Don’t Mix Your Message

Ron Loch
August 23rd, 2010

When I ride my bike, I wear a helmet.  Not out of habit – I never wore one as a child – and certainly not to make a fashion statement.  Let’s be honest, unless you’re in the Tour de France, helmets make adults look dorky.  I do it because I want my kids to wear theirs and I think I need to model the desired behavior. 

Apparently, I’m in the minority.  Riding around the neighborhood with my son last night, we kept meeting these families where the kids are wearing helmets, but not the parents.  I wonder how long it will take for the kids to decide they’re old enough to risk traumatic brain injury like Mom and Dad.

Mixed messages like this are a killer of progress, and I’m afraid I see similar incongruity in the actions of companies pursuing sustainability. 

I was handed a great example during a discussion with two executives of a company that sells sustainably produced coated papers.  We were discussing challenges they face when trying to convert customers to green solutions. 

Most were typical – misperceptions that green paper is more expensive and that purchasing agents are resistant to change.  One, however, stood out. 

They had a prospect that was committing itself to becoming more sustainable and green paper seemed to be the perfect way for them to convey this message.  The only problem? The company’s designers didn’t like how the Forest Stewardship Council (FSC) certification watermark looked, so they wouldn’t source the green paper!

No wonder the recent G&S Sense & Sustainability Study™ found consumers and Fortune 1000 executives skeptical about the commitment of corporate America to sustainability.  Unless every department and supplier is making decisions that reflect dedication to sustainability, “going green” appears to be an option, not a business imperative. 

Everyone needs to model the desired behavior.  Even if it means risking helmet hair or the intrusion of a sustainable certification symbol on your brochure design.

Weakness Has Left the Building

Ron Loch
July 1st, 2010

At a recent swim meet I attended, one of the swimmers was wearing a t-shirt that said, “Pain is Weakness Leaving the Body.” 

I immediately rushed to use that bit of inspiration on my daughter who was getting ready for a race.  I promptly received the “Dad, you’re lame” look.  But I do find it to be an inspiring point of view; if not for my teenage daughter, perhaps for organizations striving to become more sustainable

Change, even when it makes an organization stronger, is often painful. 

This is reflected in a survey of CEOs by the United Nations Global Compact and Accenture.  Of the 720 executives surveyed, 93 percent said that sustainability is important to the strength of their organization, and 80 percent believe that fully integrating sustainability across their business will happen within 15 years. 

However, nearly half pointed to the complexity of implementation across functions and competing strategic priorities as significant barriers to an enterprise-wide approach to sustainability.  These are common barriers that often fatigue important initiatives and stress communicators charged with implementing organizational change. 

In fact, the same change management principles we employ when communicating about mergers and acquisitions, downsizing or restructuring apply to creating a corporate sustainability mindset. 

  • Gain sponsorship from senior executives:  The power of the C-suite is critical to establishing sustainability as a business priority.  If it is crucial to the success of the organization, that importance must be reinforced with nearly every interaction.
  • Deliver relevant messages:  It’s not enough to tell employees why sustainability is important to the company; they need to know why it’s important to them and their career.    
  • Rethink how you communicate success:  Competing priorities suggest that reward systems are out of whack.  If production numbers are traditionally promoted, but not energy cost reductions, then energy conservation will not appear to be a critical business priority.  Forget tradition and look at communications through a new lens.
  • Create feedback loops:  Talking at employees produces little change.  Create ways for employees to engage in the conversation about sustainability initiatives and you can gauge your success in making it a company-wide priority.
  • Grin and bear it:  Let’s face it; change communications can be a pain when you are fighting entrenched interests and legacy processes.  But, take heart.  You’re helping to build a stronger, more successful and sustainable enterprise. 

After all, that pain is just weakness leaving the organization.

 (Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

The Power of Story Telling

Ron Loch
June 24th, 2010

During my Industrial Ecology class the other night, the professor talked about the influence of stories in the evolution of social and environmental awareness. 

There were Upton Sinclair’s “The Jungle,” which led to a call for meat inspection standards, John Muir’s “The Yosemite,” which inspired the creation of a national park system, and Dian Fossey’s “Gorillas in the Mist,” which rallied support for protecting endangered species. 

Each was a story that connected emotionally with people across social, geographic and economic boundaries to inspire understanding and action.

It made me reflect on a discussion I had last week at a G&S event on CSR leadership.  The particular exchange focused on the challenges of pursuing sustainability in organizations that are highly decentralized.

How do you get divisions that are at different stages in their journey toward sustainability to embrace and align with a corporate directive? 

The answer is to share more stories; stories that will motivate the line worker as well as the division president. 

Forget the PowerPoint slides filled with facts and figures.  Find an emotional connection that will get them excited.  

The outdoor clothier Patagonia provides an excellent example of this with its The Cleanest Line blog.  With stories of outdoor adventure, the blog helps crystallize the importance of both the products they sell and their commitment to sustainability without specifically mentioning either.    

Stories are powerful motivators.  In fact, I think the old saying that starts with “give a man a fish and you’ve fed him for a day” needs to be revised. 

Forget about teaching him to fish.

Tell him a good story about the big one that got away and he’ll want to fish for a lifetime.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Let it Flow

Ron Loch
June 17th, 2010

The other evening Gibbs & Soell hosted a CSR leadership discussion with senior communicators and sustainability advocates.

It was pure conversation at its finest.

One question triggered a chain reaction of comments like water rings from a stone dropped in a lake. Speakers turned the tables on the audience, peppering them with their own questions.

And, best of all, PowerPoint slides were banned.

During the networking session that followed, discussions naturally turned to the oil spill in the Gulf.  The estimated flow of oil was reported to be 35- to 60-times greater than first thought.  We debated the impact this news would have on President Obama’s address to the nation later that evening. 

The importance of reliable feedback systems was the common thread between our program’s topic and the White House’s role in the crisis.

The government initially relied on BP’s estimates which proved to be too rosy, and then had to assemble its own team of experts to try to measure more accurately.  As the estimates of flowing oil grew, the credibility of the estimators and of the “Communicator in Chief” declined.

Unfortunately, President Obama’s reputation remains at the mercy of an oil spill playing 24/7 on live video feeds put in place by BP 5,000 feet below the water’s surface. 

When a company pursues a path toward sustainability, it is taking responsibility for the flow of information within and outside their organization.  Without complete and trustworthy feedback, a well intentioned claim of improved environmental stewardship can turn into a growing accusation of “greenwashing” as results prove otherwise. 

And once marred, credibility can be as tough to restore as plumes of oil that have escaped from a deep sea well.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

The Oilman Gushes about Renewable Energy

Ron Loch
May 26th, 2010

WINDPOWER 2010 is bringing some surprising perspectives to the podium in Dallas,  including those of former President George W. Bush who delivered a keynote address at the convention.

Given that he was mostly characterized as an oilman during his time in the White House, it was interesting to listen to President Bush speak passionately about renewable energy.

As governor of Texas he created incentives for the development of wind energy, and today Texas is the top state in wind power generation. 

When I walk around the exhibit hall there are a lot of companies that share his communications challenge. Many have built their brands in the fossil fuel industry and are now making significant capital investments in wind.  

It will take a concerted communications effort to make sure they get the credit they deserve and are seen as advocates of this important industry.  

That will not only help these companies, but also help the industry get the attention of policy makers.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Industry with a Wind in its Sails

Ron Loch
May 25th, 2010

A hot wind is blowing in Dallas and it has nothing to do with the 90+ temperatures.  I’m at WINDPOWER 2010 and there’s no mistaking an industry on the move.  

This year’s conference has 200 more exhibitors than last year’s and attendance is expected to approach 20,000. Conversations on the floor are consistent with the Wind Industry Monitor poll – the industry in the U.S. needs a boost from a clear energy policy. There is particular support of a Renewable Electricity Standard

However, judging by the booths and traffic, companies are not taking a “wait-and-see” attitude.  They are obviously investing in sales and marketing judging by the size and complexity of the booths.  

Balancing the need for energy policy advocacy and immediate sales seems to be the most pressing communications issue they face.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

Greentech: Engine vs. Bandwagon Jumper

Ron Loch
May 19th, 2010

Michael Kanellos at Greentech Media wrote a great perspective earlier this month, “Why There is No Google of Green,” where he provides eight reasons why the greentech revolution is different than the Internet. 

While he’s spot-on about the reasons why there’s a difference, the fact he felt compelled to write the piece has me concerned.  

He writes that not a week goes by that someone doesn’t ask the question, “Where is the Google of green?”  Couple that with statements by corporate executives and venture capitalists that greentech will be “larger than the Internet” – and greentech has the hallmarks of a bandwagon.  

The greentech and renewable energy space is decades old, and it’s certainly seen its share of advancements and setbacks.  In fact, few people realize that in the early 1900s electric cars outnumbered gasoline automobiles.

What’s currently fueling the excitement among market watchers are recent developments, including the approval of the first U.S. large scale, offshore wind farm, the proposed Senate climate and energy bill, and a worldwide recognition that we must control carbon emissions.

That’s great because it attracts more investment. But, on the flip-side, you inevitably have an influx of service providers looking to exploit early stage enthusiasm to maximize short-term income.   

As new technologies approach commercialization, they often get a second look by the supply chain which can lead to a “too-good-to-be-true” narrative.

Companies in the greentech space need partners – whether lawyers, business consultants or communications agencies – that can navigate them through the challenges that inevitably follow launch to ensure they prosper and succeed.

After all, every bandwagon will have its share of jumpers, but they do nothing to move the float forward.  For that, you need an engine.  

That’s the thinking behind the recent announcement from Gibbs & Soell about our new greentech and sustainability practice. It’s an engine powered by a depth of client experience with clean technologies and sustainable practices.

Check us out, and contact me at rloch@gibbs-soell.com or (847) 519-9150 to learn more about our work.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations. He leads the firm’s Greentech & Sustainability Practice, collaborating with G&S colleagues specializing in advanced manufacturing and energy, agribusiness and food, consumer lifestyle and building solutions, professional services, and technology and general science.)

A Blooming Good Launch Strategy

Ron Loch
February 28th, 2010

Last week, Bloom Energy Corporation officially introduced its much anticipated “Bloom Box” fuel cell technology.  We got a preview of the technology on Sunday when Leslie Stahl of 60 Minutes ran a story about K.R. Sridhar, the CEO of Bloom Energy and his promising technology. 

In it, Stahl calls Sridhar an “idealist” because he believes that his technology will be in every home in America, to which he responds, “It’s about seeing the world as what it can be, not what it is.” 

That forest-for-the -trees thinking is not only refreshing, but also necessary for innovation to thrive.  However, from a communications standpoint, it often has a very short shelf-life.  It captures attention and inspires hope, but then it can quickly expire to be replaced by skepticism which may even turn to derision. 

Forget “what have you done for me lately,” we have become a “what are you doing for me now society.”  This makes launching new technology extremely difficult.  Launch too soon and you risk inviting an avalanche of skepticism about price, scalability and performance.  Launch too late and you risk losing financing or a competitive advantage.

Bloom seems to have taken a good approach.  Their official coming out party featured a list of impressive customers including eBay, Google, Bank of America, Fed-Ex.  Too often new technology companies, particularly in the greentech arena, launch at the concept or prototype stage to great fanfare only to find that their technology isn’t commercially scalable.  Maybe Bloom’s financial backer, Kleiner Perkins Caulfield & Byers, learned an important lesson from the launch of Segway, which it also funded. 

Segway garnered nearly the same amount of media interest as Bloom at launch, but had no customers, was seen as an “expensive high-tech scooter” and was relying on communities to change their pedestrian laws to ensure market penetration.  Subsequently, Segway is looked at as an interesting niche technology that never lived up to the hype.  Bloom’s fuel cell is also expensive and high tech, but by keeping quiet until it proved its concept with major brand owners before launch, it hits the stage with a level of credibility that can blunt skepticism that typically accompanies major technology launches. 

The inspiration for the Bloom fuel cell technology was an oxygen-producing device Sridhar invented for NASA to help future astronauts breathe on Mars.  That proposed Mars mission involved a layover on the Moon.  It appears Bloom is taking a similar layover strategy by having first established a base with large businesses before venturing on to the consumer market. That too will be a long expensive and perilous journey, but at least they’ve had a successful launch.  I think it’s a model other greentech startups should consider.

(Guest contributor Ron Loch is a senior vice president at Gibbs & Soell Public Relations.)

Open Houses Illuminate Solar Tour

Brian Hall
October 6th, 2009

I have to say that I’ve typically avoided open houses ever since a quick visit to one just to humor my wife resulted in the single biggest impulse buy of our lives. However, my personal and professional curiosity got me out — and momentarily away from the marathon sports viewing I’d planned — to join the National Solar Tour this weekend.

As a homeowner, I was most interested in the family who is using solar panels to power their furnace/AC and water heater. They cut their energy bills in half, and expect to recoup their investment in about nine years — all while being more sustainable, of course.

As a PR pro, I was equally interested in the great event ASES put together. Getting thousands of passionate supporters to open their homes and tell others about the specific benefits they are seeing from solar power — wow, definitely a powerful way to connect with consumers.

It occurred to me that this is exactly the type of “voice-of-the-customer” communication that is often missing from B2B marketing programs. In particular it got me thinking about the upcoming Solar Power International 2009, and how B2B companies in this field can connect with customers and prospects in an equally effective way.

As I look at the roster of exhibitors, one thing is clear: the B2B supply chain for solar is extremely complex. It includes everything from developers of large-scale solar plants to suppliers of components ranging from glass to fluids and films. To generate marketing and sales success during the show — and in the marketplace in general — exhibitors must really understand their specific audience segment and communicate ultra-targeted, customer-centric messages. Even the big brand-name companies entering this dynamic market must really hone their message to gain industry-specific credibility and awareness among target customers.

Better use of digital media tools can help create stronger B2B customer connections as well. Webinars and online video, for example, are very practical ways to showcase real-world success. And outreach via blogs, Twitter, content syndication and other Web 2.0 tools will certainly continue to be an ever-more important way to foster ongoing dialogue with these audiences.

I’m looking forward to learning more about solar during the event, and talking with industry thought leaders about strategic messaging, digital/social media and other communications topics.

And when I get home, it will be time to get serious about my own personal solar installation.

Stay tuned to The Spark for updates on both fronts.

Shooting Par on the Course Toward Renewable Energy

Brian Hall
September 8th, 2009

Visiting Central Illinois recently to play a little golf with my dad, I was excited that the course had a view of a wind farm. Although my own enthusiasm for the scenery was somewhat hindered by a disappointing back nine, to me the wind turbines are a sign of real progress in the battle against climate change.

 

As highlighted in recent Wall Street Journal and USA Today stories, however, those turbines are whipping up brisk winds of “not in my backyard” among local residents and environmentalists. Recent headlines regarding the markets for renewable energy have been mixed as well — with positive news about wind energy and the U.S. government’s program to stimulate renewable energy investment balanced against reports such as the one showing biofuels aren’t fairing as well due to the recession and falling oil prices.

 

For communicators in this sector, breaking through the clutter of mixed news, green hype and opposition is probably more challenging than it is for me to break 90. And while traditional PR certainly can and should play a role, it seems like the opportunity is ripe for digital and social media, especially as channels to reach business, regional and niche audiences.

 

Among the supporters of renewable energy are many passionate fans who believe strongly in the cause. Providing them with the tools and forums to carry your message can be more credible and effective than any company-sponsored communication could ever be. In addition, search engines, blogs, YouTube, Twitter, webinars and other digital media yield increasing influence over business decision makers. And getting your supporters involved in generating positive dialogue is a great way to address the critics — and even begin to bring them on your side.

It appears industry marketers are embracing these tools. Initial results from our “Renewable Energy Digital and Social Media Pulse Check” show the majority are using digital media to communicate with their target audiences.

 

Of course, having a powerful medium at your disposal means nothing if you don’t also have a powerful message that resonates with your target audience. Messages with more aspirational themes have been less successful. The key is to position these offerings as real and practical on an individual level.

 

The critical combination of clear messaging and precise outreach is what I plan to explore during my upcoming speaking engagement at the Renewable Energy Markets Conference in Atlanta (shameless plug: come see me on the “Media and Perception” panel at 1:30, Tuesday, Sept. 15).

 

Stay tuned for additional insight from our “Pulse Check.” I will unveil final results during the conference. Afterward we’ll share the results via The Spark and e-mail as well.