social web – OPEN

The ROI of personal networks (especially LinkedIn)

Image: An email from LinkedIn prompting me to tell my network what I’m up to…

Yesterday I had a conversation with someone who told me that over the past year that had learned how to use LinkedIn and that they reckoned that they could directly attribute several hundred thousand pounds of profit to it. Not vaguely, not hypothetically – they knew exactly which items on their balance sheet were the result of doing things because of and through that social network tool.

They were a fiftysomething avowedly non-techie businessperson in a service industry and I found their account of their experience very useful, as it had the fresh perspective of someone outside of the connected world I most live in.

They were of course highly successful in their field already, and implicitly understood the importance of personal networks in business.

Their nightmare scenario in business was missing out on an opportunity because they weren’t in the right place at the right time, that they weren’t front of mind when someone in their sector was pulling together a short-list for a contract or similar. What Twitter was doing was helping them to increase both their presence and profile in their personal network and their ability to listen to the needs of their connections and contacts.

These were some of the points they related which stuck with me…

Paying attention to what is happening: They weren’t a compulsive checker of what was happening on their LinkedIn account, they used a weekly email update to see who was doing new things, connecting with someone else, saying interesting things or asking for help on status updates.
Light-touch presence: They update their status every now and again, but had grasped that in LinkedIn less can often be more. I agree with this, which is why I don’t connect Linkedin to Twitter. In Twitter I am much more chatty, and when the mood takes me update several times a day or even hour. In LinkedIn that’s not useful – I leave status updates there only when something significant has happened, or I am travelling somewhere that I think I might meet others from my network or I am looking for input on a particular project or issue. They also mentioned that changing their photograph or updating their profile details every few months was a useful way of keeping (sociologists would call that a phatic expression – the online equivalent of waving as you pass or saying “hi” briefly).
Being useful to their network: As well as answering obvious business opportunities, they stressed the importance of connecting others who would be useful to one another, when they spotted an opportunity. This connecting behaviour is a classic networking approach, and one that leaves everyone feeling positive toward one another. Often it can also result in direct or indirect commercial benefits for the connector.

LinkedIn is a productivity, networking super-charger: It’s not just about LinkedIn, of course – it is about understanding your personal networks and how to behave, to be useful in them. Tools like Linkedin accelerate and augment our ability to successfully work with our networks, in them, through them. But the real, underlying superskill as I’m calling it at the moment, is all about networks.

Customers in networks: slides and notes from ChangePlayBusinesss

ChangePlayBusiness was an unusual event, to say the least, living up to its promise to be an unconference. About 40 innovators and entrepreneurs gathered at the ICA to play a game about creating businesses, the playing of which included connecting with one another (there were a lot of interesting people) and meeting subject matter experts on everything from financing to marketing (which is where I came in).

My role was to deliver a “masterclass” on understanding and communicating with customers in a “changing economy”. I chose to interpret this as an opportunity to talk about businesses in the age of networks, in the age of complexity.

The slides are here for those (with the push/pull error reversed!) who attended the session:

Customers in networks: ChangePlayBusiness presentation

View more presentations from Antony Mayfield.

And these are the links that I promised to post:

Social media tools bookmarked on my Delicious account.
Diigo, a recommended bookmarking tool.
The website for my book, Me and My Web Shadow (there’s *ahem* also and ad on the right of this blog linking to Amazon, where it can be purchased).
iCrossing’s collection of free e-books and white papers.
The post about using bookmarking to turn information into knowledge.

Media in the age of networks: the decay/evolution of advertising models

The Association of Publishing Agencies first International Content Summit was a great event to attend, as a speaker and a delegate. As well as the many inspiring and useful speakers, it was the ambition and optimism of the industry there that was striking.

This is the contract publishing industry, the kinds of publishers that create the supermarket mag, the in-flight periodical, the car brand’s customer title. Largely due to this lack of reliance on advertisers (beyond the client) and cover-price revenue it was a different kind of publishing gathering to ones I’d seen before.

There was little of the web-denial, the over-obsession with iPad as a saviour for the industry, a way of porting old formats (and business models) into the age of the web. The sense I got was of opportunity, of openness to new ideas and possibilities.

As I said in the notes to my talk, the marketing and media sectors are wide open for new approaches, new business models Everything is up for grabs, from content formats to how advertising is sold.

On that last point, I was really impressed by the analysis of the decay of the traditional advertising model presented by William Owen of Made by Many (one of the most interesting firms in this new space). His slides are below, but I recommend taking a look at his blog post which walks through his arguments.

William was set the brief by the APA of answering the following question: “is the traditional [advertising] model dead?”.

His response was to begin with a sensible “no”. Obviously the media buying-centred model of advertising is alive and kicking multi-million pound behinds. But it is decaying, and evolving.

Walking us through possible stages of the advertising model’s evolution (or decay, depending on your point of view), William took us through mass, fragmented, earned media models and arrived at this networked model (I nearly stood and cheered at that point, but this was an English conference so resisted):

The networked media model. This diagram is really a crude approximation of something much more complex: communities of customers becoming value producers in their own right, creating content, making recommendations, providing thousands of small services to each other. There’s an opportunity for brands to harness that power by adding services to products and creating communities of interest around social objects.

And of course there are also opportunities for still-powerful media channel brands in television and print to build direct relationships with advertisers and sponsors, using technology creatively to build applications that add co-branded services to content and facilitate direct transactions. This removes their reliance on ad networks and ups their margins.

He’s got it dead on, I think. That’s not to say I won’t be continuing to mull this presentation over for some time to come to challenge and build on the ideas, but for now I simply applaud…

William ended by quoting Russell Davies:

Experience Design will become the master discipline for businesses that want to be good at selling stuff.

That actually sounds obvious to a lot of us in this space, but it is worth repeating, rolling around the brain, and repeating again. That is experience design, not media buying, that will be at the core of the selling part of the media/marketing complex in years to come. Those experiences will be conceived in, of and through networks.

The future of advertising isn’t advertising

View more presentations from William Owen.

Mining the where: CIA-funded start-up says 80% of online content contains location information

Last week at Local Social Summit I talked about some of the issues around location and privacy. Especially problematic is people’s inadvertent tagging of their photos with location information – something potentially of interest to crooks, stalkers and others you might not want to know everything about you.

Open-source spying is a term which has been around for a while, reflecting the fact that when it comes to gathering information, the web is often as good a place as going into the field. In-Q-Tel’s investments reflect a justified fascination with the social web by intelligence agencies.

Well it turns out the CIA is also interested in this kind of information. In a post about the CIA’s Silicon Valley VC firm, In-Q-Tel, the Not So Private Parts blog on Forbes found the firm…

…likes companies coming up with better ways to mine social networking sites and geospatial location data. One of its investments, Geosemble, a private spin-off from USC, estimates that “80% of online content has location information.”

80%? Wow.

“Our mission is to shine a torchlight on geographic unknowns and help organizations neutralize threats and capitalize on opportunities in their areas of geographic interest,” says its website. Another of IQT’s geospatial investments, FortiusOne, promises instant maps based on Tweets and photo uploads, for mapping election-day threats in Afghanistan, for example.

The idealist in me is attracted to the data mining stories of humanitarian efforts of platforms like Ushahidi, but we should remember that governments and their agencies are interested in our geo-location information as well.

Bonus link : : Really interesting presentation from FortiusOne on analysing geo-data for business.

Why is CSR silent in social media?

“I think Richard Dawkins was sent to test us. Like fossils. And facts.”

It’s not just religious fervour that facts can get in the way of – a good dose of facts and rational discussion is the best cure for disinformation and malicious rumours too. So why aren’t more CSR programmes using social media to fight negative perceptions of their organisations?

It strikes me that one of the richest sources of useful, interesting and inspiring information that organisations have is the Corporate Social Responsibility (CSR) work that they do. By that I mean in part, their charitable, social works, but also their ethics and principles and how these are put into practice

It’s not just about shouting about all the work you do for charity. CSR at its best (and I think of M&S Plan A first in this respect) is about explaining the principles and the ethics the organisation subscribes to.

In my student days i was lazily radical in my views about corporations. Twenty years later I will hold my hand up and admit my views on, say, McDonalds or Nike were informed by word of mouth, rarely backed up by evidence or data beyond that which was presented to me by campus activists. I think I got quite worked up about some of it, and I think a lot of it was nonsense.

There were and are two issues around responding constructively to anti-corporate criticism:

Organisations aren’t individuals: The Corporation has a fascinating premise (essentially, if corporations were individuals they would be psychopaths) but it stops being useful when you try to understand how corporations or any large organisations behave. They aren’t individuals, they aren’t monoliths, they aren’t even machines in which their employees are all little cogs and moving parts. Large organisations are networks, complex adaptive ones at that – we deploy management and metaphors to control them, and direct them and shape them, but essentially they are human social networks.
The issues are complex: My sense over the years is that corporate communications and issue management teams have been schooled in managing communications in mainstream media. That means control and simplification are the order of the day. Soundbites aren’t useful when you are trying to explain complex issues around, say, social responsibility, tax or regulation. Success is being in control of the news agenda, mindshare, even if most people don’t believe a word they are reading and just assume that because you are big company you are up to no good.

Actually, both these points are about complexity. The perfect place to share information, discuss it openly, link to evidence, discuss issues openly, share examples of doing good, are the social web.

Yet, according to a new report from the pretty thorough and credible guys at Social Media Influence:

fewer than half of nearly 300 North American and European companies currently communicate their corporate and social responsibility accomplishments. Just one quarter have a dedicated social media sustainability channel or advocate.

This compares to about 85% of the Social Media Sustainability Index Report sample who are happily trying to promote their products and services through social media.

My top ten pieces of advice for looking after your web shadow

A while ago I did a video for the Insititute of Chartered Accountants called “12 Golden Rules for Online Personal Reputation Management“.

I really enjoyed it, and played with the idea for a bit, then decided to write a book about the subject. It’s called Web Shadows and will be finished any day now * ahem *. The paper (yes, paper) version will be out in March 2010

It’s a book for my friends who aren’t totally obsessed with the web and social media, but do have a creeping awareness that what is said about them online matters and that they maybe need to look after their personal reputation a little.

Headlines like Office worker sacked for branding work boring on Facebook in the Telegraph and surveys that say 45% of employers vet job candidates on social networks make them think that even more.

If you take my iCrossing e-book Brands in Networks, I guess Web Shadows will be People in Networks. But that would spell PIN, and anyway I get told off for talking about networks too much, so Web Shadows it almost certainly is.

Anyway, here’s my top ten pieces of advice as they stand today. If you let me know what you think I’d be very grateful:

1 Don’t think of online as another world: The web’s more like a layer over the world we live in, not a “cyberspace” that only geeks live in. It’s part of our lives. The more we think of it as part of the world we live in, the better we will be at using it and looking after ourselves in relation to our online presence.

2 Check your Google shadow (and keep checking it): make sure you can see what others see when they look for you online, wether that’s Google, Facebook, LinkedIn or whatever. (Jeff Jarvis’s Google shadow phrase is what got me to “web shadows” as a title for the book.)

3 Be the world’s leading source of information about yourself: Ideally you want people to find your website, or cluster of social network profiles before they find anything else.

4 Understand networks (and which networks are important to you): Explore the online world around you. Which spaces matter to people that matter to you: employers, colleagues, friends, etc. It doesn’t hurt to start to understand network theory 101. Principles like “every node that joins the network doubles its value” help you to feel less like a supplicant and more like a network citizen. A part of it, not a passive. An owner among owners of a shared space, with rights – and responsibilities to the network.

5 Learn “crap detection” skills: One of Howard Rheingold’s four digital literacies, “crap detection” (the phrase comes from Hemingway) is about being a critical user of the web. Spotting the scams, attention tricks, the bahaviours that means that someone you have met online isn’t a person, or is one you need to stay away from. It’s part experience and part knowing how to use the network technically to understand – sometimes literally – where someone is coming from.

6 Be useful to your networks: You don’t need to turn into a pain-in-the-whatever professional networking douche to be successful in looking after your web shadow. Be yourself. Make the most of the things that you do – put your presentations and articles from the newsletter on SlideShare, bookmark interesting things you find on Delicious, maybe try out blogging even. once

7 Think about private and public: The web is a public place. You’re going to need to think about the dividing lines between your professional self online and your private self – where are they going to be? Get to know the privacy settings on Facebook for starters… And don’t forget to tell your family about them too.

8 Remember: you’re always on the (permanent) record online: “You’re never off the record,” we used to tell clients when I worked in PR. It’s true all the time when we’re online now. Don’t say anything you might regret later. If you are angry: calm down. Been drinking? Sober up or shut the web connection down. And the record may be permanent, like a digital tattoo.

9 Get a thicker skin: So you’re always on the record – so what? Everyone else is too. You’re going to make mistakes, get into arguments, look a bit foolish sometimes. The alternative is being a digital hermit, which… well… if you want to, I suppose.

10 Make it work for you: So we have had email addiction, SMS addiction and now, if you want to, you can become a social web addict. Or you can learn how the social web works and use it to enhance your life. Articles and posts like this one are good while you’re learning the tools’ basics – then you need to make your own mind up about how it should work for you.