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    BRANDINGor Social Change

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    Vanguard Communications

    2121 K Street, NW, Suite 650

    Washington, DC 20037

    202.331.4323

    www.vancomm.com

    Join the conversation:

    @VanComm #PLPR

    Facebook.com/vancomm

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    You see us as you want to see us in the simplest terms, and themost convenient denitions.

    Brian Johnson, Te Breakast Club, 1985

    Branding or Social Change

    A rom

    Vanguard Communications

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    @VanComm #PLPRBranding for Social Change

    Tese core values drive the talented sta o Vanguard Communications, an award-winning,

    Hispanic woman-owned public relations and social marketing rm that ocuses exclusively on

    communicating or social change.

    Vanguard specializes in communication initiatives that educate the public, change perceptions

    and behavior, aect public policy, and ultimately protect the health and well-being o all o our

    neighbors. Our approaches are research-based, collaborative and culturally inclusive. Since 1987,

    Vanguard has made change happen or some o the nations leading nonprots, oundations

    and government agencies working in critical issue areas such as mental health, energy andenvironment, health and wellness, youth and amilies, ood and agriculture, and education.

    Learn more about how were making social change at www.vancomm.com.

    Join our social change conversation on witter (@VanComm), Facebook (www.acebook.com/

    vancomm) and Pinterest (www.pinterest.com/vancomm).

    Why purple?

    At Vanguard, we are passionate about righting wrongs, ghting injusticeand achieving social change. Were also pretty ond o purple. Our

    series captures our purple passion and transorms it into

    accessible, user-riendly advice or ellow communicators who are working

    toward the same societal goals. Each paper is not intended to be an in-

    depth report or a compendium o research. are simple

    tools or sharing knowledge, seeding innovation and empowering change

    makers.

    Our rst explored a topic that sends many communicators

    running or the hills: evaluation.Evaluating Social Changeollowed the

    same approach were applying to branding. We broke evaluation down into

    simple terms and a DIY process that we think you will nd accessible and

    easy to implement. At least thats our hope!

    Innovation. Passion. Integrity. Quality.

    http://www.vancomm.com/evaluationhttp://www.vancomm.com/evaluation
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    @VanComm #PLPRBranding for Social Change

    Acknowledgments

    Engaging communities is a core tenet o social marketing and one that we embrace in all o our

    work at Vanguard. In developing Branding or Social Change, our writing team composed o

    Deanna roust, Brandi Horton, LeAnne DeFrancesco and Cyndi Fernandez collaborated with

    Shani R. Lewis, a graduate student in the Department o Public Communication at American

    University.

    We look orward to continuing to collaborate with communicators in the eld and those working

    to better our communities through social change. You have as many ideas and answers as we do,

    and over the next 365 days or so, were going to keep the branding conversation going through

    our blog, in-person events, social media and online.

    Share your thoughts about branding or social change with us on witter (@VanComm #PLPR).

    With the power o knowledge on our side, we can all communicate or a better world.

    We cant wait to hear rom you.

    Citing This Paper

    At Vanguard, were really good at sharing, and hope the combination o acts and un in this paper

    will compel you to share as well.

    I you choose to cite us, please use the ollowing attribution:

    roust, D., Horton, B., DeFrancesco, L., Fernandez, C., & Lewis, S. (2013). Branding or Social

    Change. Vanguard Communications .

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    Why Brand? 3

    Branding The Starting Point 8

    The making o a strong brand 10

    Dening touchstones 12

    Flying your fagship high 13

    Positioning yoursel well 13

    Whats there to say about it all anyway? 15

    Finding your identity 16

    Branding Applied 20

    Putting It All Together: A Kick Off Questionnaire 28

    Some Parting Advice 28

    Reerences 30

    Contents

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    @VanComm #PLPRBranding for Social Change

    Branding: Its the new black. Everyone wants to do

    it, or at least thinks it should be done. Tere are tons

    o branding resources out there even tools and

    processes that are trademarked. Tats some ancy stu !

    With brand mantras, narratives, maniestos, platorms

    and more, the discipline has more buzzwords than

    a spelling bee. In the end, this amounts to a lot o

    conusion over what branding really is and what it can

    do or you.

    Whats more, or nonprots and government agencies, when you say branding you may get

    raised eyebrows in response or a sheepish look, as i the whole process sounds expensive and

    complicated. Because branding isjust or the Nikes and Apples o the world, right?

    Our new CEOhates

    that logo.

    Im working on how my organization

    looks and sounds

    on Facebook and Twitter.

    Got approval on

    the new campaign.

    Now, what do we call it?

    I know those

    people are an

    important audience,

    but were just

    not on theirradar screen.

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    Actually, no.

    Branding is just as important or an entity whose mission is to save the world as it is or one

    ocused on shareholder value. Tis attempts to sort through the terms and tools to

    explore what branding is and how it can contribute to a successul plan or social change.

    Its possible that when you read this paper, youll disagree with parts o it. You may nd yoursel

    thinking,Wait, in business school we learned that there are three components to branding, not

    six ... something about the emotional and the rational .And thats OK. We dont claim to be

    the experts in this pursuit; were just helping to sit through and simpliy it somewhat or busy

    communicators.

    As we unpack the branding process, we hope youll agree with us that there are a ew notionsthat always ring true kinda like high school archetypes. Remember those iconic characters in

    the classic 80s lm Te Breakast Club? Weve asked around and ound that they still resonate

    today; even those born post-1985 know that movie and can quote it at will. What is the secret to

    its continued relevance and appeal, 30 years later?

    Our hunch is that its because the personal brands

    the lm explored still live on: Te princesses, the

    brains, the athletes and so on are roaming high

    schools nationwide.

    In case youre not amiliar with the lm, BreakastClub writer/director John Hughes took a collection

    o personality labels, dressed them up, put them

    together in the Shermer High School library or a

    Saturday detention session and let them ght it out.

    And ght they did, with each other and even with themselves.

    Sound like a branding exercise youve been through?

    As communicators and brand students, its a bit more palatable to swallow the ins and outs o

    concepts like brand promises when you can relate them to people and cinema. So please

    indulge the movie reerences throughout this paper.

    Te bell has rung and Shermer detention monitor Mr. Vernon has issued his assignment:

    Who do you think you are?

    Who do

    you think you are?

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    Why Brand?

    Beore you can get people to buy into your mission beore you can get people to donate

    beore you can build a community around an issue, you have to put yoursel out there. Make some

    introductions; strengthen connections. But keep your story straight you cant present yoursel as

    one thing today and another thing tomorrow. Breaking up is hard to do, but people do it every day

    with organizations whose brands are inconsistent.

    Lets take a step back and examine what branding is, just so theres no conusion later.

    A brand is more than just a logo. Its a promise.

    Pop quiz: When you saw the word branding, did a logo come to mind immediately?

    Its OK, you can be honest. You think the brand is all about the logo. rust us, we understand. Te

    Golden Arches mean burgers, ries and a gajillion sold. In act, a logo is what most people think o

    when they hear the term branding because its the most visible element (McNamara, 2011).

    But i you answered yes, were here to tell you there is a little more to the story. A brand actuallygoes ar beyond a logo. A denition we like is that a brand is a psychological construct held in the

    minds o all those aware o the branded product, person, organization, or movement (Kylander,

    2011).

    Lets look at Sesame Street. Its an iconic xture in our society that is valued or its loving

    characters and educational content. Its logo has little to do with the brands endurance

    the programs ability to consistently evolve and remain relevant to children generation ater

    generation is what makes it beloved (Fisch, 2001).

    Tats not to say the brand identity the visual component (logo, tagline, color palette and

    ocial typeaces) dont matter. Tey do! An awul lot! But well get into that later.

    In actual practice, we nd it simplest and clearest to communicate a brand as a promise an

    organization makes to its constituents.

    At its core, branding is about guring out what that promise is, communicating it and delivering

    on it consistently via programs and services.

    Because reputation is everything, isnt it?

    Want to change the world? Great! Lets do it!

    Wait who are you again?Exactly.

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    Think about Te Breakast Club princess Claire Standish(played by Molly Ringwald). What i she showed up in her

    dads BMW that morning, dressed to the nines, nose in the

    air, and then at lunchtime proceeded to eat attening ood?

    Like, total disconnect.

    Claire was thin and her palate clearly rened, hence the sushi

    lunch that was so out o place in a high school library, even

    in the upscale Chicago burbs, that she had to explain what

    it was to the other students. Te brand promise as the pretty,

    popular rich kid would have been broken i she had indulgedin o-the-shel, processed lunch are.

    Dont call it a logo call it

    a brand identity. This will

    reinorce that its much more

    than a visual symbol.

    INTERNAL COMMUNICATIONS TIP

    How does a 40+ year-old childrens television show

    remain relevant while continuing to captivate newgenerations o young viewers? By staying true to its

    brand promise year ater year, decade ater decade,

    amily ater amily.

    Sesame Street, the PBS staple that revolutionized

    childrens television in the late 60s with its educational

    curriculum and puppet-driven character sketches, has a

    brand identity sure but when we think o Sesame

    Street, a logo doesnt pop to mind a puppet does.

    Just ask Mitt Romney; he knows all too well what

    happens when you challenge Big Bird in the court o

    public opinion. Sesame Streets rambunctious brand

    ambassadors (read: parents o multiple generations

    o young people who learned to spell, count and share

    thanks to the lessons o Big Bird and his riends) come

    calling, and they tend to win.

    Why? Because the series has consistently delivered

    on its brand promise to deliver engaging, entertaining,

    educational content or more than our decades. Inreturn, its audience is loyal and committed in 2012 it

    became the rst nonprot to reach one billion (!) views

    on YouTube.

    A Promise Endures:Sesame Street

    CASE STUDY

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    A brand is a promise, but be careful not to

    overpromise.

    Claire was lucky: She controlled what made it

    into her lunch bag. But whether or not youre

    living up to your brand promise isnt always a

    matter o communications.

    Sometimes, communicators are saying all

    the right things, but the programs and ideas

    coming out o the organization just dont live

    up to whats being said.

    Sounds tricky.

    I youve been in this situation, it likely

    means you need to do some homework. o

    avoid overpromising and setting yoursel up

    or brand disappointment, make sure you

    understand what your organization already

    does well, what it doesnt and what it wants to

    do better.

    Lets think about Claire again Even thoughher brand was dened by the popular, rich-kid

    stereotype, we learn thats really not who she

    wants to be, at least not all the time. She wants

    to let her hair down and live a little. Its clear

    her brand needs to evolve.

    In real lie, that means that a brand needs to

    capture both our aspirations and our reality.

    It needs to refect what you aspire to be and

    do, what you are really doing and how your

    audiences perceive the whole thing. And lets

    not orget that, since all o these matter to a

    lot o dierent people, the process o dening

    your brand needs to involve INTERNAL sta

    and stakeholders as well as EXTERNAL ones.

    Any way you slice it, that promise you made

    matters a whole heck of a lot.

    ONCE UPON A TIME . . .Good mission statements:

    I content is queen (or king), storytelling is the

    guy next door who is engaging, imperect and

    preers conversations over speeches. Many

    o todays communicators believe strongly

    that great brands and storytelling go hand-in-

    hand. We train grassroots olks on persuasive

    storytelling all the time, encouraging them to

    tell their tale rom the heart while keeping

    their main message in mind. You can think

    about your organization telling its story the

    same way.

    Stories evoke emotional response the

    idea being that when brands connect with

    audiences on an emotional level, that

    connection is more solid and lasting than it

    would be otherwise. In a twist on the brand

    promise dynamic, Johan Sachs in his book

    Winning the Story Wars: Why Those Who

    Tell (and Live) the Best Stories Will Rule the

    Future, looks to ancient mythology in showing

    how great stories complete with heroes and

    villains helps organizations succeed. Says

    Sachs, Todays best marketers are creating

    cause and brand loyalty by telling stories thatdeliver a pattern o meaning or a society in

    need o just that.

    Nonprots take note! (Sachs, 2012).

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    How many o you are nodding your heads right now? We all have this problem, right we want

    to be and do amazing things; were trying to change the world, ater all. But our programs can

    only go so ar. Its a struggle, but one that can be solved with a strong brand that denes who you

    are, what you want to be and how youre going to get there.

    O course, once you know who you ARE, then you also know who you ARE NO. Tink about

    Breakast Club brain Brian Johnson (Anthony Michael Hall). He was comortable in his role as

    an intellectual, which explains his participation in academic, not social clubs, and his explanation

    that he had a ake ID so I can vote.

    Seriously, who didnt laugh out loud at that one?

    The same is true or organizations clarity matters!

    At Harvard, a bunch o super smart Brian Johnsons (aka researchers) ound that a brand plays a

    special role among nonprot organizations in particular. Ater talking with organizations around

    the country, they concluded that, when a brand is positioned clearly and consistently, sta who

    are already proud and have drunk the Kool-Aid rally around it. Tis tight-knit persona builds

    trust in the organization and can even increase its social impact. Check out their model, called Te

    Role o Brand Cycle (Kylander, 2011).

    When your brand is tight, a ew things happen communications look the same, they sound

    The Role o Brand Cycle

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    the same and employees embrace the organizations purpose. Heres the real kicker: creativity and

    innovation are unleashed. Te brand boundaries serve as the box, and they give sta the license to

    think outside it (Ind and Watt, 2005).

    I you remember, even Brian cut loose in one memorable scene .

    Lets think about it this way: A brand promise articulates what audiences can expect rom their

    experience with an organization and describes the value that this represents to them (Smith &

    Wheeler, 2002).

    Some o the best brand promises are only six to nine words, such

    as Googles Provide access to the worlds inormation in one

    click, or the Ritz Carltons Ladies and gentlemen serving ladies

    and gentlemen.

    Market your brand promise internally (think pep rallies,

    contests, kitchen bulletin boards yes, we said pep rally and we

    mean it!). You want employees to know it well so they can act on

    it with condence and at every possible opportunity.

    Tat promise can even serve as a litmus test or all o your work:

    Is this what we promised we would do?

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    Branding The Starting PointSo, maybe youve just completed your ve-year strategic plan. Or your PR team is working on a

    communications plan to guide your outreach. Or youve just hired a hot-shot social marketer who is

    going to make those behavior-change goals a reality. Maybe your boss hands you a marketing plan

    and a pile o audience research, then says, I eel like our messaging is all over the place. Fix it.

    Communications people problems, right? Or maybe branding people problems maybe both!

    Tats a debatable point.

    Either way, the real question is what the heck do you do about it? Its a question we get a lot. Our

    answer: Start with the common thread.

    At the heart o all o these communications re drills is one common need to clariy your

    purpose. No matter what the drill o the day may be, we would all be well-served to start any and

    every communications project including branding at the beginning by dening the goal and

    audiences.

    Youve already got that on paper? Rock on. Youre

    ready to kick o your branding project, whatever it

    may look like.

    I you dont, dont worry. aking the time now to

    clariy what your organization is trying to do andwho it is trying to reach will prove worthwhile.

    aking even more time to make sure everyone

    agrees leadership, sta, the board o directors,

    members, donors will prove invaluable. Without

    buy-in here, youll have a lot o trouble getting your

    branding work o the ground later on.

    And we eel we should warn you that when you get all o your stakeholders around the table

    to talk about goals and audiences, theyre likely to bring some baggage with them. We are even

    willing to bet that a ew will come with their own plan or what should be happening at your

    organization. Maybe its a strategic communications plan or a social marketing plan. Maybe its a

    donor relations roadmap. Or a content strategy.

    Start by dening

    THE GOAL AND

    AUDIENCES.

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    All o these plans, processes and protocols have

    the potential to make heads explode, putting a

    damper on your branding plans rom day one.

    Our advice: Beore the plans come out, explain

    what youre trying to accomplish. Youre laying

    a oundation that will hold all o these plans up.

    Youre not competing; youre providing the glue

    that will hold all o this important work together.

    Here is a simple clarication that we like to use:Plans map out what you are going to DO.Branding is designed to get at who you ARE, as

    well as who you want to BE and remind otherso that over time.

    Make sure its clear that this process is about

    dening what you are and what you are not as an

    organization. Just like people, organizations need

    to nd themselves beore they can set a course

    o action. And that process o nding yoursel,put simply, is the process o establishing a strong

    brand.

    Still not sure that strengthening your brand will solve all o your problems?Consider this.

    A strong brand can help organizations:

    1. Eectively communicate their value propositions;

    2. Attract more supporters, constituents, board members and sta;

    3. Motivate audiences to share messages or them; and

    4. Help dene a clear path or marketing and PR eorts (Holland, 2006).

    Since branding should be a oundational exercise, doing it well can help an organization addressa multitude o issues just like that inamous Saturday spent at Shermer High in 1984 did or

    each member o the Breakast Club.

    Branding is about putting your

    best oot orward, then building

    relationships that grow stronger

    over time. Like Claire and the rest

    o the Breakast Club crew ater

    one meaningul interaction, their

    lives will never be the same.

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    The makings o a strong brand

    Branding is one o the most jargon-rich, process-laden pursuits communication pros can

    undertake. Te good news its hard to go wrong. Many o the processes out there can be helpul

    in getting at the nature o your brand and are rooted in research and experience. What matters

    is what you put into it. Because branding exists at the nexus o emotion and logic, people are

    inextricably linked to the branding process.

    Lets revisit the crew at Shermer High. Would Claire have ound her more playul side without

    the help o quintessential bad boy John Bender ( Judd Nelson)? Would the disheveled Allison

    Reynolds (Ally Sheedy) have connected with her inner princess without the Claire makeover?

    Would we have learned just how hard lie can be or teens rom all walks o lie without their

    arguments about preconceived notions and misunderstandings?

    By opening up to each other and sharing their deepest, darkest secrets, they and we learn

    more about themselves than they ever imagined possible.

    While we dont encourage quite the level o rebellion touted by John Bender on this journey

    o sel-exploration, there is something to be said about getting real about the things your

    organization does well, the things it doesnt and the places where you want it to improve. And

    there is even more to be said about unpacking and getting to know sta values that oten refect

    the personality o the organization. Its thepeoplethat make the organization tick, ater all.

    A NOTE ON INTERNAL BRANDING

    It takes a village to grow a strong, healthy brand. In act, the buzzword internal branding sort o makes us

    scratch our heads o course internal olks are part o the process! Theyre the ones getting the message

    out there in everything they do email marketing, presentations, campaigns, member services and more!

    And we beg you; please dont orget about leadership. They are your most important internal audience.

    Get their buy-in rst, but also involve the rest o your sta in your branding project early theyll be your brand

    ambassadors later on. Get input early and oten (remember our advice about the goal and audience?), convene

    a brand working group and communicate what youre learning, changing and doing.

    Getting everyone on board will help in the long run. We promise. I you do it right, youll create a messaging

    machine.

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    But how do you get to those deep, dark secrets and introspective revelations? Some are arrived atvia exercises that are pretty un, involving sticky notes, sketching, ropes courses and other things

    that give sta an opportunity to be honest and to bond. Others get there through research the

    more you can do, through surveys, discussion groups and ocus groups and analyses (SWO,

    situational and media) to better understand what people think about your brand, the better. Dont

    ever stop learning.

    Once youve got all o that data, sorting through it can be conusing. What are you actually

    looking or? Te ideas, phrases, words, emotions and concepts that make up your brand.

    DESIGN THINKING

    Sounds deep, right? Some people think it was an approach designed by Post-it to increase sales (iyouve never done it beore, it oten involves a lot o multi-colored sticky notes). But what is it really?

    Design thinking like so much else in cause communications was born in the corporate space and

    created to help businesses develop products with the customer at the helm. It can be used to conceive

    o, develop and launch a brand. Some argue that everything in the brand process is part o design

    thinking. Developing the idea is design thinking, creating the content is design thinking, marketing the

    brand is design thinking.

    What sets design thinking apart is that it leads with the customer

    or in our case, the audience. It taps into our insight and knowledge

    (based on research, please) about the audience to produce easible

    ideas and strategies. These ideas, combined with technological

    capabilities and an applicable strategy, lead to increased value or

    the audience and new market opportunity (Brown, 2008).

    Click here to check out Stanord Universitys d.school Institute o

    Design steps to design thinking to help you get started.

    Neverdesign thunk

    beore?

    No problem!

    https://dschool.stanford.edu/groups/k12/wiki/17cff/https://dschool.stanford.edu/groups/k12/wiki/17cff/https://dschool.stanford.edu/groups/k12/wiki/17cff/https://dschool.stanford.edu/groups/k12/wiki/17cff/
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    Buzzwords aside, your brand consists o several key assets:

    A promise (what you are committing to; remember, we talked about that)Touchstones (the things that keep you honest with yoursel)

    Mission/vision/value statements (those fagship statements about your organization)

    A positioning statement or elevator speech (you have 10 seconds to explain what you do go!)

    Messages (I just stopped the elevator tell me a little more)

    An identity (the obvious stu ... logo, tagline, color palette, ocial typeaces, etc.)

    And beore youre done, all o these assets should be compiled into a brand platorm that serves

    as a handy songsheet and should be reerenced in all you do. (Speaking o songsheets, i you hum

    Simple Minds Dont You Forget About Me as you work, youll be in great company.)

    Dening touchstones

    Since we already delivered on the promise piece o all this, lets

    jump right into the touchstones.

    Philip Kotler, considered to be the ather o modern marketing,

    teaches that brands have six levels o meaning: 1) attributes,

    2) benets, 3) values, 4) culture, 5) personalityand 6) user. We

    call these brand touchstones. According to Kotler, a brand is

    deeply emotional. It has personality that connects with peopleand a culture that aligns with those o the people who interact

    with it. We love brands because they make us FEEL something

    (Kotler, Poertsch, & Michi, 2006).

    Remember the eeling you had in Te Breakast Club when

    Allison explains why she is the way she is? My home lie is

    unsatisying. eens everywhere yelled, Me too! One sentence

    captured that universal teen theme eloquently.

    See? Common ground. The Breakast Club. Genius, that

    John Hughes.

    Te brand touchstones are identied by sta and leadership and

    help guide those who are conceiving or rening the brand to

    make sure that choices being made t the group. Are we edgy, or

    conservative? Are we globally ocused, or is our mission to change

    things in our own backyard?

    6 LEVELS OFBRAND MEANING

    user

    personality

    culture

    values

    benets

    attributes

    1

    2

    3

    4

    56

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    Flying your fagship high

    While touchstones provide the eeling, the vision provides the aspirational context or a brand,

    letting you know where it wants to go and what it wants to be when it grows up. But it doesnt tell

    you how it is going to get there. Tats the job o the mission. It says how an organization will act

    on its vision and what path it will take to get there.

    A strong mission also includes some values, which are important dening markers o an

    organization. Tere are a lot o reasons to want to save the world, some you may agree with and

    some you may not.

    Values orm the code by which the brand lives, acting as a benchmark to measure behaviors and

    perormance (Welch, 2005). Put in cause-related terms; i your organization has values that areout o synch with your audiences values, you will have a hard time getting them on board with

    your change-the-world vision.

    Remember how Claire couldnt relate to Bender

    having more than one girlriend? And how he

    couldnt understand why Claire and Andrew Clark

    (Emilio Estevez) let their peer group tell them what

    to do and who to like?

    Dierent values. Tats why each o the students

    in Te Breakast Club struggled to nd commonground at the beginning: Teir values were so vastly

    dierent that it was dicult to know where to start

    relating to each other.

    Alas, their disappointing parents brought them

    together. In the end they all had one shared value:

    Tey would not turn out like their parents.

    Positioning yoursel well

    So ar, it sounds like weve got a bunch o mumbo

    jumbo put together that makes US eel good about

    who we are and what we do. But how do we help

    other people understand?

    Enter the positioning parts o the brand. Yes, there

    are two.

    DISSECTING THEMISSION STATEMENT

    Good mission statements:

    Describe your organizations

    purpose;

    Tell how you get there;

    State or suggest your organizations

    values;

    And i possible, clariy who benets

    rom your work.

    See i your mission statement covers

    these areas; the values part, inparticular, oten gets let out. I youve

    got these covered, then make sure you

    eliminate any jargon and ensure your

    statement is written so its memorable

    (Radtke, 1998).

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    Even though positioning statements and elevator speeches are oten conused or used

    interchangeably, each serves its own purpose. A positioning statement illustrates how your

    organization is perceived or how you want it to be perceived in the minds o your audience.

    It is the lens with which your audience views you. It should be concise and directive, and clearly

    articulate what sets your organization apart, as well as the benets you bring to the change-the-

    world ght.

    ake a look at Starbucks. Its positioning

    statement is written to explain what

    Starbucks provides beyond coee

    they view themselves as a place where

    people can go to take a break rom lie,

    treat themselves and unwind. Te actualpositioning statement: Tere is nothing

    else like the Starbucks experience, a real

    indulgence, every day.

    o clearly articulate the Breakast Clubs

    purpose, Brian might have kicked o the

    essay to Mr. Vernon with a statement like

    this: Te Breakast Club meets at Saturday

    detention to uncover the real people hiding

    behind the stereotypes.

    So, whats the dierence between that and an elevator speech? Whereas the positioning statement

    denes your purpose, the elevator speech promotes it quickly in the time it would take to

    ride to the 15th foor o the building where youre going to pitch a big donor to support your cause.

    It should be short, to the point and understandable to anyone, even someone without background

    about your organization or the cause youre ghting or (Olinger, 2009).

    Back to Starbucks. Its positioning statement explains the experience; its elevator pitch connects

    that experience with the unique value that the Starbucks brand brings to coee a commitment

    to people and community. Starbucks is out to inspire and nurture the human spirit one

    person, one cup and one neighborhood at a time.

    Recruiting more kids to join her voluntarily or Saturday detention the next week, Allison might

    say: Te Breakast Club is a place where people like you and me can get together, talk and nd

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    ourselves. You might just walk away with a ew new riends!

    Whats there to say about it all anyway?

    So youve made your promise, got your eelings squared away, your purpose is dened and you

    have what you need to convince others to believe. Tat person in the elevator just pushed the stop

    button. Tey want to hear more. What do you do now?!

    Dont worry. Youve got messages or this.

    Messages help us articulate all o the elements o our brand in all o the places where people

    might interact with it in social media, at events, in traditional media, just walking around town,

    in that notorious elevator. And just like values, there are a lot o ways that dierent people might

    Positioning a City or Success:Enid, Oklahoma

    The City o Enid, Okla. a community o nearly 50,000

    residents is a bustling cultural and commercial

    hub or people living in the northwest section o the

    state. Despite its rich history and evolution rom a

    true rontier town to a city with diverse neighborhoods

    and populations, Enid lacked a brand that refected its

    modern values.

    In September 2011, civic leaders rom the Enid Convention

    & Visitors Bureau, Enid Regional Development Alliance,

    Greater Enid Chamber o Commerce, Main Street Enid

    and the City o Enid called Enid 1st Group embarked

    on a rebranding eort designed to bring the citys brand

    up to speed with what it oered residents, businesses

    and tourists alike.

    CASE STUDY

    The team ocused on identiying the citys attributes:

    original, vibrant and boundless, with a spirit that is

    both adventurous and entrepreneurial. They used

    research including survey data, historical acts and city

    demographics to ll out their perspectives and inorm

    the positioning statement that ollowed: Enid is a

    community overfowing with boundless opportunities,

    building an original heritage, and pulsing with a vibrant

    quality o lie (Friesen Design, 2012).

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    talk about the same things. Having clear messages gets everyone on the same page and reinorces

    consistency, which can help set us apart rom others doing similar work and make us memorableto our audiences (yrell-Smith, 2011).

    As you create messages that reinorce your brand, remember that they must be personable and

    genuine, refecting your values and connecting with your audience. But they should also respond

    to a challenge. Oten, the branding process especially the research we do to gure out key

    elements o the brand reveals some challenges. Maybe its lack o delivery on the promise to

    one audience in particular. Or maybe it s an audience that believes something slightly dierent

    about what you do. Messages can help clariy inconsistencies among audiences and dene the

    benets and values that you bring to the table.

    Instead o challenge/solution, think o it as challenge/weve got a message or that!

    Finding your identity

    I youre someone who answered Yes! to our pop quiz about the meaning o a brand earlier, the

    time has nally come. We can talk about that logo or more accurately, the brand identity.

    Sel-identied Breakast Club criminal John Bender really rocked his bad boy brand identity by

    sporting all the right attributes chains, untucked fannel and combat boots (remember: those

    particular ashion choices wouldnt be mainstream

    until the grunge period, circa 1990), unkempt hair, therebellious earring which all added up to the I dont

    care what you think persona. At a glance, you knew

    what he stood or, and sorta against.

    Te others bought it or the most part. But Claire

    looked deeper to see a vulnerable young man that

    was just as hungry or acceptance (branding!) and

    relationships (branding!) as she was. He had a new

    audience! (Cue the neck kiss in the storage closet.)

    Ah, high school.

    I Claire was the kiss-and-tell kind, Benders brand as the anti-richie would have never

    recovered. But she had some brand equity at stake, too.

    But how does fannel translate to your organizations look and eel? Having a cohesive brand

    A cohesive brand identity

    can keep your organization

    ocused, polished

    and on track.

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    identity can be the glue that keeps your organization ocused, polished and on track to achieve

    its goals. One study even ound that nonprot staers were more apt to use their brand identities

    consistently than their or-prot counterparts, perhaps because they were ound to better

    understand their organizations strategy and care more about its image (Van den Bosch, de Jong,

    & Elving, 2006).

    And lets not downplay the value o brand guidelines. Tis collection o typeaces, colors, rules and

    When Lindsay Moss established the Sydney Moss Fund

    in 2009 to raise money or research and community

    awareness o a rare and serious liver disease called

    biliary atresia (BA) that her daughter was born with,

    she knew she had a lot o competition in the cause

    eld. The Alexandria, Va., resident really pounded the

    pavement to get the word out about her new endeavor

    and launched a undraising 5K race as her chie dollar-

    drumming mechanism. Thanks to her local connection,the community rallied behind her cause and her amily

    with numerous in-kind and corporate sponsors. Shops

    ranging rom cas to dry cleaners to exercise studios

    donated their window space to eature BA5K fiers.

    The race had more than 300 participating runners

    in the rst year and posted a larger than expected

    contribution to Johns Hopkins University Medical

    Center, where Sydney Moss was being treated or BA.

    However, when her husbands job was transerred to

    Atlanta just two years later, she was stuck. The BA5Kwould have to move, but without her local appeal, how

    would she keep the momentum going?

    CASE STUDY

    Branding gave her the answer.

    Lindsay worked with a PR agency to design a logo and

    website pro-bono or the Sydney Moss Fund and

    the BA5K. With a solid brand identity under her belt,

    she had the polish she needed to recruit Georgia-based

    sponsors to keep the race going in Atlanta. The BA5K

    brand may have relocated, but thanks to a healthy

    development bottom line, the quality o the event

    maintained and more than 150 runners participated in

    the races Atlanta debut.

    According to Lindsay, Its heartening to see that i you

    have a solid brand and a good cause, no matter your

    community, youre going to have a strong ollowing!

    A Case or a Strong Brand Identity: The BA5K

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    tips or the application o your brand identity is sometimes ondly known as the brand book but

    is always known as the place to go i you have a question about color use, logo placement, ontpreerences, etc. (McClung, 2009). I your organization wants brand discipline (which it should;

    continuity and consistency are essential to eective brand management), brand guidelines are the

    pathway to get there.

    So i it s all about consistency, what happens when you start talking about changing your logo a

    practice oten reerred to broadly as rebranding?

    But I dont likeroyal blue. Sans seri onts are too

    modern or us. Tat looks nothing like a drop o water

    to me.

    Sound amiliar?

    I olks are unhappy with the logo, theres no shame in

    asking why. Sometimes its a personal connection they

    have with an element that has been used, and its unlikely

    youll be able to tweak in a way that pleases everyone equally. You might nd that there is nothing

    wrong with the logo at all in act, whats irksome is a disconnect within the brand touchstones

    or brand promise. Other times, the reasons are quite valid, like it resembles a competitors brand

    too closely.

    Feedback like this is essential, because it can uncover larger issues such as dissatisaction with

    program delivery or other aspects that go beyond the identity itsel issues that actually denethe identity. Without this eedback, you risk swapping out a blue, putting a Band-Aid on the

    problem and ueling a tenuous brand relationship.

    Just like you shouldnt ear asking more questions about why someone wants to toss the logo out

    with the brand guidelines, dont ear saying, No we cant do that actually. Changing your brand

    identity is a big decision, and even minor changes communicate that the organization is in fux.

    Dont you wonder whether aterthe day o detention at Shermer High, Allison maintained

    the makeover look, or simply piled the eyeliner back on? Would her transormation stick? An

    interesting conundrum, since her brand evolution to girl-next-door certainly caught the attention

    o Breakast Club athlete Andrew Clark a new dating audience or her! But would she becomortable in this new skin or the long haul?

    For some, sure that change would eel good enough to keep working at it. But or others,

    change can be a bad idea. Te 80s not only gave us Te Breakast Club but also New Coke,

    remember? And you have to suppose that i Allison showed up at school Monday morning

    Dont ear saying,

    No

    we cant dothat actually.

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    sporting her cleaned-up look, she would have alienated her current social circle, which she may or

    may not have been prepared to do.

    So think careully beore throwing brand equity out the door with that older brand identity.

    Make sure your decision is rooted in comprehensive research and the evidence says its time or

    a new look. read lightly you might gain a new look, but you might just lose the perceptions

    and reputation you have built around your brand over time (Schmid-Preissler, 2005). Because

    consciously or not, you have spent signicant resources to build that brand, and making a big

    change or starting over can be costly in more ways than one.

    Another part o your brand identity is your tagline, or a short phrase that is oten paired with the logo to

    do what a symbol or illustration alone cannot. Done right, taglines oer an incredible opportunity to sharewhat an organization does in a compelling and dierentiated way. But what makes a good tagline?

    Taglines should be eight words or less, be jargon-ree, be written in compelling language and share how

    youre dierent rom your competitors (Schwartz, n.d.).

    To illustrate, heres what the taglines or the Breakast Club members might have looked like:

    Bender: Im me, and screw you.

    Andrew: Perormance is everything.

    Claire: Live to be popular.

    Brian: A+ or bust.

    Allison: Nothing. Better. To. Do.

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    Branding AppliedSo now we know why branding is important or nonprots and government agencies, have a

    better idea o what branding is, understand the properties o a brand and have a ew tools to see

    how branding can help with specic challenges. Right?

    But how exactly do you tackle it as an organization?

    Here, we oer a step-by-step process to help you tackle the branding beast. Weve tried to boil

    it down to ocus on the key assets and engage sta and stakeholders along the way. For the

    entry point, we began with one o the most common kinds o brand challenges out there acing

    nonprots and agencies:An organization whose brand needs honing and/or better maintenance because

    o a pressing challenge.

    Step 1: Establish a brand manager and, i possible, a brand workgroup.Te brand manager or this exercise should have the ear o leadership as well as experience in

    communications, marketing, advertising or PR, and ideally will continue as brand manager or

    the organization ater the project is complete. Having one person who polices the brand over

    time ensures consistency. I you are working with an agency, you may get away with having the

    olks you assemble or your brand workshop serve as your working group.

    TACKLE THE

    BRANDING BEAST IN

    2

    8

    3

    9

    65

    1

    7

    4

    10 11 1212 STEPS

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    Step 2: Articulate the problem youre trying to solve.

    So the Board thinks awareness is low. Why is that important? Tey may say that they are

    concerned that the organization is not the go-to resource when the media covers their issue, but

    upon urther probing, realize that the real problem is that donations are fat.

    Step 3: Loop in internal olks.

    Give sta, stakeholders, Board members and partners air warning about the pending branding

    exercise and why youre doing it now. Allow people to ask questions and be prepared to justiy

    the cost.

    Step 4: Identiy your goal.

    I think you are headed toward a rebrand, write down the goal and audiences or the exercise at

    hand. I embarking on a longer-term brand maintenance program, the goal may be a larger one

    or your organization as a whole that is pulled rom a strategic plan. Not sure how to pick a goal?

    Check out our Purple Paper on Evaluating Social Change.

    Step 5. Figure out who your audiences are and what they think.

    I your audience is parents, does that mean parents nationwide or just in certain regions? How

    about those in states that have thriving corporate or industrial sectors, or that contain major

    media markets such as New York and Illinois? Parents o any age, or those whose kids are a bitolder and who are urther along in their earning potential? I this is looking like an all-too-

    amiliar strategic communications planning eort, sit tight the good stu is coming up.

    Look at what research did or the Leukemia & Lymphoma Society. When the organization was

    ounded in 1949, blood cancers had a nearly 100 percent atality rate a call to action to be sure,

    but not a very hopeul undraising message. Tey needed to claim victories and they needed to

    show that the research and programs they were unding were making a dierence. Tey needed to

    change how they were talking about their work and ultimately their brand, but they didnt want to

    lose support in the end.

    Tey asked their audience what they should say. And what they learned was amazing theiraudience told them to take credit! ell the world that, thanks to LLS, lives are being saved every

    day.

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    How does a 60+ year-old organization keep its brand

    and its successes relevant to current and prospective

    donors? By making a bold statement designed to

    capture attention.

    At least thats what the Leukemia & Lymphoma Society

    (LLS) did. With the help o an intense research process,

    they launched a hopeul new branding initiative called

    Someday Is Today, which implies a cure or blood

    cancers is just around the corner. This brand was a

    perect t because it could serve as an umbrella to

    capture all LLS projects and campaigns, since it aligned

    directly with the organizations decades-old brand

    promise: to cure cancer, now.

    To get there, LLS conducted internal and external

    stakeholder research to better understand what drives

    its audiences, i.e., donors and volunteers, to give

    both their time and money. They learned that donor

    CASE STUDY

    satisaction is driven by impact the more people

    eel that they are making a dierence, the more they

    will engage. Likewise, transparency within charitable

    giving is lacking, with most donors having little or no

    knowledge o where their money goes.

    Based on this research, LLS developed proo points and

    actoids about its impact rom advances in research

    to changes in policy all o which illustrate the value

    o the organization to donors and volunteers. And in

    Q4 o 2012, it launched Someday Is Today with a

    research-inormed brand maniesto that tells theirstory o success yet reinorces the act that much more

    work needs to be done.

    Creatively, LLS took a leap with messaging such as

    We can see the end o cancer rom here, and an

    online ad eaturing a uture newspaper headline

    declaring Cancer Cured! The latter generated national

    attention in media outlets such as The New York Times

    andAdweek(Elliott, 2013).

    According to Lisa Stockmon, executive vice presidentand chie marketing ocer at LLS, when you put it in

    ront o them [our audience], it resonated with them

    They said, Yes, there are advances, and LLS is working

    toward cures.

    Let Your Audience DecideWhats Right or Them:

    The Leukemia &

    Lymphoma Society

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    Step 6. Conduct a brand audit.Tat Saturday in the Shermer library was the equivalent o a personal brand audit. Who knew

    Mr. Vernon was a communications pro?!

    What is a brand audit you ask? Its a tool to help organizations analyze their brands by

    reviewing current brand properties, talking with audiences, and assessing strengths, weaknesses,

    opportunities and threats (called a SWO analysis). Te audit should yield recommendations

    or improving brand equity, positioning and management, along with related marketing

    recommendations.

    And dont orget, it needs to be based in research. Does research bring up our-letter words in your

    mind? Rest easy. We have tips or that, too, in our other Purple Paper on evaluation.

    In the most thorough sense (and with a lot o time and money available), a brand audit can include

    everything rom a review o all business plans to an examination o human resource systems (VanAuken,

    2007). Whew!

    Or as with most things, a more streamlined version will do just ne. A brand audit can consist o:

    A branding workshop that starts with What is a brand? and includes interactive exercises to get

    at sta aspirations or and issues with the brand;

    A media analysis that looks at clips over a particular period o time to assess brand penetration and

    positioning;

    A competitive scan that identies and proles organizations with similar missions. This should

    include thoughts on how the organization at hand is dierent. Brand Bible Zag (sequel to the

    other brand Bible, The Brand Gap) says that dierentiation is the most important strategy to be

    successul, where everyone else is zigging, your organization should zag (Neumeier, 2006);

    A review o any existing audience research;

    Stakeholder/member interviews and/or online survey, or the same or another key audience;

    A SWOT analysis that draws rom all o this eedback; and to conclude, Branding recommendations and sometimes, a drat brand platorm, used as a jumping-o point or

    urther discussion.

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    Step 7. Loop in sta again.

    Whether or not they participated in your initial research, you need to have sta on board. Your

    brand will fop without boisterous support rom your internal stakeholders. At this point, tell

    them what the research has brought to bear. Show them what the outside world and their

    colleagues on sta think about the organization, what it strives to be, and what it currently

    does. Put the writing on the wall so they understand the changes that are coming.

    Step 8. Adjust your brand identity, but only i you really need to.

    Sometimes this work suggests a logo update and name change but only sometimes. Renaming

    is a signicant job, and we wont get into that process here. Tere is a whole

    someday on dissecting whats in a name.

    Step 9. Position your brand.

    A brand reresh can also entail simply re-positioning the organization. By revisiting the brand

    platorm the brand promise, brand touchstones, positioning statement, elevator speech and

    messages you can get your brand back in synch. Once youre ready, conduct internal training,

    update your organizations website and key materials, and plan an event or report release to push

    your revitalized brand out there. For positioning, we recommend three exercises.

    1. First, ocus on your brand touchstones and your brand promise. Working as a team, you can

    capture what you deliver to your audiences, without ail, that is dierent rom the next guy.2. Second, crat your positioning statement and elevator speech. Tese will serve as your

    meta messages and should be woven into all communications.

    3. Tird, write a ew key messages per audience that can be used in more tailored

    communications.

    Step 10. Test your brand.

    Since branding is a combination o organizational aspiration and audience perception, testing

    these properties with your target audiences will give you the condence that you are, in act,

    headed down the right path. But it depends on the property. You may not want eedback on your

    mission statement beyond your Board, or example. Tats a bit personal.

    Hayes Roth, CMO o Landor Associates, says that nonprots should resist the urge to brand by

    committee at the end o the day, someone in leadership needs to make the call (Roth, 2009).

    For a logo, tagline or name change, you could circle back to those who participated in your

    stakeholder surveys and ask or eedback on the nalists. For positioning, you could send an

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    online survey to partners to see which language resonates most, or gather eedback on any o

    these via your Facebook page. You could even send those who provide eedback a link to a $5

    coupon or an online retailer. Your options or testing are limitless, but remember, we have

    a resource or that!

    Step 11. Launch your brand internally rst.

    Tis can be un. You want to gather all sta and have an exciting reveal o the new brand. You

    can use this gathering to hand out new business cards and distribute stationery. You can share the

    brand guidelines then train sta on using them at another time. Tis is celebratory ater all!

    In all the un, dont orget to do the work. Sta need to eel good about the brand but they

    also need to be able to use it, so train them on the brand itsel (you can even do talking points

    outlining the why now/why these colors/etc., so theyre prepared or conversations with externalaudiences). Likewise, be sure the brand guidelines are understood.

    Most important is to get all sta comortable with your new messages and able to recite your

    brand positioning with ease. Remember that all sta are communicators, and that getting them all

    to describe the organization the same way is job No. 1.

    Its a job that pays dividends. Tink o organizations such as the YMCA (now the Y), where ront

    desk olks around the country are trained to answer the phone by quoting the national brand

    promise (or they used to, anyway).

    Step 12. Launch your brand externally, too!

    Tis is really important. Every rebrand is an opportunity to remind your audiences o why you exist

    and boast some success. Changing your brand and then just displaying it without any explanation is

    at best a missed opportunity and at worst sparks conusion within your audiences. You could simply

    send out a well-designed email blast sporting the new brand to all your supporters and post across

    social media, or you could time your launch to coincide with your annual conerence or another

    announcement that you will be doing media relations around anyway.

    Foundations and other grantmakers are generally supportive o branding eorts i theyre done right, and

    i you have an involved grant ocer, he or she may be willing to give you eedback. Policymakers

    may be a little more dicult to nail down or something like this, but their staers can be motivated

    to participate.

    Testing does not need to be ancy; it only needs to yield results.

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    You could roll out your new brand at a reception or your supporters and include a silent auction.

    A public launch party that shows o the brand could help create a greater and deeper connection

    with the organizations audience (Vomho, 2013).

    And just to be clear launching a brand isnt about having a big party with collateral eaturing

    your brand identity plastered to the walls. In todays ast-paced media climate, its about creating

    content that consistently delivers on your brand promise and connects with your audience.

    Tink about the Nike Foundation. Nike itsel is a swoosh and a sneaker. We all know that. But

    the Nike Foundation needed to dierentiate and connect audiences directly with its mission o

    womens advocacy worldwide. Enter Te Girl Eect an amazing B2B initiative (they built on

    something they already knew how to do well) designed to give young women worldwide a voice

    in the advocacy and policy change that would help them reach their potential.

    CASE STUDY

    Content is the Branding Queen:

    The Girl Eect

    In 2004, the Nike Foundation was created with a goal

    o ending worldwide intergenerational poverty. Its

    mission ocused on helping adolescent girls worldwidenish school. Research showed them that by helping

    these young girls get an education, they could be

    empowered and become the building blocks to change

    communities and reduce poverty and rates o chronic

    disease like HIV.

    But how do you go about getting infuencers engaged?

    How do you show them that adolescent girls need to

    have a voice on the global agenda?

    The Foundation leveraged their business strengths

    gleaned rom their Nike prowess and created an all-

    encompassing campaign brand. The Girl Eect

    launched in 2008 with a video, a website, YouTube

    channel, Facebook page and online undraising

    platorm. The B2B initiative targeted a specic audience

    o thought leaders, politicians and organizations within

    the development community with a clear call to action:

    Spread the word. And with the help o Oprah Winrey,

    they did.

    By October 2011, the eort had garnered more than a

    quarter o a million Facebook likes, more than 3 million

    YouTube views and almost 20,000 ollowers on Twitter.

    The result? A brand that has become the voice or

    a movement, given visibility to a oundation and

    created opportunities or young women worldwide

    (Kylander, 2011).

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    The bakers dozen. Maintain your brand.

    In her article Brand Equity and Brand Maintenance, Christina Schmid-Preissler (2005) explains

    that developing, shaping, promoting and maintaining a brand is a never-ending project (this

    originally said task, but or the right person, brand maintenance is more un than that word

    implies!). Brand maintenance is about brand quality, equity, consistency and ongoing evaluation.

    Your brand manager who should have strong

    attention to detail has his or her work cut

    out or them at this point. Tis person is not

    only the one primarily in charge o enorcing

    the brand guidelines the Mr. Vernon-type

    disciplinarian comes to mind here but also

    the one in charge o keeping the brand alive

    and doing well disciplinarian and nurturer

    rolled up into one. Maybe those out-o-

    touch parents were more connected than their

    Breakast Club teens gave them credit or.

    In addition to disciplinarian and nurturer, your

    brand manager is also a doer. Tis person should

    initiatetasks such as coming up with a planor revising key organization or agency digital

    and print materials and revising sta email

    signatures to highlight the new brand name and tagline (text only, though, please graphics will

    morph into attachments). And they should be empowered topoliceall uses o the brand.

    Tink o the closing copy o a press release called the boilerplate as the perect opportunity

    to share new messages; the brand manager would ensure the new boilerplate is used, every time.

    With someone constantly monitoring the brand and its competition, and being proactive when

    change is necessary, it is easier to maintain brand image and reputation.

    Tink about how Brian, Claire, Andrew, Bender and Allison sign the essay at the end o themovie. Tey established an entirely new collective brand: Te Breakast Club. Did they live it?

    Well, thats a question or another day.

    Brand equity is a set o

    assets (and liabilities) linked to a

    brands name and symbol that adds to (or

    subtracts rom) the value provided by a

    product or service to a rm and/or its

    customers (Aaker, 1996).

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    Putting It All Together: A Kick-O Questionnaire

    Feeling inspired yet? Ready to dive into your organizations culture and pull out a strong brand

    that will motivate internal audiences and keep external audiences engaged and ocused on your

    mission? We thought so!

    o help you get started, here is a list o questions designed to help you get your project o the

    ground. Good luck! And dont orget to send a postcard rom your journey!

    What problem are you looking to solve through a branding exercise?

    What is the most important thing your organization is trying to achieve in the next

    two years?

    Who are the most important people that you need to talk to in achieving that goal? Do you have any research that shows how these people think and eel about your

    organization?

    Whats the most important thing you want them to know about your organization?

    Is there consensus around this among your sta and leadership?

    How old are your mission/vision statements (i you have them)? Do they describe what

    you do in a compelling way that dierentiates you rom others in your space?

    When was your brand identity (logo, colors, tagline, etc.) last rereshed? Does it refect

    what people think and eel about you and what you want people to know about your

    organization?

    Do you have any other brand assets such as a brand promise statement, positioningstatement, brand platorm or messaging platorm? How about brand guidelines? Are they

    current?

    Do you have any mechanisms in place or training sta to communicate your brand

    consistently?

    What does brand maintenance look like at your organization?

    Most important, are you ready to get your brand on?

    Some Parting Advice

    A brand, like a relationship, is a living entity and thereore never done. Just as a signicantother wouldnt wait 20 years to say Were still good, right?, organizations should not wait to

    gauge how their own relationships are aring. Indelity takes place with brand relationships too.

    Five years is a good increment to check on a brands continued relevance and vibrancy (repeat

    steps 112 above). Audience research should be repeated yearly and the brand platorm updated

    more requently than that.

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    I John Hughes were still with us and contemplating doing another movie about high school, its

    possible, even likely, that he would do his research to uncover the issues that teens are dealing withnow. (Would they really be so dierent?)

    But what likelywouldntchange is the depth he would show in his characters, because like

    teenagers, brands are complicated, in a good way. His Breakast Club quintet challenged viewers

    to reconsider their assumptions about young people who are good athletes, or wear dark eyeliner,

    or have designer clothes or brains, or skip school and listen to heavy metal.

    In the simplest terms, and the most convenient denitions: Be clear about who you are, and who

    you want to be. Ten make sure thats how others see you.

    And remember Dont you orget about me Dont dont dont dont Sincerely yours,

    Te Branding Club

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