Successful LinkedIn group owners share their secrets

 

 

 

 

 

This is the first in (what I hope will be) a series of posts in the coming months about what it takes to run a successful LinkedIn group. I’ll be talking to owners of some of the best-managed groups on LinkedIn so that we can all learn from their insights.

If there’s a group owner you think I should talk to, please let me know in the Comments section below.

Toby Marshall and his team at Lead Creation based in Sydney, run 7 successful LinkedIn groups (plus a further 7 subgroups), including Small Business Evolution / Entrepreneurs and SMEs, which has over 10,000 members, 4 subgroups and NO spam!

I asked him what makes a successful group, what’s worked well for him and what advice he’d give to others looking to set up and maintain an engaged community.

What makes a LinkedIn group successful?

“A group is just like an industry or professional association. A lot of people join groups but don’t revisit them. The success of a group really comes down to three things; how much time the owner puts into it, the size of the group, and the focus of the group – is it narrow enough that the majority of discussions will be relevant and of interest to members?” 

Including your keywords in the group name (so that it can be found by those searching) is also important.

Toby believes (and I agree) that 99% of LinkedIn groups are either full of spam   or have under 500 members and are dead. His advice for spotting a good LinkedIn group? Look at the ratio of comments to discussions (this should be at least 1.5 comments per discussion and ideally 3-4).

He advises that, when starting a group, owners ensure there are at least 20-30 members and 3-4 active discussions before they begin to invite VIPs.

What’s worked well for you when running LinkedIn groups?

Sponsorship is a key area Toby and his team have focused on – “we’re not starting any more groups without a sponsor to cover the costs of set up and ongoing maintenance.”

The benefit to sponsors is they can position themselves as experts and it gives Toby and his team the ability to invest time in the group, actively growing and engaging with members.

Ensuring each group is really focused has also worked well for Toby and his team. They’ve set up sub-groups that address one topic within each category. “If a  group is too broad in focus then people won’t be interested in it. LinkedIn has given us the ability to subdivide topics.” 

Other things that have worked well include:

  • building on discussions by summarising them (with comments attributable to various group members) and pulling out the key answer/findings in a blog post. You can then start a new discussion ‘The answer was X, do you agree/disagree?’ and spark further debate. Here’s a recent example of curating comments from a discussion thread and turning them into a blog post. 
  • Personally writing to everyone who requests to join the group to ask them what they want to get from it and then responding to them accordingly. You can set up templates to help with this and engage outside help to ensure the process isn’t too onerous. Knowing this information helps you to shape group discussions. 

What hasn’t worked so well?

Toby believes “there has to be a blog or website behind every successful group as otherwise there is nowhere to post content.” That’s something he didn’t have initially but has now set up.

Not being sufficiently resourced to run a group can also pose a problem as can not having enough industry experts with the ability to write.

What advice would you give others considering starting a group?

 “Why does everyone need to start their own professional association? 99% of groups fail. We’ve been running groups for over 3 years. If you have got something to say and lots of ideas, then go for it but, if not, you have to think about whether your group will work.” 
Do you agree with Toby’s tips? 
What other advice would you give to those setting up or running groups? 
If you’d like to see more tips from group owners about how to set up and run successful LinkedIn groups, subscribe by email or RSS feed to this blog.

 

Social media for lead generation: top tips for professionals

If you could only give one piece of advice to a professional looking to use social media for lead generation what would it be and why? 

I posed this question in the LinkedIn group: Social media for lead generation in professional services firms, which garnered some great responses.

So, for any of you wondering how you can leverage social networks to grow your practice, here are some top tips from various group members.

Get the rest of your online presence right first

Gihan Perera on LinkedIn“Social media is a magnifying glass on your business.” says Gihan Perera,  ”People might find you first on social media, but then they’ll want to follow you in other areas – e.g. blog, newsletter, Web site – to really connect with you before deciding to do business with you. If you don’t get the other things right first, your social media efforts will merely magnify those weaknesses. But if you do get those things right, social media can help to amplify those strengths.” 

Ensure you have a website with lead-generating tools in place

Julie South on LinkedInJulie South advises all professionals to make sure they have a website first “BEFORE you jump into any social media space…it does need to be current and it MUST have lead-generating tool(s) in as many places as appropriate” 

This is vital if you are to build your contact database and manage the risks of having your online presence in third-party owned properties.

“…all the SM spaces (except YouTube) require people to be members (which means you’re excluding many potential customers who don’t play in the same space). If you’ve got all your activity happening in one of these *free* spaces and they decide to change the rules and make free suddenly become beyond-what-you’re-prepared-to-pay, what would you do then?…What’s your Plan B to put into action without missing a beat? [If you've got a website already working in tandem with your SM activity this would happen [almost] seamlessly].”

She goes on to say “…building a list (of contacts) is pretty much impossible within each SM space: the only way you can connect with people is within each space…which means your message needs to be repeated across all SM spaces to be heard (time consuming)…AND growing / building a database within any space is damn hard.”

Produce content your audience will find valuable on a regular basis

John Grimley on LinkedInIf you’re not already doing so, you might want to consider blogging, says John Grimley as an active blog will enable  a professional to “consistently demonstrate his or her expertise.He also recommends identifying “potential clients and reach out to them where you have the ability to be of assistance. Whether it’s help them achieve a commercial objective, avoid a problem, or other matter – and where you will generate revenue by assisting.

Create blogposts around those opportunities/dangers to support your outreach efforts. That’s where your offline and online BD efforts come full circle and meet each other.” 

Tony Vidler on LinkedInTony Vidler explains why producing valuable content is so vital;

“The primary benefit of social media in the marketing mix is the personalisation of the marketing, which is critically important in a vastly crowded and noisy marketplace. The average Australian consumer today receives some 3,000 marketing or advertising messages daily aparently, so cutting through that clutter can only be achieved…by providing content that engages your target market because it is relevant to them – it must inform, engage or improve them meaningfully.“ 

Getting your own online properties in order, producing content that’s going to inform, educate and help your audience, and ensuring your offline and online efforts all link together is key.

But then what?

Taking it back a step, you’ve got to be clear what you’re looking to achieve and to focus your efforts. Spend time where those you wish to engage are. If you don’t know then find out.

Have clear objectives in mind and pick your platforms carefully

Jennifer Myers on LinkedInJennifer Myers says “I have heard from a more social-media-savvy friend that Facebook can be a great lead generator for Business-to-Consumer, but perhaps not so great for Business-to-Business.” 

My view? If a lot of your prospects are on Facebook then you may want to have a presence but it may not be the best place to start. You’ll need to make that call. If you do use Facebook then don’t solely rely on your business page to bring in the work. Again, seek to create a community of people interested in a particular topic or issue and then look to build each relationship one at a time.

Build your presence slowly and be consistent

Tessa Hodson on LinkedInTessa Hodson advises busy professionals to build up their presence slowly, “…everyone is at such different stages of engagement with social media, but there is always room for more – more focus, more activity, more platforms. Trying to go from having no engagement to full engagement too quickly can be confusing for the professional and disingenuous to your audience. You risk burn out and lack of consistency. My advice…is to know where you are at, know what the next step is and take it.” 

Nicola Jones on LinkedInDon’t overcommit, says Nicola Jones “Do it right and do it consistently.” 

 

Greg De Simone on LinkedInGreg De Simone further pushes the importance of consistency, “Be…consistently active. Consistently listening for the needs of your market. Consistently addressing those needs and adding value to the market.”

Schedule time for your social media activities

He advises professionals to schedule time for their social media activities.

“I would also recommend that you schedule your social media time much like you would a networking event…If you look at social media as one large networking event and work it consistently to create opportunities to meet face-to-face (or phone-to-phone due to geography) leads will consistently follow.“ 

Interact with others and focus on building relationships

Rhetta Akamatsu on LinkedInBeing active on social networks was a recurring theme. Rhetta Akamatsu advises professionals to “Get a Twitter account and keep it active. Really interact with your followers and retweet interesting and relevant tweets from others. Don’t make every message be a commercial, but provide links to your website and other social media.”

Building relationships one-by-one is a key way to generate leads from social media. That involves getting on people’s radar,  conversing with them, helping them out where you can and seeking ways to move the relationship beyond whichever social network you’re using.

Get the basics right

But before you can really engage with others, you need to ensure that your profiles on social sites are complete and clearly position you. Otherwise people can’t easily make a call about whether you can help them and whether you’re someone they’d want to do business with.

Angus Ogilvie on LinkedIn“…the background section of your profile [within LinkedIn] is a key thing to get right, says Angus Ogilvie, “This is a superb opportunity to sell yourself and the firm. People who skim profiles will be drawn to a good background statement that outlines key skills, areas of interest and the way you do business. So often I see bland background statements that are little more than generic bullet points. It is such a lost opportunity.“ 

I’d also advise including a call to action at the end of the summary section within LinkedIn. Inviting people to get in touch with you can provide the push they need to do so.

Think like your clients

Justine Parsons on LinkedInJustine Parsons summed it up superbly;

“…remember that social media is as much about personality as it is your offering. Be sincere, be honest and be transparent. While our audience can be in the millions, look to connect one on one. One person reading your post, update or discussion can be that difference between being a success – or not…Be in the space, think like your clients think, solve their problems for them and have fun. Social media is a two way conversation that the whole room hears!” 

Which of these tips have you found most useful? 

What others would you share? 

 

 

 

 

LinkedIn: a cost-effective way to upgrade

I’ve resisted the urge to upgrade to a paid LinkedIn account for years, believing you can do a lot with the free account.

And it’s true, you can.

There are ways around the search number limits and seeing profiles of those outside your network (just Google X-ray into LinkedIn and you’ll be amazed what you discover!)

Having talked to several people with paid LinkedIn accounts, I came to the conclusion that, unless I wanted to start a group (and therefore quickly find those outside my network/existing groups who may be interested in joining), I’d be better sticking to the free account.

Over NZ$300 per year seemed  a lot to pay simply for finding out which keyword searches my name was appearing in.

A really cheap LinkedIn plan

But last week that changed. My Virtual Assistant, Justine, sent me an email she’d received from Donna Serdula, which talked about a really cheap LinkedIn plan. We’re talking NZ$131.40 per year (or US$7.95 per month if paid annually).

But you may not have ever come across it (I hadn’t!) – and that’s because LinkedIn hides it…

…in the hope that people sign up for their more expensive upgrades.

It’s called ‘Personal Plus’ and Donna wrote out the steps to find it in her email:

1. Open LinkedIn

2. Click the hyper-linked text under Who’s Viewed My Profile on the right sidebar

3. Scroll down and click the Upgrade Link

At this point you may or may not see the link for the Personal Plus plan.  If you do not see it, click the gray button that reads Other Premium Accounts.  VOILA!  There you have it! Click and purchase!” 

You don’t get Inmails with this plan (but you can buy those separately on any account including the free account – just go into your settings to do so).

You do get 5 folders in profile organiser as well as priority customer service.

I don’t subscribe to the school of thought that says you look more of a serious networker if you’re on a paid plan but I definitely think that for those looking to build their practices, it’s important to see if you’re appearing in searches for your keywords.

Knowing this info means you can tweak your profile accordingly, which then leads to more of the right people viewing your profile, and more opportunities to generate leads.

If you check into LinkedIn regularly enough, you’ll know who’s viewed your profile with the free account, but having more of this info to hand is handy.

So, if you’ve been wondering whether you should upgrade, here’s a pretty cheap way to do so.

What do you see as the key benefits of a LinkedIn premium account? 

Which one would you choose and why? 

 

Setting up a LinkedIn group – 8 tips you may not have considered

At first glance setting up a LinkedIn group is relatively simple.

You fill out the fields in the ‘Create a Group’ form and voila!

But, if you want to maximise the chances of people joining your group, it’s slightly more complex than that…

I’ll back up a moment.

Why might you want to set up a LinkedIn group?

  • Build your profile in your area of expertise.
  • Position yourself as an authority in your area.
  • Find and attract those with similar interests or who may need your help.
  • Widen your professional network by building relationships with group members.
  • Learn more about the views and perspectives of those in your industry. 
  • Establish a community and then organise in-person events to strengthen these relationships.
  • Generate interest in you and your firm, including in-bound enquiries. 

How might you go about it?

LinkedIn suggests you invite people as soon as you create your group. However, at this stage you won’t have pre-loaded any discussions, you won’t have created your group rules and you won’t have set up templates (if desired) such as to let people know they’ve successfully joined your group.

If you invite people at this point, why should they join?

For that reason I recommend you skip the invites (you can send these later) and click the ‘Manage’ tab.

A number of tabs will appear in the toolbar on the left hand side of the page.

1. Go to ‘Group Settings’ – here you can determine what features you will allow, what permissions you’ll give people (e.g. do new discussions need to be moderated before they can be posted?), any restrictions, and whether people can auto-join the group or whether they need to request to join.

2. If you want to add or change anything in the form you filled out originally, go to the ‘Group Information’ tab. Take a look through your Group Description – does it tell people the purpose of the group and the benefit to them of joining? If not, you might like to revise it.

3. Go to ‘Group Rules’ and set out your rules. What is and isn’t acceptable? What will happen to those who don’t comply? For some good group rules check out the Group ‘Lead Generation Marketing – Gather, Engage, Sell’.

4. Go to the ‘Templates’ tab and set up any template messages you wish to.

If people need to request to join then you’ll want to set up a ‘request to join’ message thanking them for their interest and letting them know when they can expect to hear from you.

You might like to set up a ‘Welcome’ message thanking people for joining the group, giving them some information about it and saying you look forward to their participation. Tom Skotidas has a great message for those who join his B2B Social Media Lead Generation Group.

You may also want to set up a polite ‘decline’ message for those who you don’t let into your group. You have the ability to ‘decline and block’ them so they can’t request to join again in the future.

5. Ask those you wish to moderate the group to join it (you can have up to 9 moderators plus the group manager). If people have to request to join your group you can pre-approve the moderators and any others you wish to under the ‘Pre-approve people’ tab. Once the moderators have joined the group, you can change their status from member to moderator.

To do so:

  • Click the ‘Manage’ tab
  • Click ‘Participants’ (in the list on the left hand side)
  • Select ‘Members’ from the Participants list
  • Click ‘Change role’ and select ‘To moderator’ from the drop-down list.

6. Pre-load some discussions so that those you invite to join can see some activity.  An ‘introduce yourself’ discussion is a good way to get people engaging. You may then want to ask a question or share a link to some content those you wish to join will find helpful/valuable.

7. Ask a few of your connections to join the group and comment on the existing discussions. This will give others who join later the confidence to do so too.

8. You’re now ready to invite people. LinkedIn doesn’t allow you to send personalised invites if you choose to invite people within the group itself (this is to protect members security with regards to group invites).

If there are people you really want to join your group or you want to maximise the number of people who accept your invite, you may want to use LinkedIn messages or InMail to invite people. It’s slightly more time-consuming but it does allow you to tailor your message.

I always great people by their name, invite them to join the group and let them know the benefits of doing so. It’s easy to draft something and to then copy and paste it so it’s not like you have to write a message from scratch for every person. And it shows you’re thinking about them and their needs.

You’ll then want to invite more people, initiate more discussions and comment on others, and ensure the group’s delivering what you say it will.

What other tips do you have for people thinking about starting a LinkedIn group? 

What’s worked well for you? And what hasn’t worked so well? 

Related posts:

5 tips for managing a successful LinkedIn Group

 

 

 

A summary of the key recent LinkedIn changes and how you can benefit from them

The shutting down of LinkedIn’s Answers feature on 31 January 2013 marks the latest in a series of changes made by LinkedIn recently.

For those of you struggling to keep up, or who think you might have missed something, here’s a summary of what’s changed and, where relevant, some tips for you to take advantage of these changes:

1. New LinkedIn profiles were introduced in late 2012

These really emphasise your photo, your summary section and social proof (primarily in the form of Endorsements although photos of your connections appear much more prominently than in the older version).

If you haven’t already, you will need to spend some time on your profile to ensure it positions you well.

You are also able to add a number of additional attachments to the bottom of the summary, and many other sections – including videos, presentations, blogs etc. This is a great way to highlight content you’ve put together or details of upcoming events.

To do so,

Click the ‘add a link’ icon (it looks like a square with a plus in the corner (at the top of the relevant section [when you're in the Edit view]

Then type or paste in the link to your content.

There are many types of media links you can add to your LinkedIn profile so long as they have a public URL.

I recommend taking advantage of this functionality and changing the links you use when relevant.

You can also add sections to your profile (see the right hand side of your profile screen) and can still re-order the sections in your profile so they appear in the order in which you want them to.

2. LinkedIn launched its endorsements feature

Endorsements (love them or hate them) look to be here to stay. The main problem that professionals have spoken to me about, is that they’re endorsed for skills they don’t consider they have.

That’s because LinkedIn used to suggest (and perhaps still does although I haven’t seen the blue box pop up recently!) to members that they endorse people for specific skills based on LinkedIn’s algorithm and it didn’t always come up with the best suggestions (okay, it usually didn’t).

If you want to endorse someone the best thing to do is to go into their profile and endorse them for one or more of the skills they have listed.

When should you endorse and when should you recommend? 

If someone has done a great job on something, you should recommend them. It quickly gives others a really good impression of what someone’s like to work with and takes time and effort so it’s a great way to show your appreciation.

If you want to quickly acknowledge someone’s expertise in a particular area, then endorse them.

Why the overlap between endorsements and recommendations?

While LinkedIn hasn’t confirmed or denied it, there was speculation in the blogosphere that endorsements may be LinkedIn’s way of bringing some independence to its search rankings. 

Rather than stuffing your profile with keywords in order to appear higher up search results (which you were able to do), this may be a way of sorting those who really know their stuff from those who don’t. Of course, if this is the case, there are still issues – it turns it into a popularity contest with those with larger networks more likely to have more endorsements than those with fewer connections, but I guess it’s a start.

3. You can feature up to 3 groups on your company page

If you’re a group owner or want to promote a group to which you belong, to followers of your company (firm) you can now do so (provided you are a member, or group manager, of the group you wish to promote. And of course you’ll need to be an admin of your company profile!)

To do so:

  • Go to your company page. 
  • Click the blue ‘Edit’ button that appears near the top right hand side of the page. 
  • Scroll down the page which appears until you get to the ‘Featured Groups’ section. 
  • Start typing the name of the group you wish to promote and then select it from the drop down list that will appear. 
  • Scroll back up the page and hit the blue ‘Publish’ button. 

4. The way you create a poll has changed and it’s now easier to promote your polls more widely

The easiest way to create a poll is to go to http://polls.linkedin.com

You’ll then have the option to share it via LinkedIn (updates, groups and with individual connections). But you can also tweet it, share it on Facebook, grab a link that you can send in an email or blog post, or embed the code on your website or blog.

The polls feature is really easy to use and it’s great that LinkedIn have made it so easy for people to share their polls both within the platform and more widely.

5. LinkedIn events feature has been removed

LinkedIn shut down its events feature in late November 2012. However, they do say you can still share details of events via your status updates and in relevant groups.

I do think it’s a shame this feature has gone. With a bit of refining and investment (such as enabling people to promote recurring events) it could have been really useful. At a basic level it was great for finding out what events were taking place in a particular city or on a specific topic.

6. LinkedIn Answers feature has been removed

According to a discussion on the Answers feature before the feature shut down, a relatively small minority of people used this. While it was useful for asking questions and providing answers where relevant, there did appear to be the same people answering every single question going.

LinkedIn says:

“We’ll be focusing our efforts on the development of new and more engaging ways to share and discuss professional topics across LinkedIn. In the meantime, you can still pose questions and facilitate professional discussions through other popular LinkedIn channels including LinkedIn Polls, Groups, or status updates.”

This feature probably had outlived its purpose. You can ask questions in relevant groups and of your network going forward. If it’s a LinkedIn related issue, their Help Center can be useful – and, if your query’s not addressed there, you can email them directly.

If you want to ask a question of a broader audience, Quora is quite a good network on which to do so. 

7. The ability to see who in your groups is following you has been removed

This was always a ‘clunky’ feature but it was useful to see who in a specific group had chosen to follow you. The downfall was you had to scroll through a huge list, which included all your first-degree connections, to find these people and the only way you could identify them was by the 2nd degree connection or group marker to show how you were connected.

The upside was you could reach out to these people, start to build a relationship and generate new work.

I asked LinkedIn why they’d removed this feature and they replied:

“The only members outside of your connections that can follow you are your group members. Since you can’t remove group followers and they can only see shared group content, the decision was made to remove the ability to view them. This is the first of several related steps to simplify the groups experience.”

It would certainly be useful to bring a refined, searchable variation of this back in future. People who’ve chosen to follow you are likely to be competitors, someone you’ve had a conversation with via group discussions, or someone who’s liked what you’ve had to say. If they’re in the latter category, it’s important to know so that you can determine where to from here.

What else changed in 2012?

In late December 2012, LinkedIn put out a slideshare presentation ‘Oh, what a year its been’, which sets out the key developments in 2012. It’s definitely worth a look.

What do you think of these changes? 

Are there any others I missed? 

What other tips do you have to take advantage of these? 

 

 

 

Professional services firms: Don’t underestimate the power of the familiarity principle

The familiarity principle, or mere-exposure effect, “is a psychological phenomenon by which people tend to develop a preference for things merely because they are familiar with them.” (Wikipedia)

A few weeks ago I recommended a professional I’d never met to a contact because I was confident that person could help. Thinking about it afterwards, I realised that a couple of my ‘real world’ contacts could probably also have helped. This led me to question why I’d recommended the person I didn’t actually know.

I realised it was because I feel like I know them. This is a person I’m connected to on LinkedIn, I follow them on Twitter and they share some good content. I’ve built a rapport with them. As  a result, I have confidence in them and they were top of mind when my contact asked for a referral.

This is the familiarity principle at work.

It’s easy to see why someone travelling through Africa would choose “Coke” over the local equivalent they’ve never heard of. It’s a safe option and you know what you’re getting but…

…how can those in professional services take advantage of this principle?

It’s largely about being visible. If someone’s regularly writing articles or a blog on a topic, or is regularly quoted in the media, people will get to know their name and can make a judgement call about whether they know what they’re talking about. Over time, the person becomes more familiar and people will be more likely to contact that person over his or her competitors.

Being present on social networks, and actively engaging with those you wish to, also enables professionals to benefit from the Familiarity Principle.

How?

The more you see someone’s name, photo, content they share and comments (provided these resonate with you), the more you feel like you know them.

If you are active (in a targeted way) on social networks then you’re likely to notice that more people want to connect with you. If you then seek to build relationships one at a time, and help others out, they’ll start to trust you.

It’s at this point that the other person is usually happy to use you or to recommend your services.

Actively using social media is a great way to make the familiarity principle work for you. It’s one way to find opportunities and turn them into instructions.

7 steps to ensure you benefit from the familiarity principle on social networks

1. Ensure your profile is complete and that it clearly positions you. Be focused in terms of your profile and the content you share. Stand for something. You can’t be all things to all people so be really clear about who you help and what you help them with.

2. Every time someone invites you to connect and you accept, go back to them thanking them for connecting and ask them a question about their business.

3. Every time you invite someone to connect with you, send them a tailored invite.

4. Share at least one piece of content each week (on LinkedIn, Google+ and/or Facebook) and one per day on Twitter, that will be of interest and use to those you wish to engage. Often this will be content one of your contacts has generated. Sharing other people’s content is a great way to get on their radar and to initiate a conversation with them.

5. Comment on discussions on LinkedIn and Google+ and on relevant posts on Facebook. Aim to comment on one discussion/post per week.

6. Use the reply or direct message functionality on Twitter and the email option on LinkedIn to have conversations with others. Aim to do this at least once a week.

7. Always focus on helping others out by pointing them to information to help address a question they have or by introducing them to someone in your network they’d benefit from meeting. In terms of frequency, I aim to introduce two people in my network each month.

What else would you add? 

How’s the familiarity principle worked for you in social media? 

Image courtesy Andy Newson/FreeDigitalPhotos.net

How can professional services firms use social media to increase their tender success rate?

More often than not, professional services firms know when an organisation will be going out to tender, well before the tendering organisation issues the RFP or EOI.

They may have told you.

They re-tender every two to three years.

Or, there’ve been reports they’re looking to rationalise their spend, initiate a project etc.

Professional services firms spend a lot of time and money evaluating whether or not to pitch for work and, if so, compiling their proposal.

The enlightened ones even look for ways to tip the level playing field in their favour before the tender’s been put out.

This is where social media can really help.

How can leveraging social media help professional services firms to increase their tender success rate?

Looking at who’s on social media platforms within the target organisation will help you to identify the likely decision makers, influencers, veto-holders and gatekeepers.

You can use this information to compile your Who knows Who matrix.

You can then ensure members of your team connect with as many of these people as possible – be it by inviting them to connect on LinkedIn, by joining the same groups or communities on LinkedIn or Google+, by following them on Twitter, or friending them on Facebook (if appropriate).

You’ll likely be thinking about the key issues and considerations for the target organisation – be it in relation to a particular project they’re putting out to tender, or more broadly in the case of a panel tender.

Once you have a list, you can develop content that will be both of interest, and relevant, to the target organisation. This will help to position you as ‘experts’ in your area and/or their industry sector.

As well as sharing this content strategically via traditional means such as a news alert, and on your website you can also share it via social networks.

Those connected to the decision makers, influencers, gatekeepers and veto-holders can share this content via their personal feeds such as their LinkedIn updates, their Twitter account, their Facebook page or their Google+ account.

In addition, you could post it in relevant group or community discussions on LinkedIn and Google+, and put it on your company page, firm Twitter feed, Facebook page etc. In this way, you’re softly positioning your firm well before the RFP’s been issued and are ensuring that, should someone from the target organisation check you out, they’re likely to see this content.

When compiling your RFP response, you can point to the central repository for this content, be it your website, your blog or You Tube.

In some cases, firms may want to take it one step further and tailor specific professionals’ online profiles for a particular opportunity. This would involve a bit of work but, where an opportunity is of strategic importance to a firm, it may pay to ensure that profiles highlight those areas of key interest to the target client shortly before and during the pitch process. Profiles can easily be changed back afterwards.

Do any firms do this already?

I’ve anecdotally heard of a firm in the US that strategically places content on LinkedIn prior to RFPs being issued. They’re looking to position themselves in the tendering organisation’s eyes early. I think that’s a really smart approach.

I’m not aware of other firms doing this at this stage, but would love to hear of more examples if you’re aware of any.

Your 6-step approach to leveraging social media for RFP success

1. Use features such as LinkedIn’s Advanced Search to identify who, within the tendering organisation, is likely to be involved or have some input into the evaluation process.

2. Identify the key issues and considerations for the tendering organisation using your usual processes such as coffees/meetings with the client, strategy sessions with the client, client interviews, secondee interviews etc. and develop a content plan for the months leading up to the pitch. This can be as simple as a calendar setting out what you will be compiling when. Actively hunt out relevant third party content too, and build this into your plan. 

3. Develop/source the appropriate content.

4. Share this via social networks  - e.g.

  • directly with specific contacts (if and when appropriate), via a professional’s personal LinkedIn, Twitter, Google+ and Facebook accounts if he/she is directly connected with, or followed by, one or more of those who will be involved in the decision making process.
  • within LinkedIn groups and Google+ communities. 
  • on your website, your firm’s Twitter feed, Facebook page, and LinkedIn company page
When doing so, don’t forget to ask a question to encourage discussion and debate. 
5. Stay actively involved in any discussion threads around the content you’ve shared. 
6. Refer to your repository of content, where appropriate, in your RFP response.
Do you know of any firms already doing this?
How else could professional services firms leverage social media to increase their RFP success rate?

 

Should law firms look outside the law to find efficiencies?

There’s no doubt that law firms are under increasing pressure to do more with less.

There’s increased competition from non-traditional market players such as LPOs, Axiom style firms and those who’ve registered under ABS’s (at least in the UK and Australia).

Plus, there’s increased pressure on pricing from in-house counsel.

It’s no wonder firms are coming out of denial and are thinking about what they could or should be doing differently.

Richard Susskind was recently quoted in a great Legal Futures article – Susskind: firms starting to embrace new ways of working as ‘legal factories’ loom. In it he talked about how his consulting work has shifted from helping firms understand the need for change, to devising actual strategies to deal with it.

“The question now is ‘How do we go about rethinking the way we deliver our services? How do we go about analysing what we do, how do we go about managing it a different way, how do we decide whether or not we should be doing this routine work internally or externally?’”

He talked about the emergence of a legal process analyst, as

“a species of lawyer because while they need non-legal skills, they also require quite a lot of legal insight to know what the nature of the problem is, how best to break it down, how best to resource it and so forth”.

I am far from an expert in this area, but I do question whether this person does in fact, need to be a lawyer.

Or is it a case of the legal sector ASSUMING this is the case?

I may be wrong, but it strikes me that, what firms are looking to do, is very similar to the process the manufacturing sector has gone through with its focus on lean manufacturing.

I just wonder whether there’s something the legal community can learn from the manufacturing industry?

And from lean manufacturing specialists themselves.

I talked to one of my clients, a membership organisation for manufacturing-based organisations, whose members have been through the lean manufacturing process. They made an interesting observation:

“The output needs to be legal but the process doesn’t have to be.”

It’s a good point and possibly accounts for the rapid rise of LPOs.

So, where’s a good place to start?

Through my own business I’ve found that if you have a strong enough impetus to change, you will.

For me, it was the need to run my business and meet client demands within strict hours, given that I have to pick up my children from school each day.

It got me thinking that a logical starting point might be to ask those performing each task to write down their process as they’re doing it and to say how long it would typically take.

Then ask them to do it in half that time. They may just surprise you by coming up with a streamlined process that gets the same result. An analyst can then be brought in to find further efficiencies.

It’s great that law firms are engaging legal analysts. They should. But does the person really need to be a lawyer?

I’m not so sure…perhaps they could also look to lean manufacturing specialists to see if they can benefit from the process another sector has already been through.

What’s your view?

Will law firm websites even exist in 5 years’ time?

 

And, if so, what will they look like? 

With the growth in functionality of social media platforms, will there be a need for law firms (and other businesses) to maintain their own websites in the future?

In September 2011 I attended the APSMA conference in Sydney where there was a great panel session on ‘the evolution of our roles as professional service marketers’. When asked about how law firm websites have changed over the past 10 years, one of the panelists commented that her firm’s website is becoming much more of a resource centre and that the amount of content on it has grown exponentially.

Great Jakes in New York, have developed a ‘Rainmaker-focused website’, essentially comprising attorney microsites. This setup allows lawyers to customise the information that appears within their individual microsite (which sits within the overall firm site), and to organise that content across multiple pages.

The thing I love about this approach is that it allows lawyers to post reputation-enhancing content into their microsite so it’s linked to them, rather than getting lost elsewhere on the site. This also eliminates the need for lawyers to set up their own work-related blogs that are entirely separate from their firm’s website. I think this is a really smart approach.

As the proliferation of content continues and the channels diversify, I believe it will be those professionals and firms that provide valuable resources and content to their clients, prospective clients and other stakeholders that will prosper…However, it must be easy for them to find that content.

The power is increasingly in the hands of the client:

  • It’s the client who seeks out the info he/she wants
  • It’s the client who compares the relative merits of two or more providers
  • And it’s the client who determines the channels through which he/she will access info.

Having valuable resources which are regularly updated and which are easy to find and access will differentiate professionals/firms and, I believe, influence clients’ buying decisions going forward.

However, the old adage that good content will get found is simply not true any more. It’s those people who are active in the social media space, who have built their reputations, whose content is shared most. Is it good? Most of the time yes, but is there other good content out there? Most definitely. It’s just you don’t always know about it.

While I think engagement via social media will continue to grow, I think in 5 years time websites will become less necessary EXCEPT:

  • as a content repository (i.e. an expanded blog),
  • as a portal to transact business, or
  • as a place to find out a person/organisation’s contact details.

I believe the majority of people will visit these websites via social media platforms (whatever they may be in 5 years’ time) and that the majority of searches will take place within the social media platforms themselves.

What’s your prediction?   

N.B. I actually wrote this post in late 2011 but never posted it. One year on my thoughts are still the same! I’d love to hear yours.

Social media in professional services: Learning from Microsoft Germany

At the recent PSMG conference in London, Annabelle Atchison, Social Media Manager at Microsoft Germany, gave a great presentation on her organisation’s approach to social media.

Social media in professional services: Learning from Microsoft Germany

Microsoft Germany manages over 130 social media channels including multiple blogs, Xing groups, Twitter accounts, YouTube channels and Facebook pages.

I love the way the team has developed a coordintated, common-sense approach to social media that empowers employees and is led from the top. This has enabled the organisation to build real communities who provide the Microsoft team with feedback.

How can Professional Services Firms learn from Microsoft Germany’s approach?

Despite Microsoft operating a very different business model from many professional services firms, there were a number of takeaways relevant to professional services firms including:

1. Let employees post to your accounts with their name. They’re your best ambassadors and should be the face of your brand.

2. Have streams from Twitter, LinkedIn and Facebook link back to your own properties for in-bound lead generation.

3. Social media must be led from the top. The Microsoft Germany leadership team all have and write (or video) their own internal blogs. These are posted to the intranet, which also contains a micro-blog feed. The Microsoft Germany team live social media internally and lead by example.

4. Enable comments on your blogs. Even Microsoft Germany don’t get many comments but Annabelle made a great point when she said “if you don’t give people the option to comment on something, why have a blog?”

5. Set up a social media council comprising people from across your firm. It’s essential to get these people together to make unified decisions on behalf of the firm. Microsoft Germany’s social media council meets monthly with the social media manager preparing and driving the topics. This is supported by clear guidelines (setting out overall guidance and strategy, topics that affect every area, a call for active participation and a Wiki for easy collaboration) and social media playbooks (guidance and strategy for specific products/topics, social media advice for specific targets and target groups, and design, content and measurement requirements).

6. Implement a key, such as a traffic light system, to let people in your firm know what they can and can’t comment on.

7. Run regular social media sessions. Microsoft Germany run them monthly. They’ve also set up an academy to teach Microsoft Partners and employees how to use social media. This could be a great thing to do for your staff and clients.

8. Make sure you monitor the web. Know if people are talking about you so that you can determine whether and, if so, how to respond.

Annabelle’s presentation highlighted the need to coordinate social media efforts across a firm, to give employees the tools, information, guidelines and training they need to become brand ambassadors, and to get your leadership team on board so that this can be led from the top.

What other things do you think firms need to do to get social media working well for them? 

Do you agree with my takeaways from Annabelle’s presentation? Why/why not?