Your Marketing Message – Is it Timely?

Young lady holding a blank card

Listen to What the Market Tells You

If your marketing message hasn’t changed lately, perhaps it’s time for a fresh approach. But the days of engaging a traditional marketing or advertising agency (to come up with a catchy campaign for you to push out to the masses) are over. Way over.

Did traditional ad agencies ever really know what the target market truly needed? The old approach – one-way push marketing – relied on researching broad demographic information, created a memorable marketing message, and mounted an expensive ad campaign. They spent a lot of money – but did they ever really LISTEN to the audience? And, if not, how could they truly know what the audience needed?

New Marketing Messages Authentically Solve Customer Problems

Through new media, companies now listen; and from those learnings, the marketing message becomes clear:

  • Potential customers voice their pain and needs
  • Companies listen and interact with them, beginning real relationship
  • Marketing messages can now communicate how the company can help solve the customers’ pain and problems
  • By giving first, companies build trust and long term value

Traditional ad campaigns took huge budgets, long years, and one message repeated constantly. Now THAT’S risky!

New Marketing Messages are Less Expensive

Enter the little guy…who now competes with the big brands and builds relationship online just like they do. Huge budgets aren’t necessary. Fancy agencies with contrived messages aren’t relevant. And today, one little customer’s voice published online can make a difference – getting a company’s complete attention.

If you haven’t seen the video, “United Breaks Guitars” (8.7 million views – and it’s fun!), along with the accompanying CNN news coverage of its viral impact – it’s well worth a few minutes of your time to show how one bad customer service situation can now become a giant company’s PR nightmare.

So, if your marketing campaign could use a refresher… log on to the internet and listen. Then interact, engage, give, and build relationship.

What are your favorite places to log on and listen to your customers? Your Competitors?

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For more resources, see our Library topics Marketing and Social Networking.

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ABOUT Lisa M. Chapman: 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

Another Reason Why I Object To Feasibility Studies (Part #2 of 2)

a-non-profit-capital-campaign-firm.

For decades, the old style capital campaign firms have insisted that all feasibility study interviews must be confidential.

The usual explanation for the need for “confidentiality” of the interview process was the assumption that interviewees would be more comfortable, more likely to express themselves fully and honestly if they knew that their comments (especially negative comments about others) would not be attributed to them in the “Report” to the non-profit organization!!

That might sound reasonable/logical if, at the same time, it wasn’t so unlikely that a non-profit organization would engage a firm to work with them on their campaign that was not the firm that did the Study.

Why would a non-profit organization want to hire a firm that didn’t have all that “confidential” information !!??

And, the corollary, why would the firm that did the study want to give all that “confidential” information to the non-profit !!?? In fact, why would all those capital campaign-counselling firms want to do “non-confidential” interviews??

I believe that “non-confidential” interviews are more honest and more comfortable. Many of my colleagues have discovered, not to our surprise, that even when we tell interviewees that we’ll be passing on their comments to the non-profit organization, they are still willing to be quite open and candid.

And, by the way, many major gift prospects have been major donors to, board members of and/or have been involved in the “study” process for other organizations. They know what’s happening. They know the purpose of the study, and how the information will be eventually be used. If you tell these sophisticated individuals about the “confidentiality” of the process, the only one you’re kidding is yourself.

Many capital campaign consultants still conduct “confidential interviews,” simply because “that’s they way it’s always been done.” Some, of course, still believe that that’s the way to lock the client in to a relationship.

The question that’s not being asked often enough: “What would be best for the non-profit organization?” What do you think?
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Have a question about starting or expanding your fundraising program? 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’ll do our best to answer your question.

Planning for Disaster: from Oil Spills to Credit Crises

Crisis typed on a plain paper

In preparing for battle I have always found that plans are useless, but planning is indispensable.

Dwight D. Eisenhower

One of the ironies of the recent oil spill debacle in the Gulf of Mexico is that it is the oil industry that is most often credited with devising and putting to use a strategicplanning tool meant to anticipate major changes in the environment – from disaster to depression – and to enable organizations with plans for immediate strategic response. The tool is called scenario planning.

Cleanup during BP oil spill in the Gulf of Mexico
Cleanup during BP oil spill in the Gulf of Mexico

Scenarios are “alternative futures” that cannot be predicted due to uncertainty. The term is borrowed from the world of drama, since each alternative future is described in the terms of a “story” or scenario. Scenario planners identify clusters of events that could happen, and imagine how things would be impacted should these events actually occur. The story is then shared as the beginning of a long range planning exercise.

In order to respond to undesired happenings such as the collapse of credit markets or the recent oil spill, strategic leaders must devise and develop flexible, adaptive, nimble organizations ready to change and respond as circumstances dictate. Noted economist and strategic thinker James Bryan Quinn said that “The essence of strategy – whether military, diplomatic, business, sports [or] political – is to build a posture that is so strong (and potentially flexible) in selective ways that the organization can achieve its goals despite the unforeseeable ways external forces may actually interact when the time comes.”

Scenario planning as we know it today got its start in the 1970s. Though oil prices had remained stable since World War II, leaders at Royal Dutch Shell worried that disruptive change could happen with severe adverse effects on their business. Among the disruptive events they feared was a sudden increase in the price of oil sparked by the rise of the Organization of Petroleum Exporting Countries (OPEC).

The price increases did happen in October of 1973. Many oil companies struggled with the effects of the new competitive dynamics. Shell thrived. They had prepared a plan – a scenario plan – for what they would do as these circumstances unfolded, and they implemented their plan while others were just gathering to deliberate on next actions.

Today Americans are deeply concerned with another sort of oil crisis — the disastrous and seemingly unstoppable gusher in the Gulf of Mexico. Many are outraged that BP had no apparent contingency plan for dealing with the crisis. Though the oil industry is known for thinking out plans for dealing with price changes or the introduction of alternative sources of energy meant to challenge dependence on oil and gas, it is now apparent that the hunt for oil at increasingly remote or deep places led to risk-taking without appropriate contingency plans.

Eventually, the unexpected is going to happen. That, we can expect.

Cleaning wildlife affected by the oil spill

Scenario planning has been the topic of numerous books over the past twenty years. Numerous companies have been touted for their use of the technique – Novo Nordisk, Electrolux, AT&T, BellSouth, Nissan, American Express, IBM, Cisco, Ford, and on and on. One survey indicated that as many as 50% of Fortune 500 companies have incorporated scenario planning into their broader strategic planning efforts. The extent to which these companies have heeded their scenario planning process is likely somewhat less than so many authors would have us believe, but examining possible scenarios as alternate futures is invaluable as one seeks to build strategic flexibility.

Before beginning scenario planning, remember that it is often the planning process per se, rather than the resulting articulated plans, that matter most. Dwight Eisenhower, as general in charge of the D-Day planning process, said “in preparing for battle I have always found that plans are useless, but planning is indispensable.” By involving a broad swath of people in the planning process, the intent of the plans will be etched in their hearts and minds, allowing people the flexibility to make wise and well-reasoned decisions once a crisis occurs.

The basic steps of scenario planning include:

  1. Identify the uncertainties that could affect your company. Uncertainties can come from the worlds of politics, technology, economics, government & regulation, societal, as well as the cataclysmic or climatic changes that can happen in the natural world.
  2. Identify possible futures that would present change from the status quo. Ask “What events, whose outcomes are uncertain, could have significant effects on the implementation of our strategic plans?” Drilling down (please excuse the phrase) you may ask “do we know what we’d do if the economy enters a recession or depression?” “Do we know what we would do if a natural disaster destroys our headquarters?” Are we prepared for changes in the market should a competitor introduce a new and highly desirable product?”
  3. Formulate plans for dealing with each scenario. Identify key departments and resources throughout your organization who must know ahead of time what would be expected of them.
  4. Craft overall strategic plans that will allow your company to stand prepared in case each of the scenarios comes to fruition.
  5. Monitor the environment and watch for carefully identified trigger points that will tell you when a given scenario has arrived. In the classic case of Royal Dutch Shell anticipating the manipulations of the market by OPEC, trigger points were based on the price per barrel of oil. Obviously, quantitative triggers are easiest to monitor and recognize, but not all scenarios come with neat and apparent warning signals. Rather, strategic leaders must have thought about each scenario before its arrival, and must learn to observe clues of its arrival.
  6. As scenarios become more plausible with time, increase investment and preparation for the scenarios that are becoming more likely. Embed scenario planning into organizational development and corporate education programs.
  7. Continue to assess what you do and don’t know about what will happen in the future, and shape strategic plans accordingly.

Mark Rhodes. Ph.D. consults on strategic planning and decision making. He has facilitated dozens of scenario planning exercises for clients in a variety of industries. See his website, Strategic Thinking.

Don’t Forget Freelancers —A PR Tip for the Fourth

Young male freelancer smiling while holding a laptop

Cast a wide net. No, not fishing advice, or an Internet command. If you feel you have exhausted your outreach to conventional reporters, editors, producers and assignment desk people, despair not in your quest for coverage. Consider the freelance writer or producer. They’re out there, and they are more in demand now than ever before as media companies trudge through the recession with less staff. Of course, there are more freelancers now than ever before, too, but that’s another story.

Said companies often will backfill with a little help from the brave and noble freelancer (and these days, that can often be a former staffer who was cut or opted out). I can’t think of a section of the Star Tribune in Minneapolis, for example, that doesn’t rely on one or two freelance bylines every day of the week. Knowing who they are and what they cover can be a good way to pitch your story if you’re not working with a PR agency or consultant.

Advantages to Working with Freelancers

1) Freelance writers and producers usually have tight connections to editors, upon whom they rely for work — and vice versa. It’s a mutually beneficial relationship, usually grown over time that proves its worth with every publication or piece that makes its way into your local newspaper, on to a radio or TV broadcast, and into a magazine.

2) With the economy, or recovery, or whatever you want to call it taking its sweet time to make the nation whole again, it’s likely that this trend will become more commonplace. Magazines have always used an abundance of ‘lancers to fill their pages because it’s a business model that works. Newsprint and to some extent, broadcast are now embracing it.

3) Freelancers are hungry for work. Speaking from personal experience, the nonaligned scribe either is hustling to make ends meet and/or working a part time job so they can do what they love more, write or produce. If you feed them a good story, chances are they will come back to you when their own story ideas run out, or perhaps offer you as source in another piece — thus achieving one of the goals in PR: to make media aware of you enough so that they call you as source rather than your PR person. It happens. All the time.

4) Freelancers generally abide by the same rules and professional conduct of those in full time positions so there’s no need to feel that these individuals are somehow second-rate or are not to be trusted or won’t do a good job. I know a handful of freelancers that write and produce circles around their peers and I often pitch them as regularly as I do the folks “inside.” And they usually have more time to hear your pitch.

5) Freelancers can turn into staff employees overnight. When hiring freezes go away, job offers sometimes go to these individuals first. Having a good relationship with a freelancer in that case just become a huge plus for your or your organization.

Do your homework and see who’s freelancing articles in the media you need to reach. Given the many means of finding contact information on many social networking sites, or by just calling the media company where that person is contributing work, can usually get you the information you need to make the connection.

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For more resources, see the Library topic Public and Media Relations.

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Martin Keller runs Media Savant Communications Co., a Public Relations and Media Communications consulting company based in the Twin Cities. Keller has helped move client stories to media that includes The New York Times, Larry King, The CBS Evening News with Katie Couric, plus many other magazines, newspapers, trade journals and other media outlets. Contact him at mkeller@mediasavantcom.com, or 612-729-8585.

D is for Divine

Potted Pink Petaled Flower Near Black Tablet

It’s one thing to believe in the Divine and it’s another thing to believe in the guidance that the Divine is giving you. According to the authors of the book A Spiritual Audit of Corporate America, almost everyone who was interviewed believed in a higher power or God. However, when it came to feeling the presence of that higher power or God at work about half felt it and the other half didn’t.
When we can tap into the Divine that constantly surrounds us is when we can really experience a greater sense of meaning, purpose and joy in all we do. One book that really opened my eyes, hears, heart and soul around this concept is the book Divine Guidance: How to Have a Dialogue with God and Your Guardian Angels by Doreen Virtue.
According to Virtue, “How you receive guidance from God and your guardian angels isn’t important. What matters is that you notice them, can verify their Divine source and act on it. God always answers the questions, requests and prayers we hold in our hearts. Since God knows everything about us; we might as well be completely candid when requesting Divine guidance.”
There are four methods or channels to receive divine guidance. We each have the ability to receive guidance through all of these methods. Most of us have one or two channels that tend to be stronger. As I share the methods and examples of how I’ve used this channel for guidance in my work, I want you to think of your own examples at work.

  1. Clairvoyance (clear seeing) – guidance comes as still pictures/images or moves in your mind’s eye. Examples include dreams, mental pictures, mental movies, seeing colors/auras, visual signs from heaven, and symbols. My example: Before I wrote created my You’re IT Tribute Book in honor of my mom, I saw her opening up this book in which each page was from someone whose life she touched telling a story of how my mom has made a difference in their lives.
  2. Clairaudience (clear hearing) – hearing from the outside or inside your head – still, small voice within; auditory messages. My example: I was guided to write my first book The Little Girl Who Found IT: A Story of Heart and Hope by a small voice within that told me to write a poem, which many years later turned into my book.
  3. Clairsentience (clear feeling) – receiving guidance as an emotion or physical sensation such as a smell, tightened muscle or a touch; feeling or hunches. My example: When I was meeting for the first time with the team for a training design project that I’ve been hired for a wonderful integrative health and healing program called Renewing Life, I got chills over my body, which is a clear signal for me that I’m being guided by a heavenly purpose.
  4. Claircognizance (clear knowing) – suddenly knowing something or ideas for a fact, without knowing how you know. My example: This is a calmness I have inside that I know something will manifest when the time is right. This came true for me at a professional development meeting for the University of Minnesota as I’m adjunct faculty in the College of Continuing Education department. I just knew that it would be just a matter of time before I would be the one presenting to the other instructors some of the techniques I’ve been implementing in my classes.

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For more resources, see our Library topic Spirituality in the Workplace.

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Janae Bower is an inspirational speaker, award-winning author and training consultant. She founded Finding IT, a company that specializes in personal and professional development getting to the heart of what matters most.

How One Southwest Airlines Employee Delivered Exceptional Customer Service

Gray airliner

Lost Bag Reported to the Baggage Service Office in Kansas City

Have you ever arrived at your airline destination – only to find out that your bag didn’t make it? That’s what happened to me at about 4pm yesterday in Kansas City.

We woke up this morning in a tiny town two hours outside of KC. We’re here for our family reunion, and I’m without fresh clothing and (horrors!) makeup.

Mina’s Customer Service Exceeds Southwest Airline’s Marketing Claims

I’m experiencing a classic example of how a company does it RIGHT. I applaud Mina (Southwest was not allowed to give me her last name) in KC’s Baggage Service Office. She delivered excellence – authentic, personable, empathic, and truly conscientious communication at every turn.

As it turned out, my bag was mistakenly picked up at baggage claim by someone helping two ladies in wheelchairs – who then drove my bag to Branson, Missouri. Mina called them and constantly stayed on top of the situation to coordinate my bag’s return to the airport. She communicated with me honestly, updating me as to the logistics and timing of getting my bag back.

Marketing Meets Operations

It’s 11am now, and according to the Baggage Service Office, the courier should arrive with my bag at any moment.

The real takeaway for business marketers is this:

WHEN OPERATIONS DELIVERS WHAT MARKETING MEASSAGES CLAIM, COMPANIES WIN.

Marketers need to stay in close contact with Customer Service and customers’ communications. It is the only true barometer of a company’s success with customers. When feedback is consistently negative, and the marketing message doesn’t match the customers’ experience, operations must take note and make changes.

Even though it’s been inconvenient (hey, nothing’s perfect), thanks to Mina, I feel great about Southwest Airlines.

Wow – As I write this, the bag just arrived – as prominsed!

Have you experienced examples of marketing messages NOT matching customer service? How about exceeding customer service?

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For more resources, see our Library topics Marketing and Social Networking.

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ABOUT Lisa M. Chapman: 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

Do you know why you didn’t get the interview?

A-man-being-interviewed-for-a-job-position

In a previous ASK HR post, I addressed the question of fully completing the employment application. A recent article in Wall Street Journal discussed eight blunders made by job seekers. The list included:
1. Entitlement syndrome- asking for things such as free lunch at the conclusion of the interview
2. Behaving rudely- examples included bringing a child to the interview or opening a sandwich during the interview
3. Acting arrogantly-accepting a call during the interview
4. Lies, lies, lies- a candidate falsely claimed a referral from a company employee
5. Dressing down- wearing jeans or attire that doesn’t fit to an interview
6. Over sharing- sharing personal information
7. Saying thanks with gifts- sending gifts instead of a simple note to thank the interviewer
8. Sporting a mom-and-dad complex- having mom or dad contact the interviewer

For those you who recruit regularly, you are can probably relate to this list and can most likely share your own horror stories of things candidates have done in the interview process. My list of recruiting blunders seems to be a little more common than the WSJ list, but still equally as damaging and many applicants seem to be oblivious to the fact that they ruin their chances of being hired.

  1. Sending in a resume with the changes marked (track changes function in word still showing)
  2. Not completing the application
  3. Submitting an application full of grammatical, spelling or typographical errors
  4. Not following the application directions
  5. Lies or fabrications on the resume or application (although these will be found in the background checks, many candidates seem to forget their own lies and admit the falsehoods in the interview or show the inconsistencies between the resume and the application)
  6. Arriving late to the interview without an explanation or apology
  7. Knowing absolutely nothing about the company or the position

Recruiters, what is on your list of blunders?

For more resources, See the Human Resources library.

Outstanding Customer Service – A Call Out to Leadership

Focus Young Woman Working in a Call Center

Outstanding Customer Service – A Call Out to Leadership

Think about it. How hard can it be to provide outstanding customer service to your customers? It isn’t hard at all…WHEN you make it a priority.

The foundation of good service begins with the Leadership of the company. Company leadership is responsible for ensuring the company culture is customer focused. If “good-enough” products or service is the philosophy of Leadership, the entire company will adopt a ‘good enough’ attitude that customers will see and deliver exceptional customer service.

Regardless of the type of customer service, outstanding customer service requires strong leadership to create a culture of customer-centricity, empower employees to make decisions, and continuously improve the customer experience.

Customer service experience refers to the overall interaction a customer has with a company when seeking assistance or information about a product or service. Some good customer service tips include listening actively, responding promptly and empathetically, offering personalized solutions, and following up to ensure satisfaction. Delivering great customer service involves providing fast, reliable, and friendly service that exceeds customer expectations. It can lead to increased customer loyalty and repeat business.

4 Types of Outstanding Customer Service

  1. Reactive customer service: This type of service is provided in response to a customer inquiry or complaint. The goal is to resolve the issue as quickly and satisfactorily as possible.
  2. Proactive customer service: This type of service involves anticipating and addressing customer needs before they become problems. It often involves personalized recommendations, product demonstrations, or regular check-ins.
  3. Self-service customer service: This type of service allows customers to find solutions to their problems independently through online resources such as FAQs, knowledge bases, or forums.
  4. Omnichannel customer service: This type of service provides consistent support across multiple channels, including phone, email, chat, social media, and in-person interactions.

Customer loyalty refers to the tendency of satisfied customers to continue doing business with a company over time. This can be achieved through excellent customer service, product quality, and value. Poor customer service can result in dissatisfied customers, negative reviews, and lost business. It is essential to address customer complaints promptly and offer meaningful solutions.

Customer service teams are groups of employees who specialize in providing customer support agent and assistance. They often work in call centers or online chat platforms. Satisfied customers are customers who are happy with the products or services they have received and feel that their needs have been met. Customer service examples include resolving a technical issue, answering a billing question, or providing product recommendations.

Loyal customers are customers who regularly use a company’s products or services and are less likely to switch to a competitor. They may also refer new customers to the company. Customer journey refers to the series of interactions a customer has with a company, from initial awareness to post-purchase support. It is important to understand the customer journey to identify areas for improvement and provide a seamless customer experience.

Quality of excellent customer service and quality of products makes for proud employees. Proud employees are enthusiastic. Proud and Enthusiastic employees lead to truly exceptional customer service. Give your employees a reason to be proud. Give your employees a reason to provide great customer service personalized and attentive service.

It really isn’t that hard, but it is up to you, the Leadership.

In Conclusion

Outstanding customer service is crucial for businesses to attract and retain customers. It is not just a task for customer service teams but requires strong leadership from the top to create a culture of customer-centricity, empower employees to make decisions, and continuously improve the customer feedback experience. Different types of customer service, including reactive, proactive, self-service, and omnichannel, can help businesses meet customers’ needs and expectations.

Quitters Never Win?

Young professional frustrated with work

This Blog is by Kathie Allen, CPCC, ACC – Guest Writer

Recently I was coaching a client who was overwhelmed with work and wholeheartedly believed that “quitters never win.” I asked her/him, “What are some valid reasons why someone would quit any of the work s/he is doing?” “Well,” s/he said, “if you aren’t any good at what you do, then I guess that’s a reason. And, if what you are doing doesn’t fit who you are anymore, then that would be a good reason to give it up. And, if someone else is better at it than I am and I don’t enjoy my work anymore, then I could resign.” When s/he heard her/his words, s/he spoke her/his truth immediately: “I’m afraid that if I let go, someone will judge me for that action. Mostly I will judge myself for quitting!”

What about you? What are you holding on to that no longer fits? What are you doing that you aren’t very skilled at or isn’t your passion but you’re doing it because you think you have to?

Clarify for yourself the things you do well, the things you are passionate about, and the places where you make a difference and feel alive when you engage in them. Then set out to do them. Leave the things you don’t do well to someone who can. Don’t rob them of the chance to contribute to what they do well.

What do you really want to quit? I challenge you to do so as soon as possible! Your stress will be reduced, and you will begin to live from a place of passion and peace as you pursue work that is a great fit.

For more resources, see the Library topic Personal and Professional Coaching.

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Kathie Allen, CPCC, ACC – Professional Life and Leadership Coach. Kathie loves to work with people who believe in the greater good and those in search of deeper meaning for their lives. Contact Kathie: 218-326-9267 • insight@paulbunyan.net

The Ethical Way to Balance Safety and Costs

Businesspeople having a conversation on ethics

As BP continues to be in the spotlight, with every business practice being scrutinized, we can learn some lessons on how ethical companies balance safety and costs.

Ethical Culture

There is nothing inherently “ethical” about balancing safety and costs. Few programs, even government projects, can reduce safety risks down to zero. The key factor is how does the company balance the risks and how are those decisions made known to key stakeholders, both inside and outside the company.

As reported in today’s Wall Street Journal:

Until the April 20 explosion of the Deepwater Horizon oil rig in the Gulf, Mr. Hayward (BP’s CEO) repeatedly said he was slaying two dragons at once: safety lapses that led to major accidents, including a deadly 2005 Texas refinery explosion; and bloated costs that left BP lagging rivals Royal Dutch Shell PLC and Exxon Mobil Corp.

In a review of internal documents, BP seems to have taken a reactive approach to managing safety issues. Only when confronted by government agencies did BP make commitments to take action:

The agency had inspected a refinery in Toledo, Ohio, which BP now jointly owns with Husky Energy, in 2006, uncovering problems with pressure-relief valves. It ordered BP to fix the valves. Two years later, inspectors found BP had carried out requested repairs, but only on the specific valves OSHA had cited. The agency found exactly the same deficiency elsewhere in the refinery. OSHA ordered more fixes and imposed a $3 million fine.

However, as we have seen from the fallout from the Gulf Oil Spill, the recent mine accidents in West Virginia, as well as FAA intervention on airline safety issues, relying on government identification of safety issues may no longer be a viable fall back position for companies that have greater knowledge of the issue than the government.

In February 2009, Allison Iversen, a coordinator at Alaska’s Petroleum Systems Integrity Office, sent BP a letter saying it had failed to inspect the stretch of pipeline for more than a decade before it broke. A scheduled 2003 inspection was never performed because the pipe was covered in snow and the company never returned to do it. The state also said it was “deeply concerned with the timeliness and depth of the incident investigation” conducted by BP. It took four months to provide a report that other oil companies typically submit in two weeks.

The result has been a spotty record of being proactive on safety issues:

“They claim to be very much focused on safety, I think sincerely,” says Jordan Barab, deputy assistant secretary at the Occupational Safety and Health Administration. “But somehow their sincerity and their programs don’t always get translated well into the refinery floor.”

At the same time, BP has been focused on cost reductions:

Meanwhile, company officials continued hammering home the message on costs. Mr. Shaw, the Gulf of Mexico head, made the point at a meeting for top managers in Phoenix in April 2008. His aim, according to an internal BP communication, was to instill a “much stronger performance culture” in the organization, based on strictly managing costs and “this notion that every dollar does matter.” BP declined to make Mr. Shaw available for comment.

But there have been challenges in balancing a “performance culture” with maintaining adequate safety standards:

Obstacles soon emerged. A 2007 internal document setting out the safety policy spoke of an industry shortage of engineers and inspectors that could endanger plans to implement new standards for inspecting and maintaining critical equipment. An internal presentation in May 2009 cited a shortage of experienced offshore workers and said more training was required to “maintain safe, reliable and efficient operations.”

Some think the cost drive affected safety. Workers had “high incentive to find shortcuts and take risks,” says Ross Macfarlane, a former BP health and safety manager on rigs in Australia who was laid off in 2008. “You only ever got questioned about why you couldn’t spend less—never more.” BP vigorously denies putting savings ahead of safety.

Ethics and Safety

So how do companies effectively balance safety and costs?

The first step is to differentiate two critical types of safety expenses: the cost of identifying safety risks and the cost of mitigating them. Organizations cannot make an intelligent decision to bear the risk of a particular action if they are not getting adequate data on which to make such a decision.

In today’s world, with a global corporation’s daily actions affecting so many external stakeholders (e.g. the public), it is ethically unacceptable for a company to not have full knowledge of the risks it generates. Cutbacks in safety personnel, as well as creation of performance incentives that quash disclosure of safety issues, is questionable at best.

It is a separate matter to act on mitigation once a safety issues is fully acknowledged, even just internally within the company’s decision-making hierarchy.

From BP to Toyota, companies have to make decisions daily as to what level of safety they can economically bear. If a decision to take a certain level of risk is legal, within industry guidelines and best practices, and fully vetted internally among subject-matter experts, such a conclusion, even if it leads to a problem, will result in far less damage than if the company either never evaluates the risk, or intentionally quashes discussion on how to manage that risk.

The public accepts the inherent risk in deep water drilling as well as manufacturing safe automobiles. What is not acceptable is an organization that abrogates its responsibility to fully weigh those risks by short-cutting the internal intelligence gathering mechanisms that keep critical data from being openly discussed.

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David Gebler is the President of Skout Group, an advisory firm helping global companies manage ethics risks. Send your thoughts and feedback to dgebler@skoutgroup.com.