organization’s welfare. The call for unity is often a demand that those with innovative thoughts keep them to themselves. The status quo is confused with the sacred. If organizations are to stay afloat and thrive in today’s volatile environment, they must recognize that leadership is essential. In the Bible there is a saying about putting new wine into old wineskins and thus causing the wineskins to burst because they lack flexibility. The new wine must be put into new wineskins. Management tries to hold the wine in a manageable form. Leadership is the process of changing from the old, dried-out, leaky wineskins to the new, more resilient, more adjustable forms.
There has been an extensive amount of research and sharing of opinions about what makes for a highly effective Board. Asking what a healthy Board looks like is akin to asking what a healthy person looks like or how much a car costs. It all depends.
Yet for the sake of furthering your understanding of Boards, it might be useful to consider at least one description. One of the most useful, yet not overly constricting descriptions, is offered in the book The Executive Director’s Survival Guide (Mim Carlson and Margaret Donohoe, John Wiley and Sons, 2005, p. 95). With minor modifications, the authors’ descriptions are as applicable to for-profits as nonprofits. The authors assert that the attributes of an effective Board include:
Focus on, and passion for, the mission, and a commitment to setting and achieving vision. Board members realize that one of their most important jobs is to verify that their nonprofit is indeed meeting the community need that the nonprofit was formed to meet. (For a for-profit, the Board’s passion should be ensuring that the organization’s products and services are indeed meeting the needs and wants of customers — otherwise, sales will decrease.)
Clear responsibilities that refrain Board members from micro-managing. [Micro-managing is when members are so involved in the details of management that they 1) damage operations because staff are continually updating members with trivial information, and 2) do not sufficiently attend to strategic matters of top-level policies and plans.]
Desire of Board members to work together, listen to diverse views and build consensus.
Flexible structure that changes to fit the organization’s life cycle and priorities.
An understanding of, and ability to shape, the organization’s culture.
An interest in knowing the good, bad and uncertain about the organization, and commitment to resolving its issues.
Commitment to self-reflection and evaluation, with clear expectations and each member’s accountability to meet them.
Other authors mention overall features of a high-performing Board, for example, that it has:
Governance – Board members employing very effective practices to establish the organization’s purpose and priorities, and ensuring they are effectively and efficiently addressed for maximum benefit of stakeholders (clients, customers, investors, funders, collaborators, government agencies, etc.).
Diligence – All Board members consistently attending to their duties of care and loyalty, with full attention, participation and responsibilities in all deliberations, decisions and interactions with stakeholders.
Transparency – Board members always providing full disclosure and explanation of the organization’s governance and financial information to support stakeholders’ efforts to understand that information.
Accountability – Board members continually making their organization and themselves responsible to 1) conform to relevant laws, rules and regulations; and to 2) meet the expectations of stakeholders, and continually verifying with those stakeholders that their expectations are indeed being met.
Many people are used to reading or hearing of the moral benefits of attention to business ethics. However, there are other types of benefits, as well. The following list describes various types of benefits from managing ethics in the workplace.
1. Attention to business ethics has substantially improved society.
A matter of decades ago, children in our country worked 16-hour days. Workers’ limbs were torn off and disabled workers were condemned to poverty and often to starvation. Trusts controlled some markets to the extent that prices were fixed and small businesses choked out. Price fixing crippled normal market forces. Employees were terminated based on personalities. Influence was applied through intimidation and harassment. Then society reacted and demanded that businesses place high value on fairness and equal rights. Anti-trust laws were instituted. Government agencies were established. Unions were organized. Laws and regulations were established.
2. Ethics programs help maintain a moral course in turbulent times.
Attention to business ethics is critical during times of fundamental change — times much like those faced now by businesses, both nonprofit or for-profit. During times of change, there is often no clear moral compass to guide leaders through complex conflicts about what is right or wrong. Continuing attention to ethics in the workplace sensitizes leaders and staff to how they want to act — consistently.
3. Ethics programs cultivate strong teamwork and productivity.
Ethics programs align employee behaviors with those top priority ethical values preferred by leaders of the organization. Usually, an organization finds surprising disparity between its preferred values and the values actually reflected by behaviors in the workplace. Ongoing attention and dialogue regarding values in the workplace builds openness, integrity and community — critical ingredients of strong teams in the workplace. Employees feel strong alignment between their values and those of the organization. They react with strong motivation and performance.
4. Ethics programs support employee growth and meaning.
Attention to ethics in the workplace helps employees face reality, both good and bad — in the organization and themselves. Employees feel full confidence they can admit and deal with whatever comes their way. Bennett, in his article “Unethical Behavior, Stress Appear Linked” (Wall Street Journal, April 11, 1991, p. B1), explained that a consulting company tested a range of executives and managers. Their most striking finding: the more emotionally healthy executives, as measured on a battery of tests, the more likely they were to score high on ethics tests.
5. Ethics programs are an insurance policy — they help ensure that policies are legal.
There is an increasing number of lawsuits in regard to personnel matters and to effects of an organization’s services or products on stakeholders. As mentioned earlier in this document, ethical principles are often state-of-the-art legal matters. These principles are often applied to current, major ethical issues to become legislation. Attention to ethics ensures highly ethical policies and procedures in the workplace. It’s far better to incur the cost of mechanisms to ensure ethical practices now than to incur costs of litigation later. A major intent of well-designed personnel policies is to ensure ethical treatment of employees, e.g., in matters of hiring, evaluating, disciplining, firing, etc. Drake and Drake (California Management Review, V16, pp. 107-123) note that “an employer can be subject to suit for breach of contract for failure to comply with any promise it made, so the gap between stated corporate culture and actual practice has significant legal, as well as ethical implications.”
6. Ethics programs help avoid criminal acts “of omission” and can lower fines.
Ethics programs tend to detect ethical issues and violations early on so they can be reported or addressed. In some cases, when an organization is aware of an actual or potential violation and does not report it to the appropriate authorities, this can be considered a criminal act, e.g., in business dealings with certain government agencies, such as the Defense Department. The recent Federal Sentencing Guidelines specify major penalties for various types of major ethics violations. However, the guidelines potentially lowers fines if an organization has clearly made an effort to operate ethically.
7. Ethics programs help manage values associated with quality management, strategic planning and diversity management — this benefit needs far more attention.
Ethics programs identify preferred values and ensuring organizational behaviors are aligned with those values. This effort includes recording the values, developing policies and procedures to align behaviors with preferred values, and then training all personnel about the policies and procedures. This overall effort is very useful for several other programs in the workplace that require behaviors to be aligned with values, including quality management, strategic planning and diversity management. Total Quality Management includes high priority on certain operating values, e.g., trust among stakeholders, performance, reliability, measurement, and feedback. Eastman and Polaroid use ethics tools in their quality programs to ensure integrity in their relationships with stakeholders. Ethics management techniques are highly useful for managing strategic values, e.g., expand marketshare, reduce costs, etc. McDonnell Douglas integrates their ethics programs into their strategic planning process. Ethics management programs are also useful in managing diversity. Diversity is much more than the color of people’s skin — it’s acknowledging different values and perspectives. Diversity programs require recognizing and applying diverse values and perspectives — these activities are the basis of a sound ethics management program.
8. Ethics programs promote a strong public image.
Attention to ethics is also strong public relations — admittedly, managing ethics should not be done primarily for reasons of public relations. But, frankly, the fact that an organization regularly gives attention to its ethics can portray a strong positive to the public. People see those organizations as valuing people more than profit, as striving to operate with the utmost of integrity and honor. Aligning behavior with values is critical to effective marketing and public relations programs. Consider how Johnson and Johnson handled the Tylenol crisis versus how Exxon handled the oil spill in Alaska. Bob Dunn, President and CEO of San Francisco-based Business for Social Responsibility, puts it best: “Ethical values, consistently applied, are the cornerstones in building a commercially successful and socially responsible business.”
9. Overall benefits of ethics programs:
Donaldson and Davis, in “Business Ethics? Yes, But What Can it Do for the Bottom Line?” (Management Decision, V28, N6, 1990) explain that managing ethical values in the workplace legitimizes managerial actions, strengthens the coherence and balance of the organization’s culture, improves trust in relationships between individuals and groups, supports greater consistency in standards and qualities of products, and cultivates greater sensitivity to the impact of the enterprise’s values and messages.
10. Last – and most — formal attention to ethics in the workplace is the right thing to do.
What do you think?
(There is much more about ethics and social responsibility in that topic in the Free Management Library.)
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Carter McNamara, MBA, PhD – Authenticity Consulting, LLC – 763-971-8890
Read my weekly blogs: Boards, Consulting and OD, Nonprofits and Strategic Planning.
Many people move through life without stopping to think about where they are going. And as we learned in Alice in Wonderland, ‘if you don’t know where you’re going any road will take you there.’ With a clear vision of what your highest dreams are you can start to put the pieces of your life together to build it . It may take years for that vision to be realized. The important piece is that you have a vision. You can always update or refine your vision as new life experiences unfold.
Everyone can experience the magnificent expression of who they are by answering their soul’s deeper calling. A quote attributed to Martin Buber “where you heart’s deepest yearning and the world’s deepest hunger meet is sacred ground.” In order to get clear on what you can envision for your life you have to step beyond where you are now. Suspend for some period of time “what is” in your life and open your horizons to what can be.
What is your greatest expression of your heart’s desire?
Spend some time every week focusing on this question. You may want to do some journaling around this question. Other ways to open up to your heart’s desire include movement or repetitive exercise such as jogging, swimming, or dancing. Guided imagery or visualizations are good techniques to still the mind and call forth the deeper wisdom within you. Meditation or breath work are also good methods of clearing away the chatter and letting the deeper truths of your life emerge. Sometimes just listening to really inspiring or beautiful music will move you to a sensation or insight that opens the door for greater clarity. There are almost infinite ways that you can open yourself to allow the deeper stirrings to come to the surface. The main point is structuring some time in your week and life to pay attention to the messages from within.
Linda is an author, speaker, coach, and consultant. Go to her website www.lindajferguson.com to read more about her work, view video clips of her talks, and find out more about her book “Path for Greatness: Spirituality at Work” available on Amazon.
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