Man Bites Dog

thought leadership

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Seth Godin Icarus Decepion

Last night I went to see big thinker Seth Godin give a talk about his trilogy of new books at The Mermaid Theatre in London. The releases make for something of an odd triumvirate, combining a picture book (‘V is for Vulnerable’), a compendium of Seth’s best blog posts of the past six years (‘Whatcha Gonna Do With That Duck?’) and what might best be described as a more typical Godinesque thought provoker (‘The Icarus Deception’).

The three books – particularly ‘V is for Vulnerable’ and ‘The Icarus Deception’ – have an overarching theme of risk taking, innovation and a ‘life’s too short’ attitude that puts me in mind of the philosophies of Alan Watts.

The tale of Icarus (for whom the third book was named) is familiar to us all: “The story says don’t fly too close to the sun,” explains Seth. So what’s the ‘Deception’? Well, the second part of the story is often forgotten: it also tells us not to fly too low. “Because if you fly too low, the mist and the water will weigh you down, and you will perish.”

Seth argues that the industrial revolution ingrained in us a sense of comfort in sticking to the flight path. We knew it was safe. There would always be jobs, homes and things for us to consume if we stayed in the slipstream: flying neither too high or too low. Our grandparents knew this, our parents knew this and in turn, we knew it. In this recessionary age, the parameters of the safety zone have moved, and yet we carry on as if they haven’t, sticking to our old, familiar course.

Taking risks is completely outside our comfort zones – we’re afraid of melting our wings, or else being weighed down and drowning – and yet those who are successful are the ones who have dared to fail.

One of my favourite moments of the night was Seth explaining a Japanese concept (for which there isn’t an English equivalent) that something could be so perfect it is ‘as if made by God’. He showed us a video of a cheetah running and asked us if we thought the cheetah was worrying about what it looks like, or the way it moved when it ran? The answer was, of course, no. It runs intuitively and with passion. As Seth said, “It runs like a god would run”. In order to let go of your fears of risk and embrace the opportunity to innovate and make ‘art’ you need to ‘go full cheetah’.

I won’t spoil the book with a blow-by-blow account of the evening – if you want to know more, get yourself to your local bookshop and pick up a copy. Needless to say however, it was an electric night.

I must say though, I was quite surprised by the vehemence of the Godinites (as my friend @DanBMarketing, who is a self confessed Godinite himself, describes them) in attendance. The fanatic fervour rippled through the crowd – I overheard many conversations comparing favourite books, blog posts and Godin concepts. And every person who stood up in the Q&A or took part in the ‘Icarus Session’ had a story of how Seth had changed their lives. A magician, a DJ, a business mentor, a teacher, a singer, an author: the breadth of people who applauded Seth’s influence was surprisingly wide.

Though he hates the term, many really do view him as a guru – someone to follow. He’s uncomfortable accepting responsibility for other’s success though – reminding us that not everyone who ever reads a Seth Godin book, or indeed, Malcolm Gladwell, or any other thought leading writer goes on to “make art”. But those with the motivation to do so, to try new things and not be afraid of failure, value the guidance those thinkers provide.

Thought leaders like Godin spark innovation in others. They plant the seed, but it’s our responsibility to “go make a ruckus”.

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Multi award-winning B2B PR consultancy, Man Bites Dog, has been shortlisted in three categories of the Fresh PR Awards 2012.

Man Bites Dog is a finalist for the ‘Freshest Consultancy Team’ award. In addition, the consultancy is nominated in the ‘Freshest Business to Business Campaign’ and ‘Freshest Corporate Campaign’ categories.

Claire Mason, Founder and Managing Director of Man Bites Dog, said: “We’re thrilled to be nominated for these awards which showcase the strength of our unique proposition and the outstanding work of the Man Bites Dog team.

“Being recognised in this way is incredibly important to us and we look forward to building on this success throughout 2012.”

The win follows a string of awards in 2011, including B2B Marketing’s PR Agency of the Year, PRCA’s Specialist Consultancy of the Year, and CIPR’s Outstanding Consultancy of the Year 2011.

The winners of this year’s 2012 Fresh PR Awards will be announced on 1st March at the Hilton Deansgate, Manchester.

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“Seven in 10 managers working harder 10 years ago”
“UK firms face £2.2bn customer drought”
“75% of City workers believe divide between rich and poor is too big.”

The words ‘survey’ and ‘fatigue’ are increasingly heard in close proximity. But a five-minute scan of the headlines on any given day will reveal an enduring media appetite for research-based stories.

Even at a time when the news, business and political agendas are dominated by unprecedented events, surveys continue to fill column inches, as the headlines above from the past week or so demonstrate.

With so many surveys filling news pages and programmes, it is worth examining which are genuinely robust studies, aligned to an organisation’s sales proposition, and which are simply ‘noise’, providing nothing more than a name-check. For the latter, look no further than the car firm that ran a poll on Christmas gift-wrapping habits.

Showing Not Telling
Intelligently conceived and skillfully designed opinion research can be a highly effective lead generation tool in the professional services space.

Professional services firms operate in fiercely competitive markets, offering almost identical services, experience and expertise. In such a uniform environment, ideas are the only source of differentiation.

Robust research is the tool that validates these ideas. It is the difference between fact and opinion.

Demand Generation
Carefully crafted economic modeling or opinion research can prove a business hypothesis and create a direct call to action for a complex advisory proposition. Robust evidence generates demand for a service by promoting the problems it solves.

We have seen this work time and again in the professional services sphere. Thought leadership campaigns can be designed not only to achieve high impact coverage, but also drive direct business leads for firms offering complex and technical advisory services.

Professional services research

Success Factors
There are three critical factors to creating thought leadership that makes the phone ring: the hypothesis, the research design, and the degree of sales alignment.

• Hypothesis: Thought leadership research must set out to prove a compelling, impactful and original theme that plays to the news agenda at the time. It needs to pass three simple tests journalists instinctively apply to stories: ‘So what?’ ‘Why now?’ and ‘Have I heard this before?’

• Research design: The most critical stage. News hooks have to be designed into the research. The approach must be robust, independent and credible. The sample size needs to be representative. The methodology must be bulletproof.

• Sales alignment: Thought leadership research must be closely – but subtly – aligned with a firm’s sales proposition if it is to make the phone ring. Back to our car firm polling consumers on gift-wrapping habits. What value does that generate in terms of potential sales? How does it drive interest in the car brand in question?

A delicate balance is required. The story needs to promote the problems the firm solves, without overt selling the firm or its services. The aim is to set the news agenda, not promote your own. Another journalist filter applies here: The ‘They would say that, wouldn’t they?’ test.

Rigorous, original, thought-leading research will always provide media – and target audiences – with something new. Whether or not the media is tiring of the poll, thought leadership remains a highly effective tool for organisations to not only get noticed, but create a powerful call to action and ultimately generate demand.

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It can’t have escaped anyone’s attention that there has been a significant rise in legal marketing recruitment from adjacent professional services industries, such as accounting and management consulting. If I didn’t know better, I’d say there was a promotion on marketing jobs in the legal sector. Something is clearly going on.

This surge is likely due to a number of factors. The Legal Services Act came into force on 6 October, breaking down the barriers to non-lawyers to enter the legal services market. Now, there is a real need for law firms to match the creative and marketing standards of these new competitors, including today’s big business consultancies – many of which are already well-oiled marketing machines.

Legal Marketing Strategy

Business services providers are also increasingly positioning themselves as “trusted business advisors”. This presents a major challenge for typical law firms, characterised by their legal briefings and “traditional” brand image. Marketing and thought leadership in particular will be critical to this makeover. See my previous article legal thought leadership comes of age for the reasons why.

Top recruits from these adjacent industries will bring invaluable insights to these “legal laggards”. At this early stage in the legal marketing revolution, there is a real opportunity for them to raise the bar for integrated marketing and high impact thought leadership campaigns in this sector.

The road to becoming a credible, dynamic business advisor is littered with challenges however. LLP-style decision-making and the general conservative nature of legal businesses will make it hard for marketing revolutionaries to convince partners of the need for change. The business case will need to be couched in terms that are familiar to them, whilst opening their eyes to a new vision for the firm.

Then there are the usual challenges associated with being an early adopter of a new way of working. Not to mention that many firms are starting from a stand still when it comes to encouraging partner participation in business commentary for example. Marketing will need company-wide support for making bold statements, creating IP and reaching audiences through the various online and offline channels available.

It might be early days, but I am convinced that this wave of new legal marketing hires will precede a steady increase in the number of law firms talking about thought leadership and working to differentiate themselves from the business consulting crowd.

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Thought leadership. Ideas creation. Call it what you will. The dissemination of more opinionated comment from professional services companies is on the up, a trend that is particularly noticeable in the legal services industry.

Why are lawyers embracing this methodology? Creative and strategic ideas are a powerful means of differentiating yourself from the competition, and making clients sit up and listen to your experts. Aside from a few standout pioneers, the business news feeds are severely starved of legal services thought leadership despite the incredible wealth of expertise that these firms have worked so hard to attract and retain.

To date, a lot of these “early adopters” have ploughed their resources into raising their profile in the legal services industry itself, shedding light on the sector and forging relationships with government and policy decision makers.

We have seen a lot of companies start to position themselves as business consultancies in the last year, vying for a piece of the C-suite’s attention. With this trend set to continue, it is going to become increasingly difficult for law firms to make themselves heard. This is further complicated by the Legal Services Act which is expected to come into force at the end of this year, opening up the market for legal services provision beyond just lawyers and increasing competition for tender lists.

Now more than ever, law firms need to recognise the business value of thought leadership and capitalise on their expertise.

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One of the biggest challenges facing any professional services firm is cutting through the marketplace clutter to stand out from your competitors. As professional service providers our main asset is our expertise. But this is knowledge that we often share with the competition and standing out from an increasingly congested crowd can sometimes feel like an uphill struggle.

So how do you demonstrate leadership when you’re doing the same thing as your competitors?

Unlike in other industries, uniqueness isn’t as important to potential clients as expertise. So when it comes to professional services it’s the currency of ideas, rather than the individuality of your brand, that’s the main differentiator between companies.

The currency of ideas

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This is where thought leadership can help. Thought leadership is an invaluable tool that can demonstrate insight by highlighting a problem that your potential client hasn’t even considered, or help to find solutions to a headache they are currently facing. This doesn’t mean that you have to give away the farm, far from it in fact; you merely have to whet their appetite on the issue and demonstrate your expertise along the way.

A good data hook can also transform these ideas into a direct call to action, creating a need for your services by highlighting the extent of a problem that they can solve. For example, at Man Bites Dog we launched global management consultancy Hay Group’s post merger human capital integration practice by proving that 91% of mergers fail due to culture shock. The campaign delivered 8 million euros of business into the practice in a matter of weeks; proving the problem highlighted by the research resonated with a market need.

Taking ownership of these issues from a PR and marketing perspective can help you to set the news agenda and stimulate debate, demonstrating a need for your services as well as your ability to deliver them. It might be a change of tack for companies used to a traditional approach involving advertising or direct marketing; but wouldn’t it better to embrace the currency of ideas and show potential customers what you do rather than simply telling them about it? We certainly think so.

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KPMG, the Big Four firm providing audit, tax and advisory services, has appointed B2B PR agency Man Bites Dog to handle PR for its Performance and Technology consultancy arm in the UK.

Man Bites Dog will be supporting KPMG’s development strategy for Performance and Technology, by promoting the division’s IT and business performance consultancy capabilities.

Man Bites Dog won a three-way pitch to handle the media relations brief and devise a thought leadership programme.

Scott Parker, UK head of KPMG P&T, said: “We have an ambitious growth strategy for Performance and Technology, hence the need for powerful integrated PR, marketing and business development.”

Claire Mason, Founder and Managing Director of Man Bites Dog, commented: “The addition of such a high profile client is testament to the excellent work of our highly-driven team. We look forward to working with KPMG to support the rapid growth of the Performance and Technology division.”

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Multi award-winning B2B PR consultancy Man Bites Dog has been shortlisted in three categories of the prestigious CIPR PRide Awards 2009. The awards recognise excellence in public relations across the UK regions. Man Bites Dog is one of only three nominated agencies in the Home Counties South ‘Outstanding Public Relations Consultancy’ category, which the agency won last year.

In addition, Man Bites Dog is nominated twice in the ‘Corporate and Business Communications’ category for its high impact thought leadership campaigns Fight or Flight and Credit Where its Due?

Fight or Flight, which dominated broadsheet front pages, made management consultancy Hay Group one of the most widely quoted authorities on the recession. The campaign is also nominated in the ‘Best Use of Media Relations’ category.

Credit Where it’s Due? successfully established Roland Berger Strategy Consultants as thought leaders on the worsening credit situation and as champions for the financial health of the UK’s largest corporations. Media coverage highlights included BBC Radio 4’s Today Programme, the Financial Times and The Economist.

Ann Mealor, CIPR Acting Director General, said: “This year more than ever, consultancies and organisations entering the PRide Awards want to spotlight their achievements while boosting morale – and being a PRide finalist does just that.
“Having gone through rigorous judging to reach the shortlist is a great achievement and I offer my congratulations to all those who have reached this stage of the competition.”

Claire Mason, Founder and Managing Director of Man Bites Dog, said: “These nominations are a great endorsement of the team and the outstanding results they are delivering for our clients.”

The winners of this year’s Home Counties South CIPR PRide Awards will be announced on 27th October in a ceremony at the Brighton Hilton Metropole.

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Man Bites Dog has been shortlisted in two categories of the prestigious 2009 PRWeek Awards.

Man Bites Dog is a finalist in the Marketing Communications Business category for its thought leadership campaign Fight or Flight? which made management consultancy Hay Group one of the most widely quoted authorities on the recession.

Jennie Wright, Head of UK Marketing, Hay Group, said: “The Fight or Flight? campaign enabled Hay Group to punch above its weight as media commentators. Man Bites Dog took a creative approach to the recession which helped to create, and cement, our position as thought leaders on the downturn.”

The consultancy has also been nominated in the Research category for its campaign Credit – Where it’s Due? for Roland Berger Strategy Consultants. The campaign was the first to identify a new stage in the credit crunch, moving the media spotlight from the SME funding agenda to the plight of credit-starved corporates.

Klaus Kremers, Partner at Roland Berger said, “Credit – Where it’s Due? successfully established Roland Berger as a media authority on corporate liquidity and financial strategy at a critical point in the credit crisis.”

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Professional services specialist Man Bites Dog has scooped a hat-trick of new financial services accounts.

The consultancy has been appointed by tax technology solutions company, Vertex; and broker software provider, Insurecom.

In addition, Managing Director Claire Mason has been appointed in an advisory capacity by the Global Manufacturing & Services Division of the World Bank’s International Finance Corporation.

Leading US tax automation specialist Vertex Inc. has selected Man Bites Dog to handle the pan- European launch of the company and its Vertex Value Added Tax O Series product to tax professionals in multi-national organisations across Europe.

Insurecom Ltd, the insurance broker technology company, has chosen the consultancy for a series of thought leadership campaigns to build brand and promote the company to the UK’s insurance brokerage industry.

Ayes Amewudah, Director of Business Development, Insurecom Ltd, said: “Right from our very first meeting, Man Bites Dog demonstrated a fresh, innovative and flexible approach to working with us. They really know how to achieve tangible results that deliver real value to our business.”

Man Bites Dog’s Managing Director, Claire Mason said: “Our specialist knowledge of the professional services industry and our track record in board level thought leadership campaigns is proving a winning combination.

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