reputation management:personal and corporate by roy sheppard #icca11 #iccaworld #icca sunday...
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Presentation on Reputation Management:Personal and Corporate by Roy Sheppard during the 50th ICCA Congress. #icca11 #iccaworld #icca SUNDAY 23/10/11TRANSCRIPT
Reputation Management:Personal and Corporate
Roy Sheppard
ser·vile [sur-vil, -vahyl]
adjective
1. slavishly submissive or obsequious; fawning: 2. characteristic of slaves; abject: servile
obedience. 3. being in slavery; oppressed.
serv·ice [sur-vis]
noun, adjective, verb. noun 1. an act of helpful activity; help; aid: to do
someone a service. 3. the providing or a provider of accommodation
and activities required by the public or customers
4. the organized system for supplying some accommodation required by the public: e.g. a place to hold a congress/convention
Reputation Management
"Reputation management is the orchestration of discreet initiatives designed to promote and protect one of the companies most important assets - its corporate reputation - and help shape an effective corporate image.“
Edelman Public Relations Worldwide
Some Reputation Questions
• What reputation do you want?• What do you need to do differently to achieve it? • What do people currently say about you and your
organisation ‘behind your back’?• How much would somebody be prepared to pay to use
your name through a license agreement?• What do your competitors do better?• How often do you and your colleagues really focus on
improving your reputation?
www.RoySpeaks.com/ICCA2011
George W Bush
Smart-Worker.com
Geri Halliwell
Smart-Worker.com
Reputation
Your reputation is the sum of what people say about you or your organisation ‘behind your back’.
It is about what other people say about you NOT what you say about yourself.
A ‘good’ reputation is based on how good you make your contacts and customers feel about you and/or your organisation.
Reputation is more about EMOTION, not logic.
Checkout
www.Google.com/alerts
www.artnotoil.org.uk
Peter Simpson, Commercial Director First Direct Bank
“Nobody cares how much you know…..Until they know how much you care.”
Cavett Robert, founder - National Speakers Association, USA
Relationship Loyalty Ladder
Partner
Advocate
Supporter
Client
Purchaser
Prospect
Dimensions of Reputation• Emotional appeal• Products and services• Financial performance • Vision and leadership• Workplace environment• Social responsibility
Source: Harris/Shandwick
The Trust Equation
T = Trust C = CredibilityR = Reliability I = Intimacy
S = Self-orientation
(C + R) + IS
T =
Do more things that increase the ‘score’ on
theseDo things that
decrease the ‘score’ on this
Source: The Trusted Advisor, Maister, Green, & Galford
What your clients look for in a ‘trusted advisor’- someone who….
• Builds a relationship with me based on honest dialogue• Challenges me and gives me what I need, instead of what I think I want or might ask for• Always delivers what and when they say they will deliver• Provides insights about my business and the challenges and opportunities in our sector• Takes my best interests into account
Are you doing business TO your customers or WITH
them?
The Decision Cycle
“Shorten the decision cycle by making the decisions easier for the prospect, by focussing on their particular decision roadblocks, bottlenecks, friction points and rough spots. [Knowing this] will turn into your secret weapon.”
George Silverman “The Secrets of Word-of-Mouth Marketing”
Testimonials
Anatomy of a Testimonial
• Attribution • Specificity• Authenticity • Recency • Broadcast
http://audacity.sourceforge.net/
Reputation Damage Limitation
Crisis Quiz
QuestionYou run a food chain and a Sunday tabloid
newspaper calls late on a Friday to say your burgers have been identified as the ‘worst in the country’ in a survey of fast food outlets. They will run a front page story that weekend and ask if you would like to comment. Do you…
A) Call in your lawyers and seek an injunction to stop the newspaper publishing their article.
B) Offer the paper a deal offering a free burger to anyone who visits one of your outlets on Sunday morning carrying a copy of their newspaper.
C) Provide a written statement defending your burgers and warn you will sue them out of existence if they unfairly harm the reputation of your business.
The Happy Eater chain of restaurants responded to the Sunday People newspaper by:
The Happy Eater chain of restaurants responded to the Sunday People newspaper by:
B) Offering the paper a deal to give a free burger to anyone who visited one of their outlets on the Sunday morning carrying a copy of their newspaper!
When It Hits The Fan
• Look at the situation from the perspective of those directly and indirectly affected
• Be seen to take it seriously by DOING something meaningful and quickly – use a holding statement
• Then conduct a 360 degree assessment• Identify your different ‘audiences’• Distribute more info than ‘necessary’ – with no
B.S. to each audience !• Be seen to listen. Empathise. Apologise. CARE.
www.MichaelBland.com
Thank youEmail: [email protected]
Reputation management questionswww.RoySpeaks.com/ICCA2011
Reputation Audiences
• Customers/clients/prospects• Employees• Suppliers• Competitors• Investors• Regulators/government• Community• Industry peers• Media
Smart-Worker.com
What is the ‘lifetime value’ of the average Lexus Car customer?