Internal Marketing Linked to

Your Brand and Business Goals

Targeted Business Development works best when all employees, salespeople and resellers are focused on delivering your marketing promises.

Delivering the Marketing Promise

The most efficient, targeted business development effort fails if your employees, salespeople and resellers fail to deliver the promises made in your marketing. Selling Communications Inc. helps clients develop internal marketing programs that get all critical people focused on achieving business goals. SCI helps organizations design programs that reinforce every employee's connection with your organization's brand.

People Performance Management

Cutting-edge organizations recognize these critical facts:

• Over 80 percent of customers will stop doing business with a brand if it fails to meet their service or quality expectations, according to a Harris Interactive survey.
• Properly structured reward programs can increase performance 25 to 44 percent, yet most companies don't follow any formal methodology for incentive program development, according to recent research by the University of Southern California.
• Only 50 percent of employees consider themselves highly motivated, while over 80 percent believe their companies could do more to foster motivation, according to a recent MarketFax survey of American workers.
• People Performance Management is the formal process for motivating and equipping all employees, salespeople and resellers to systematically focus on attracting and keeping desirable customers. It is an integrated process that links the customer marketing process to internal marketing so that there is a clear understanding throughout the organization about goals and how each individual can contribute to success.

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Performance-Improvement-Based Incentive Program Design

Selling Communications Inc. consultants help organizations develop results-based rewards systems through the performance-improvement-based incentive process, a systematic approach to identifying what actions each individual or team can take to help organizations achieve specific goals. SCI provides only program design consulting, technology, communications, and training. While SCI can help organizations find the right resource for their full-service incentive and recognition program or rewards and recognition products, it does not provide any rewards or recognition products or services.

SCI's process includes:

•  A gap analysis to determine specific opportunities for improvement.
• Management and employee involvement to help determine what can be done to improve performance.
• An internal marketing strategy focused on promoting and rewarding desired behaviors.
• Ongoing communications to reinforce goals and provide feedback.
• Measurement systems to monitor results.
• Effective reward and recognition program design that promotes loyalty and publicizes achievement.

SCI's deliverable is a business plan that strategically improves performance in a measurable way. If the gap analysis identifies a need for a formal incentive or recognition program, SCI works with clients to find precisely the right type of solution or incentive company to meet your needs. Since SCI provides only program design, technology, and communications services, it can help clients find precisely the right rewards and recognition and related solutions for its needs and budget.

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Internal Marketing Communications

As a full-service Targeted Business Development company, Selling Communications specializes in executing strategic internal marketing programs, including:

• Print and electronic employee newsletters that link external business goals to internal communications.
• Employee Web sites that enable employees, salespeople and resellers to get all of the information they need on demand to help achieve organization goals, along with unique tracking capabilities that let management know what's working and what's not.

Selling Communications Inc. bridges the gap between external and internal marketing to make sure that all communication works synergistically to attract and keep the customers you want.

Qualifications

Internal marketing services are directed by Selling Communications Inc. founder and president Bruce Bolger, who has nearly 20 years experience in the area of people performance management. He is co-author of Principles of Results-Based Incentive Program Design, published by the Incentive Marketing Association, and Strategic Incentive Program Design: Critical Steps to Cnserve on Effective Preformance Improvement Systems, published by the Advertising Specialty Institute. Bolger is a founder of the Forum for People Performance Management and Measurement, a not-for-profit research foundation affiliated with Northwestern University's Medill School of Integrated Marketing Communications. He has directed research on rewards and recognition for the SITE Foundation for over 10 years and has had in-depth experience with over 100 incentive and recognition program as a consultant and frequent writer on the subject over the last 18 years.

Based on this experience, Bolger has long believed that most companies fail to get the most out of their rewards and recognition systems due to a lack of education and research in the field. This belief was recently borne out in research by the University of Southern California, which found that most companies lack a formal approach to the process, and by recent research published by the Forum and other sources finding that many brands underperform because their employees fail to deliver the promises made in marketing and sales.

SCI's team includes editors and writers who can provide content for almost any communications need. The company developed a powerful, low-cost Web-hosted application known as Solata for the effective management and tracking of Internet, electronic, and print communications.

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