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The Business of Influence: Reframing Marketing and PR for the Digital Age


Media has most definitely evolved, as have the ways in which we contemplate, design, communicate and execute strategy. And rather than technological evolution, we're plainly in the midst of a technological revolution.

We have no choice then but to reframe marketing and PR in the context of 21st Century technology, 21st Century media and disintermediation, and 21st Century articulation of and appreciation for business strategy.

"The Business of ...

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Media has most definitely evolved, as have the ways in which we contemplate, design, communicate and execute strategy. And rather than technological evolution, we're plainly in the midst of a technological revolution.

We have no choice then but to reframe marketing and PR in the context of 21st Century technology, 21st Century media and disintermediation, and 21st Century articulation of and appreciation for business strategy.

"The Business of Influence is a whack on the side of the head for traditional marketers. By focusing on influence, instead of traditional marketing think, it reframes and redefines everything that that a modern marketer does. The Business of Influence should be found, dog-eared and jam-packed with marks in the margins on every successful CMO's desk."
Katie Delahaye Paine, Founder and CEO, KD Paine & Partners, author Measure What Matters

"Philip Sheldrake shares an important vision of the new communications world order. PR and advertising professionals need to sit up and take note. Influence is the future watchword - and the smart companies are already exploring it and switching models."
Robert Phillips, President & CEO EMEA, Edelman

"The Influence Scorecard shares ... principles with the Balanced Scorecard, and applies them to the emergent, cross-disciplinary domain of influence. ...Readers will find helpful the author's syntheses of recent research and writing in the art and science of influence - including insights into social media and web 3.0 developments, chapter summaries, and a glossary. ...Influence - like strategy itself - is a team sport. Influence is everyone's responsibility. This book will help you understand your contribution to that reality."
From the Foreword by Robert L. Howie, Jr., Managing Director, CMO, Palladium Group, Inc., Director, Kaplan Norton Balanced Scorecard Hall of Fame for Executing Strategy

"Readers should embrace this book and let it challenge their beliefs about the future of marketing and business."
David Alston, CMO, Radian6

"This is a book I hope major corporations will put on the recommended reading list for their senior management."
Barry Leggetter, Executive Director, the International Association for Measurement and Evaluation of Communication (AMEC)

"A highly detailed, authoritative examination on the business of influence, a book of the now... a practical study of material which I am sure will prove to be invaluable insight."
Mark Borkowski, Founder and MD, Borkowski

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Product Details

  • ISBN-13: 9780470978627
  • Publisher: Wiley
  • Publication date: 6/15/2011
  • Edition number: 1
  • Pages: 232
  • Product dimensions: 6.20 (w) x 9.10 (h) x 1.00 (d)

Meet the Author

Philip Sheldrake is a Chartered Engineer, a Co-Founding Partner of Meanwhile, the venture marketers, a Main Board Director of Intellect, the UK trade association for the technology industry, and Board Director of 6UK, a government backed non-profit to promote adoption of the new Internet protocol in the UK.
He co-founded an award-winning PR consultancy at the end of the 90s, selling it to W2 Group, a Massachusetts based marketing services group, to become the European HQ of W2's PR company, Racepoint.
Philip authored The Social Web Analytics eBook 2008, and the digital marketing chapter of The Marketing Century, a book celebrating the centenary of the Chartered Institute of Marketing. He chairs the Chartered Institute of Public Relations group on measurement and evaluation, presents CIPR TV, and designs and chairs Internetome, the Internet of Things Conference.

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Table of Contents

Foreword xi

Acknowledgements xiii

Introduction xv

The questions this book seeks to answer xvi

The business context xix xxi

1 Where We Are Today 1

The Cluetrain and Permission Marketing 1

Marketing and public relations 5

Marketing 6

Public relations 8

Integrated marketing communications 11

Summary 14

2 The Six Influence Flows 15

A clean sheet 15

Some defi nitions 16

Mapping the interactions 17

Mapping the influence flOws 18

Contrasting the six influence flOws with the traditional emphases 19

The 2nd flow and the Internet 20

A new stakeholder 23

Summary 24

3 Influence 25

Summary 29

4 The Social Web 31

Social Web analytics 33

Characteristics of social Web analytics services 35

Achieving an ‘Awesome Analytics Advantage' 43

Summary 43

5 Measurement, Complexity and Influence-centricity 45

Measurement 45

The Barcelona Principles 45

Influencer-centric 47

No standard for influence 49

The complexity of influence 51

Innovation-driven complexity 59

Why do we think it's not complex? 60

Influence-centric 62

Focus on the influenced 63

Tracing influence 67

Summary 74

6 The Balanced Scorecard 77

An overview 78

Business 101 – the problem 79

The Balanced Scorecard perspectives 80

The right metrics 82

Cause and effect 84

Strategy maps 84

Offfice of strategy management 91

Return on investment 93

Back to influence 94

Summary 95

7 The Influence Scorecard 97

The Balanced Scorecard and the Influence Scorecard 98

Taking a lead 100

Influence objectives 101

Influence strategy 104

The CMO's dilemma 105

Mapping the influence strategy 106

The Influence Scorecard and OSM 112

Constructing the Influence Scorecard 112

Selecting your metrics 113

The AMEC grid 115

Budgeting 117

ROI 117

In the face of chaos 121

Influence capability maturity model 124

Another scorecard 124

The Influence Scorecard and integrated marketing communications 126

Summary 132

8 Influence Trends 135

Mobile and other things 135

New opportunities 138

Privacy, data ownership and sharing 139

Who owns the data? 139

Digital detritus 142

Browser history 143

A question of policy 144

A question of leadership 145

A potential privacy framework for the influence professional 146

Buyer marketing 151

Knowing what it all means 153

Google loves the semantic Web 156

There's no influence without meaning 157

Summary 157

9 Reframing Marketing and PR 159

Influence performance management 159

10 The Chief Influence Offficer and Influence Professional 161

The Chief Influence Offficer 162

Chief Communications Offficer 162

Chief Marketing Offficer 164

Chief Information Offficer 166

Chief Operations Offficer 168

Chief Customer Offficer 168

Chief Culture Offficer 170

Other C-suite titles 170

The Chief Influence Offficer (CInflO) 171

The influence professional 173

Organization structure – the offfice of influence performance management 174

External agency and partners 176

Summary 178

11 What Now? 181

Prerequisites 181

Pre-board-approval actions 182

Post-board-approval actions 182

Glossary of Terms 185

Endnotes 197

Index 205

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