Tag Archives: insight

These data prove I am worth 80% of what my male research colleagues are worth #MRX #NewMR

As a freelance market research writer (my service sheet is here), I regularly check my public profiles to make sure they’re up to date. This time, I checked my profile on Savio, a marketplace connecting market research buyers with research experts, which is maintained by GreenBook.

Thumb print unlockAfter clicking around the website for a bit, I realized that every researcher’s hourly rate was completely and easily transparent, not hidden behind multiple clicks and privacy walls. My brain gears sped up….

People don’t talk about salaries which is a problem. Freelancers don’t know if they’re being paid what they deserve. Women don’t know if they’re being paid less than their equivalent male counterparts. So in that regard, I have to thank Savio and Greenbook for opening the black box and helping researchers see a piece of reality.

I had planned to go see the new Solo movie but this lovely little dataset just presented itself to me. Plus, I hear there isn’t any ukulele in this movie so let’s do this.

I downloaded the data and removed the business profiles. That left me with 191 individuals who provided an hourly rate, country, and the types of work they do. I manually gendered all the profiles. Obviously, I may have gotten a few wrong as I am not the gender police (much better said by Effin Birds) – 83 women, 107 men, and 1 unknown.

Hourly rates by genderAs all good data people do, I started with a frequency distribution. A few things were immediately apparent. 1) 3% of men and 4% of women VASTLY undervalued themselves. If you have listed an hourly rate under $50 per hour, go to your profile right now and FIX IT. I never want to see an hourly rate less than $50. From any freelancer. For anything. 2) 6% of men and 2% of women listed stunningly high rates, a couple over $1000 per hour. These rates might be for bragging, for negotiating, or for real but if you can command them, more power to you. 3) Women were far more likely to undervalue themselves while men were far more likely to overvalue themselves. [“THAT was a pencil in the neck moment!” -Luke Sklar]

Hourly rates by country and gender Maybe group averages would paint a different picture but nope. Across all 191 rates, women asked for 81% of what men did – $168 versus $207 per hour.I tried excluding outliers from 12 people whose rates were below $50 or above $500. Women still asked for 81% of what men asked – $153 versus $189 per hour. I then focused on the three countries with at least 8 researchers. In Canada, two women and myself listed rates that were a paltry 40% of what five men listed. Among 123 US researchers, women asked for a somewhat better 80% of what men asked for. I am thrilled, though, to offer a huge hurray to the 14 researchers in the UK where hourly rates listed by men and women were equal. (Okay, women can increase their hourly rates by $5 in the UK.)

Maybe it’s because women do “less valuable” work so I tried grouping by the 25 different type of work people specified they did. Major caveat though – these data do not account for the fact that someone might charge different rates for different types of work.

I’ll pick out two examples from the chart since it’s a little bit complicated and uses two axes. At the left of the graph, among people who offer legal research services, women specified an hourly rate of $169 compared to men at $136. Thus, women listed a rate that was 124% of what men listed. There exist four categories of work where women listed a higher hourly rate than men – Legal Research, Field Services, Recruiting, and Support Services.

Second, at the right of the chart, among researchers who conduct Mystery Shopping, women listed an hourly rate of $138 compared to men at $225. Women listed a rate that was 61% of what men listed. There exist 21 categories of work where men listed a higher hourly rate than women.Hourly rates by industry and gender

I don’t know if these differences are because women undervalue themselves or because men overvalue themselves. I don’t know how much of these differences exist for bargaining or bragging purposes.

But I do know this. As much as I love statistics, t-tests and chi-squares aren’t necessary to determine the likelihood that these results are due to chance. Correlations and Cohen’s D aren’t necessary to determine whether the effect sizes are meaningful.

Women ask for less financial compensation than do men.

Cindy Gallop Highest Number Without Laughing Gender Diversity Salary Income

Women, my advice to you is simple. Give yourself a raise. Give yourself a giant fucking raise. (I’m channeling my inner Cindy Gallop and I urge you to follow this amazing woman on Twitter or LinkedIn and personally talk about your salary with her here.)

Cindy Gallop Shit Ton Money Gender Diversity Salary IncomeIf you’re currently in the $50 to $99 bucket, up your rate to land in the $100 to $149 bucket. If you’re in the $200 to $249 bucket, give yourself a raise into the $250 to $299 bucket. Don’t think twice, it’s all right.

If you’re curious, I may have started my day claiming my worth to be 80% of what my male research colleagues felt they were worth.

It sure didn’t end that way.

You might wish to look at:

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Voxpopme 8: Two key tips or tricks for communicating insights that resonate with the C-Suite and drive real results

Along with a group of market resevoxpopme logoarchers from around the world, I was asked to participate in Voxpopme Perspectives – an initiative wherein insights industry experts share ideas about a variety of topics via video. You can read more about it here or watch the videos here. Viewers can then reach out over Twitter or upload their own video response. I’m more of a writer so you’ll catch me blogging rather than vlogging. 🙂

Episode 8: Share two key tips or tricks you have for communicating insights that resonate with the C-Suite and drive real results.

Alrighty, tip number one: Sample Sizes.

The reasons for choosing sample sizes are a foreign concept to many people, leaders included. Many people depend on you to provide helpful guidance when it comes understanding what an appropriate sample size is, the drawbacks of those sizes, and how results can be interpreted given those choices. One tip I’ve used is to give them specific examples of what might and might not be statistically significant when the results do come through. For instance, rather than sharing the margin of error around a specific sample size, instead I’ll say something like:

With this sample size, a result of 30% would be statistically different from 37% but statistically the same as 36%. Are you prepared to choose a winning concept that is preferred by 30% of people rather than by 36% of people?

Tip number two: actionability.

As someone who loves raw data, cleaned data, charted data, graphed data, and tabled data, sometimes it’s hard to take the next step and make the data useable and actionable. But business leaders don’t always care about individual data points. They may not even be concerned with summaries of the results. What they really want is your informed opinion about what the data actually mean, and the appropriate options that should be considered as a result of the data. So, beyond reporting that 30% of people like a certain thing, use your understanding of the rest of the results to indicate why they like a certain thing, why they might not like it, the implications of moving forward (or not) with that thing, and how that choice might affect other products on the market already. Take the data as far forward as you possibly can in order to give them fodder to spark further ideas.

Bonus tip!

Know your own weaknesses. I know that data visualization is not my strength. When I need data to be visualized well so that it is understandable by everyone, from junior to senior and expert to newbie, my only option is to find an expert. And here’s an example of how an expert would illustrate missing data. I would have never thought to do it like but look at how effective it is. It’s worth the extra cost.

http://www.thirdway.org/infographic/the-absurd-way-we-report-higher-ed-data

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Voxpopme 4:. What is an insight?

Along with a group of market resevoxpopme logoarchers from around the world, I was asked to participate in Voxpopme Perspectives – an initiative wherein insights industry experts share ideas about a variety of topics via video. You can read more about it here or watch the videos here. Viewers can then reach out over Twitter or upload their own video response. I’m more of a writer so you’ll catch me blogging rather than vlogging. 🙂

What is an insight?

Ah yes, the never-ending question in our business. I have a fairly simple yet vague definition of insight. It’s anything that turns on a lightbulb over your head. It’s that piece of knowledge that makes you sit straight up or jump out of your seat or pop your eyes out of their socket. The one that makes you go “OH MY GOD” or “HOLY SHIT.”

True insight is rare. You’re really lucky if you get even one out of each research study you run.

If you think about it, we go into most research projects with ideas, hypotheses, expectations. We create a data collection tool, collect data, run the analyses, and confirm what we hypothesized all along. We just have the data to back it up now.

From my perspective, insights were never an idea or hypothesis or expectation. They come out of nowhere and smack you in the face.

The trick with an insight is to capture it before it dissipates. To realize that what is running through your mind is magic and that you need to take note of and write it down.

If you love it, don’t set it free. Catch that puppy and write it up. If you do set it free, you’ll never be able to turn it into an actionable outcome.

https://giphy.com/embed/6RXkMDpm1Qppu

via GIPHY

Voxpopme Perspectives: Video posts… in writing

Along with a group of market researchers from around the world, I was asked to participate in Voxpopme Perspectives – an initiative wherein insights industry experts share ideas about a variety of topics via video. You can read more about it here or watch the videos here. Viewers can then reach out over Twitter or upload their own video response.

Except the video blogging thing wasn’t working for me. I do my best thinking in writing and I’m pretty sure you don’t want to watch me read a post. So instead, I’ll be sharing my thoughts in written posts. Feel free to write back if you’re so included. Stay tuned!

Voxpopme

The future of insights #IIeX 

Live note-taking at #IIeX in Atlanta. Any errors or bad jokes are my own.

Impacting clients: Raising the bar by Andrew Cannon, Alex Hunt, Simon Chadwick, Kathy Cochran

  • There is stiff competition ahead, are we making a big enough impact, can we crack the ROI question
  • Is the c suite more interested in customer insight than they used to be?
  • Are we earning our seat at the table [or…. Are we setting that damn table!!]
  • Google this: GRBN100day. Challenge website,  put your name on a list of people who have committed to make a difference towards the research industry – value to clients, and ROI impact, enter your name and email address. [DO THIS, I signed up 🙂 ]
  • Why the emphasis on ROI, you can’t demonstrate this because ther’s too much in between my research and the real world. – wrong. 
  • Only 1 in 5 are delivering strategic value that makes a different for business outcomes
  • Must have a positive championing relationship with the C suite, without this, the research function will never be more than a contributor, will never reach strategic level, must prove your worth so they will stand up and champion you, they need to see you as a pillar not a jolly good thing
  • The more advanced the research function is, the more likely they and clients are happier, and that they are measuring ROI; if you measure ROI, you are likely a strategic partner
  • Marketers regard insights function as purely librarians,  marketers want us to be strategic consultants
  • [how do leaders lead? They continue the panel when the moderator is gone. THAT’S HOW YOU DO IT!]
  • ROI doens’t have to be in an algorithm, think small, don’t get overwhelmed, have a dashboard for tracking, start small and build
  • How many research companies are famous for driving an initiative
  • Insight folks need a strategic plan,, doesn’t need to be fifty pages, plan the next 3 to 5 years, what information do you have, what areas are you missing, where will you help drive innovatio
  • Everyone. wants to be a strategic partner, what does that really mean, you need to BE a strategic partner, if you are at a meeting BE a strategic partner, MAKE a decision, HAVE an opinion, connect the dots,, be the person. Who makes the connections and states the real implications
  • Tactical – we are inconsistent in explaining the wider business challenges, making recommendation
  • ROI word gets people’s defences up
  • Mobile is faster, cheaper, better – frame that for your business clients
  • Don’t underestimate the power of anecdotes
  • THink of the Dove brand – made millions for the Unilever brand, promote the value of what we do


Using social media intelligence to analyze category and brand performance against changing benefits by Natasha Stevens

  • [Natasha chairs the Boston chapter of the New Research Speakers Club. If you’re NEVER spoken at a conference before, please come! Http://researchspeakersclub.com]
  • Natasha is a coffee fan, she used to choose a local coffee house, now she orders her coffee while she’s on the train to work, she doesn’t wait for her coffee because it’s ready at hand when she walks in the door
  • The market place is ever changing where benefits are the currency
  • Digital has transformed the landscape of influences and opportunities
  • Brands need to stay abreast of categories and how your business will be impacted
  • What’s being said about how get the job. Done, which needs are discusse
  •  All market decisions trace back to four cornerstones – security, well being, gratification, and freedom
  • Alcon contact lens case study – most was about well being, then gratification, brands performed differently within the category;; security is a hygiene factors in this category,,  they needed to create an educational format because users were seeking advice from ophthalmologists online


The compass and the map of content marketing insights by Andres Almeida. and Peter McCue

  • The running of the wiener dogs, an absolute disaster; this is us as analytics trying to measure custom content 
  • We have metrics and measurement but we don’t know what they mean because we don’t have a compass to tell us where we should be
  • We have page views, visitors, social actions, but WHY do we look at all this
  • RElating to beer – Time spent with content plotted against social actions taken – celebrities, comedy, and sports/football stood out; Celebrities account for low social interactions, people are too embarrassed to share those things
  • Ford F-150 – rank videos by views and you can see disparity in high view and low view counts, more inspiring and informative language rose to the top, audience wants information AND inspiration
  • Eight content moment types – some perform better for certain topics
  • No one wants to be inspired by political content but they want information [good chart here but can’t read a it of it. [FONT SIZE people ]

Thinking about research in a new way: Perspectives from six speakers #IIeX #MRX #NewMR 

Live blogged in Amsterdam at #IIeX. Any errors, bad jokes, or [comments in brackets] are my own

  
Technology in Insights – From adapting to cope to adopting to win by Vijay Raj, Unilever

  • 64% of dollars spent last year could be associated with digital
  • The Internet of things is now the Internet of MY things and YOUR things, fridges that know when you run out of milk and order it for you
  • 90% of Internet connections in China happen on the mobile phone
  • We plunked paper surveys online without changing anything, polls are now failing to predict the outcome of general elections, the world of insights needs to change
  • We need to adopt technology, not just adapt to it
  • We need to engage with startups and look for inspiration in technology 
  • Only google was able to predict how Barack Obama would win his first election [do it 20 times and then come talk to me. Anyone can be right once.]
  • Pilots are oxygen to ideas, they help develop and grow them
  • We need to be more collaborative and externally focused
  • Take advantage of gamification
  • LAST mile path mapping – maybe you make a purchase in Pinterest, it’s good to know that path to purchase, cookies don’t work in-app so how do you do this
  • EMOTIONS understanding – need a tech intervention
  • ARTIFICIAL intelligence – I have the answer, what is your question; can you simulate a product experience 
  • PERSONALIZATION
  • Acronym is LEAP – be disruptive

Fame, Feeling, and Fluency Drives Famour 5-star Marketing by John Kearon, Brainjuicer

  • Psychology has more to offer the market research industry than technology [totally agree! Tech is nothing if you don’t understand the people behind it.]
  • 50 polls last year were unable to predict the election [i’m going to guess polls that DID predict were stuffed in drawers because they were ‘wrong’]
  • We are not good at predicting our own behaviour, it’s not that people are lying
  • Current model of marketing is its a fist of a USP wrapped in velvet glove of emotion, the gloves lures customers and then we hit and persuade them to buy, it’s a persuasion model
  • System 1 is the original instinctive brain, system 2 is the rational logical brain. But the emotional brain massively outnumbers the rational brain. 
  • [insert his original Dr Seuss poem here :). ]
  • We think much less than we think we think
  • “You haven’t slept till you’ve been in a Nielsen presentation”  [oooooooo from the audience 🙂 ]
  • Profit growth is driven by fame, felling, fluency
  • Fame – we ascribe wonderful things to famous things, famous is bigger, we don’t know truth but we assume famous is bigger/better/more, predict brand share by top of mind, fame is a shortcut to making decisions
  • Feeling – the more you feel about a brand, whether positive or negative, any emotion is more valuable than no emotion, neutral is the enemy
  • Fluency – distinctive assets but don’t really have any differentiation, eg., Apple ear buds are white and everyone knows it, the Coke bottle shape, recognition spreads decision, people ascribe value to something they recognize 
  • Trump – is famous, evokes emotion, and his hair is very fluent
  • VW – you might think scandal would hurt them but prediction is 18 months after the scandal they will be doing better – more fame, more feeling even thought neutrals have moved to negative
  • [another Dr Seuss poem, you’ll have to ask for it 🙂 ]
  • Human behavior works via satisficing – we make decisions in the quickest easiest way

Market research adventures in a digital world: How Air France – KLM is using research – by Maaike van der Horn, KLM

  • 28 million passengers, 134 destinations, 67 countries
  • More digital touchpoint S are necessary to help and serve customers
  • The iceland eruption was a huge learning opportunity for them in terms of having social media touch points
  • Build, learn, try and do it all quickly, “Be cool or be gone”
  • Why should surveys be so horrible? Consider your survey as a brand experience, follow same standards as website or app – fun to use, easy to use, create something that is not a hassle and takes only three minutes
  • 95% completion rate for the survey, reliability of results has improved 
  • Innovation isn’t always about shiny new things, maybe it’s just improving things that have been wrong for years [Hello every tracker out there!]
  • When they find out that people like their app, they ask them to rate it in the App Store and that is high they work to get the highest rating in the App Store [Totally understand this but it’s a great reminder that app scores aren’t all that meaningful]
  • They do A/B testing on the app and ask people why they like certain aspects
  • Developed branded community platform, perhaps week long projects
  • Research is integral not an aside, it is a huge opportunity to deliver on your brand experience [of course, this only applies if you aren’t doing blind research, which most of us are.]
  • Was forced to be agile when conducting research, delaying things by one or two days is fine [well, we are ALL being pressured to be agile but we’re resisting. Maybe it’s time to stop resisting and be agile when the job is appropriate]

Freeing Research Through Technology by Stephen Phillips, ZappiStore

  • Google has outsourced it’s machine learning code, will likely be a huge deal in years to come
  • Sampling is important – must be done right, need the right target group, but there might be little added value including a human being
  • We need to automate as much of the research cycle as possible, where humans provide the least value, get rid of the manual elements 
  • People move away from full service because they don’t have the time to wait for it, but you can put your IP into templated technology that can be scaled and automated
  • Templated technology lets you run five projects at once, quickly
  • Turn the human away from advisor on a survey to advisor on a project
  • Analytics becomes more simple to do, can do macro analytics across 100 projects all with the same measurement points
  • High end consulting is where the people need to be, along with IP creation. This makes research more profitable.

Drain Your Shark Tank by Jeff Reynolds, LRW

  • Negative emotions drive change
  • Be willing to take risks, be willin to try new ideas
  • Invite everyone to participate, not just the senior experience people but the people who haven’t yet been contaminated with experience and process
  • Tried out shark tank idea but over time people stopped liking it because only the best ideas went there, not the halfway ideas
  • Recognize the smarts on your time, even when they are fresh out of school
  • Require big changes in mindset not big financial incentive

Live Connection to Culture by Jake Steadman, Twitter

  • [i expected him to say “hello I’m jake from State Farm :)]
  • Mobile is eating other media time
  • Used Twitter to connect with fans and opinion leaders in launch and opening weekend for new Star Wars, this is how they gave access to the stars, not the red carpet or panels
  • 1.2 billion tweets over opening weekend
  • Twitter offers unfiltered raw emotion that previously was nearly impossible to get, especially on a live basis
  • Rise of the machines – this is a challenge and opportunity, live data can help us
  • Agility – get over obsession with precision [here here! our research isn’t as precise as we think it is anyways]
  • Democratization of research – as more machines rise, more people can do research
  • Look for your soggy fries – company found a spike related to this phrase and decided to look into. It wasn’t necessarily statistically significant nor huge but directional was enough for them to recognize an issue and deal with it

Empathy, VOC, MROCs, and digital qual presentation summaries #IIeX

Live blogged from IIeX in Atlanta. Any errors or bad jokes are my own.


The surprising power of empathy to foster consumer engagement by Sion Agami and Steve August   

  • innovation is normally thought of as new tech, new methods, new products. in reality, that’s only the final output of innovation. innovation is really a cumulative work of bringing something to bear.
  • the key to understanding people is empathy [GENUINE empathy, not company mandated empathy]
  • understanding is a stigmatized condition – consumers may feel ashamed or embarrassed or scared to buy a product
  • 1 in 3 adult women experience incontinence and it increase to 1 in 2 for the older group
  • digital qual allows you to get in the moment – when do you have women discuss things privately versus together in a group – both have important uses
  • women experienced the five stages of grief as they expected their own incontinence, they wouldnt go out unless they knew where all the bathrooms were so they were always planning, couldn’t be spontaneous, worried other people would notice they were wearing something, some women kept two of each outfit so they could change and no one would notice, overplanning kills the magic
  • is digital appropriate for the older community? absolutely. they use the technology to learn about this, they use mobile apps to find bathrooms, find the best bathrooms
  • people didn’t feel like it was a survey, they felt like a community, somewhere they could talk to other people who knew what they were going through, it felt like therapy to some
  • women want a functional design that allows them to reclaim femininity, it can’t feel like a diaper
  • digital qual’s ultimate deliverable is empathy

Capturing the voice of the customer in a multichannel world by Holly DeMuro 

  • is voice of the consumer part of market research? [is that a rhetorical question?]
  • consider quick wins vs sustainable growth, need to improve the organization at a higher level
  • if you don’t act on the research, it’s a fail

Closer, Deeper, and Better Insights by Rebecca West 

  • mobile has surpassed desktop in search
  • how do consumers navigate apps and websites with their mobile devices
  • taking a picture of someone using a phone isn’t helpful, image is too small, instead need to capture online activity in real time
  • a usability platform can display the mobile device screen on your computer so you can watch

Co-ownership of insights: mapping the consumer journey for Breyers ice cream by Niels Schillewaert and Daniel Blatt 

  • Todays discussion is about ice cream [WHERE ARE THE SAMPLES!?]
  • People do NOT need this product but it brings about happiness
  • You could do a shop along or ethnography or eye tracking but what is the right approach for this study
  • people are only a shopper for a very small portion of the day, the rest of the time they are human
  • research is often a one way presentation, wanted to increase the shelf life of the results with audio visual
  • invited Breyers loyals to blind research and revealed midway, 3 weeks long
  • people become really involved with the online community and asked about each others kids
  • responders were thankful to be a part of it, felt like their whole family participated in it too
  • 20% less drop out, somewhat due to product category, 2800 pictures, 40 videos, hard to achieve in a focus group, $75 dollar incentive and they had to save their ice cream receipts
  • rational benefit to ice cream is that it makes you feel good but you still don’t need it
  • learned about the entire family not just the shopper

It’s finally about the people who participate in our research #IIeXap14 #IIeX #MRX

iiexbannerGood night Sydney!

It’s been a long day full of short presentations, and a few things come to mind.

  1. I’ve advocated on behalf of people who participate in our surveys for so long that I sometimes feel like a broken record. But today, on numerous occasions, speakers specifically demanded that we treat people like human beings. We might think we’re already doing that but the percentage of people who don’t know what being screened out means says differently. We still write really long surveys and we still write them as if we’re Charles Dickens not J. K. Rowlings. What I heard today is that more and more researchers are starting to think about and talk to research participants as if they are actual human beings. Strange concept. I look forward to seeing this theory become reality.
  2. ikabezier_flower_peopleThe age of marketing products has ended. We are now listening to what people want and trying to respond to those needs. Brands that want to remain relevant and in demand also need to treat people like people. (Is this strange concept a trend?) Let’s remember that most people don’t want a relationship with most of the brands they use. Hey, I don’t even KNOW most of the brands I use. Out of the thousands of brands I use, I only have space to remember a few of them by name. Sorry carpets, tiles, shingles, shelving and more. Just because you want your brand to be everyone’s best friend doesn’t mean they want to.
  3. Did you know that “Garbage in, garbage out” comes from our good friend Charles Babbage who lived in the 1800s? He actually said something closer to “to put in the wrong data and expect the right answers is absurd.” Well, is YOUR survey/focus group/big data putting in the wrong data? And are you still expecting the right answers? We’re so used to the “garbage in, garbage out” phrase that we automatically discard it as not being relevant to US. But is it? Maybe it’s time to think about it again.
  4. Can’t say, won’t say is a fun little problem for most surveys and traditional research methods. I would never say I’m racist or sexist or homophobic because I know those things are bad. I also can’t tell you why I like the colour pink and hate the colour black. I can’t and I won’t. These few words are a good reminder that the absolute best methodology is the multi-mode methodology. What can’t be measured with one method will be measureable with another. And don’t think otherwise.
  5. nailed itPlease explain this to me. Why do we keep on saying that innovation isn’t coming from market research. Of course it is. If you are in the business of understanding consumer behaviour, you work in market research. I don’t care if you call yourself a techie or a programmer or some funky weird fad title. What is the real problem? Well, people who are in traditional market research paths have defined market research far too narrowly and can’t see the light for their blinders. Is a doctor someone who is skilled in the ancient art of bloodletting, or is it someone who is skilled in healing people? It’s no different with market research. Market researchers focus on consumer behaviour HOWEVER that is measured.
  6. I learned today that panel companies offer no value because anyone can go online and use DIY services. Well, if panel companies were simply DIY companies, I wouldn’t be interested in them either. In fact, I’d run very quickly from them. You see, I’ve worked on the panel side of full service research companies for quite a few years. I’m the person behind the scenes running data quality processes to evaluate individual responders and determine who is and isn’t earning their keep with engaged and honest answers. I’m the person figuring out new algorithms for generating more representative samples. I’m the person making sure your dataset isn’t a big pile of crap. DIY sampling? I’m all for it. But only if it’s DIY sampling of good quality panelists.
  7. Lastly, the best conference sales pitch is a great presentation. And a great presentation includes ZERO mentions of your company name. ZERO mentions like “Our companies works hard to….” And ZERO videos about your great products. Great presentations DO include engaging, entertaining, personable research experts. Try it. You’ll like it.iiexap14 self with Lisa and Mike

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Influencing the Corporate Strategy Agenda with Research Insights by Claire Brooks, ModelPeople & Dina Lawson, McNeil #CRC2014 #MRX

CRC_brochure2013Live blogging from the Corporate Researchers Conference in Chicago. Any errors or bad jokes are my own.

Influencing the Corporate Strategy Agenda with Research Insights by Claire Brooks, ModelPeople Global Brand Insights & StrategyDina Lawson, McNeil Consumer Healthcare, Johnson & Johnson

  • Help your senior execs to play, and learn, and act upon consumer insights by involving them in the journey
  • Empathy needs to be at the heart of the strategic agenda
  • help executives become strategic learning conductors – embed insights, involve stakeholders, help others uncover insights on their own
  • this is a strategic learning journey
  • important to immerse in strategic context
    • put people in the middle of consumers, cultural/semiotic, social/family, channel/retail, technology/media
    • you only have 15 seconds with executives, need to curate an immersive experience
    • use virtual ethnography; use mobile ethnography to make sure you have articulate consumers
  • need to activate learning by identifying insights and scope
    • don’t leave executives with impressions, create time in the field for them to express what they’ve heard and learned, keep it simple focused on AHAs
  • need to inspire
    • story telling using video and other graphic media
  • Case study – nutrition in India – the desk is dangerous place from which to view the world ~John LeCarre
    • many client assumptions turned out to be very wrong in india
    • need a local research partner experienced in the techniques
  • Case study – korea – there may be language difficulties so be as visual as possible
  • Take your business partners on the journey with you, from objective to key business issues so everyone knows exactly what to do
  • turn all of your materials into a really good actionable page
  • don’t just deliver on a functional benefit – “faster, longer, pinker”
  • Mylicon example – for infant gas, very functional. existing product positioning was not inspirational at all. People saw the product as a life saving product not a fussy baby product. Role of product wasn’t enabling a mother child bond, it was as a magical, god-made product. Completely different positioning for brand. Video played an essential role in proving to the board the positioning was wrong.
  • Product may not change but consumers are always changing.

Bring Insights to the Table and Keep Them There with Behavioral Economics by Stephen Paton, AGL (Australia) #CRC2014 #MRX

CRC_brochure2013Live blogging from the Corporate Researchers Conference in Chicago. Any errors or bad jokes are my own.

Bring Insights to the Table and Keep Them There with Behavioral Economics
Stephen Paton, AGL (Australia)

  • We bring understanding, we show how to influence situations, we help predict the unknown
  • While everyone else is walking along the beach, we’re stuck looking at one single rock
  • Try to do at least one new methodology every year. They just tried using apps for the first time
  • we need good presentation skills so we can share our results
  • we need better, faster, cheaper – we have indeed done this with going online, better technology, no more paper, online communities, crowd sourcing
  • Is this a race to the bottom?
  • We’ve gotten so much better at what we do but salaries don’t show it
  • Research used to have mystique and mystery – how do you collect data? what sample sizes got used?
  • Context is important to decision making and outcomes
  • “We are to thinking as cats are to swimming – we can do it if we have to” ~Daniel Kahneman
  • Dan Ariely – books are easy to read “Predictably Irrational”, register for his course
  • We take a lot of shortcuts, we have biases, we deal with social norms, omission bias, restraint bias, attention bias, ambiguity effect, validity illusion,  – we aren’t logical
  • book “Psychology of Price”
  • Use traditional insights AND behavioural paths as well

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