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IT Unleashed: How Your Workers Influence Consumer Opinion

By Dennis McCafferty on 2010-09-08


In some major enterprises, CIOs are working closely with their Chief Marketing Officers to make the most of their respective skill sets. But many may overlook an essential company asset to help them with this need: their own IT employees, according to Josh Bernoff and Ted Schadler, senior executives at Forrester Research. Bernoff and Schadler are authors of the new book, Empowered: Unleash Your Employees, Energize Your Customers, and Transform Your Business (Harvard Business Review Press/Available Sept. 14). It's your IT employees, after all, who are most connected via mobile devices and social-network sites. They're the ones who know what works and what doesn't with respect to pleasing the very critical "influencers" out there – consumers who shape mass impressions of an organization's reputation. Learn how they can help your organization to influence the influencers.

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6.2 percent of users online account for 80 percent of impressions about a company. These are influential "mass connectors."

537 is the number of followers that a typical mass connector will have, compared to 133 for other social-network users.

18,600 is the number of impressions that a single mass connector will make within a year. There are 11 million mass connectors in the U.S.

24 million people in the U.S. are "mass mavens," those who make lasting impressions about organizations via blogs, forums, etc.

54 is the average number of times a year that a mass maven posts content about products and services. (A typical consumer only posts six times a year – if at all.)

89 percent of "influence impressions" online are posted by 18- to 44-year-olds – meaning the users influencing opinion are likely in the same age demo as your IT workforce.

Unleashing IT Employees This is a challenge for CIOs: It means employees come up with solutions. The manager's job is about supporting them.

Unleashing IT Employees They're out there on sites such as Facebook, YouTube, Twitter and Wikipedia, with a frontline view of what customers, and employees, really want.

Two Ways IT Can Improve Customer Impressions 1. Create inexpensive but effective online customer-service improvements 2. Build/administer social apps to cultivate employee innovations/idea sharing.

Always Evaluate Don't approve employee-empowered projects en masse. Require workers to conduct "Effort-Value Evaluations" first.

Effort Value Evaluations "Effort" evaluation means your employees map out associated costs, time needed, etc. – and whether resources exist or must be acquired.

Effort Value Evaluations "Value" evaluation means staff must provide sound projections of revenue, cost-savings, productivity, and customer delivery.

Organization evangelists. Tweets like "I saved $$$ thousands through green IT project" cast your corporation in a positive light to the general public.

The Value of Unleashed IT 1. They say "yes" to projects instead of "no."

The Value of Unleashed IT 2. They focus on customer-facing operations, as opposed to exclusively serving the workforce.

The Value of Unleashed IT 3. They help the organization drive innovation.

Unleashing Mistakes to Avoid 1. Failing to constantly articulate what the final outcome of the employee-empowered project/effort is supposed to be.

Unleashing Mistakes to Avoid 2. Discouraging experimentation – and even failure. Expect failure and seek to extract lessons from the experience for employees to share.

Unleashing Mistakes to Avoid 3. Working in a silo. Success requires other departments to be on board.

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