Upload
melissa-rach
View
815
Download
2
Tags:
Embed Size (px)
DESCRIPTION
Presentation by Melissa Rach at Confab and CS Forum. Dinero. Dosh. Dough. Dollabills. Like it or not, money plays a role in every content strategy project. As content strategists or practitioners, we need to be prepared to answer questions like: - How much does a content strategy “cost”? - Why should I fund this content strategy project? - How do you define the value of content for an organisation or client? - Can you prove ROI for content or content strategy? In this session, we’ll discuss the complicated relationship between content and cash. Then we’ll focus specifically on the conversations you need to have to scope, price, and prove the value of content strategy work. Cha-ching.
Citation preview
CASHContent &
Photo: © 1984 Betty Weinaug
“I am two people. Johnny is the nice one. Cash causes all the trouble. —Johnny Cash
2
Business expectations To make an investment, organizations expect: • To know exactly what our product is • Proof of competency/quality • Exactly how much it will cost • Provable value and ROI
Hard numbers. Right now.
3
yikes.
We can do it • We know content work is valuable• We know content is a benefit, nay
necessity, for businesses• And the business world is catching on,
too
5
Today• Selling and scoping• Estimating value/ROI• Pricing
6
But first…some anger management
1.It’s not (always) about disrespect or even money.
Photo: ©2012 John Alderman
Censored
Johnny “Cash” Alderman
“Economics is making the most out of life.
—Gary Becker
9
Decision making is scaryInvesting in content:• Means NOT investing in other things • Might result in loss of:
• Money • Time• Other opportunities• Professional reputation • Emotional anguish
10
And hard…People: • Are limited by what they know • Latch on to things that are familiar • Take their best guess • Often play it safe • And then immediately start worrying that
they’ve made the wrong decision
11
2. Content is a harder decision than most
Photo: ©1980 Betty Weinaug
Content breaks all the economic rules • Things of value are usually• Exclusive• Transparent • Hard to replicate
• Endless supply AND endless demand
13
“Content strategy” is a service• “New” industry • Very diverse • No obvious accreditation • Doesn’t fit nicely into a traditional
business
14
3.Numbers don’t need to be exact.
Photo: ©1980 Betty Weinaug
“As far as the laws of mathematics refer to reality, they are not certain; and as far as they are certain, they do not refer to reality.
—Albert Einstein
16
Measurement is…A set of observations that reduce uncertainty where the results are expressed as a quantity.
17
Exacts are impossibleNumbers reduce uncertainty: • Approximate values • Shortcuts for the brain • Common vocabulary
Think about numbers as a communication tool.
18
Selling and scoping(building a relationship)
Photo: © 1978 Betty Weinaug
1. Do your homeworkGet all the information you can, find out: • What is the decision?• What impacts that decision? • What else do you need to know?• What experience do stakeholders have
with content? • Is there a budget?
20
The goal: Make a confident decision that’s beneficial to everyone.
21
2. Narrow down the need What’s the buyer buying?• Good or service• Service • Strategy • Planning• Designing products or processes • Implementation • Creation
22
3. Make connections
23 Photo: © 1980 Betty Weinaug
4. Understand all benefits and costs
24
Type Benefits Costs Monetary Profit or savings Cost of creation Sensory Get satisfaction/
alleviate painEndure extra pain or reduce satisfaction
Temporal Save time Lose time Opportunity-based Gain advantages Eliminate possibilitiesPsychological Reduce anxiety Add anxiety Social Increase stature Blamed for problems Convenience-based Makes things easier Makes things more
difficult
5. Tell a hopeful storyCreate a story that highlights key benefits, such as:• We can serve users better• We can be more efficient• We can beat the competitors• We can be more accurate
25
Brand it, test it, believe it
26
The Content Efficiency InitiativeBetter for the front line and the bottom line Buy making our intranet content more accessible, we’ll save hundreds of headaches and hundreds of thousands of dollars….
6. Eliminate fear
27
• Discuss the details • Plug information gaps • Address concerns • Start small or do some proof of concept
work • Provide references (services) or samples
(goods)• Be patient
Estimating value and ROI(the magic formula)
Photo: © 1980 Betty Weinaug
Value = Benefits-Costs
Value of what?
Strategy or Service
Content as product
Content as influence
Efficiency tool
30
Strategy or Service
Content as product
Content as influence
Efficiency tool
Value of what?
31
Content as product What is the content product worth?• Benefit: Profit from the sale of the
product • Cost: Cost to create the product
32
Photo: © 1980 Betty Weinaug
Strategy or Service
Content as product
Content as influence
Efficiency tool
Value of what?
34
Content as influenceWhat is the piece of content worth?• Benefit: Increased profit as the result of
an end-user behavior change• Cost: Cost to create the content
35
Estimates, not exacts Figure out what you know; fill in the blanks with assumptions • The average Johnny Cash t-shirt costs $20• Analytics show that 50 people start the process of purchasing a
t-shirt online every day, but only 10 finish the process• User research shows that the instructions on the purchase
pages are very confusing• We assume 5-10 people leave the purchasing process because
of something unrelated to the site, and 5-10 leave the process when they see the shipping costs
• We assume the remaining 20-30 people would complete the purchasing process if the instructions were more helpful
• Therefore, the value of the instructional content is likely around $144,000-216,000 per year ($20 x 20-30 people x 30 days X12)
• The cost of fixing the content is approximately $5,000
36
Strategy or Service
Content as product
Content as influence
Efficiency tool
Value of what?
37
Efficiency tool What is the tool worth?• Benefit: Cost savings as the result of
employee behavior change (or happiness)
• Cost: Cost to create/maintain the tool and train people to use it
38
IntermissionPhoto: © 1982 Betty Weinaug
Strategy or Service
Content as product
Content as influence
Efficiency tool
Value of what?
40
Strategy (or service) What is the strategy worth?• Benefit: Combination of: • Savings/profit from:
• Content as product• Content as influence• Tools • Sub-services
• Value of non-monetary benefits• Cost: Cost to create/implement the
strategy
41
Pricing(you’re worth it)
Photo: © 1977 Betty Weinaug
“Everything is worth what the purchaser will pay for it.
—Publilius Syrus (1st century BCE)
43
Ways to priceYou can base price on:• Cost• Competition• Demand/value
44
“There are a lot of good economists, but there is only one Roger Clemens.
—Robert Solow (1987 Nobel
laureate)
45
Estimating probable resultsBasic project information: • Maximum gain: $216,000• Maximum loss: $5,000• Chance for success: 70%
Expected opportunity loss: • Risk of approved: $5,000 X 30% =
$1,500• Risk if rejected: $216,000 X 70% =
$151,20046
Pricing basics• Give ballpark estimates early• Estimate on time, price on value• Aim for a consumer surplus• Always provide numbers in person
47
“Price is like setting a screw. A little resistance is a good sign.
—Harry Beckwith
48
Photo: © 1977 Betty Weinaug
Our friend, Johnny…Stats 50+ million albums sold
Created:96 studio albums 63 compilation albums 153 singles
Honors17 Grammy Awards
9 CMA Awards
Rock and Roll Hall of Fame Rockabilly Hall of Fame
Songwriters Hall of Fame Gospel Music Hall of Fame
Country Music Hall of Fame Nashville Songwriters Hall of
Fame
Kennedy Center HonorsNational Medal of Arts
Hollywood Walk of Fame
50
Photo: ©2012 John Alderman
Censored
It’s about decisions
not disrespect
It’s NOTus-against-them
it’s about building relationships
It’s about reaching understanding
andreducing uncertainty
It’s about estimates
notexacts
It’s not traditional
but it’sachievable
Go prove it.
Your work is valuable.
Thanks!@melissarachmelissa@dialogstudios.comwww.contentstrategy.comwww.dialogstudios.com
58 Photo: © 1981 Betty Weinaug
Want to know more? Content Strategy for the Web (second edition) Check out chapter 10By Kristina Halvorson and Melissa Rach
How to Measure Anythingby Douglas W. Hubbard
Marketing Professional Services by Philip Kotler, Thomas Hayes, Paul N. Bloom
Naked Economics: Undressing the Dismal Scienceby Charles Wheelan
59