Here is a guide on how to improve your marketing effectiveness:
1. Share a common vision
While outputs and deliverables are relevant, you need something that captures the hearts and minds of your people and your clients. To have an impact, you need a strong foundation and an integrated approach. A vision enables everyone to understand their role – they know what to do and why they are doing it.
2. Focus on strategy instead of exclusively concentrating on budget and deadlines
Marketing and business development initiatives tend to over-focus on budget and deadlines rather than approach. There is also a tendency to focus on what we are trying to sell, rather than what value we are giving clients.
The process should begin with business alignment. Once achieved, marketing objectives should be defined, challenges identified, and target audiences determined.
3. Master technology
High-performing marketing teams embrace technology and use it to create efficient processes to achieve their objectives.
A professional services firm wanted to implement a new CRM system. The leadership team saw it as an information database instead of the end goal, which was to successfully manage the firm’s interaction with current and future clients. With milestones and launch dates continually being pushed back, the CRM implementation ground to a halt along with all business development activities.
In contrast, another firm was able to re-scope and upgrade its current CRM system quickly and efficiently even though many internal stakeholders thought doing so was impossible. To ensure success, the project team introduced rigorous internal testing and rollout plans helping to gain stakeholder support. It invited support from across the firm to iron out issues at the outset and listened responding to the needs of individual teams. It also introduced clearly defined project stages, which meant the team was able to test, understand issues and implement fixes before full implementation took place.
4. Use proven methodologies and processes
While no two marketing initiatives will be identical, most share specific characteristics. These characteristics will benefit from standardised processes that will workflow activities, improve marketing effectiveness and efficiencies.
Process-led marketing enables for adjustments and optimisation. It drives consistency and quality saving time and money and maximising ROI. Proper management distils a firm’s processes as a proven approach which works.