A smart Brand Plan gets everyone in your organization on the same page, all driving against the same vision, key issues, strategies, and tactics. Have you ever notice that those people who say “we need to get everyone on the same page” rarely have ONE page? People who use the term “few bigger bets” always seem to be fans of those small little projects that deplete resources. And, the person who says they are “good at decision-making” usually struggle when facing a decision and then try to justify both options. A smart Brand Plan should focus and organize the team.
Allocation of your limited resources
A smart Brand Plan makes choices in how to allocate your brand’s limited resources to drive the biggest return. The plan gains approval from senior management around spending, strategies, tactics, goals, and projects. The plan aligns, steers and inspires all functional areas of the organization including marketing, sales, finance, supply chain, product development, human resources and any outside agencies. And lastly, the Brand Plan even helps the Brand Manager who wrote it, to stay focused on delivering on what they said they would deliver.
An effective Brand Plan answers where are we, why are we here, where could we be, how can we get there and what do we need to do. Once you answer these 5 strategic questions, you will see that you have your analysis, key issues, vision, goals strategies, execution, and measurement.
While there is a lot of work with our planning process, you will end up with a Brand Plan on ONE PAGE.
Brand Plan Rough Outline
Before you start in on working on the Brand Plan, we recommend that you write 2-3 bullet points for each of the 5 strategic questions. This provides an outline to ensure the overall flow of the plan. Below is our recommended strategic worksheet:
Elements of the Brand Plan
Following our Brand Plan we recommend building your plan around the following elements of the plan:
- Situation Analysis
- Key Issues
Start the planning process with a deep-dive business review that answers “where are we”, by looking at everything connected to the business including the category, consumer, competitors, channels and the brand.
Here’s a link to our story on How to lead a deep-dive business review:
From the deep-dive business review, summarize what is driving the business, what’s holding it back and then lay out the risks and untapped opportunities. Try to focus on the top 3-4 points for each box below:
The simplicity of this analysis sets up a starting point of the Key Issues as the issues as you will want to continue/enhance the growth drivers, minimize or reverse the inhibitors, avoid the risks and take advantage of the opportunities.
When I see brand teams struggling, they usually lack a vision. As Yogi Berra once said, “if you don’t know where you’re going, you might not get there”. The vision answers “where could we be” and becomes a beacon for everyone working on the brand. It is the one that defines your success. If you achieved it, everyone would feel proud.
We like to ask brand leaders: “if you woke up ten years from now and you were in a great mood because of what was happening on your business, what are the 2-3 things you would have achieved”. This gives you a straw dog vision, framed as a very large goal. We then provide some examples of the best-in-class vision statements to see if sparks some creativity in writing a final vision statement.
A good vision should scare you a little, but excite you a lot.
It should be motivating and enticing to stretch your mind while getting everyone focused. Ideally, it is Qualitative (yet grounded in something) and quantitative (measurable). It is perfectly fine to embed a financial ($x) or share position (#1) element into it as long as it is important for framing the vision. The vision should easy for everyone to understand and rally around. It should stand at least 5-10 years or more. It should be a balance of aspiration (stretch) and reality (achievement)
A brand vision is not a positioning statement or strategic statement. These both come later in the plan. Try to be single-minded in the statement. You do not need to include everything. Make sure you haven’t achieved it already.
One tool we recommend with finding the key issues is to ask 4 questions that determine “why are you here”:
- What is your current COMPETITIVE position?
- What is the CORE STRENGTH your brand can win on?
- How tightly CONNECTED is your consumer to your brand?
- What is the current business SITUATION your brand faces?
Combine the deep dive analysis with the answers to these 4 questions and you will have a good start on your competitive, brand, consumer and situational issues.
Take the vision statement and ask “what are all the things getting in the way of achieving the vision?” Brainstorm every possible answer and then narrow down the list to the top 3-5 key issues. Once you have your top issues, write the key issues as questions, that sets up options for the strategy as the possible answers.
The strategy is always about the “how to get there”. At the strategic level, you have to make choices. When Marketers come to a decision point that requires focus, too many try to justify a way to do both. You have to decide. The best strategic marketers never divide and conquer. They make the choices that help to focus and conquer. Marketers always face limited resources in terms of dollars, time, people and partnerships. They have to apply those limited resources against unlimited choices in a target market, brand positioning, strategic options, and activities. The best Marketers are able to limit the options through decision-making helps to match up to the limited resources.
The Love Curve can help pick your strategy
The Brand Love Curve guides your strategy. We have created a hypothetical “Brand Love Curve” to assess how tightly connected brands are with their consumers. Brands move along the curve from Indifferent to Like It to Love It and finally becoming a Beloved with consumers becoming outspoken fans, where demand becomes desire, needs become cravings and thinking is replaced with feelings. Brands use their connection with consumers to become more powerful against the very consumers who love them, against the channels who carry them and against the competitors trying to beat them. With that added power, brands gain more profit through price, cost, share and market size.
Where you sit on the Brand Love Curve influences your next major strategic move. At the Indifferent stage, focus on establishing your brand in the consumer’s mind. You have to create an opinion. At the Like It stage, consumers see you as a rational choice. There needs to be strategic work to separate your brand from the pack to generate a following. For the Love It stage, the focus should be on tugging at the heart-strings of your consumers to drive a deeper connection with those who love you. And, at the Beloved stage, the strategy has to continue the magic of the brand and get your loyalists to speak on the brand’s behalf. Mobilize the brand fans as advocates.
Use the Brand Love Curve to focus your strategy. While you will come up with your own unique strategies, we have used the Brand Love Curve to map out 20 core brand strategies to begin playing with.
Don’t try to do two things at once
The biggest strategic flaw of most brand plans is trying to drive penetration and usage frequency at the same time. This is a classic case of trying to get away with doing two things instead of picking just one. Look at how different these two options really are and you will see the drain on the resources you will experience by trying to do both.
A penetration strategy gets someone with very little experience with your brand to likely consider dropping their current brand to try you once and see if they like it. A usage frequency strategy gets someone who knows your brand to change their behavior in relation to your brand, either changing their current life routine or substituting your brand into a higher share of the occasions. By doing both, you will be targeting two types of consumers at the same time, you will have two main messages and you will divide your resources against two groups of activities that have very little synergy. If you are really strategic, pick one, not two.
As we wrote our key issues in question format, then the strategy becomes the answer. Look how they match up.
Tactics and Execution
“What do we need to do to get there” matches up marketing execution activity to the brand strategy, looking at communicating the brand story, managing the consumer towards the purchase moment, launching new product innovation and delivering the brand experience. We use our Big Idea to drive each of these key areas of the brand. To read more, click on this link:
Marketing Execution has to make your brand stronger. It has to create a bond with consumers who connect with the soul of the brand, it establishes your brand’s reputation based on a distinct positioning and it influences consumers to alter their behavior to think, feel or act, making the brand more powerfully connected, eventually leading to higher sales, share, and profit.
Start with a Consumer Buying System that can match your brand’s Marketing execution to where your consumer stands with your brand.
Focus your marketing activities by prioritizing on return on investment and effort (ROI and ROE). For each strategy, you want to find the “Big Easy”. Start by putting all your ideas on to post it notes, then map each idea onto the grid as to whether they will have a BIG versus SMALL impact on the business, and whether they are EASY versus DIFFICULT. The top ideas will be in the BIG EASY top right corner. The goal of this activity is to narrow your focus to the best 3 activities.
Turn your plan into projects
A good marketing execution plan should have:
- Brand budget
- Calendar of activity
- Project work plans
A plan is not complete without project plans that include the project owner, project budget, goals, milestones, and hurdles.
Bringing the Plan together
The power of 3’s: As we said earlier, the plan is about making decisions. We recommend that you narrow your effort down to 3 strategies and then 3 tactics for each strategy. That means 9 core projects for each brand to focus their resources on during the year. Compare the subtle difference that 5 strategies with 5 tactics for each strategy explodes into 25 projects that might cripple your brand’s resources. By doing less number, you will be focusing your limited resources on making each project has a big impact. When your team lacks time to do everything with full passion, they run the risk of turning out OK work that fails to connect with your consumers.
Brand Plan Key Terms
- Vision: What do you want your brand to be in the next 5-10 years? Vision gives everyone on the brand a clear direction, it should be measurable (quantitative) and motivating (qualitative). It should push you so much that it scares you a little, but excites you a lot.
- Goals: What do you need to achieve? Specific measures of brand health and wealth, related to consumer/customer behavioral changes, metrics of key programs, performance targets or milestones on the pathway to the vision. It’s the brand scoreboard.
- Key Issues: What is getting the way of achieving your vision/goals? The deep analysis highlights what’s driving and holding brand back, as well as future risks and untapped opportunities. Issues are asked in a question format to provide the problem to which strategies become the solution.
- Strategies: How can we get there? Strategies are the “How” you will win the market. Choices based on market opportunities, using consumers, competitors or situational. Strategies should have a pinpointed focus providing a breakthrough on the pathway to the brand vision.
- Tactics: What do we need to do to execute the strategy? Framed completely by strategy, tactical choices deploy your limited resources against brand projects, the most efficient way to drive a high ROI.
My new book, Beloved Brands, coming this spring.
How this Beloved Brands playbook can work for you. The purpose of this book is to make you a smarter brand leader so your brand can win in the market. You will learn how to think strategically, define your brand with a positioning statement and a brand idea, write a brand plan everyone can follow, inspire smart and creative marketing execution, and be able to analyze the performance of your brand through a deep-dive business review.
Beloved Brands: Who are we?
At Beloved Brands, our purpose is to help brands find a new pathway to growth. We believe that the more love your brand can generate with your most cherished consumers, the more power, growth, and profitability you will realize in the future.
The best solutions are likely inside you already, but struggle to come out. Our unique engagement tools are the backbone of our strategy workshops. These tools will force you to think differently so you can freely generate many new ideas. At Beloved Brands, we bring our challenging voice to help you make decisions and refine every potential idea.
We help brands find growth
We start by defining a brand positioning statement, outlining the desired target, consumer benefits and support points the brand will stand behind. And then, we build a big idea that is simple and unique enough to stand out in the clutter of the market, motivating enough to get consumers to engage, buy and build a loyal following with your brand. Finally, the big idea must influence employees to personally deliver an outstanding consumer experience, to help move consumers along the journey to loving your brand.
We will help you write a strategic brand plan for the future, to get everyone in your organization to follow. It starts with an inspiring vision that pushes your team to imagine a brighter future. We use our strategic thinking tools to help you make strategic choices on where to allocate your brand’s limited resources. We work with your team to build out project plans, creative briefs and provide advice on marketing execution.
To learn more about our coaching, click on this link: Beloved Brands Strategic Coaching
We make Brand Leaders smarter
We believe that investing in your marketing people will pay off. With smarter people behind your brands will drive higher revenue growth and profits. With our brand management training program, you will see smarter strategic thinking, more focused brand plans, brand positioning, better creative briefs that steer your agencies, improved decision-making on marketing execution, smarter analytical skills to assess your brand’s performance and a better management of the profitability of the brand.
To learn more about our training programs, click on this link: Beloved Brands Training
If you need our help, email me at firstname.lastname@example.org or call me at 416 885 3911